Canon: wiele narzędzi, wspólny cel
Efektywna współpraca na linii producent – resellerzy opiera się już nie tylko na współdzieleniu materiałów marketingowych czy programach lojalnościowych.

W dzisiejszych czasach partnerstwo z vendorem musi łączyć z jednej strony dostęp do bogatego know-how i specjalistycznych danych rynkowych, z drugiej zaś opierać się na precyzyjnej ich analizie. To dane i informacje cyfrowe stanowią podstawę do biznesowego rozwoju, rozszerzania portfolio o nowe produkty i usługi oraz dają możliwość wejścia z ofertą na nowe rynki. Z myślą o tym Canon zaprezentował założenia nowego programu partnerskiego dla firm z krajów EMEA. Stojąca za nim strategia obejmuje szereg działań i nowoczesnych narzędzi cyfrowych, dzięki którym resellerzy będą mogli podnosić efektywność swoich zabiegów sprzedażowych.
– Nowy program powstał w oparciu o wielomiesięczne konsultacje z naszymi partnerami. Zdajemy sobie sprawę z tego, że to oni najlepiej znają potrzeby swoich klientów i wiedzą, które elementy współpracy z vendorem można jeszcze bardziej usprawnić – podkreśla Wiktor Różański, dyrektor działu Document Solutions w sekcji rozwiązań biznesowych Canon Polska, którego integralną częścią jest kanał partnerski.
Dodaje, że takie podejście zapewniło producentowi stworzenie kompleksowej strategii współpracy nastawionej na rozwój działalności partnerów, maksymalizację ich zysków oraz ocenę prowadzonych działań przez wskazanie jasnych i wymiernych wskaźników. Rozwinięciem programu jest m.in. zaawansowana platforma szkoleniowa, wsparcie działań administracyjnych oraz możliwość outsourcingu kampanii co-brandingowych.
– Oferujemy naszym partnerom kompletny program współpracy, który pozwoli zwiększyć skuteczność działań sprzedażowych i podniesie rentowność ich biznesu – podsumowuje Wiktor Różański.
Canon: 5 filarów nowego programu partnerskiego
- ? DYWERSYFIKACJA
- ? WSPóŁPRACA
- ? ROZWóJ
- ? SUKCES RYNKOWY
- ? DOSKONALENIE
Inwestycja w przyszłość
Nowy program partnerski obejmuje cztery poziomy partnerstwa – Partner, Silver, Gold i Platinium – zależne od wysokości przychodów i poziomu kompetencji w ramach określonych kategorii (optymalizacja procesów biznesowych, projektowanie graficzne, produkcja i rozwiązania biurowe). Co ważne, niezależnie od poziomu partnerstwa Canon zapewnia standardowy program wsparcia wszystkim kontrahentom, obejmujący pomoc biznesową, w tym program szkoleń i aktywizacji. Po przejściu na kolejny poziom programu partner uzyskuje dostęp do nowych, bardziej rozbudowanych narzędzi i zasobów, jak również może liczyć na dalsze wsparcie finansowe.
Rozwój oparty na danych
Z myślą o precyzyjnej analizie rynku producent stworzył specjalną platformę Canon Competition Hub, która umożliwia szybkie porównanie cen i specyfikacji produktów czy usług z konkurencją. Ponadto do pogłębionej analizy otoczenia biznesowego opracowano model Go-to-market, który na podstawie dostarczonych przez partnerów danych analizuje mocne i słabe strony oferty, ocenia potencjał i model wejścia na rynek oraz prognozuje możliwości rozwoju w ramach określonych kategorii.
Canon Learning Hub i Canon Partner Portal
Nowością jest także Canon Partner Portal – zaawansowana platforma z rozbudowaną bazą prezentacji, materiałów marketingowych (POS), szkoleniowych oraz co-brandingowych. Baza ta będzie uzupełniana dodatkowo o aktualne newsy z branży, analizy rynkowe i materiały case studies klientów Canon z całego świata, które stanowią realną wartość w kontaktach z partnerami biznesowymi czy klientami końcowymi. Jednym z filarów CPP będzie specjalna platforma e-learningowa Canon Learning Hub, zawierająca szeroki wybór szkoleń z różnych obszarów kompetencyjnych, m.in. sprzedażowych, marketingowych, ale także zarządzania i HR.
Siła sprawdzonego partnera
Canon posiada obecnie najszersze na rynku portfolio produktów i usług związanych z obrazowaniem (od aparatów i drukarek konsumenckich przez rozwiązania i oprogramowanie dla firm po cyfrowe rozwiązania druku produkcyjnego). Ponad 80-letnie doświadczenie w branży i działalność na 120 rynkach EMEA skutkują tym, że producent jest sprawdzonym partnerem firm na całym świecie, a jednocześnie posiada ogromną wiedzę i narzędzia z zakresu wspierania resellerów w ich codziennych zadaniach. Innowacyjność firmy potwierdzają także nakłady przeznaczane na działalność badawczo-rozwojową, które rocznie sięgają nawet 8 proc. przychodów.
Kontakt dla partnerów: partnerzy@canon.pl
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Partnerzy Microsoftu na rozdrożu
Zmiany w programie partnerskim Microsoftu, takie jak New Commerce Experience (NCE) i wprowadzany system oceny Partner Capability Score, wywołały niezadowolenie części z 400 tysięcy partnerów koncernu na świecie. Zmianom w kanale partnerskim towarzyszyły zmiany personalne.
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Petycja przeciw „nierealnym” wymogom Microsoftu
„Jesteśmy bardzo zaniepokojeni planami Microsoftu, które ostatecznie zmierzają do nawiązania bezpośredniej relacji z użytkownikami końcowymi. Nastały bardzo złe czasy dla partnerów” – to jeden z charakterystycznych komentarzy w związku z niedawnymi decyzjami producenta.
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Digitalizacja ma przed sobą długi marsz
Chociaż praca zdalna okazała się dopalaczem rozwoju modelu paperless, to związana z tym transformacja cyfrowa ma przed sobą jeszcze długą drogę.