Labelling solutions vendor Brother is looking into previously untapped potential in new market areas, and has made its first move towards signing systems integrators for labelling and printing solutions at this year’s Digital Business Channel (DBC ) Middle East and Africa (MEA) event.
Brother collected leads from integrators offering end to end IT solutions across the (MEA), with a view to helping them streamline their customers’ business processes through applying labelling, barcoding and filing solutions as part of their projects.
“We are moving our target to workgroups in the office, both large and small. This is a space where systems integrators are most active, so we have been meeting them to find ways of doing business,” said Ranjit S. Gurkar, general manager, business machines division at Brother Gulf.
Brother met with integrators from across the region, and says it collected a lot of promising leads from Africa, from companies working with accounts from SMB level to government and enterprise projects. Gurkar estimated that, at the least, Brother could sign six partners from the contacts it made at the show.
“The meetings we have are very forthright, we say who we are and what we can do and we sit down and see if it makes sense for us to work together. This is a very new venture for Brother, but it has been done successfully last year by Brother Russia. It has given them good results and a better idea of how the IT market in their country functions. We are sure we can replicate this success here,” said Gurkar.
Brother will be looking for Integration partners in all of the countries it works in, including the ones where it currently has volume-based partners, as it assures its partners the business models will not clash.
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