Print IT Reseller - issue 114 PRINT, MFP, SOFTWARE, SERVICES, DOCUMENT & CLOUD NEWS & INFORMATION FOR VARS, CONVERGED RESELLERS & MFP DEALERS RESEARCH A DECADE IN PRINT The AI divide PAGE 20 PAGE 39 PAGE 50 60 SECONDS WITH... Archie Whitworth DSales UK Marianne Chamberlain shares her print experiences What do our Industry leaders have to say? Watch our exclusive Director’s Cut videos to find out. PRINT IT RESELLER MAGAZINE IN PRINT & ONLINE SINCE 2011 ISSUE 114 · 2024

The Convergent Technology Event for IT Resellers & Providers Cloud Services | MPS Workflow | Voice | Mobile | Software | Storage | Finance Security | Sustainability | UC | Mobility | Distribution | AV | SaaS | Ai | Comms | Billing Services | MSP | Document | ICT | UPS Tech Live 2024 will open its doors again on the 17th September 2024 at the Business Design Centre, London. If you are an ICT Professional, IT Reseller, MFP/Printer Dealer, Dealer, Reseller, MSP or VAR looking for new opportunities and products to add to your portfolio, being at Tech Live 2024 is a MUST. We already have an excellent mix of exhibitors offering a range of different propositions with even more in the pipeline PLUS we are putting together an informative and thought-provoking seminar programme for the event. We look forward to welcoming you on 17th September 2024. Tech Live 2023 TO BOOK YOUR STAND – Call Ethan, Neil or Jeff on 01732 759 725 or Paul on 07887 944 433 or email [email protected] Business Design Centre · London · 17 September 2024 ICT · MANAGED IT · MOBILE · PRINT 24

PRINTITRESELLER.UK 3 TECH LIVE is returning to the Business Design Centre, London on 17 September 2024. This must-attend event is designed to bring ICT professionals, mobile vendors and resellers, MFP/printer dealers, and other technology providers together in an informal environment, providing the perfect opportunity to forge new partnerships and build on existing relationships. There’s lots of reasons to exhibit, and attend – find out more on page 22. I really enjoyed speaking with Marianne Chamberlain, Sales Director at Data Direct this month. You can read all about her varied career from working in elderly care, to selling payphones, through to joining Data Direct, (which she says was the high point of the decade), on page 20. Michael Bailey, Chairman at EBM Managed Services is in the spotlight this month in our new for 2024 Industry Insight Q&A, if you’d like to take part, please do get in touch with me. Also in this issue, Emily Thompson, Senior Marketing Executive at Sharp UK, picks the work tools she uses every day and couldn’t do her job without (page 18). This month’s Q&A is with Gavin Auckland, Managing Director, Parallel Office and Document Solutions, and PITR spent 60 seconds with Archie Whitworth, Dealer Sales Manager, DSales UK. If you’ve got any news about your business to share, would like to be included on our monthly VOX POP panel, have a compelling business success story or simply wish to comment on any industry issues, please get in touch with me at: [email protected] Michelle Ryder, Editor PRINT.IT Reseller is published by Kingswood Media Ltd., 10 Amherst House, 22 London Road, Sevenoaks TN13 2BT • Tel: 01732 759725 Email: [email protected] No part of PRINT.IT Reseller can be reproduced without prior written permission of the publisher. ©2024 Kingswood Media Ltd. Design: Sandtiger Media 04 Bulletin What’s new in printers and printing 16 People A round-up of new hires 18 I couldn’t do my job without... Emily Thompson picks her favourite work tools 20 A decade in print Marianne Chamberlain shares her print experiences over the past decade 22 TECH LIVE 24 TECH LIVE is returning to the Business Design Centre on 17 September 26 Focus on: What’s New A round-up of recent product launches 34 Sustainability Driving the circular economy 36 One-to-one Robbie Trower, Sales Manager UK & Ireland at Kodak Alaris 39 Research The AI divide 40 VOX POP Harnessing the power of AI 44 Interview PITR discusses sustainable tech with Epson’s Richard Wells 46 Industry Insight Michael Bailey, Chairman, EBM Managed Services 48 View from the Channel Gavin Auckland, Managing Director, Parallel Office and Document Solutions 50 60 seconds with... Archie Whitworth, Dealer Sales Manager, DSales UK 2024 ISSUE 114 Comment Register online To receive your regular FREE printed copy of PrintIT Reseller Magazine simply fill in our online registration form at If you no longer wish to receive PrintIT Reseller magazine please email your details to [email protected] Read PrintIT Reseller online at: Join us : Follow us @print-it-reseller-magazine Issue 114 ISSN 2055-3110 (Print) ISSN 2055-3129 (Online) Group Editor: James Goulding 07803 087228 · [email protected] Editor: Michelle Ryder 01732 759725 · [email protected] Publishing Director, Social Media and Web Editor: Neil Trim 01732 759725 · [email protected] Advertising Director: Ethan White 01732 759725 · [email protected] Account Manager: Jeff Root 07976 950285 · [email protected] Art Director: Nick Pledge 07767 615983 · [email protected] COMMENT Lexmark MPS Express Our turnkey cloud solution frees your customers and their teams from day-today printer management Scan the QR code to contact us now PRINT IT RESELLER MAGAZINE IN PRINT & ONLINE SINCE 2011

