September 21, 2011
Print vendor Ricoh have announced a new tier structure for its channel partners in the UK as part of a strategy to double printer sales in the UK throughout the next three years, reports Channel Pro.
Resellers will be catagorised as Approved, Preferred or Solution partners.
Preferred partners will focus in transactional sales – larger quantities of lower priced sets, while Approved partners are businesses with a reduced Ricoh presence.
Solutions partners are described as typically a systems integrator or VAR (Value Added Reseller) aiming to add more services and solutions around print.
Steven Hastings, IT Distribution Manager at Ricoh said: “There wasn’t a strong feeling in the indirect channel about Ricoh – what we do, and what we’re told about.”
Hastings elaborated that the system allows the firm to work “much more flexibly with our IT resellers. We weren’t just looking at all of our resellers and saying, ‘those who spend the most will be called Gold, Silver and Bronze… we wanted to split people up into how they work, and how they want to work with us”.
Ricoh have also unveiled Click, an MPS contract for customers via the reseller for a period of five years. Resellers will receive a rebate over the full term of that end-user contract.
Later in the year Ricoh will launch Click Lite, based on a fixed two-year period. Resellers offering this service receive an upfront payment at the offset.
Categories : Products and Technology