Kyocera opens up to channel and ditches 'narrow' programme

The vendor's UK channel manager says she wants to recruit 200 new UK partners with programme update

Kyocera Document Solutions is looking to boost its partner base more than fivefold after overhauling its channel programe which it admitted had "very narrow partner engagement" in the past.

Kyocera Document Solutions wants 200 new UK partners - on top of its existing base of 40 - with its new partner programme.

The Japanese firm, which provides printers, services and software, has now expanded its partner programme to include a third tier called Alliance Partner.

The Alliance Partner competency will give any reseller access to the Kyocera partner programme, without revenue requirements. These partners will be provided with marketing development plans, telephone account management and access to the firm's online resources. These partners will also have access to Kyocera's technology suites in Reading, London and Manchester, the firm claimed.

Moya Kelleher, UK channel sales manager at Kyocera, said the changes were made to ensure a more inclusive channel strategy.

"It's about developing a breadth of partner engagement," she said. "We had very narrow partner engagement before and it was a bit confined to our higher-level partners. But that is putting all your eggs in one basket, so we wanted to ensure we were supporting more of the channel and giving ourselves and them the scope for growth."

Kelleher said previously Kyocera had 40 UK partners across its two tiers - Business Partner and Major Partner - and is now trying to recruit 200 new partners in the UK.

As part of its update, the Business Partner and Major Partner competencies have been renamed to Enterprise Partner and Enterprise Plus Partner.

Kelleher added that Kyocera has upped its account management resources in the UK, taking its headcount from five at the start of the year to 10 now. She said this recruitment has also given it greater coverage in the north of England by having representatives based in Manchester and Halifax.