Samsung Electronics has changed the account management structure of its UK and Ireland IT business in order to strengthen its reseller engagement strategy. It will create one centralised reseller account management team to be lead by Mark Vatcher, head of reseller partners – IT Division, who joined Samsung in April this year.
Samsung believes that the consolidated team will deliver its 40% sales growth target for 2012 by creating synergies for IT resellers across all three of its B2B product portfolios: print, display and computing. The team will also work with key software and solutions partners to create an enterprise service structure for B2B technology, as part of its strategy to deliver end-to-end solutions for customers.
Samsung has recently partnered with enterprise organisations such as Cisco, VMware and Citrix to launch a range of cloud display solutions, and it will capitalise on its recent success in business printing and large format display to drive growth in other key areas of the portfolio including laptops and business tablets. Other strategic partners include Microsoft, Safecom and Google, who are working with Samsung to deliver value added IT solutions into organisations across the UK and Ireland.
Samsung has identified a £3.5bn market that the centralised reseller sales team aims to penetrate with its end-to-end approach. In September this year, Samsung achieved and maintained a top three market share position across the whole of its IT portfolio: laser printer, mobile computing, large format display and desktop display.1 Samsung says it will use these sales across its broad product portfolio as a springboard to consolidate its successes in the B2B market in 2012.
Graham Long, vice president, IT Business Division, comments: “Having listened to our partners over the last few months, we have made a really progressive step in reorganising our channel business so we are seen as having one point of contact for our key business partners. With this decision, our partners will profit from synergies across all three product portfolio areas. We will also be offering them a consistent account management structure that will deliver real rewards and benefits in developing a long term strategic partnership with Samsung.”
