Canon launches new channel programme to support partners facing new business challenges

LONDON, 7th June 2018 – Canon, leader in imaging solutions, has today announced the relaunch of its EMEA channel partner programme, helping partners develop, manage and optimise growth opportunities, and expand into new markets.

Canon has used direct partner feedback to design a new partner programme, a core element of its strategy to grow its B2B channel business. Underpinned by Canon's unrivalled portfolio and unique expertise, this revitalised programme will support partners explore new opportunities for growth. James Pittick, Director of B2B indirect sales, Canon UK said, “By listening closely to partners we have revamped our partner programme to best fit partner needs in this challenging and evolving marketplace. Recognising that every business has different plans for growth, our programme offers a tailored approach so we can adapt the way we work with each partner to meet shared goals.”

The new partner programme is built on a foundation of tiers and benefits that will offer real value to end customers, as well as partners. Canon’s partner accreditations will assist end user confidence in a partner’s expertise to deliver applications that will help their organisation grow, become more efficient, and improve profitability. Partners will enjoy a clear pathway to expand their business and unlock new benefits as they progress through the tiers; whether they are existing partners looking to flourish in current and new markets, or new partners looking to develop their business with Canon.

The programme benefits are categorised across five areas. Together, they provide partners with the support, tools, insight and an ecosystem to win in partnership with Canon:

Canon will help partners grow their business in two key ways. First, market sizing and segmentation insight will aid partners to quantify opportunities, while maximising coverage and penetration. Second, Canon’s unrivalled breadth of portfolio provides up-sell and cross-sell opportunities for partners with an appetite to diversify into new areas – fully supported by Canon’s knowledge and expertise. With the total digital printing market predicted to reach 225% of the 2013 value by 2024i, there are significant opportunities for expanding businesses.

The cornerstone of the Canon partner programme is true partnership. Building on positive partner feedback regarding Canon’s account management culture, Canon has invested heavily in headcount, training and tools to demonstrate its ongoing commitment to this central principle of collaboration. Joint business planning is a fundamental element of this. Driven by dedicated account specialists the business plans turn a shared commitment to business development into agreed goals and actions, enabling partners to unlock the benefits available to them and grow with Canon.

The updated programme reinforces Canon’s commitment to helping partners stand out from their competition and generate demand. Canon will empower partners with market insights and propositions to optimise traction in target customer segments, and campaign tools to generate a higher volume and quality of leads.

Through a new Partner Learning Hub, partners will have access to training and resources designed to help their sales teams to be more effective in closing business. These resources are structured in three parts: building knowledge of Canon’s product portfolio and its value proposition; supporting sales conversations; and specialist market tracks, which drill down into more detail on the way customers in those sectors think and buy.

Finally, Canon will support partners with tools and services to help them manage and deploy their end user service offering as effectively and efficiently as possible – simultaneously reducing administrative burden and costs, whilst improving customer satisfaction.

The new partner programme will deliver a structured partner journey with a clear path to progression, focusing on driving growth, supporting expertise, and offering benefits and rewards that reflect performance. The programme will be dynamic, evolving as the needs of end users and partners do. James added, “This redefined programme has been designed to offer excellent value to both end customers, and partners – existing and new. We are excited to continue welcoming partners into the Canon family; creating true partnerships based on trust and collaboration. We are confident that our partners will see real benefits from the investments made into the new programme.”

To understand more about Canon’s new EMEA Partner Programme, visit the partner programme web page to find out more or register as a partner.

i Smithers Pira, The Future of Digital Printing to 2024, (2014)