GEC NEWS WIREMaking a strong foray into document management solutions
Kyocera might have been overshadowed by the performance of many of its compatriot brands but that certainly does not reflect the true character of Kyocera, which is about caring and listening to its customers. Apart from its excellent technology presentation, Kyocera differentiate its brand with a solution centric approach, which many brands do not do to that extent.
Masahiko Murata, GM of Kyocera Digital Solutions Middle East, said, “Our approach is the key differentiator in the market against all the competition brands. We are miles away from the conservative sales approach. Price labelling is our last strategy. Our first step is meeting the customers and understanding their pain points. Second step: We establish a conversation for the entire solution around document management. And lastly, price is labelled.
Once the customer understands Kyocera they do not go anywhere. Although Kyocera started off as a product sales company, the hat which the company would like to wear for some time more, it would certainly like a strong barge into the solutions space offering the entire end to end document management solutions that the modern days customers require.
The best thing about the company is that it takes the support of the partners in its entire go to market – be it product selling, solution selling, consulting or even services. Whatever gets shipped out of the Kyocera is passed through the community of its local partners. Masahiko added, “Local partnerships hold great importance for us because they help us understand the market.”
Although Masahiko is of opinion that Kyocera is doing good and growing quarter on quarter by achieving targets but it is for sure that there is a stiff competition in the market. Therefore Masahiko’s position is not as comfortable as others on the other side of the fence. He has to innovate in every step of his strategy and therefore for next 2-3 years he would like to invest in educating the customers in the region about Kyocera solutions and the benefits against the competition. At the same time Masahiko would also like to see their partners in the region thrive. It means he is ready to support these partner (15 distribution partners so far) in all the aspects – be it pre-sales, post-sales or knowledge transfer or even marketing.
