Kyocera is looking to widen its reach beyond hardware and increase the amount of software and services its resellers can provide as the firm positions itself for a future that is not solely reliant on printers and multifunction devices.
The transition in the UK is being spearheaded by the recently appointed managing director Hironao Katsukura who took up his post in April with a brief to work with the channel to meet the wider ambitions of the company.
"The channel is very important for Kyocera in the UK and we have more than doubled revenues in the last five years," he added "Our industry has matured so we need to approach the user, from the large to the SME, in a smart way."
Katsukura highlighted the cloud and software as areas that the vendor was developing along with encouraging document service management specialists to develop as some of the growth opportunities for partners.
He said that those partners just selling the hardware, printers and MFPs, would find it harder to find growth and they needed "to transform hardware sales to become more of a services partner".
"We have started on that progression but it is a big change and none of the competition have such a vision and we need to succeed with these types of things," he said.