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The new Programme is being introduced across Europe in H1 2011, and is one of a number of initiatives being launched by Canon Europe as part of its strategy to help drive Partner growth. It will enable Partners to take advantage of the unrivalled strength of the Canon product portfolio, giving potential to access the broadest range of imaging solutions in the industry combined with dedicated support. Developed as a European framework, the programme will provide consistency across markets but will be implemented locally to ensure a level of flexibility to meet local market needs.
The three levels within the Partner Programme – designed to match Partner capabilities and expertise – are as follows: Canon Registered Partner – for Partners focusing on Canon warranty-based products such as laser A4 single and multifunction printers, document scanners and projectors Canon Accredited Partner – for Partners with a service organisation, focusing on high value solutions (MFP / Software & Professional Services) that require an ongoing support infrastructure Canon Business Centre Partner – built on the Canon Accredited Partner model, but with additional benefits for Partners selling only Canon products
The Programme has nine clearly defined certification levels covering the full range of Canon’s B2B technology solutions: office imaging, office software solutions, production print, scanning solutions and projector solutions. The accreditation system is modular meaning Partners can gain multiple or advanced levels of certification. This gives them the ability to react quickly to changing market conditions, as well as improve their value to customers by specialising and cross-selling into new markets – crucial given the current market challenges and need to remain profitable. Partners have access to a wide range of benefits. Canon works alongside all Partners to develop a business plan with clear joint targets for the year. A close working relationship and proactive account management supports them in achieving those targets. Partners are also incentivised though strategic and tactical bonuses – for example growth bonuses and co-marketing funds – to recognise the commitment from both sides. Access to the PartnerNet communications portal then gives a single point of access to essential information and tools to help Partner’s communicate with their customers. Alex Thurgood, European Channel Marketing Manager at Canon Europe, comments: “We recognise our Partners’ need to remain competitive in a challenging economic climate, and the new Partner Programme offers significant growth opportunities combined with the highest levels of support from Canon. By working in conjunction to develop a business plan, including the development of competencies in key certifications, it means we can truly understand our Partners’ objectives and work together to meet them.” Alex Thurgood concludes: “It’s a great initiative and one that is very important to Canon. We have strong loyalty through our indirect channel – 59 per cent of our Partners have been working with Canon for more than ten years[1], and we want to ensure this figure continues to grow. The introduction of the new Programme will help drive our Partners’ business growth, whilst also ensuring end-users can be confident in their expertise and capability to understand the business challenges around Information Management. This will ensure end-users receive the best proposition to integrate Canon into their business environment, receiving seamless and consistently high levels of service.” The Partner Programme will be rolled out across Europe in Q1 2010. Please contact your local Canon representative for further information. [1] Canon European Partner Survey 2008 For multimedia content please click here
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