Kodak's business imaging systems division (BISD) has admitted it can no longer provide a total solution to end users and so has embraced the channel model.
"We used to sell the total solutions," said Joel Holtzman, general manager, worldwide distribution channel sales at Kodak BISD. "The market for our products is more mature and we found it was hard to be all things to all people," he added.
Those products include scanners, automated CD-ROM libraries and digital document imaging systems.
"System integrators and VARs can focus on specific markets and products and service the end user more cost effectively," said Holtzman. He was in Australia recently to review the channel model here, managed by Gary Wu.
In Australia, Kodak has already appointed its first distributor, ACA Pacific, and It is finalising arrange- ments for the appointment of a second distributor.
To avoid conflicts with distributors and resellers, Kodak has also split off the imaging software side of BISD into a separate entity, Eastman Software.
"This allows us to sell our hardware through distributors to companies that are using it with their own software - such as FileNet," Holtzman explained.
Other local VARs include Tower Technology and Optika.
Kodak will retain direct contact with major multi-regional accounts such as Citibank and American Express.
"The bottom line with our new model is to make it easier for a distributor or reseller to integrate and resell our imaging components," said Holtzman.
"We want to add value to our distributors by giving them access to our worldwide marketing and support program."
He added that the new model will also optimise the use of resources in Kodak and reduce the time taken to deliver new and improved products to the market.
Eastman Kodak Asia-Pacific
Tel (03) 9353 2750
Fax (03) 9353 2567