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Canon confirms commitment to the channel

Canon has launched its first UK-based Canon Business Centre (CBC) in partnership with DMC Canotec. The move takes the company’s 25-year partnership with DMC Canotec to the next level and outlines its strategy for growth in the region

The launch of the UK’s first CBC continues Canon’s strategic commitment to investing in the channel, following the relaunch of the Canon EMEA channel partner programme earlier this year. James Pittick, Director of B2B Indirect Sales at Canon UK said that there is a mature network of more than 130 CBCs across Europe. “The CBC is a well-established model for channel partners across a number of European countries and the partnership with DMC Canotec marks the very first UK-based Canon Business Centre,” he said.

While Pittick wasn’t able to confirm specific numbers in terms of how many CBCs the company was looking to establish in the UK, he did say that more are on the cards. “We are looking to expand and grow further across a number of countries and particularly in the UK,” he said, adding: “The CBC is part of a wider go-to-market strategy that we have been working on across the UK and Ireland region. With this project, we are looking at how we can best service our customers, either through direct sales or existing partners, and finding new ways to ensure customers have access to our technology.”

With a shared vision to build customer relationships in the South West, DMC Canotec was a perfect match for Canon. “This [move] is a key part of a reinvigorated focus on partners and growing our B2B channel business,” Pittick said.

DMC Canotec will trade from their Bristol office as Canon Business Centre South West supporting Canon’s customers in the region. The new CBC will help local businesses in the South West discover new levels of productivity and security, decrease operating costs and create a platform for growth. Customers will be supported by a strengthened local team with a unique presence and experience supporting organisations in the region.

Throughout its 25-year partnership with Canon, DMC Canotec has built a reputation as an expert supplier of document management solutions to local businesses. “DMC Canotec is an independent business and has been a Canon partner for over a quarter of a century,” Pittick explained. “The leadership teams work very closely together and over the past 25 years DMC Canotec has grown to become the largest mono brand partner in the UK and one of our biggest partners in Europe.”

Brand, technology and service

Pittick said that it is exciting to launch the Canon Business Centre model in the UK for the first time. “The new CBC is the perfect way to bring the global Canon brand, technology and service to local businesses,” he said.

He continued: “The CBC is essentially the pinnacle of our hierarchy of partners. It’s an incredibly close collaboration with Canon, a global tech company who invest significantly in innovation and R&D and our periphery technologies through the acquisitions we make. By working in partnership with a mono branded Canon technology partner who understands the local market and has a local presence, Canon customers will receive proactive account management and an increased service coverage. So it’s a perfect storm of brand and technology, with local knowledge and agility to deliver customer service excellence.”

Canon’s investment is focused on the deliverables for the customer. “Overall our investment is the presence of the brand, delivering a branding concept that allows a partner to trade with the Canon brand and specifically designed Canon Business Centre logo. As a CBC, DMC Canotec will also benefit from the support underpinned by the partner programme such as marketing activity, campaigns, event support etc., – in essence all of the benefits they get with the partner programme, but an enhanced offer,” Pittick said.

Canon UK will continue to work alongside other partners in the region and across the UK, when asked what if any impact the CBC will have on other partners, Pittick replied: “With the CBC we are looking at a specific geographic region. Our other partners clearly have the ability to sell into that region, we’re not looking to create a monopoly or issue. Ultimately this is a strategy to ensure that we have the best ability to serve Canon customers in the territory, and the ability to grow with a local partner.”

Richard Vinall, Regional Director at DMC Canotec, said: “We want to help businesses in the South West be as competitive as possible. Customers from Bristol to Penzance and beyond will now have access to more support than ever before; from the breadth of Canon’s portfolio to the hands-on management and care that is so important to businesses today.”

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