Canon turns to solution specialists to aid VARs

Vendor unveils scheme to boost reseller awareness of print software and services

Canon UK is giving its partners access to a nationwide team of dedicated ‘solutions specialists’ to help them add value to their multifunctional printer offerings.

The move is part of a push by Canon to encourage its resellers to focus more on providing customers with a total offering.

“Customers don’t just want a printer any more, they need software and services as well. Many resellers only focus on equipment sales, meaning they are missing the opportunity to improve customer retention, increase competitive advantage and grow sales and revenues,” said Chris Tickler, newly appointed software sales manager for Canon’s reseller channel.

“It’s a win-win situation. The stronger our partners are the better. It will allow resellers to win more revenue and get into new markets.”

A team of 35 Solutions Business Consultants and 18 Post Sales Implementation Engineers will be available to help partners focus on up-selling, adding services and consultancy, and training to a product sale.

“We are putting together an accredited training programme to teach resellers how to pitch a more ‘solutions-led’ sale,” Tickler told CRN. Canon is looking to recruit a further 16 resellers by the end of the year.

“We are always happy to welcome new partners to the Canon channel. These businesses may be from traditional print and copy backgrounds or could be IT resellers looking to add a print strategy to their existing portfolio,” said Tickler.

Nick Whitty, marketing manager at Canon partner Annodata, said his business has made the change to selling more services.

“Adding solutions to our portfolio has opened up a wealth of new business opportunities.

“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,” Whitty said.