Executive Corner
Interview with Tim Brien, OKI Data Americas
- By Laura Kittner
- 04/01/2011
OKI Data Americas is the only manufacturer that offers a full line of print technologies and a comprehensive managed print services program—combining hardware and software to augment processes, reduce and control costs, and maximize revenue. Tim Brien is the director of managed print services.
What is your current state of mind?
I'm focused on MPS, service, software and channel needs.
What is the greatest challenge you face today?
Ensuring that our resellers successfully transition to an MPS infrastructure. For resellers, it is critical to partner with a manufacturer who evolves their MPS thinking along with the economic and competitive landscape, just as we are evolving our Total Managed Print program.
What do you see as your biggest opportunity?
Mentoring our channel partners and providing support, training and the essential tools that fit the needs of the market.
What is the quality you like most in a sales manager?
Drive, plus the ability to think outside the box. A strong manager must understand the team's capabilities, and consistently improve to meet customers' needs.
What would you consider your greatest achievement?
My incredible family. They have been patient enough to put up with my travel schedule.
If your customers were to describe your company in three words, what would they be?
Support, service and enablement. We pride ourselves on being a true channel partner, not just a vendor.
Managed print services or managed services?
Today, the company is focused on managed print services, but the market is trending toward the two segments colliding. We are trying to prepare our resellers for a future where managed print services companies and managed service providers enter into each other's space.
Where are you investing the most within your company this year?
Managed print services, hardware compliance initiatives with MPS engagement strategies. Other major initiatives for OKI Data Americas are our value-added solutions and our ever-expanding label/POS business.
What is your greatest concern for this industry?
Traditional hardware sales are gone and resellers must transition their business to evolve with the market. I'm concerned that businesses who do not evolve will accept and promote lower margins to make up for lacking services the market demands.
How would your employees and co-workers describe you?
Driven, results oriented, professional and knowledgeable. The one thing that no one has ever accused me of is being patient.
Who are your favorite writers?
Lee Child, Charles Taylor and Alastair Sweeny, who wrote "Blackberry Planet."
Which words or phrases do you most overuse?
"I need that done now." As I said, no one ever accused me of patience.
Why do you hold your current business position today?
I have an unbelievable support system based within my family. This is the fuel that drives me to be successful. I learned early in my career that you need to have a good understanding of market trends and the needs of your customers. I have made it a point to listen to our customers and work to deliver what they need.
Do trends exist in this industry?
Trends exist in all aspects of life. A major trend around MPS is that businesses of all sizes no longer see MPS as an added-value service, but a solution that no company should do without.
Who is your next hire?
MPS solution specialists, programmers and support staff to help service our MPS program.
What is your favorite quote?
"We all remember the first person to walk on the moon, but very few can tell you who was second or third. Be first and you will be remembered."
This article originally appeared in the April 2011 issue of The Imaging Channel.
About the Author
As the Editorial Director of The Imaging Channel, Laura has 10 years experience with the print and imaging industry. Prior to launching The Imaging Channel, Laura was a founding member and the Vice President of Marketing and Global Business Development at PrintFleet Inc. She has also held various executive level marketing and communications positions, and is a Professor in the School of Business, at St. Lawrence College. Laura holds diplomas in Advertising and Public Relations and Integrated Marketing Communications.