By*Carl Schell, Associate Editor, December 23, 2013
For the past four years, Senior Vice President of Business Intelligence Services for Konica Minolta Business Solutions U.S.A. (KMBS) Sam Errigo has spearheaded the companys vertical market-based solutions initiative. At Shape the Future, he noted that the strategy has differentiated Konica Minolta from the competition: The days of simply selling hardware are diminishing at a rapid pace, and customers expectations will continue to challenge the industry. We need to think differently about how we service our customers and the services they value most. This requires a new business perspective in order to shape the future of your organization.
KMBS estimates that, currently, 30 percent of its hardware sales include software and services, and its hoping that the figure will jump to 50 percent by the end of the fiscal year. To reach that goal, Errigo urged dealers to engage with the company so a joint business plan can be developed on a one-by-one basis, then implemented to achieve complete customer satisfaction. The five-step approach advises dealers to define customers; organize a solutions portfolioless is oftentimes more; design the plan so its something that can actually be executed; train engineers and sales associates; and select partners that will foster growth.
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Konica Minolta
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For the past four years, Senior Vice President of Business Intelligence Services for Konica Minolta Business Solutions U.S.A. (KMBS) Sam Errigo has spearheaded the companys vertical market-based solutions initiative. At Shape the Future, he noted that the strategy has differentiated Konica Minolta from the competition: The days of simply selling hardware are diminishing at a rapid pace, and customers expectations will continue to challenge the industry. We need to think differently about how we service our customers and the services they value most. This requires a new business perspective in order to shape the future of your organization.
KMBS estimates that, currently, 30 percent of its hardware sales include software and services, and its hoping that the figure will jump to 50 percent by the end of the fiscal year. To reach that goal, Errigo urged dealers to engage with the company so a joint business plan can be developed on a one-by-one basis, then implemented to achieve complete customer satisfaction. The five-step approach advises dealers to define customers; organize a solutions portfolioless is oftentimes more; design the plan so its something that can actually be executed; train engineers and sales associates; and select partners that will foster growth.
Tags:
Konica Minolta
More...