BULLETIN 01732 759725 4 The future of print In November 2023, IDC conducted a survey among imaging and printing OEMs designed to uncover the top challenges, areas of focus and plans for business expansion in 2024. Respondents cited the cost of inflation, growing demand for sustainability, uncertainty around demand due to the economic climate, and the fact that less printing devices are needed in offices, as the top challenges they expect to face in 2024. Unsurprisingly, sustainability features high on the list of areas of focus for OEMs, with refurbished devices, remanufactured cartridges and printers all high on the agenda for 2024. Channel strategy and support, alongside brand name and positioning were also referenced as key focus areas by the firms polled. In terms of their offering, respondents confirmed continued commitment to MPS and IT services and solutions, but the majority of OEMs also said they are looking to expand their business into new areas such as audio-visual solutions, business software solutions, artificial intelligence and IOT. Demand for support Channel partners are looking to their suppliers to provide training to enable them to upskill in IT and transform their business to one which has a greater focus on providing solutions. Pricing strategy figures high on the agenda, alongside a sustainable product offering and ink/toner subscription models. For end-users, areas where they are increasingly asking print partners to help and support include cost management, security of documents and data, and sustainability. Easier to use products and software solutions to enable workflows to be digitised are also in demand. Declining page volumes The study found that print volumes continued to decline in 2023 compared to the previous year with IDC predicting this trend will continue into 2024 and beyond. However, it’s not all bad news – page opportunities in 2024 will remain plentiful as print continues to be an integral part of the business process – but, as with many mature markets, further consolidation is likely, and some brands may eventually disappear. Where do you take yours? We’re all about championing print at PrintIT Reseller, and we’d love to know where you read your issue. Whether it's atop a mountain, on a deserted beach, or even in the heart of a bustling city. We want to see where our magazine travels with YOU! We want to see where you take your issue, so get the camera out and send me a pix of yourself reading PrintIT Reseller in the most unusual, far-flung spot you can find, and you could be featured in our next issue! You can reach me at [email protected] We can’t wait to see the incredible places our magazine ends up. This month, Heather Moores and Nathan Milward from Sharp UK’s marketing team rose to the challenge and took this shot while filming a case study on location at RAF Honington. Michael Bailey, Chairman at EBM Managed Services shared this shot with us, taken while visiting Epson’s Hemel Hempstead HQ. Nigel Eaton, General Manager at MyQ catches up with channel news before talking all things MyQ with Epson resellers in Bolton. KRL Group’s Managing Director George Baker and Sales Director Mark Gladstone were spotted reading PrintIT Reseller during a coffee break at Epson’s reseller event in Bolton this month. BOOK YOUR FREE DEMO Quotations TCO Tools ESR & CO2 Calculator Meter Billing Contract Management Integrations Stock & Consumables Manage your entire sales and operations processes with the UK’s leading managed print and workplace technology solutions: mySalesDrive and Vantage Online. Supporting UK workplace technology providers for over 30 years

BULLETIN Cyber security excellence SCC has become a member of Microsoft Intelligent Security Association (MISA) to further bolster its commitment to cyber security excellence. MISA is an ecosystem of independent software vendors and managed security service providers that have integrated their solutions with Microsoft’s security technology to better defend against a world of increasing threats. The nomination was a result of SCC’s Managed Extended Detection and Response (MXDR) solution, which provides businesses with a round-the-clock detection and response service by combining best-of-breed technologies and automation to prevent, detect, and respond to threats across customers’ attack surfaces. By joining MISA, SCC joins Microsoft experts, resources, and a network of partners, accelerating the development and delivery of secure, compliant, and scalable solutions. James Henigan, Managing Director of Cyber Security at SCC, said: “SCC’s membership in MISA extends our long and successful collaboration with Microsoft, and underlines our ongoing commitment to providing the best cyber security solutions to our customers.” SCC has been a leading Microsoft partner for more than 30 years and is a Security Solutions Partner across several competencies. 01732 759725 6 Sponsorship deal IT Document Solutions is sponsoring East Grinstead Rugby Football Club again for the 2023/24 season and beyond. This initiative forms part of its commitment to supporting the community and encouraging growth through sport. The company says it hopes the support will contribute to the club's development, helping to provide resources for coaching, equipment, and facilities. The partnership also reflects IT Document Solutions’ core values of teamwork, dedication, and excellence, which resonates with the ethos of the rugby club. CEO Jermaine Weeden said: “As a former player for of the club and with my son now enjoying his rugby at East Grinstead, I am very happy with what has been agreed. I have many great memories and have formed lifelong relationships through rugby, which I value to this day. “Rugby is a great sport where people of all shapes and sizes enjoy team sport which has a positive impact in life. We look forward to working together for the foreseeable future.” Expanded partnership Dublin-based Docit and Kodak Alaris have announced an expanded partnership. Building on its relationship to date, Docit, a longstanding reseller of document scanners from Kodak Alaris, will double down on the growth of the information capture specialist’s intelligent document processing (IDP) offerings. Kodak Alaris has enjoyed a solid growth trajectory within the IDP space through its adjacent offerings, including Kodak Info Input Solution, the INfuse Smart Connected Scanning Solution, and related professional services. The company also announced its commitment to supporting its channel partners’ capabilities in IDP to ensure their customers are reaping the full benefits of