July 7, 2022
Konica Minolta Business Solutions U.S.A., Inc. (Konica Minolta) announced organisational changes to accelerate its digital transformation (DX) strategy, achieve greater business continuity and drive sustained growth for the company.
Konica Minolta said it continues to make bold moves to organise their direct sales model with the aim of future growth and customer focus. The company explained it is redesigning its approach by reshaping field sales regions, optimising its territory structure to enable speed, agility and the retention of key talent. The change anticipates an evolution in customer buying patterns, with much of the buying process being digitally enabled. The expansion of the organisation’s inside sales teams will support the growth of digital sales generation and its emerging B2B2C sales channel, enabling a more cost-effective structure while increasing scale, the company added.
“Coming out of the pandemic, market dynamics have changed dramatically and a new sales approach is necessary to better align and support customers with subject matter experts during the engagement process,” said Sam Errigo, President and CEO, Konica Minolta. “As a sales organisation, our primary objective is to expand our sales coverage, improve customer experience and grow revenues. The new structure gains access to key support and technical experts across the U.S. market regardless of territory.”
Konica Minolta will also implement a North American Shared Services model, which will align cross-border priorities and enhance delivery to its field organisation. This initiative will combine service functions in the U.S. and Canada, ultimately providing more resources to support areas such as sales administration, logistics and supply chain, marketing, product planning, finance, IT, HR and legal. The company said it has already implemented a similar strategy with its managed IT (MIT) service organisations, merging the services of its U.S.-based All Covered with those of its Canadian IT Weapons business.
Additional MIT organisational design changes are being implemented to improve technical alignment within Konica Minolta’s centralised structure to enhance service delivery for customer success. The growing professional services organisation will work to support the company’s DX solutions and services portfolio.
“We believe a unified North American organisation, with common goals and objectives, can better leverage resources regardless of geographical boundaries and apply a greater focus on the utilisation of individual skill sets at the right point in time,” said Errigo. “Our shared services concept supports all dealer partners and Konica Minolta customers, brings the company closer together and allows us to be more nimble and flexible in how we go to market.”
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