Recently appointed Konica Minolta sales and marketing general manager, Frank Mellish, is promising to increase its support for partners.
Mellish, who was previously the vendor's marketing director, has been given a new brief to improve coordination between its sales and marketing departments.
According to Mellish, this would mean providing greater support for indirect partners.
"In the past we probably haven't had the right level of support," he said. "In this role I can do more to help partners and now have a dedicated channel support person reporting to me."
Direct sales currently make up about 60 per cent of Konica Minolta sales but, with growth in the SME market, Mellish predicted the channel would account for half within 18 months.
Combining sales with marketing made sense, he said, because it meant the person investing in marketing had visibility into the return generated on the sales side.
Building a perception of reliability and stability would also be an integral part of the new job, Mellish said.