Samsung’s general manager of print, Mark Ash, spoke to PCR about its new printers for enterprise, and what they mean for suppliers.
PCR: It seems you’re mainly going after the enterprise market with this? Why is that?
We have been well covered in the SMB market for many years depending on the time of year we are usually first, second or third in terms of market share in the A4 space.
We are the fastest growing vendor in the A3 space, we entered SMB and have been delivering phenomenal growth there year on year. In fact we are the only vendor that I am aware of that are growing significantly throughout last year.
What we offer is the faster pace print per minute, so if you are selling into professional services, particularly the legal market you absolutely need to push though heavy files In industries such as publishing, with a number of publishers that we have been working with – their editors, who are quite frankly terrifying, said that they need things turned around in the fastest possible time with no tolerance given.
How big is Samsung’s print enterprise business compared to consumer? Are you looking to grow the enterprise side by a certain amount?
If you look at the consumer side, it is forever changing. So when I started two years and two months ago, the retail consumer side of our business was prevalent. There was a 90/10 split and as we move through this year, we will be looking at 80 per cent business and 20 per cent consumer.
For us the business is a mixture of large enterprise, SMBs and mid-market and we roll the three into one.
Enterprise is a key growth area for us and if we look at large enterprise, Samsung has a dedicated team of key account managers that cover off all the large enterprise and also the larger accounts in the public sector.
That team is a key enabler for us in print because they cover off all the main verticals in the main products.
They open the door for us by going in and talking about what is really important to a large enterprise customer and then we engage with a quick value proposition.
The money saving benefits of the new printers are great for enterprises, however if widely used will they impact suppliers if cartridges are lasting longer resulting in less stock being bought?
Yes, I think it will. But the reality is, if we look at the way the market is going it is becoming incredibly niche and paradigm driven so most of us consume content on a display, the requirement to print still exist ands the cost to serve the customer is increasingly competitive plus it is a hell of a lot more eco friendly if you can use the same device to print up to 300,000 documents in a month, or use less toner and ink cartridges it reduces the cost.
How secure is the Workspace Cloud feature on the new printers, and how does it work?
Firstly it is exceptionally secure because we use industry standard security. With our acquisition of Printer On last year, we took the market leading cloud service and bolted that into Samsung.
How it works, just like any other cloud account, you login in to your cloud space and you move away your documentation. You can actually bring your print to that space by going into your device and pulling the documents straight from there.
How important is managed print services to Samsung? Are you seeing increased demand in this sector compared to traditional unit sales/ And how?
Managed print services for all vendors are critically important. For business efficiencies, reducing waste printing and also really integrating the document work place, and reintegrating the workflows.
That is where we are looking to take a lead in the future. We are looking for the growth in SMB, particularly around 11 per cent. We are looking around how we can interact with your workflow.