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scanners
20 Print.IT Reseller
have implemented comprehensive
document management solutions across
departments. This represents a great market
potential.”
Fujitsu’s Imaging Channel Program
enables reseller partners to access the
latest marketing materials and tools around
Fujitsu scanners. And for Authorised and
Premium Imaging Resellers there will also
be the capability to co-brand selected
marketing collateral with their company
information.
“We engage in many demand
generation activities and these
opportunities are distributed to the
appropriate reseller partners within the
Imaging Channel Program. Additionally,
there will also be access to exclusive
incentives and promotions and at the
highest tier level, the ability to earn a
rebate on scanner purchases.” Resellers can
register at www.imaging-channel-program.
com
Worth paying attention
“Mobile scanning is certainly a trend that
dealers should be paying attention to,”
says Matthew Searle, Director, Canon
Partner Channel, Canon UK and Ireland. “In
recent years, the way we work has become
more flexible and mobile. Supporting this
increasingly mobile workforce through
services and solutions represents a huge
revenue opportunity for dealers.”
Canon’s recent Office Insights report
revealed that more than half of European
workers surveyed scan more than they did
three years ago. “We recognise that there
has been a clear shift in the way people
work and the methods by which documents
are processed because of the increasing
use of mobile devices and the cloud,” says
Searle.
Wi-Fi enabled scanners allow
organisations to easily digitise documents
in the office or on the go and route them
to the cloud, mobile devices or other
business workflows where they can be
further processed. One example of this
is Canon CaptureOnTouch Mobile, a free
application that lets users scan directly to
iPhone, iPad and iPod touch devices via a
Wi-Fi network. “This means customers can
connect remote branches and workers to
the central system network and allow them
to make information easily accessible and
shareable. As tablets continue to infiltrate
the workplace and users move to creating
and editing documents on tablets as well
as on laptop and desktop computers, this
functionality will become more and more
important.”
Searle says that scanning is now
becoming the principal driver of document
workflow. “We’re seeing a sharp rise in the
volume of electronic documents that end
users are processing. As a result there’s
huge interest for solutions to improve the
processing of scanned documents which
saves time and increases productivity.
Revenue generator
“Ultimately, compact and portable scanners
add to our channel partners’ range of
mobile and cloud-connected document
capturing solutions, creating a strong,
compelling and diverse product. The
market landscape has seen a number of
technology-driven changes over the last
few decades and there is an increasing
need to offer value-added services to find
and maintain loyal customers – increasingly
this includes cloud services.
“For partners looking to become
trusted business advisors, this represents
an opportunity to open up new sales
channels and play an advisory role in
customer development. Only by accepting
this challenge can companies increase their
sales and enhance their ability to cross-sell
value adding services.”
In terms of supporting channel
partners, Canon has a dedicated Partner
Programme to help dealers consult and sell
to their customers. This includes education
about new products and how they can
be integrated into the dealer’s existing
portfolio.
“Building strong relationships with our
partners based on trust and confidence are
a key success factor for us,” says Searle.
“We recently hosted The Canon Premier
Professional Scanner Partner Conference
in Lisbon, which was attended by leading
resellers from 21 countries across
EMEA region. Events like this give us an
opportunity to come together and discuss
the most recent trends in the scanning
market, listen to our Partners’ needs,
as well as showcase Canon’s
latest innovations.”
www.canon.co.uk
Wi-Fi enabled
scanners allow
organisations
to easily
digitise
documents in
the office...
...continued
Matthew Searle, Director,
Canon Partner Channel