its advanced technologies. Graham Etherington, Northern Cluster Solutions Sales Director at Kodak Alaris, said: “Docit is a trusted and valued partner, and we are excited about the new expanded partnership. Both companies are specialists in information management and have a shared vision to simplify businesses' document workflows – in areas including accounts payable, accounts receivable, records management and forms processing – with intelligent automation solutions that accelerate digital transformation and innovation.” • Support for schools Integrity IT Solutions is offering schools and colleges a free review of their broadband connectivity to help them achieve targets for faster internet speeds as outlined in the latest Government’s guidelines. The Department for Education (DfE) recently released guidelines, entitled ‘Meeting digital and technology standards in schools and colleges’, which recommends all establishments should implement full fibre broadband connections to give students, and staff, access to a fast and reliable service essential for the effective use of online learning tools. To support local schools to hit these goals, Integrity IT Solutions, which has offices in Annan and Carlisle, is inviting staff at education institutions across Scotland and Cumbria to get in touch so their specialist team can carry out reviews of the current broadband speeds and recommend next steps to help them reach the required standards. Colin Hewitt, a BT Product Specialist at Integrity, said: “Integrity IT Solutions wants to support our local schools and help them find out if their speeds are anywhere near where they need to be and, if not, what steps they can take to reach these recommendations.” James Henigan Colin Hewitt

BULLETIN SOS Systems acquires London Legal In a significant move to broaden its service offerings and reinforce its growth strategy, SOS Systems has acquired London Legal, a supplier of litigation technology and support services in the legal industry. This acquisition marks a pivotal moment in SOS Systems' journey towards expanding its capabilities within the legal sector and beyond, underlining its commitment to innovation and client satisfaction. Managing Director Chris Sills said: “This targeted acquisition is fantastic news for the SOS Group and our customers, as it enables us to further extend our offerings. This coupled with the acquisition last year puts the SOS Group well on plan for our growth strategy. The commitment of London Legal to client satisfaction mirrors our own core values, filling us with immense excitement and optimism about the future for our team and customers.” Solutions Director Gary Tomlinson added: “The strategic acquisition of London Legal by the SOS Group marks a pivotal moment in our journey towards redefining workplace technology solutions. This move propels us closer to our vision of a comprehensive printto-digital document portfolio, offering cuttingedge services. This acquisition is not just a partnership; it's a testament to our dedication to shaping the future of work and empowering organisations to thrive in the digital age.” NHS approved provider Gloucester-based RHM has been included on the list of approved providers for the NHS Better Purchasing framework. Managing Director Nick Thomas said: “Becoming an approved BPf provider has not only made us extremely proud of all the successful projects we’ve executed for the healthcare sector, but it also provides an opportunity for us to continue to deliver excellent customer support and a range of key products to one of our country’s most critical services. “The eligibility criteria and approval process for the framework were rigorous, and this highlights the high standards in place to ensure our NHS can deliver vital patient care. We’re proud to offer a supportive role in that initiative.” PRINTITRESELLER.UK 7 boxxe acquires Total Computers boxxe, the UK-based IT services and solutions provider has acquired Total Computers, in a move that accelerates its strategy in the corporate market. boxxe owner Phil Doye had previously acquired a minority stake in Total Computers in November 2022. Doye said: “I had known and admired Total for many years but as a shareholder and director for the past 12 months I have seen first-hand the depth of what Aidan and Kevin have built. The combination of these two businesses is uniquely complementary and I am hugely excited that this move will enable both companies to better serve our customers and partners.” boxxe's core commitment to delivering end-to-end IT solutions is now further strengthened with the acquisition of Total Computers. Clients can anticipate a broader portfolio of offerings, ranging from cutting-edge hardware solutions to bespoke software applications and a variety of IT services, all with a commitment to offering an excellent customer experience. Total also has a significant presence in the UK public sector that will benefit from additional framework access and public sector specific expertise. Doye added: “The IT channel has, over the past number of years, seen the largest players get bigger and the small ones either specialise, struggle or get acquired. This deal marks a pivotal moment in the journey of boxxe. With the acceleration of digital transformation, the continued growth of public cloud and the proliferation of software companies it’s critical that a partner can deliver across this landscape.” Strategic partnership Scrive, a provider of electronic signature and identification solutions, has announced a strategic partnership with Arena Group, a Xerox Business Solutions Company (XBS). This collaboration brings together Scrive’s e-sign and ID verification technology with Arena Group’s extensive document management and process optimisation expertise to deliver enhanced security and efficiency to businesses across the UK. The partnership will focus on enabling businesses to streamline document