Traditionally, MFP and printer OEMs have actively engaged as many third party solutions partners as possible to create enabling applications for their hardware. In fact, most have dozens of listed partners that have created various levels of connectors or enablers. Each additional offering provides value-add to the hardware manufacturer and provides another distribution point for the software partner. But what was the real cost of maintaining all of these relationships? More importantly, was there a real return of value and did the customer even care?
We had a chance to catch up with a Ricoh executive shortly after Ricoh announced its new Solutions Partner Program to find out what this meant for Ricoh, its dealers and resellers, and their end-user customers.
Overall, this move rationalizes their existing set of solutions provided by the Ricoh direct channel. According to Ricoh, “It is a focus issue. With a smaller, more focused portfolio we can be better trained to support our customers directly instead of having to rely on our partners to do the heavy lifting.”
The program has two primary categories: Premier Partners and Specialty Partners. The key difference between the two is that Premier Partners are going to be more broadly available to the general sales force, while the Specialty Partner designation indicates a more complex sales and implementation lifecycle. Ricoh has mapped these Specialty Partners to specific, vertically focused personnel, internally.
What about the Ricoh Family Group dealers?
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