In Europe, small- and medium-sized businesses (SMBs) are a cornerstone of the economy. According to the European Commission, they represent 99 percent of all businesses in the EU, and provide 85 percent of the region’s new jobs.
There can be little wonder then that Samsung Printing Solutions has striven to improve its services for SMBs since its inception. Indeed, at this year’s , Hungary, the company highlighted the value of its Channel Managed Print Services (MPS) + Plus program. The program provides simple, automated and low-cost MPS solutions, helps create additional revenue streams and boost management options.
However, to meet the ever-changing challenges of an ever-evolving SMB workplace, Samsung is now aiming to take its operations yet further.
In the age of mobile printing, cloud computing and remote work, convergence is now of the utmost importance to any company that wants to retain maneuverability – without incurring big costs.
Mark Ash, Head of Print for Samsung UK & Ireland, explains that for Samsung, user needs formed the company’s vision of integrating its business offerings.
He says, “Digital convergence has become commonplace within the industry. It is being driven by consumer behavior and the Internet of Things (IoT). End-users now expect to have an app-driven offering that seamlessly links their business operations, underpinned by mobility and usability.”
Ash says Samsung, as a technological pioneer, must step up to the plate on the convergence issue, as well as subscription services matters. He explains, “We need to take the lead with our subscription services model. It has the largest product range in the industry, and is typically more relevant – at any given time – to our customers. This should be the case both for large enterprises and for SMBs, via our strategic partners.”
Samsung’s network of partners in Europe is vital to the way the company helps foster SMB growth. In many cases, Samsung has been able to use its partner network to let SMBs create customized printing experiences – allowing customers to expand the functionality of their devices.
“We do this in several ways,” says Ash. “These include ‘white labelling’ offerings that complement a partner’s existing services. This gives them greater penetration into their customer base and enables them to offer additional value. That results in the creation of opportunities – not only for the partner that makes use of these services, but also for the partner that provides the service.”
Although Samsung recognizes the importance of global strategy, it also realizes that without a deep understanding of the way that individual markets work, true progress is impossible.
Federico Berlenghini, an ICT Sales Manager for Samsung Printing Solutions, has well over a decade’s experience working in the Italian market, and says that only companies that comprehend the local business landscape can hope to succeed in Italy.
Berlenghini says, “The Italian market is very fragmented, and 95 percent of companies here are SMBs. The Italian market prefers local players. Most customers don’t consider printing and document management to be strategic issues. Company investment tends to concentrate on security, IT infrastructure, cloud services and communication.”
That is why Samsung is building new partnerships through territorial analysis, personal connections and database acquisition, especially in countries like Italy.
“We are now approaching not only office automation resellers but also system integrators, which can enhance our value proposition and increase average prices,” says Berlenghini. “We are also looking at the new opportunities the Android-based Smart UX platform can offer.”
And in Italy, just as elsewhere in Europe, modern consumers are starting to see the benefits of convergence-based solutions that may initially cost more, but have the potential to save SMBs money on a mid- to long-term basis.
Berlenghini notes, “The big challenge today is to move our customers’ attention from our solutions’ prices to new trends. These include IoT (Internet of Things), mobility and convergence.”
As technology diversifies, so do SMBs’ individual business needs.
And in Europe, a region where startups and smaller businesses play such a vital role in society and the economy, business solutions that let companies future-proof themselves are becoming more vital than ever.
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