Canon to increase focus on mid-market segment with MDS

by Sohini Bagchi    Apr 25, 2013

imagingOver the past few years, large enterprises in India have been streamlining their printing needs by deploying office imaging solutions as part of their digitization drive and green concerns.  Managed Document Services (MDS) provider Canon India believes that the next level of office imaging and printing will come from the country’s burgeoning Small and Medium Enterprises (SMEs). As a result the company is investing its resources in this segment in the next one year.

In an exclusive interaction with CXOtoday, K Bhaskhar, Senior Director, Office Imaging Solutions (OIS), Canon India, said that office imaging solution has evolved from the traditional printer-paper concept into a complete digitization process that takes care of the entire document management needs of an organization, from printers to software and from security features workflow solutions and post-sales services.

Bhaskhar believes that with the large enterprise segment already automating their print operations, it is in the mid-market where the company sees a lot of opportunities to market its MFPs. “SMBs are showing interest in consolidated printing solutions rather than the scattered hardware-oriented printing infrastructure which many of them are currently using. At the same time, they are realizing that by streamlining their imaging and printing needs, they can save considerable costs while enhancing operational efficiency,” he states.

Canon MDS is currently managing end-to-end printing infrastructure of 75 large customers in India and already positioned itself in the metros and large cities. Bhaskar mentioned that in 2013, Canon’s OIS division is planning to further extend its reach to tier II and tier III markets, where there are a larger concentration of SMEs.

SMEs are increasingly realizing that by streamlining their imaging and printing needs, they can save considerable costs while at the same time, enhance operational efficiency tremendously.
-K Bhaskhar, Senior Director, Office Imaging Solutions (OIS), Canon India

In order to position itself strategically in the mid-market segment and expand its reach, Canon has built a strong partner network. “The challenge with the SME segment is that you cannot sell to these players directly,” says Bhaskhar, adding that the company currently has 550 service locations in India and is establishing a strong partner ecosystem for this segment as a key focus for the next one year.

As part of its strategy, Canon’s OIS division aims to increase its market share to almost 29 per cent in 2013 from 25 per cent in the previous year. Bhaskhar said apart from the SME segment, Canon will offer customized and holistic document management solutions to businesses in the pharmaceutical, BFSI, automobile, logistics sectors so as to help these companies optimize efficiency and reduce costs.