Canon to focus on BIS

R Jai Krishna

CHENNAI: Canon India is focusing on business imaging solution sales rather than products alone and has set a target of Rs 1.5 crore sales by the end of second half of this year.

Puneet Datta, marketing manager of Document Management Systems and Solutions, and other three divisions of SOHO, Utility and PGA (Production and Graphic Cards) at Canon India, said that the company had now devised a two-pronged strategy for H2`06, which is based on trends and expects it to be profitable for channel partners too.

“Canon India will now concentrate on the changing trend of Mono MFDs to Color MFDs to further strengthen its market position. Apart from this, stress is being laid of DMSS and utility solutions also. Another sector which we will be targeting is to offer small solutions for a personal workspace, at affordable rates,” he told CyberMedia News.

For the Business Imaging Solutions (BIS), Canon India would now adopt the policy of ‘making business can be simple,’ which will be a realigned market strategy inline with that of the Asia-Pacific region.

“We will also concentrate on the current trend of Enterprise Content Management,” Datta informed.

“To raise awareness on the business solutions segments, Canon had earlier organized three seminars at Bangalore, Mumbai and Delhi by inviting IT heads and also concentrating on SMBs rather than going for large companies,” he said further, adding that the campaign targeted upon creating a mind share for the solutions segment offered by Canon India.

Datta said that Canon India would be investing about $290,000 to create awareness in the market. “The solution is designed as scalable devices to enterprise solutions at a latter stage, and also has the capacity to be integrated with other devices or solutions later,” he said.

Though aiming at color MFDs market, he said the company plans to focus and drive the DMSS on color-enabled devices.

“We are banking on the strong network of channel partners in seven cities, with an aim to have every third device to have a solution from Canon, and that is the goal set for H2 2006. This year we have set a target of Rs 1.5 crores as sales revenue from the solution segment for H2 of 2006,” he informed.

Datta said that the company would be banking on the internal strength initially and then later handover to the 100-plus channel partners after they understand the solutions concept.

“In another six-eight months Canon would involve all the channel partners for the solutions to go along with the systems but would not be applicable for color-enabled devices,” he said further.

“The result is the outcome of initiative to lay more stress on technology and making business simpler for the end-customer. We would thus be investing 10 per cent of overall turnover in R&D, hence making us one of the leading patent seekers and compliance standards across the world,” he added.

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