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DataBank IMX Acquisition Helps Solidify KYOCERA’s Total Document Solutions 2.0 Rollout an alliance. We then announced to our dealer community this past April that we would be launching TDS 2.0, our Total Document Solutions approach— which encompasses DataBank—around October. We’re extremely excited that the acquisition happened at the beginning of August, because we were already working towards announcing TDS 2.0 to the dealer community. It’s a much stronger strategy knowing that DataBank is a KYOCERA Group company. How will DataBank IMX’s business process automation solutions enhance KYOCERA’S overall value proposition? WOLOWITZ: The business process outsourcing side of DataBank—with its imaging facilities across the country—is strong in many verticals, particularly in health care and government. In the health care industry, the paper-based document is still a primary form of communication. There’s a necessity to be able to process that information more quickly than ever before and be tracked well in data and content. DataBank’s imaging centers and outsourcing facilities allow us to do that in one streamlined process. What we’ll be able to do, through both our direct and dealer organizations, is provide that endto-end total document solutions, all under the KYOCERA name. DataBank will retain its name; however, they are now listed as a KYOCERA Group company. From an outsourcing perspective, there’s a tremendous opportunity for the dealer community to get into an expanded realm of capabilities that maybe they were previously sourcing on their own or weren’t even touching. When it comes to business process improvement or enterprise content

complete portfolio of Hyland product to our entire channel—both the direct operations and dealer community— which is wonderful because they have a nationwide network of professional solutions and services architects to provide them products and services. We can help our dealers and direct sales organizations approach a different type of customer. We’ve been talking about changing that conversation with customers for years, moving from offering boxes to more of a solutions consulting approach. This is the natural progression to becoming a business consultant with customers rather than just talking about hardware and on-ramp software. At KDA’s Business and Technology Conference earlier this year, the company revealed it has grown for the eighth consecutive year. What role did the Total Document Solutions approach play in this growth? WOLOWITZ: We’ve been able to demonstrate, through our dealer community, that the Total Document Solutions approach works for them. We have several dealers of different sizes and capabilities that have been able to elevate themselves. Because we are a primarily a dealer-centric organization, we rely heavily on that independent dealer channel for our growth. The more successful they are, the more successful we are. We work with them to ensure mutual success and growth. For our TDS approach, we’ve dedicated countless resources, both from a collateral development and training perspective, to help our dealers elevate those capabilities.

BECAUSE WE ARE A PRIMARILY A DEALER-CENTRIC ORGANIZATION, WE RELY HEAVILY ON THAT INDEPENDENT DEALER CHANNEL FOR OUR GROWTH. THE MORE SUCCESSFUL THEY ARE, THE MORE SUCCESSFUL WE ARE. management, DataBank is the single largest reseller of Hyland OnBase in the U.S. and one of the top overall resellers of Hyland, which is recognized for their superior service and capabilities. That gives us the ability to now offer the 26

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When TDS first came out, it was heavily focused on training and knowledge transfer. From the knowledge transfer perspective, we moved into putting that knowledge into action. After it was put into action, we were going out on

joint calls with dealers, helping them understand how to approach a customer differently rather than looking at speeds and feeds. We identified champions within the dealership space that were able to take the TDS approach and run with it. Each dealership’s makeup is different, so for some companies the champion was actually a dedicated person hired to be that consultant within the customers. In other instances, it was the existing sales rep or reps who were identified as more of the solutions-focused sellers. In all cases, our presales, education services, post-sales and technical service teams, coupled with our sales group, have been there to work through this process of growth with the dealership. We have seen tremendous growth from the significant group of dealers, which is directly attributed to our growth. Globally in FY2017, the company launched 43 models in 12 product series. Where have you witnessed the most success in the U.S. market? WOLOWITZ: We’ve seen continued growth in our A4 desktop MFPs over the last couple of years. Just look at the market shift. A lot of the growth in which Gartner reports is more in the A4 area. Industry A3 growth is flat in some categories while others are declining, depending on black and white versus color. When we report our growth numbers, KDA growth encompasses the Americas, which include Canada, Mexico and Latin America, Brazil,

We Saw It In ENX Magazine

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ENX Magazine October 2017 Issue  

Connecting People, Ideas and Products in the Document Technology Industry since 1994

ENX Magazine October 2017 Issue  

Connecting People, Ideas and Products in the Document Technology Industry since 1994