workflows, reduce costs, and elevate customer experiences. Arena Group will integrate Scrive’s e-signature and ID verification into its mstore document management solution. This will allow secure digital signing and ID verification across key processes, driving efficiency, cost savings, accelerated contracting, consistent audit trails, data security and compliance with industry regulations. Gary Putson, Managing Director, Arena Group said: “Scrive’s technology platform is highly complementary to our expertise, and we are confident that this collaboration will enable us to provide businesses with unparalleled value.” Mads Rebsdorf, CEO of Scrive added: “We are thrilled to partner with Arena Group, a company that shares our commitment to innovation and security in the document management space. Together, we will provide UK businesses with a secure and efficient solution to manage their business processes.” The companies said the partnership marks a significant step forward in revolutionising document management for UK businesses, particularly in the automotive, banking and finance, human resources and legal industries. • Chris Sills

BULLETIN 01732 759725 8 GAPP initiative TD SYNNEX has launched the Growth Accelerator Partner Programme (GAPP) to support reseller partners in maximising their opportunities in the B2B market with the Google Pixel range of smartphones, complementary products from the wider Google ecosystem, and value-added services. The GAPP initiative will provide partners with access to sales support services and resources that will elevate their knowledge and capability to take Pixel devices and add-on products to the market effectively. Partners that accept the invitation to join the programme will be given log-in details for a specially-created GAPP portal, through which they will be able to streamline quotations, learn about Pixel products, and place and manage orders. Partners will also be eligible for special discounts and promotions on Pixel and related ecosystem products. Ryan Thomas, Business Unit Manager, Mobile, UK, at TD SYNNEX said: “Google Pixel devices are ideal for business users and the potential for partners to take them into the B2B market is huge. The GAPP programme – along with the focused support and service that TD SYNNEX can provide – will give partners the tools, support and incentives they need to take the Pixel value proposition to their customers.” Award win for Arrow VMware has recognised the essential role Arrow plays in equipping customers with the skills required for the successful implementation of multi-cloud strategies by honouring its enterprise computing solutions education business EMEA with the VMware EMEA Learning partner of the year award for 2023. A first for Westcon Comstor Westcon Comstor has signed an agreement with cloud security vendor Zscaler to become the first distributor authorised to deliver Zscaler professional services. Under the collaboration, Westcon will deliver tailored packages based on Zscaler services to its partners and their customers, driving adoption of the vendor’s zero trust portfolio. The agreement covers Europe, the Middle East and Africa and is designed to ensure that Westcon partners in the region can seize new revenue opportunities by tapping into enduser demand for Zscaler services. New milestone TD SYNNEX recently surpassed the milestone of more than 2,000 partners engaged in its Enablement Journey for Copilot for Microsoft 365, which has now been expanded to be available to cloud solution providers. In addition, more than 500 individuals have received certification in the distie’s program. These recent milestones demonstrate industry eagerness to develop expertise and resources that will help partners capitalise on the transformative opportunity behind generative AI, fuelled by industry accomplishments like the Copilot availability expansion. Copilot for Microsoft 365 unlocks user productivity and unleashes creativity across widely used Microsoft apps including Word, Excel, PowerPoint, Outlook, and Teams. It also includes enterprise-grade security, privacy, compliance, and responsible AI to ensure all data processing happens inside a Microsoft 365 tenant. Trading update Midwich Group has announced a year end trading update for the year ended 31 December 2023. The group finished the year well and the board expects to report record revenue for 2023 of c£1.3 billion, representing growth of approximately 7% over the prior year (6% at constant currency), with organic revenue in line with the prior year. Positive product mix resulted in gross margin of c16.8%, exceeding pre-COVID levels. The board anticipates reporting adjusted profit before tax of approximately £50 million, which is in line with market expectations. SYNAXON shop SYNAXON has announced the launch of SYNAXON Shop, a web portal that makes it easy for reseller partners to place orders on SYNAXON Hub, providing them with access to a wide range of best-selling products from leading manufacturers via its distribution operation. Combined with an industry-leading 14-day returns policy and centralised RMA processes, SYNAXON Shop makes SYNAXON Hub the very best resource for reseller partners that want to maximise their efficiency and profitability, while delivering great service and value to their enduser customers. Miguel Rodriguez, Managing Director, SYNAXON Hub said: “SYNAXON Hub is already a big success. More UK partners have been discovering the exceptional choice, availability and value that we are able to provide by leveraging our purchasing power with major distributors and vendors. SYNAXON Shop is a large piece of this jigsaw. It provides partners with a simple way to place orders directly from SYNAXON Hub, streamlining the process and driving further efficiencies and cost-savings for their business. “That translates directly into improved customer service and higher profitability for them. It will also help us to continue growing and developing SYNAXON Hub and allow us to make even more popular products available on the platform, which in turn will make it an even more valuable tool for our reseller partners.” Access to SYNAXON Shop is available to all UK resellers on request. In addition, partners are still able to find products and place orders on SYNAXON Hub through the EGIS web portal. Ryan Thomas Miguel Rodriguez

