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View from the channel

Dale Needham, Group Sales Director, ZenOffice

Dale Needham
Dale Needham

Q: What are your customers most interested in?

A: Security, data protection, print mobility, BYOD – all of these are being discussed along with price and service delivery, but a key discussion point being brought to the table from our customers is what else can you do to help our business?

Q: Do clients have the same understanding of industry terms, such as BYOD, MPS or MDS, as we do?

A: In the vast majority of cases, yes.

Q: Where are you seeing most traction at the moment, are there any verticals that are particularly strong?

A: Retail has been a big growth area for ZenOffice over the last 12 months along with the print for pay market that demands high quality print and service.

Q: When selling MFPs, what are the most popular software solutions you provide and why?

A: Our most popular software solutions revolve around print management (follow me solutions) and document management.

Q: Where do you get information on the latest products and solutions, and do you feel that the OEMs are doing enough to educate their channel partners?

A: Internally, we find time each week to discuss new technologies and changes in how businesses work. We are supported well by both hardware and software partners.

Q: Is your patch particularly competitive – is it national or local competition that you face?

A: All projects involve competition and they vary from local to national competitors.

Q: How do you spend your week – time on phone, face to face meetings with customers etc.?

A: Our week is very structured and it will involve a half day training/team meeting with the rest of the week split between a day on the phone and the rest in front of customers (approx. 10 meetings per week).

Q: What would make your job easier?

A: Additional face to face sales people