Canon targets reseller partners with solutions push

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Canon UK today announced a new initiative that will help its channel partners profit from reselling the companys range of solutions in addition to its market leading equipment. With the historical emphasis on selling boxes instead of an integrated package of equipment and solutions, Canon is looking to re-address the balance by giving its partners access to a nationwide team of dedicated solutions specialists to help them add value to their offerings and ultimately improve revenues through sales.

Canon is making a team of 35 Solutions Business Consultants and 18 Post Sales Implementation Engineers available to all partners focusing on reselling a solutions-led package the most advanced support structure in the industry. Canons three main solutions for the office environment are Document Management, Document Distribution and Document Accounting packages that are designed to improve business efficiency and control costs by helping companies deal with ever-increasing information workflow.

To support Canons solutions push, Chris Tickler (pictured right) has been appointed to the role of Software Sales Manager for Canons reseller partner channel. In this role, Chris will be responsible for supporting existing Canon resellers to grow their business potential. Chris comes to the role following two years as Product Manager for Solutions and over ten years in total at Canon. He has extensive knowledge about Canons solutions and how they can fulfil customer needs.

Our reseller partners are an essential part of Canons business strategy and our goal is to ensure that more partners are benefiting from the additional business opportunities that solutions bring to the table, explains Chris Tickler. Many resellers in the industry currently only focus on equipment sales meaning they are missing the opportunity to improve customer retention, increase competitive advantage and most importantly grow sales and revenues. With a dedicated team of solutions specialists on hand to support our partners we are confident that they can grow their business through the strength of Canons offerings.

Canon believes that a solutions sale is the future and resellers that do not adapt to this changing environment are at risk of being left behind. As well as a dedicated team of solutions specialists, Canon also offers training to resellers on how to pitch a more solutions-led sale.

One partner that has benefited from a solutions focus is Annodata, Canon has been talking about information management solutions for some time, at first we were concerned about the resource it would require but adding solutions to our portfolio has opened up doors to a wealth of new business opportunities. In addition to this, with more Multifunctional Printers being connected to networks we decided to invest in our own Professional Services Team to support these sales. The profit that can be generated from solutions business and the long-term partnerships we can now build with our customers has gone beyond our expectations commented Nick Whitty, Marketing Manager, Annodata.

Canon is actively looking to recruit a further 16 more resellers, who are keen to develop into the solutions space, by the end of the year.

We always welcome new partners to the Canon channel, continues Tickler. These businesses may be from traditional print and copy backgrounds or could be IT resellers who are looking to add an advanced, solutions-led, print strategy to their existing portfolio.

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