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01732 759725 BULLETIN 10 Green manufacturing tech day Specialist technology solutions provider Distec will host a green manufacturing tech day in partnership with NexAIoT on March 19 at the Manufacturing Technology Centre in Coventry. The event will highlight the importance of green manufacturing and how IoT can support sustainability efforts. NexAIoT will showcase several products at the event, including solutions for SCADA visualisation, data acquisition, IIoT, edge computing and industrial computing, and delegates will have the opportunity to test some of their latest technologies. The day will also feature sessions exploring innovative embedded solutions and the latest trends and innovations in industrial IoT green manufacturing. The free to attend green manufacturing tech day is open to end-users, system integrators and anyone looking to boost their sustainability efforts. A successful year for Brigantia Cybersecurity distributor Brigantia describes 2023 as one of its most successful years to date, with new vendors, partner events, and a growing team contributing to the ongoing growth of its partner community and helping to pave the way for continued success in 2024. Sales Director Angus Shaw is looking forward to continued success over the next 12 months by focusing on Brigantia’s strengths. He said: “In 2024, we will continue to remain front and centre of unique and innovative cybersecurity solutions and continue to provide value-added support to our partners.” Highlights across the last 12 months include a number of successful events for the cybersecurity community, in particular its annual partner conference at One Canada Square, Canary Wharf, which attracted a record number of delegates, and an email security summit at the Imperial War Museum. The distie also expanded its offering with the addition of four new vendors – ITagree, Octiga, Conceal and Next DLP. Together, they offer innovative solutions to insider threat, Microsoft 365 security, customer contracts, ransomware and credential theft at the browser’s edge. UK distribution deal TD SYNNEX is now a UK distributor for the full range of NVIDIA enterprise software and accelerated computing products. Partners can leverage TD SYNNEX’s accelerated delivery, flexible credit and finance options, as well as its technical and professional services. These additional services enable customers to maximise their overall sales potential and profitability. Simon Bennett, Managing Director, Advanced Solutions UK and Ireland, TD SYNNEX, hailed the agreement as a major addition to the TD SYNNEX range. “Many organisations today depend on complex, hybrid infrastructures that encompass multiple cloud and on-premise resources. NVIDIA technologies help drive the next-level graphics, HPC and AI performance essential for these intensive workloads. We will be working closely with NVIDIA to make sure that our team is ready to provide partners with the technical and professional support and services they need to optimise NVIDIA’s high-performance solutions, from the cloud to the data centre and right out to the edge.” Bennett noted that the extended collaboration between the two companies means that TD SYNNEX can now meet all partners’ NVIDIA needs, whether they are looking to deploy its solutions as part of their own designs or as part of other systems’ brands. Exertis boosts support for neurodiverse and disabled communities Exertis has become a member of the Neurodiversity in Business (NiB) industry forum, has launched Sunflower Lanyards for its people, and has achieved Level 1 of the Disability Confident Employer status, cementing its dedication to DEI and supporting its people in the workplace. The distributor’s ‘Enable’ Employee Resource Group, which provides a safe space for colleagues who are disabled, neurodivergent and carers within the business, has championed all of the recent neurodiverse developments at the company. Neurodiversity in Business (NiB) is an industry forum to support the participation of neurodivergent individuals in the workplace, recently launched at the Houses of Parliament. The organisation, led by Chief Executive Officer Dan Harris, draws upon the cumulative knowledge of neurodivergent experts and leading companies to share best practice and improve the employment and experience of the neurodiverse workforce. Tim Griffin, CEO of Exertis IT said: “We recognise the need to cultivate a workforce which is both diverse and inclusive of every background, and the rich, talented skillset which this brings to our organisation. I’m thrilled that so many advancements have taken place recently to support this ethos, and I am grateful for the efforts of our Enable ERG and their allies to ensure that Exertis’ dedication to this area continues to deliver progress.” Harris added: “We are delighted that Exertis has become a founding member of NiB. It signals its commitment to ensuring a truly inclusive workplace and a desire to strive for the best in diversity and inclusion standards.” Most admired TD SYNNEX has been named one of the 2024 World’s Most Admired Companies by FORTUNE. This is the third consecutive year the company has been named to the list. CEO Rich Hume said: “We are honoured to be part of this distinguished list of companies once again and to see our team recognised for their passion for empowering our global partners to achieve great outcomes with technology.” Simon Bennett Tim Griffin Business Design Centre · London · 17 September 2024 ICT · MANAGED IT · MOBILE · PRINT 24

