Canon has appointed James Pittick as Director of B2B Indirect Sales, Canon UK and Ireland. In his new role, Pittick will coordinate all partner business across the B2B organisation, continuing to support Canon’s current partner network as well as identifying new partners to support the growth targets for Canon’s indirect route to market.
The appointment comes as part of Canon’s reformed B2B approach which reflects an evolving marketplace, helping customers to explore new opportunities that will improve their business.
Pittick commented: “Canon has an increased focus on its indirect routes to market and as such, I will be overseeing our continued support to help our traditional partners grow. In addition, I will be looking to identify new types of partners whose current portfolios could benefit from our technologies & services, including strategic alliance partners, software vendors and VARs. I’m looking forward to the year ahead when we will be announcing further initiatives to benefit the channel.”
Pittick joined Canon in 2008 as a Regional Sales Manager and since then he has held several senior sales and strategy roles at the company. Most recently Pittick was head of the Sales, Strategic and Enterprise Business where he was “tasked” with “engaging” key enterprises and international organisations across both the private and public sectors. James will report directly to Rob Ferris, Director, Document Solutions at Canon UK & Ireland.
Rob Ferris said: “James will use his considerable experience working at Canon 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. James will be at the very centre of making that vision of true partnership a reality.”
We guess the quote came from the autocorrect software Ferris uses.
Canon has appointed a new partner manager and is looking for a bit more from its UK channel.
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.
He will be working 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.
Pittick said that Canon has had a very successful channel for over three decades but it needs to evolve. Canon needed to stay relevant and continually look at how we deliver value and ultimately inspire partners to want to work with it.
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.
Canon has its software and document management offerings that can also be taken up by partners.
Pittick said that Canon needed to create environments to enable more of partners to sell more of its tech. He saw his role as identifying new channel partners that could take it into new technology sectors or areas.
He said that there were opportunities for current partners to sell more and the vendor was looking to work with system integrators that were selling print as part of a wider solution.
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 its channel sales strategy.
An IDC report said that the Western Europe large format printer market fell in the the third quarter of 2013 by 2.9 percent. Meanwhile it also reported that the document scanner market was up by more than 30 percent.
The top three vendors in the large format printer market are HP, Canon and Epson – together they accounted for 89.3 percent of shipments – they were close to 15,500 units in Q3. LED tech fell by over 13 percent, but UV inkjet printers grew by more than 30 percent year on year. The technical segment accounts for a 60 percent share of the application type while the graphics segment fell from 41.5 percent in share from Q3 2012 to 39.7 percent in Q3 2013.
For document scanners, the top five vendors in Western Europe were Brother, Canon, Epson, Fujitsu and HP – making of 83.9 percent of shipments, which numbered around 83,000 during the quarter.
Distributed document scanners is larger of two main segments with 97 percent share, but production document scanners increased by 8.7 percent in Q3, compared to the same quarter this time last year.
Printing company Canon is offering partners the use of Nuance Scan to Cloud as part of its Imagerunner Advance Multifunctional Devices (MFDs).
This software lets customers turn paper documents into forms that can be edited digitally, which can then be uploaded to the cloud using services like Google Drive, Dropbox and Salesforce. Canon promises that the technology will nicely complement other already available scanning software in the Imagerunner Advance platform, such as Scan Kit and eCopyShareScan.
Scan to Cloud is available to partners from today – and is offered on three, four or five year contracts. Partners can pick whether they want a limited or unlimited amount of scan-to-edit conversions.
Partners will be able to install the software on the MFD’s multifunctional embedded application platform – remotely and without needing access to a server. As a result, according to Canon, installation is cheap as chips and easily scalable for customers. Devices at an organisation can be configured with an all in one utility tool, cutting down on installation times.
Canon exec Daniel Seris pointed out that, as more organisations plan on pushing their businesses to the cloud, there will be loads of physical documents lying around that firms will need to hold onto. They “expect partners to be able to provide them with the best technology to support this trend,” Seris said. “Employees need to access and edit documents whenever and wherever they want, in the office, at home, or on the go,” he added.
Canon has commissioned a study which found those making buying decisions in the office are often out of touch with the needs of the actual user.
Canon Europe surveyed 1,671 end users and decision makers. It found that firms all over Europe are having a hard time bringing in technology to enable flexible working – with a real minority making sure employees had smartphones or tablet PCs. BYOD, then, is crucial at the moment, as those with these devices find they are crucial to their jobs.
Most respondents said they need advice and support from their IT departments if they’re to properly reach their working potential, whether in the office or on the go. Just one quarter knew the office technology inside out, and the report highlights many workers feel they are excluded when it comes to picking technology they feel would be right for their companies.
