EPSON
Continuing to deliver Nick Taylor has just taken over as Epson’s head of sales for office print for UK and Ireland, and he is confident that with the manufacturer’s heat-free inkjet printers and exclusively channel sales model, the company can continue to deliver what customers want in terms of productivity and sustainability.
Nick has recently taken over as Epson’s head of sales for office print for UK and Ireland, having previously been channel sales manager for UK and Ireland, and his mission now is to convert businesses from laser to inkjet printing. Nick has taken over the role from Richard Wells, who has become head of market development for home and office printing at Epson Europe, where he will support the development of inkjet printing internationally. The benefits of heat-free inkjet printing – something unique to Epson – are clear, according to Nick. “Laser printers dominate the managed print services market. These devices have drums, toner, fusers, developer and many component parts that use a huge amount of energy and create heat within the printing and copying process” he says. “We've been able to recently launch an eight-year warranty on all Epson Office Print devices, which is industry-leading. Because our technology doesn't use drums, developer and has very few consumable parts, they are extremely reliable, something which our channel partners regularly comment on as a key advantage of the technology. In addition, the Micro-Piezo print head technology provides high quality printing output due to the compact and precise innovation across all our printing technology. Reseller communication While there are numerous benefits of heat-free inkjet printers, these need to be communicated to customers, many of whom are more familiar with laser technology, and this is where resellers play a crucial role as Epson operates a 100% channel sales model. “We don't sell any products directly,” he says. “My role is to oversee the sales and marketing strategy for our go-to market value proposition in the office print market, working alongside our dedicated and trusted channel partners across the UK and Ireland.” The company has a large network of trusted
partners that specialise in managed print services and wider IT services. “It's mine and my team’s job to support these partners in talking to customers, which can be anything from organisation in the public sector, schools, colleges, or businesses from all parts of the private sector,” he says. “We are there to support our channel partners to grow their business and win opportunities in managed print services. “Because our route to market is 100% channel-focused, without our partners, we don't have a business. So, we aim to support our partners as much as we can, working very closely with them, aligning our sales approaches and resources to offer a differentiated message in the marketplace and therefore give them the best opportunity possible to showcase the value of heat-free print technology to their customers. Much of the technology within the marketplace is ‘me too’, but, in my view, the Epson heat-free offering is completely standalone and offers value that can’t be delivered elsewhere.” Sustainability Another key message for resellers to get out to the market is the sustainability of Epson’s devices, Nick adds. “Our value proposition is all about sustainability through energy and waste reduction. The role of my team and I is to support our channel partners in educating the market place about the benefits of Epson’s products; they're a unique offering in the marketplace as it is the most environmentally conscious solution that is available,” he says. “Sustainability is increasingly one of the top objectives of large organisations now,” says Nick. “Before COVID, sustainability was for most organisations a ‘nice to have’ or a box ticked. But COVID made everybody more aware of what happens when the planet stands still and there's no aeroplanes and there's no public transport and everyone stops. You see clearer skies and clearer rivers.
Nick Taylor head of sales, office print, UK&I
epson.co.uk
“
My role is to oversee the sales and marketing strategy for our go-to market value proposition in the office print market, working alongside our dedicated and
trusted channel partners across the UK and Ireland.
”
22
Powered by FlippingBook