01732 759725 36 60 seconds new to develop and execute successful marketing campaigns, driving engagement and visibility in the market. Furthermore, we've played a pivotal role in defining and implementing new income streams, adapting to evolving industry trends and customer needs. I'm really proud of the team’s hard work and their unwavering commitment to our collective success and look forward to FY24. TR: What are your personal highlights of the last 12 months? RJ-H: I’ve been delighted to continue my work as Executive Sponsor for Ethnicity, particularly supporting the activities of our ethnicity affinity group, which offers a space for conversation and real change. Alongside that, spending quality time with the family and focusing on my fitness. TR: What should resellers be looking to capitalise on in the next few years? RJ-H: Resellers should focus on leveraging emerging technologies like IoT and AI, along with cloud-based solutions, to enhance document workflows and improve that all important productivity. Adding real value with innovative new solutions will be crucial for capitalising on digital annuity streams in the coming years and will act as a key differentiator for any true managed service provider. TR: Can we expect anything new from Ricoh in 2024 in terms of channel partnerships and offerings? RJ-H: Yes! We’re constantly innovating and evolving so you can expect to see new partnerships and offerings, including the launch of a brand-new partner programme bringing with it a whole host of benefits, but I’ll save those for the launch. Consider this a teaser! TR: What do you think the secret is to good profitability in the channel? RJ-H: People and relationships. We’re a people-first business at Ricoh and we really mean this on all levels, from our employees to putting people front and centre when considering technology. TR: What type of support can you provide new channel partners? RJ-H: Our channel team pride themselves on working closely with each partner to understand their unique objectives and to offer them the right support. Over the last few years, we’ve onboarded a wide range of partners, not just traditional automation partners, and have a strong local team of experts including a dedicated pre-sales team. TR: What currently is having the greatest impact on your business? RJ-H: The global economy is continuing to impact Ricoh, like any business, but we’re well placed to innovate and adapt, in turn introducing new revenue streams to our channel partners. TR: Where do you see the next big opportunity for MSPs/resellers? RJ-H: We’re already seeing MSPs/resellers expand their portfolios to new digital annuity streams. The speed of this will only increase with the need for digital maturity in organisations, as AI, cloud and security concerns drive the trend. TR: Why should resellers partner with Ricoh? Rowan Jeffreys-Hoar (RJ-H): I recently read a report from McKinsey forecasting that by 2030 partner ecosystems will drive around $80 trillion in annual revenue – that’s one third of total global revenue*. Together with what I’m hearing in conversations with our network of partners, it’s clear we’ll grow faster and stronger together. Resellers are looking for the added value and growth a partner ecosystem can provide. TR: What new products and services will you be offering resellers in 2024? RJ-H: I’ve taken lessons from the successes we’ve had in the direct channel with our digital services portfolio. Our process automation solutions and our smart locker portfolio in particular are unlocking new digital annuity opportunities for the channel. TR: What are Ricoh’s policies on environmental impact? RJ-H: Our new IM C range of all-in-one office devices are constructed of 50% post-consumer recycled materials, coupled with industry-leading TEC values and a 50% reduction in plastic packaging. Find out more about our wider approach here. TR: What are your business highlights of the last 12 months? RJ-H: There are a few that stand out for me. Our team has achieved remarkable milestones by delivering exceptional support and guidance to our partners and their customers. We've collaborated closely with our partners both old and 60 seconds with... Rowan Jeffreys-Hoar, Director of Indirect Sales at Ricoh – Your Trusted Digital Services Partner. Ricoh empowers digital workplaces using innovative technologies and services that enable individuals to work smarter from anywhere. TR: What’s the best bit of business advice that you’ve been given? RJ-H: You can’t invoice an interesting conversation. TR: Have you ever had any embarrassing moments at work? RJ-H Too many to mention. For someone who spends a lot of time with people I struggle to remember names and have to make sure I write them down! TR: What is your favourite quote? RJ-H: ‘Don’t worry, this too shall pass.’ I like to focus on this as we all experience tough times, but the good is on its way. TR: What’s on your playlist? RJ-H: My 5-year-old daughter controls everything that’s played in the car or in the house. So, Trolls 1, 2 or 3. TR: What’s the most used app on your phone and why? RJ-H: Podcasts – I’m currently listening to Modern Wisdom. I find they’re a great way to keep up-to-date, and I can multi-task at the gym! TR: How do you like to spend your spare time and unwind? RJ-H: I have two daughters, and I like to spend as much time as I can with them. But I’m not sure that's unwinding! Otherwise, hitting the gym for an hour or going for a run. My guilty pleasure is Xbox and PS. I never gave them up. Rowan Jeffreys-Hoar * Changing the Rules of Business, McKinsey & Company, 2022
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