thebiginterview
How are channel partnerships evolving? Channel partnerships are experiencing a profound evolution, driven by technological advancements, the infusion of entrepreneurial thinking, and a focus on understanding and aligning with our partners’ long-term vision. I have witnessed first-hand the evolution of channel partnerships and the dynamic shiſts that are reshaping the industry, these factors are forcing partners to stand out amongst competitors by forging deeper relationships with their customers. One of the most exciting aspects of my role is working with
entrepreneurs and having the opportunity to collaborate with individuals who bring fresh ideas and innovative ways of thinking to our partnerships. Tis symbiotic relationship benefits both Canon and our partners as we gain insights into emerging market trends and new and innovative approaches to problem-solving. Together, we can seize new opportunities and adapt to the ever-changing business landscape, fostering mutual growth and success.
How do you plan to build successful channel partnerships? Building successful and trustworthy channel partnerships is always a top priority for me, which requires regular communication, being responsive to our partner’s needs, and consistently delivering on our promises. I firmly believe in putting ourselves in the shoes of our partners and understanding what they stand to gain from our collaboration. By aligning our goals and creating mutually beneficial opportunities, we can cultivate a sense of shared success. Making the most of meetings is a crucial part of building a
successful partnership. My approach is to always bring value to the table and provide at least one key takeaway from each interaction. I also like to set a clear agenda that allows me to outline what I hope to achieve and also take time to understand the partner’s objectives and aspirations. As a result, our discussions are productive and focused while respecting their time and priorities. Another critical aspect of successful channel partnerships
is succession planning. As a ‘people business’, it is essential to understand our channel partners on a deeper level. Tis includes recognising whether they are family-owned companies or have specific succession plans in place. By having this knowledge, we can navigate potential challenges and ensure that our business plans align with the goals and values of our partners. Open and transparent communication is crucial in these situations, allowing us to work collaboratively to mitigate any potential conflicts and maintain a strong and enduring partnership.
How can channel partners grow their businesses? Channel partners can grow their businesses by making the most of training programmes and resources whilst leveraging the wealth of technologies that exist to help them as well as offering a comprehensive portfolio to meet diverse customer needs. Partners should consider exploring collaboration opportunities with third party businesses across different industries, as they can bring valuable elements to their own operations and new services to end customers. Te other opportunity involves leveraging data to gain insights
into their current clients, other users, and competitor markets. By implementing appropriate data channel partners can effectively analyse this data, leading to the discovery of untapped market segments and a deeper understanding of existing buying behaviour.
www.pcr-online.biz While specific details may not be shared, vendors can provide
partners with information on general trends and geographical areas of interest for businesses. Armed with this valuable insight, partners can identify opportunities to expand their own business into lucrative emerging markets. Furthermore, they can empower their customers by guiding them to invest in areas that foster growth, even in the face of a challenging economic outlook. Canon can support partners by providing subscription cloud
models. Unlike flat fees that tie businesses down for a specific period, as-a-service billing is demand-driven and cloud-based. Tis model has experienced remarkable growth, ranging from 200% to 300%, due to the current macroeconomic climate. Its pay-per-use structure makes it easy to sell, offering a convenient and scalable solution for customers. Te system allows users to pay only for the time they utilise the service, meaning they can also unsubscribe from the service whenever needed.
What new technologies can channel partners take advantage of? One of the main technologies that channel partners can leverage is cloud computing. Cloud adoption has already been successfully implemented across various industries for a few years now, and it’s still growing. According to our own research, by 2025, around 61% of managed services providers are projected to manage their offerings mostly or completely in the cloud. Cloud technology has enabled us to maximise collaboration
and allow for effective work in the hybrid working world. Hybrid working can be a challenge for many businesses, with gaps and frustrations emerging when employees try to run a business process entirely through the cloud. Channel partners can use cloud solutions to empower their customers with the right tools to fully support hybrid working.
What can channel partners expect to see from Canon in the coming months? First and foremost, our commitment to serviceability and supporting our partners remains a huge priority. We understand the importance of providing excellent support and assistance to our partners, and we continue to invest heavily to ensure that our products receive the best service and maintenance available. We’re excited to offer our channel partners an extensive
multifunction portfolio, particularly in the printing sector. Tis presents a great opportunity for our partners to diversify and generate new sales and revenue. We also believe in the importance of ensuring that our range minimises environmental impact and that many of our products are built with sustainability in mind. Furthermore, our dedication to innovation is evident through
our commitment to allocating 8% of our revenue to research and development. Tis level of investment ensures that the end-quality of our products is very high and by constantly pushing the boundaries of technology and design, we strive to deliver the best possible solutions to our customers and channel partners. Channel partners can expect Canon to continue leading the way
with exceptional serviceability, a wide portfolio, and a commitment to quality driven by our significant investment in R&D. We value our partnerships with our channel partners and our ambition is to continue, to create sustainable growth and success for the future.
July/August 2023 | 17
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