tashatuvango - Fotolia
The move by Kyocera Document Solutions to acquire Annodata was not just about bolstering the services capability of the vendor but also about protecting its route to market.
The firm has worked with Annodata for years and the managed services specialist is one of the most important UK partners for the vendor and it was partly for that reason the decision was made to acquire the business.
"There has been lots of consolidation and we wanted to secure the route to market," said Nigel Allen, UK marketing director at Kyocera Document Solutions.
The decision to purchase Annodata is the first time the firm has picked up one of its channel partners and does mark a change in direction. The business will continue to be run independently, with its own management team and strategy, reporting into Japan.
"It is a change in policy but our commitment to the channel, which is the largest chunk of our business, is the same. We will still manage Annodata as a customer and there will not be preferential rates," he said.
The other benefit of adding Annodata to the fold is that the firm, which has been able to combine managed print services into a more general MSP pitch, can help share those lessons with other channel partners.
"One of the key reasons is how they have manipulated ICT services in with a managed print model. We want to bring a range of services over and above the managed print services," added Allen.
Managed print services have grown in popularity over the last couple of years and Allen said that delivering that type of support for customers made the relationship between reseller and user much more secure.
"We want to help partners develop managed print and the addition of Annodata with its experience is an area we can help other channel partners grow into to," he said.