Pitney Bowes gets aggressive in delivering new technology
With Brett Roberts on board, a new reseller channel is born at the paper-based mail technology companyBy Simon Eskow, Auckland | Thursday, 18 October 2012
Pitney Bowes is a 92 year old technology company with a pedigree in “clever machines” that sort, stuff and meter paper mail.
Over the last few years, however, the company that began in the analogue world of 1920, has been refashioning itself for the 21st century, and it is just now looking for ways to bring new innovations to New Zealand through an incipient reseller channel.
“One reason I was keen to join is this is a company in a stage of transition and I always find that fascinating,” says Brett Roberts, who was appointed Pitney Bowes’ director of new technologies in this country last month. “There are lots of internal conversations of where to go to next, without moving away from the company's existing revenue base. Change is always interesting.”
Pitney Bowes continues to align its existing technology to players in the copy machine space, a natural fit for a company that has succeeded for years in in selling solutions for everything “around the envelope”, as Roberts describes it.
New technologies are in development that should have more interest for system integrators. One technology is an intelligent locker system that, among other applications, could allow for the completion of courier deliveries off hours tied to a notification system.
“I never thought I’d be interested in one kilogram steel boxes, but the opportunity to work with a disruptive technology and reinvent the way people do things is quite exciting,” says Roberts.
With Roberts bringing his 20 plus year career in technology to bear, including 12 years at Microsoft New Zealand, his appointment as new technology lead is closely integrated with the development of new channels, says Eitan Silverman, the company’s channel sales manager for New Zealand.
“Being an old company, Pitney Bowes has been historically old fashioned in the way its sales teams operated,” says Silverman. This changed in New Zealand two years ago when Silverman was appointed to lead channel sales. “I looked around the market to see what was the best fit for us and we came to a fairly obvious realisation that it was the copier market, because of where we kind of managed everything around the envelope and what goes into it.”
Pitney Bowes partners with Konica Minolta to deliver those solutions. But there is a feeling at the company that new and forthcoming solutions will require additional channels. The company says the solutiosn would attract niche resellers, such as those that work with logistics organistaions, and tier one resellers.
The vendor currently has a staff complement of 40 in this country.
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