11 BUSINESS BRIEFING With traditional print revenues in decline, print IT resellers are turning to new revenue streams to grow their businesses. Grow Your Business by adding Energy to your portfolio solutions. Fidelity Energy’s dedication to responsible energy management aligns with the corporate emphasis on social responsibility. Fidelity Energy can install technology to optimise the voltage used by your customers, to help lower bills and enhance the longevity of equipment. They can also offer the procurement and installation of EV Charging points, as well as enable self-generation with Solar PV panels. Introducing renewable products like these allows you to generate another new revenue stream, while championing sustainable business practices and supporting your customers on their journey to a net-zero future. Fidelity Energy's user-friendly reseller program makes it exceptionally easy for print IT resellers to become part of the energy landscape. The straightforward onboarding process, along with sales training and support, facilitates the addition of energy solutions to your portfolio. Most of their resellers had never sold energy before, but with minimal effort you can create a simple, recurring revenue stream, becoming a one-stop-shop for your clients’ needs. All your customers consume energy, and a significant number will have high consumption rates, leading to substantial energy bills. The complexities of procuring energy for businesses, including comparing rates across numerous suppliers and navigating the market, can be overwhelming. With Fidelity Energy’s extensive relationships with the Big Six and smaller suppliers and even those exclusive to energy brokers, they simplify this process. Through a partnership, you can efficiently assess the entire market using their userfriendly, custom-built quoting portal. Within minutes of receiving your customer's energy bill, you can present the best available quote and unbiased advice, offering a swift and effective solution for your customers to make informed decisions. Teaming up with Fidelity Energy provides immediate advantages for print IT resellers. Their extensive network and experience, as one of the UK’s largest brokers, present a golden opportunity to leverage a well-established infrastructure. The management of over 12,520 meters demonstrates Fidelity Energy’s proficiency in overseeing diverse energy needs, making them a trusted partner for resellers and their clients. Fidelity Energy manages £550+ million customer spend and 3.1 tWh of energy, representing 1% of all commercial energy spend. Partnering with Fidelity enables print IT resellers to provide cost-effective energy solutions, yielding immediate savings in time and money spent on in-house energy contract management. In a cost-conscious era, delivering financial benefits makes Fidelity a powerful proposition for resellers. Integrating energy solutions as a print IT reseller extends beyond financial gains. Resellers become indispensable partners, offering comprehensive solutions for both printing and energy needs. This approach strengthens client relationships, fosters long-term loyalty, and represents a strategic move for immediate and lasting benefits. Fidelity Energy, a trusted partner with extensive experience, scale and expertise, enables resellers to effortlessly expand their offerings, creating a new recurring revenue stream and delivering tangible value to clients. Contact the team today to find out more at [email protected] Print resellers are well established as trusted advisors to their clients, which makes them perfectly placed to cross sell other products. One such product, energy, offers both financial gains and environmental sustainability. By using Fidelity Energy’s market leading technology portal, print resellers can enhance their product portfolio and offer more value to customers by integrating energy solutions, a promising strategic move. Fidelity Energy stands at the forefront of this transformative shift, providing a seamless entry point for print IT resellers into the world of energy procurement for your customer base. Fidelity Energy, a leading energy broker in the United Kingdom, helps over 700 channel partners utilise their expertise to sell energy as an additional product to their core business. As an established entity in the industry, Fidelity Energy have been energy experts for over 8 years and their customers continue come back with an 84% retention rate. This robust track record positions Fidelity Energy as a reliable partner for print IT resellers looking to expand their offerings and tap into the lucrative energy market. One of the compelling reasons for any print IT reseller to integrate energy into their portfolio is the seamless synergy between print and energy services. You are already deeply embedded in your clients’ operations, interacting regularly and understanding their unique business needs. By simply asking for a utility bill during routine visits, you can initiate the conversation about energy solutions. This ease of integration allows you to effortlessly offer additional value to your clients without significant disruptions to your existing business model. Beyond energy procurement, print IT resellers can advance sustainability goals by providing renewable John Haw Sean Dixon PRINTITRESELLER.UK

