tashatuvango - Fotolia
Sell more of the portfolio and follow the vendor's advice over potential growth areas is the message that partners will be hearing from Canon's fresh UK channel chief.
James Pittick, who has been with the vendor for a decade, largely working on the direct sales side, has been given the role of director of B2B Indirect Sales, Canon UK and Ireland.
Not only will he be looking to work closely with the existing partner base but Pittick is also keen to strike up some fresh relationships with those channel players that can take the vendor into fresh verticals and geographical areas.
"Channel is very important and we have had a very successful channel for over three decades but it needs to evolve and we need to look at how we stay relevant and we need to continually look at how we deliver value and ultimately inspire partners to want to work with us," he said.
The vendor has been going through its own changes in the last year and managed print is now the core of its approach to the office business and it has also got production and industrial markets it can serve.
In addition the firm also has its software and document management offerings that can also be taken up by partners.
"What we really need to do is to create environments where we can enable more of our partners to sell more of our technology," he added "And identify new channel partners that could take us into new technology sectors or greographies and might not have traditionally picked Canon in the past."
When it came to identifying areas of growth Pittick said that there were opportunities for current partners to sell more and the vendor was also looking to work with system integrators that were selling print as part of a wider solution.
"There are some great opportunities for growth. Even with the core print market, which is very mature, there are complementary technologies and opportunities to grow and that makes it a very interesting place to be," he said.
Pittick will be reporting into Rob Ferris, director, Document Solutions at Canon UK & Ireland, who said that the task for Pittick was to "drive the strategic development of our channel sales strategy".
"Canon strives to inspire its channel partners, guiding them through a challenging market to realise the opportunities it offers. We work closely to share our insights and develop their businesses," he added.