Samsung shuffles channel account management structure

Vendor keen to keep momentum going across its IT portfolio and deepen its ties with reseller partners

Samsung Electronics has rejigged the account management structure of its UK and Ireland business as it looks to strengthen ties with resellers and grab a share of a £3.5bn market.

As a result, the vendor will create one centralised reseller account management team to be led by Mark Vatcher, head of reseller partners – IT division, who joined Samsung in April this year.

The consolidated team is charged with delivering 40 per cent growth for 2012 across all three of its B2B product portfolios: print, display and computing.

It claims to have identified a £3.5bn market for the centralised reseller team to penetrate, and is confident of riding its recent successes in maintaining a top three market share position across its IT portfolio (laser printer, mobile computing, large-format display and desktop display) to achieve its growth ambitions.

Samsung’s new team will also work with key software and solutions partners to create an enterprise service structure for its B2B technology, as part of its plans to deliver end-to-end customer solutions.

Graham Long, vice president of the IT business division, said: “Having listened to our partners over the past few months, we have made a really progressive step in reorganising our channel business so we are seen as having one point of contact for our key business partners.

"With this decision, our partners will profit from synergies across all three product portfolio areas. We will also be offering them a consistent account management structure that will deliver real rewards and benefits in developing a long-term strategic partnership with Samsung.”