Technology Partner Programme Certified Success Stories
Learn more about Certified status and hear from our existing partners who are benefitting from the programme
What does it mean to be a Certified Technology Partner?
As a Certified Technology Partner your dedicated Account Manager will work with you to grow your business and partnership with Sharp; helping you identify areas of opportunity. Online product and technical training will help motivate and upskill your teams, while our online marketing platform will give you access to all our marketing assets.
You'll also get access to our new award-winning Virtual Showroom Experience, which you can leverage during sales conversations with prospects and customers, benefitting from interactive features such as Augmented Reality (AR).
About Vitale Digital
Vitale Digital, a team of design and technology specialists, solve business critical challenges for their clients. They provide tailored digital and technology solutions, from lead generation campaigns, managed print solutions, document management infrastructure and website development. Headed up by CEO Amanda Riley, Vitale Digital pride themselves on enabling their clients to operate more efficiently through technology. They first launched the Managed Print arm of their business just over a year ago. With the support of their Directors of Technology, Simon Riley and Frazer Keenan. Both of whom had extensive experience working in Managed Print Services. Simon also had specific knowledge of the Sharp portfolio and machines, having worked for Sharp earlier in his career. Vitale Digital wanted to partner with Sharp, trusting them as a brand and manufacturer. They sought to develop a strategic partnership as a Certified Partner on Sharp’s Award-Winning Technology Partner Programme.
Certified Technology Partner Success Story
Vitale Digital
The Goal
Raising the bar
Vitale Digital had supplied Managed Print Services in the past and therefore had a good level of experience. Their own Managed Print Services division was founded on the belief that they would “Create something that is unique” said Amanda Riley. “We can leverage our own portals and platforms to put customers at the centre of their Managed Print Services.” Their confidence and knowledge in the Sharp products meant, becoming a member of the Sharp Technology Partner Programme was the logical next step.
Consultative approach
As part of their proposition and desired partnership with Sharp, Vitale wanted to differentiate from their competition, taking a holistic sales approach. The team took on a junior sales team who were keen to learn and who they could develop to fit their refreshed approach. For Vitale it was important to have people both internal and external to their business that embraced digital. Vitale wanted to work with a partner, like Sharp, who would be bought in to a consultative sales approach with an emphasis on “using digital to make the products shine” said Amanda.
Product and People
With the support of a partner like Sharp, Vitale had ambitious growth plans, seeking to invest heavily in high quality people with detailed knowledge of the industry and Sharp products. Amanda said “There are three core elements to what we do – if one area is weaker it all falls down.”, that’s why Vitale felt strongly about pairing proven Sharp products with a sales and service team who can maintain them for clients. Essentially, they wanted to take a three-pronged approach to their Managed Print business with“Product, People and Platforms, all fundamental to what we do” said Simon Riley.
The Partnership
Partner belief
Sharp’s priority was to provide Vitale with clear communication and expectations. With regular account reviews and planning to support their growth and development. As such Vitale felt that the support was there from day one, Frazer Keenan, commented “Sharp were very supportive from day one, understanding what we were trying to do and why, supporting us at a pace that aligned with our needs.”
Great product
As one of the core principles of the Sharp Technology Partner Programme, Sharp offered Vitale the opportunity to sell a range of their MFP, OVM, Audio Visual and Software products and solutions. With a wealth of experience when it came to Sharp products Frazer, Simon and their internal service team felt that the portfolio was reliable and always changing for the better. In particular, Simon commented that the “OSA part of Sharp’s products allow them to integrate with third party software a lot easier than other manufacturers”, an important factor for Vitale, when it comes to digitally transforming their clients businesses and organisations.
Layers of support
As a Certified Partner, Vitale was offered a wide range of support including, product training, pricing, access to the Virtual Showroom and rebates. Not only was there support when it came to product, but Amanda also commented on the fact that Sharp provide their Technology Partners with different layers of support, “Sharp know how to work with young companies and know what they need.”
Agile decision making
In addition to layers of support, Sharp ensured a fast and nimble Technology Partner Programme through a regionalised management structure, enabling responsive and fast decision making for dealer-partners like Vitale. This is important in dealer-partner negotiations with prospective clients. Simon commented that “Sharp’s regionalised approach, speeds up decision making processes, particularly when it comes to pricing, we need a decision now and not in 10 days’ time.”
Top quality service
Sharp’s priority, as well as the product, was top quality servicing for Vitale, who operated a local and transparent approach to service. The team at Vitale took a visibility-based approach to service, allowing their clients access to service portals. Therefore it was crucial their service levels were consistent and top quality. That’s why working with a partner like Sharp, who could help plug regional gaps in their internal service areas was essential.
The Benefit
Exceeding expectations
Amanda felt that from a success point of view Vitale have “Just scratched the surface.” Having only just become an established Managed Print Services provider 1 year ago they’ve exceeded machine sales targets set by Sharp by 75%. The mutually beneficial partnership has meant that with great product, people and Sharp’s support, Vitale have been able to maintain an exceptional conversion rate, from enquiry to closed sale.
Stability from Sharp
Amanda, Simon, and Frazer, all commented on the “stability” provided by Sharp as a manufacturer, due to the reliability of Sharp’s products, people and partner programme. Frazer said Sharp have “Supported from the front.”, making their success possible.
Future partnership
Amanda commented that there is more that can be done by Vitale to “change the face of the sector.” Vitale also added that they are looking forward to continuing to work closely with Sharp and the Technology Partner Team, utilising new sales enablement tools like the Virtual Showroom and attending dealer events to ensure they are up to date with new products and solutions coming to market.
