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to the changing market scenario,
India has realigned its
operating divisions. The BIS division is now known as the OIS (Office
Imaging Solution) division. The other two new divisions are called
Production and Professional Printing and Wide Format Imaging
division. K Bhashkar, director, OIS, Canon said, “The BIS division
has always been instrumental in contributing sizable revenue to the
company. Since we are completely channel oriented, we will be
approaching channels with more vigor.” The company along with
Microsoft organized a seminar recently in Bengaluru to showcase end
to end document scanning solutions. Canon ImageRunner Advance will
allow users to scan paper documents directly to Microsoft SharePoint
by using buttons on the multifunction device (MFD) interface.
has also revamped its channel focus and will now concentrate on
solution selling. Bhashkar elaborated, “Organizations invest
heavily in printing solutions. Hence we want our partners to do more
than just box pushing. Our machines come with built connectors which
will push the scanned copies automatically to the workflow. We are
one step ahead of our competitors who deal only in push or pull
machines.” The company is increasing its training staff to provide
better training to partners.
Canon (OIS) has 160 partners in 200 locations which it plans to
increase 25% by this year. The company is keen on expanding to Tier-3
cities since many verticals like banking, finance have expanded to
these regions. Bhashkar said, “Many banks have opened new branches
in Tier-3 cities. We want to tap this market by appointing new
partners. We will appoint Canon empowered partners to showcase our
products and constantly engage them.” Partners can showcase Canon's
offerings to their top 20 customers to prove their strong relations
with the principal. In turn Canon will support them to move towards
solution selling and resource support.
from the South, Canon plans to increase its focus in the West and
North as well. The company is formulating new methods to retain its
quality partners and help them make sufficient margins.