Computer 2000 realigns imaging, print and supplies team

Released 08/03/2010

Focus going forward on growth

The specialist imaging print and supplies business unit of Computer 2000, the UK arm of Tech Data, has realigned its specialist teams to place increased focus on areas of growth and provide additional support for resellers in the SMB, enterprise and specialist markets.

The new team structure enables Computer 2000 to provide specialist support for resellers in driving value messages around lifecycle costs of print and as a result, deliver more value for the customer and more long-term profitability for their own business.

John Osborne, general manager of imaging, print and supplies at Computer 2000, said: "Selling printers on speeds and feed leaves little or no scope for the reseller to add any value to the sale. With our newly aligned teams, we will now be helping resellers to sell on the lifetime cost of print. This not only makes sense for the customer, it also gives the reseller more of an opportunity to add real value and drive long-term profitability and customer loyalty."

Computer 2000's IPS team will be developing value propositions around the cost-per-page and total cost of ownership of print, which resellers can take to market. These will be designed to appeal to the different needs that exist in smaller- and medium-sized businesses, enterprise-scale organisations and specialist users.

Initially, the focus will be on the SMB and public sector markets, Osborne explained, as these areas both offer immediate potential. "We have identified a specific need to drive the cost-per-page and TCO messages into SMB and the public sector and see immediate opportunities in both these sectors. Our propositions will enable resellers to take the focus away the capital cost of print devices and place it firmly on the value and the cost-savings that can be delivered to the business instead. That will lead on to opportunities for them to provide consumables, supplies and management and maintenance on those devices.

"The SMB market presents a good opportunity simply because our message, which places the emphasis on the operational rather than capital cost of print, has just not been articulated to that market before. In the public sector, cost reduction is always high on the agenda. We expect both markets to be highly receptive to these new value propositions."

The IPS team is currently looking to identify resellers that are keen to take these messages to market. "We will be working closely with reseller partners on these propositions, but the numbers will be limited at first. We are driving transformational change here and will need resellers to be absolutely committed to delivering the message in the right way."

In the specialist and enterprise sectors, Osborne noted, there is already a requirement to provide detailed lifecycle and cost-per-page data and delivery models are complex. The IPS team already provides services on specific high-end printer lines in this sector and will be expanding its range of offerings and value propositions here over the coming months.

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