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View from the channel

Nick Rose, Sales Manager, Midshire Business Systems Northern

Q: What are your customers most interested in?

Nick Rose
Nick Rose

A: Data security is definitely on the agenda for organisations in every sector at the moment. I’m finding that there is a lack of awareness of the potential risks, and in so many instances, end-users don’t even realise that they have a problem to solve. We’re also seeing that the need for cloud connectivity is becoming more and more important.

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

A: Personally I try not to use too many buzz terms, as it’s best not to assume a level of knowledge. MPS is now a fairly well known term, however some end-users still don’t know what an MFD/MFP is. To them it’s still a copier…

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

A: At Midshire we work across all sectors, including education, and we’re performing strongly in all of these areas. Legal firms in particular seem to be keen to modernise the way that they handle documents, and I think that this is leading to lots of investment in print management software that will integrate with case management.

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

A: Print management is by far the most popular software solution that we provide. A package such as PaperCut, which factors in cost management, waste reduction, reporting, follow-me and user accounting is a great value purchase for a business of any size or type. We’re also finding that OCR scanning has become more prevalent, as it’s become more accessible and affordable.

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: Our partners are always proactive when it comes to training and updating our teams on advancements within the industry. We ensure that we’re constantly refreshing our knowledge on all aspects, and are supported very well by the manufacturers that we work with.

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

Midshire premises
Midshire premises

A: It feels as though the industry is more competitive than ever. The big are getting bigger, and there are more new dealerships popping up that are keen to grow as quickly as possible. We’ve always found that maintaining a focus on ourselves helps to keep our eye on the ball. We take all levels of competition seriously enough, but spend more time ensuring that we’re getting our bit right.

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

A: I’m sure every Sales Manager would agree that no two weeks are ever the same. It’s about ensuring that there’s a focus on driving sales forward across the business, whilst making sure that as much time as possible is spent interacting with customers. It’s important not to lose sight that putting talented sales people in front of as many end-users as possible is the best way to ensure that we continue to enjoy short- and long-term success.

Q: What would make your job easier?

A: Hungrier and more enthusiastic young people, that are determined for a successful career in sales. That’s what we need to continue our growth. Another hour in the day would also be great.

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