01732 759725 12 BULLETIN A new leader Cohesity and Veritas have announced a definitive agreement under which Cohesity intends to combine with Veritas’ data protection business, which will be carved out of Veritas, to create a new leader in data security and management. Customers will benefit from the accelerated innovations unlocked by the joint company’s scaled R&D investment, its unwavering support for customer success, and one of the industry’s most extensive partner ecosystems. Together, the companies will target a total addressable market of over $30 billion. This figure includes the data replication and protection software market, estimated to be $12.2 billion in 2024 by IDC. The expanded go-to-market breadth, geographic footprint, and R&D resources will allow the combined company to accelerate new customer adoption and help drive the deployment of innovative solutions within the fast-growing data security and management segment. Sanjay Poonen will lead the combined organisation as CEO and President. Greg Hughes, CEO of Veritas, will serve as a board member and strategic advisor to Sanjay Poonen after the close of the transaction. • Partner recruitment drive mpro5, the process management app, has launched a partnership recruitment drive actively signing up channel partners as it steps up its expansion plans. The company’s process management app has been developed to improve operational effectiveness, process compliance, productivity, and drive cost-savings for businesses. It is now actively looking for specialist MSPs, consultants and other sector specialists in several markets including facilities management, contract catering and grocery retail sectors. CEO Jacqueline Daniell said: “The business has historically been a direct operation, but in recent years we have stepped up our channel footprint to the point that today we are ready to sell our solutions through a highly selective network of technology sector experts.” The channel will be a major driver for the company’s growth as it expands in the UK and its more recently opened North America operation. The initiative comes as an increasing number of businesses are demanding solutions across a range of core processes that can be automated. Top ten Epson scanners have secured seven positions in a Top Ten list compiled by DataMaster Lab to identify the best performing scanners when it comes to combining high quality images with reduced file sizes. The international testing lab has reviewed hundreds of products and tested them against numerous criteria. It compiled the Top Ten quality / file size list for scanners to support increased demand for products able to deliver against both requirements. Chris Jones, Epson Europe, said: “Combined quality images and efficient file sizes has been something Epson has been delivering for years. We’re delighted that DataMaster has recognised these attributes within our scanners and the value they offer to businesses as they increasingly move towards automation.” ACS Postal Services partners with BIXOLON BIXOLON has announced a partnership with Greek courier service provider ACS Postal Services. The collaboration integrates BIXOLON’s mobile printing technology into ACS's proof of delivery system, enhancing operational efficiency across ACS’s European courier landscape. The integration project has been managed by Mobile Technology, a BIXOLON Certified Partner. Databarracks achieves ISO 22301 Technology and business resilience specialist Databarracks has successfully achieved ISO 22301 certification. ISO 22301 is an international standard which defines the requirements and best practices for business continuity management. It is designed to improve operational stability and protect organisations. By improving understanding of the risk landscape, it reduces the impact of potential disruptions. It means that Databarracks has demonstrated it has the procedures and practices in place to adequately manage risks to its own continuity of operations, and to its ability to continue providing services to its clients. Databarracks Resilience Director, Chris Butler, said: “We are delighted to gain this new ISO certification. “Business continuity and resilience have gone from niche topics discussed in the margins to critical concerns. In only a few years we’ve seen a global pandemic, multiple major supply chain disruptions due to international conflict, increased extreme weather events and a dramatic rise in cyber risk. At the same time, businesses face a growing demand to be always-on and able to deliver for their customers. Certification against the standard demonstrates to our stakeholders that Databarracks has taken steps to prepare for, respond to, and recover from disruptions.” Sanjay Poonen Jacqueline Daniell Chris Butler 2 0 24 For more information please email [email protected]

01732 759725 14 BULLETIN ARMOR Print Solutions rebrands ARMOR Print Solutions has announced it is rebranding as Altkin. Altkin Managing Director Gerwald van der Gijp said: “The name ‘Altkin’ and its slogan ‘Fair Printing’ embody our collective mission to provide alternative pathways to impactful change. Whilst our ambition is to confirm our leadership in the EMEA region as a real and fair alternative in a rapidly evolving market, we are clarifying our product and service offering by creating four pillars – products, care, tech, tailored – which represent our different activities and brands, making them easier to understand.” Through its products offering, Altkin offers, alternative printing consumables, with its OWA brand guarantee cartridges from re-used empties, and certified quality. Secondly the company is continuing to promote its care offering, a suite of services and software solutions designed to free companies from the constraints associated with managing their printing fleets. The third pillar, tech, supported by the A2i (Altkin Industrial Inks Lab) brand, focuses on the creation and custom design of waterbased inks. The final pillar, tailored, covers white-label activities such as the production of alternative consumables, ink refilling and the collection of empty cartridges. “This change of name is a major event, the fruit of a strategic reflection on the circular economy. Altkin is now positioned as the leader in responsible printing in Europe, Africa and the Middle East. Coupled with the recent acquisition of THS, this new brand will help to consolidate this activity as one of the pillars of ARMOR GROUP.” Hubert de Boisredon, Chairman