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"We hadn't realized they were in play until they were pretty far along. We came in late, but that didn't stop us," Taylor said.
One of the things that Croteau found attractive about Konica Minolta was its insistence on meeting face to face and not just by a Webex meeting, he said.
Konica Minolta will keep the All Covered brand and each company will sell its own respective services, but both will be cross-trained to sell managed print or managed IT as part of a more complete portfolio, executives said.
Konica Minolta will continue to deliver managed print and All Covered will deliver managed IT, but the customer would get one bill, executives said.
"We have managed print today and it's a natural progression for those customers to request [managed IT services]. The turnkey approach is a one-stop shop for all these integrated services to help the flow of information," said Sam Errigo, senior vice president of business intelligence services at Konica Minolta Business Solutions.
Added Taylor, "We're not going to hide the relationship between All Covered and Konica Minolta. Customers will be able to get from either an agreement to cover all services. We'll make it simple for the customers. We'll figure out how to allocate the revenue on our own. If you want managed print and managed IT, we'll be able to deliver a seamless solution to cover all areas of your agreement with us. The idea is to simplify customers' lives not add complexity. That seems to be what customers are asking for."
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