Printer vendor Dataproducts has moved the goalposts for its resellers with the release of its latest range of network printers. Dataproducts is desperate for its resellers to forge a path to IT managers with its new range of Digital Document Servers (DDS) network printers.
Dataproducts has assembled a team of channel partners who are accustomed to selling into the office equipment market. The new DDS models, which range in price from $5795 (ex tax) to $49,950 (ex tax), feature new bi-directional drivers that allow control of documents from the desktop and require the sort of business technology reseller with the infrastructure to support office equipment.
Mark Hohn of Brisbane's Mark Hohn Business Technology has spent some time looking at the offerings in the "mopier category" and told ARN that up until now, as an office equipment reseller, the point-of-sales contact has been the administration manager.
"Now it's also the IT manager, who, recognising the need for the speed and finishing features on the network, will, we believe, be very comfortable with these Dataproducts offerings."
Tom Durick, the managing director of Sydney-based reseller TFS Technology and Communication, said: "We are seeing the emergence of an intelligent interface for document solutions for medium-to-large organisations. This allows the IT manager to re-establish monitoring and control over document production."
Wollongong-based office equipment reseller Business Machines Specialists has also placed its support behind the vendor's new direction.
The organisation's managing director Paul Brady said: "We've made a strategic decision to focus on the print-on-demand marketplace for at least the next few years."
Brady explained that after 15 years in the business equipment market, partnering with Dataproducts allows his business to compete in almost any situation where there is a significant document output.
"Now that printer vendors are incorporating the paper handling and finishing features of copiers, selling and supporting these products has become a perfect fit for our business, and we are accustomed to providing the sort of sales and support service customers need in this type of machine," he added.