Epson revamps its channel-only sales model with new B2B end-user team

May 14, 2024

Epson UK has introduced a new end-user sales team to offer business customers a single point of contact for Epson’s entire business portfolio, while retaining its channel-only sales model.

Epson UK said that the new team will address a common industry pain point whereby businesses are forced to deal with multiple sales teams, and often multiple resellers, to access multiple solutions across just one brand.

Epson’s B2B portfolio is broad, comprising commercial and industrial printing solutions, marketing leading projectors, AR smart glasses, robotics, and PaperLab – Epson’s in-office paper recycling machine. Many of these technologies are used in combination with one another as they address cross-purpose solutions for different verticals. The difficulty arises as many brands have sales teams limited to one product area, while their reseller partners might stock one range but not another, forcing the business customer to liaise with multiple brand and reseller sales teams.

Epson’s new end-user sales team is designed to handle all cross-product, cross-channel arrangements so that the customer only needs to liaise with one Epson specialist for all Epson solutions.

Meet the team

• Leading Epson’s new corporate end-user sales team is Jason Walcott, whose background in projection at Epson and prior experience in other technologies with global brands brings a plethora of knowledge to this team.
• Bringing over 19 years’ experience in the managed print industry, Dan Bacon joined Epson’s MPS team nearly five years ago and is now honing a wider skillset across Epson’s range, particularly projection, mPOS, Colorworks, and PaperLab.
• Dave McLuckie joins this team having previously sold Epson projection and brings years of corporate sales experience to the table.
• Offering decades of public sector experience and joining this team as the public sector frameworks specialist is Dominic Kennedy, who will help businesses navigate the multitude of technology buying frameworks in the UK.
• Having moved from Epson’s IT reseller team, Eric Hamer also joins this new team with a multi-faceted background across Epson’s portfolio, where he will be the conduit between our channel partners and end user customers.

Jason Walcott, Corporate End-user Sales Manager, commented: “Years in the IT industry has taught me that IT vendors will design their business structure around their products, not their customers. But most businesses want solutions, not simply ‘products’, and by providing easier access across Epson’s full range, businesses can enjoy the consistency of Epson’s product quality, user-interface, and sustainability benefits. This new team is also being adopted across other countries in Europe to offer end-users frictionless trade when procuring Epson technologies across different countries.”

Categories : Around the Industry

Tags : Business End-User Epson New Structure Sales Team