Canon also found that, while the majority of respondents work with sensitive documents, they are being allowed onto insecure devices on insecure networks. Many end users believe that their organisation is managing document security – when that isn’t a case at all, with under five percent of IT buyers indicating that as a concern in printing, copying or scanning.
The company’s European and UK marketing manager, Matt Wrighton, said the gap between staff and decision makers is obvious. “It’s clear to see how the division within organisations between the two key parties, decision makers and employees, will, if not already, prove harmful to productivity in the workplace,” Wrighton said.
Canon is helping its partners make the most of the increasing demand for compact imaging products.
It has launched two new compact black-and-white multifunctional devices (MFDs) as part of its ImageRunner Advance range, which it claims will create new revenue opportunities in the desktop capture and output market.
According to the company’s recent Office Insights report, value and cost of MFDs were found to be the most important factors in the purchasing process for 34 percent of decision makers, followed closely by reliability – 20 percent and output quality – 18 percent.
Canon said its new devices helped bridge this gap and also added to its partner’s portfolio.
The new ImageRunner Advance 400i and 500i A4 devices have output and capture capabilities in a compact design claimed to provide users with smarter ways of working.
End-users can print from any Google Cloud Print enabled web-connected device, or scan to and print from the iPad, iPhone and Android mobile devices. The Uniflow platform is said to offer configurable document workflows to larger organisations or more demanding environments.
Uniflow also provides a secure platform for users to print from any device to any networked MFD.
The ImageRunner Advance 400i and 500i devices will be available across the UK & Ireland from 1 May 2013.
Printing powerhouse Canon is bidding to take over all shares of scanning and document managing company I.R.I.S. Group SA, which runs irisLink.
There has been talk for some time over a potential takeover,but it has today officially entered a public takeover bid for all shares, warrants and stock options. The acceptance period runs from 6 February and ends 20 March 2013.
Offer price per share is EUR 44.50. Canon bought a 17 percent stake in the company in July 2009. According to an official statement, the deal will allow the two to “cooperate more closely” in developing technology – so it seems that IrisLink will still exist as it is but with Canon cracking the whip.
Iris president Pierre de Muelenaere said in a statement that Iris’ portfolio should complement Canon’s strategy nicely. The board of directors and management are unanimously supporting the bid so it looks like a sure thing. Sitting here in Louvain, Belgium, In a lengthy keynote, Muelenaere is highlighting the cloud and managed services, the latter which made the company become “more international” over 2012.
“Our customer doesn’t need a product anymore, they need a solution,” Muelenaere said.
Denis Hermesse, CFO, said that over the last year there has been a very difficult business background. He quoted a recent IMF release that revised the world economic outlook down again, particularly in the countries that do business with Iris. Customers need to “identify expense reduction” and that is the background over 2012.
Despite that, Hermesse pointed out that the company’s gross margin at EUR 61.4 million – revenue was EUR 100 million, and otherwise the company was stable over 2012. There has been a 12 percent increase with VARs and BPO, with Hermesse pointing out this is repeated growth. In the Canon segment, Iris increased the business by 15 percent. “We still have some cash,” Hermesse said, while Muelenaere added that over 2013 the company will be investing in growth initiatives, that 2012’s results were satisfactory, but he hopes 2013 will be better.
Canon has launched a compact and versatile desktop scanner, which it claims will appeal to small offices and corporate departments seeking a cost-effective scanning product.
The Canon imageFORMULA DR-C120 is claimed to be easy to use and comes with a range of features that are said to help businesses scan and convert documents into existing workflows and to the cloud.
It has double sided colour scanning of up to 40ipm and a 50-sheet automatic document feeder, using the folio mode feature users are also said to be able to scan up to A3-sized documents, while there is also an option to add Canon’s A4 Flatbed 101 Scanner Unit accessory in case there is a need to scan books or other bound material.
According to the company, the device is simple to use. Customers simply need to press a button on the scanner or through the company’s CaptureOnTouch software.
The scanner driver software also incorporates a full auto mode function that automatically applies the optimum scan settings so that users don’t need to worry about configuring settings for different document types. It features plugins for cloud-based connectivity with Microsoft SharePoint, Evernote and Google Docs.
The imageFORMULA DR-C120 is more energy efficient when scanning, using less than half the power compared to its competitors. It also ships with
software, including CapturePerfect, eCopy PDF Pro, BizCard, OmniPage, and PaperPort.
It will be available through all Canon sales offices and selected disties across Europe this month.