Dale Needham, Group Sales Director, ZenOffice
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