15 BUSINESS BRIEFING so if a partner asks to be introduced to a new line, I tend to take the product to them. But Smart Lockers are a bit big to fit in the boot of a BMW 3 series, so I’ll meet them at our central Birchwood office, which is modern and bright - and more importantly, where you can get a decent cup of coffee!” I leave Vince to caffeinate his guests and make my final call of the morning to Daniel Murphy, our New Business Partner Sales Director for the channel. He has just finished a quarterly review with one of his partners, Softcat. He’s in the central London office today, and starts by explaining how we do much more than supply products and services for Softcat. “Softcat is the UK’s biggest IT reseller. They’re energetic and have a strong customer service ethos, which aligns with our own commitment to excellence. Our job is to help them generate new revenue. We help build the quotes and join the customer calls, aligning frequently to ensure they’re fully supported from pitch to deal won.” “This is the best year we’ve ever had,” continues Daniel. “The relationship has grown beyond a partnership, and I feel like we have so many opportunities we’re working on together. ” In addition to capturing the results from last quarter, Daniel shares Ricoh's new acquisitions with the Softcat management team and the future opportunities they will open up. And how do the folks at Softcat feel about the relationship? According to Richard Baker, Workspace Services Deputy Team Leader at Softcat, “Our partnership is not just about products; it's about driving real-world outcomes. Together, we have embarked on numerous ventures, tackling complex challenges and turning them into opportunities for growth. Whether implementing innovative solutions, optimising workflows, or scaling operations, our joint efforts have consistently delivered tangible results for our clients.” I leave Daniel to write his report and, on reflection, decide that the partnervendor relationship is never typical. Something, be it product innovation, changing markets, or new revenue streams, always keeps the partner-vendor story moving forward. If you’re interested in becoming a Ricoh partner, feel free to reach out to Daniel, and let’s see where the opportunity could lead. Julia Thomas
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