All Covered was acquired by Konica Minolta in an attempt top break into the technology, and bring that technology to their clients.
Task was to make the clients need more than just copiers. To bring cloud solutions as well as document storage and disaster recovery to the client base would create client loyalty. The copiers themselves were just commodity, and margins were getting smaller and smaller.
All Covered reps would be brought to the clients to explain the future technology, sign them up, and create a relationship with technology and planning.
Konica Minolta reps have not fully adopted this thinking, and are still relying on the residual business from current client leases of the copiers.
My position was to overlay the Konica Minolta reps to talk about the technology. When the reps did not adopt this change, I was tasked to become a hunter, and find the opportunities.
Great people to work with
Position changed from support role to hunter role