Matthew Bunting, Strategic Corporate Clients Team, Vision
Q: What are your customers most interested in?
A: The real talking point at the moment is GDPR (General Data Protection Regulation) and the financial implications to the business in the event of a data breach. This has been compounded by the recent publicity surrounding printers being widely used to access an organisation’s network. This is obviously great news for our industry and actually makes the day, and client meetings, quite exciting compared to the usually mundane world of print!
Q: Do clients have the same understanding of industry terms such as BYOD, MPS or MDS, as we do?
A: Business trends have definitely changed and whereas in the past, my client meetings were generally conducted with facilities or procurement, nowadays there seems to always be an IT presence engaged from the very start. And in my experience, these tend to be technologically savvy youngsters who have an inherent understanding of this terminology.
Q: Where are you seeing most traction at the moment, are there any verticals that are particularly strong?
A: I personally have experienced some great recent wins in various sectors. I am in strategic corporate sales and don’t tend to have specific sectors, whilst the business does have some very strong verticals. In corporate we are allowed the freedom to target organisations we choose, but naturally as individuals we tend to lean towards verticals where we have strength and experience. I generally tend to engage with a lot of logistics/shipping organisations as this is where I have concentrated my efforts over the past years, and have experienced some good traction recently.
Q: When selling MFPs, what are the most popular software solutions you provide and why?
A: I am seeing a real trend of discussion moving away from print when I talk about software solutions. Instead of the usual commoditised MPS conversations, traditionally surrounding fleet and print management solutions, I’m seeing major interest and traction with digital transformation, covering capture, workflow, mobility and data storage, essentially questioning why organisations are printing documents in the first place!
This involves a far more consultative approach than our industry has generally ever led with, but it’s proving to open up and uncover exciting, unrealised opportunities in our market with both new and existing clients.
Q: Where do you get information on the latest products and solutions, and do you feel that the OEMs are doing enough to educate their channel partners?
A: Here at Vision, we have a philosophy of quality over quantity and therefore I am very fortunate to work alongside some very bright young individuals from whom I am forever picking up new and exciting information about our products and solutions. Also being in strategic corporate, I often attend meetings with our enterprise services team that never cease to amaze me with their knowledge and approach to solution selling, so even an old dog like me can pick up a new trick or two along the way!
Manufacturers do provide some good information and it can often be some of the best kept secrets! We have a central portal for all sales and product information and updates, however, I am very lucky to be surrounded by very experienced professionals and we have a real team culture and I use the team to assist where ever I can!
Q: Is your patch particularly competitive – is it national or local competition that you face?
A: At Vision and corporate we are not restricted to particular patches and again are given the freedom to travel where the business takes us. Personally being in the corporate space, I find myself visiting head offices all around the country.
Generally, in my experience, corporate clients tend to engage with a mixture of resellers and manufacturers. We recently won a large global logistics and supply chain management company that initially engaged with 20 suppliers (yes 20 suppliers!) including all the main players from both direct and indirect so we know we have nothing to fear from the very best in our industry!
Q: How do you spend your week – time on phone, face to face meetings with customers etc.?
A: One of the things I still love about my job is the diversity and no one week is ever the same. I still like to get my hands dirty and try to involve myself with all elements of the sales process and am actually just arranging to spend two days in Northern Ireland overseeing a physical print discovery for one of corporate clients that has acquired a business that wants to replicate the ‘simple but extremely effective’ solution we have deployed at various locations across mainland UK.
Q: What would make your job easier?
A: A magic wand!