and CEO of ARMOR GROUP added. PaperCut attains B Corp certification PaperCut has attained B Corp certification, an independent validation of its long-term commitment to sustainability and social responsibility. Certified B Corporations are recognised leaders in the global movement for an inclusive, equitable and regenerative economy. Unlike other certifications for businesses, B Lab is unique in its ability to measure a company’s entire social and environmental impact. The B Corp accreditation benefits PaperCut’s customers because it’s an independent proof point of the measures the company has taken to ensure sustainability at a time when organisations are striving to meet net zero and more stringent ESG goals. Chris Dance, CEO and co-founder of PaperCut, said: “For PaperCut, achieving B Corp certification is like unlocking a new level in our favourite game. It's not just a badge; it's a testament to our love for continuous learning and improvement.” An added benefit of the B Corp certification is that it helps accredited organisations to attract and retain valuable staff in an employment market increasingly motivated by employer credibility across the ESG spectrum. Certified for excellence Konica has been recognised for its excellence in people practices for a seventh consecutive year, with certification by the Top Employers Institute. Since it was last certified, Konica Minolta has continued to expand and refine its commitment to existing and new employees with a range of initiatives focused on workplace well-being, career development and volunteering. Gemma Lee Chief People Officer said: “I am incredibly proud that Konica Minolta has been awarded Top Employer accreditation for a seventh year. This is due to the dedication of all our employees to create an inspiring and inclusive place to work.” Business partnership Ricoh and Toshiba Tec have resolved to enter into an absorption-type company split agreement with Ricoh Technologies Corporation (the Joint Venture company) by their respective Board of Directors. The move which follows an announcement made in May 2023, will see the Joint Venture company integrate MFP development and manufacturing processes. Driving innovation for office solutions Global IT corporation FPT’s Japanese subsidiary, FPT Japan and Konica Minolta have announced the establishment of a joint venture, KONICA MINOLTA FPT Solution Labs Inc., to fortify software development capabilities, boosting business growth in the office solutions sector. Built on an ongoing successful partnership since 2017, KONICA MINOLTA FPT Solution Labs is scheduled to be established on April 1, 2024, headquartered in Tokyo with a subsidiary in Hanoi, Vietnam. The new joint venture will be managed by Konica Minolta, with a shareholding ratio of 59% and 41% for Konica Minolta and FPT Japan, respectively. Its main focuses are software development for multifunction printers and related businesses entrusted by Konica Minolta and its group subsidiaries. In a statement the companies said leveraging FPT's extensive technology expertise and resources, together with Konica Minolta's long-time experiences and industrial know-how, this synergy will address the increasing demand for advanced print management software with tailored and cutting-edge solutions. The establishment of this joint venture underscores a new height in the partnership between the two companies, fostering Konica Minolta's global business across approximately 150 countries worldwide. KONICA MINOLTA FPT Solution Labs also sets its sights on other peripheral areas of the industry, such as smart office solutions and untapped software solutions potentials. Chris Dance

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01732 759725 16 BULLETIN : PEOPLE Change at the top Sharp NEC Display Solutions Europe has announced Christof Böhm will succeed Bernd Eberhardt as President and Managing Director. With over 30 years of experience with the company – most recently as Senior Vice President Engineering, Quality Assurance & Service – Böhm has a profound understanding of the display business and its challenges to lead the company into the next phase of development. As the joint venture continues the business transition, the company will move to full ownership by the Sharp Corporation. The speed of transfer to the Sharp brand will vary across product categories. In 2024, Sharp/NEC will continue to launch new products under the Sharp brand, drawing on the expertise of both Sharp and NEC. The first significant co-development will launch early in 2024 with the Sharp-branded second generation MultiSync ME Series large-format display range. Zoe Pullen joins Lease Group Zoe Pullen, previously Head of Enterprise for Samsung and Vodafone, will head up Lease Group’s corporate division to offer hands-on support and expertise for resellers, manufacturers and networks when packaging finance as part of their total value proposition. She said: “I jumped at the opportunity to join Lease Group, a leading player in technology finance with a well-established partner programme. I look forward to working with key players in the IT, telecoms and energy sectors and supporting them with cutting-edge leasing solutions that ease the financial pressures of deploying the latest tech on a corporate scale.” Pullen will focus on supporting corporate deals through Lease Group’s partner channel, calling upon the financier’s range of leasing solutions that enable sales whilst protecting the VAR’s cash position. IFS appoints new MD Stephanie Poore has been appointed as the new UK&I Managing Director for cloud enterprise software company IFS. She takes over from Alan Laing, who has been appointed Chief Customer Strategist of Southwest Europe and Latin America and Chairman of UK&I to focus on driving the company’s regional customer success moving forward. Poore, who moves from the role of Sales Director UK&I is set to steer IFS UK and Ireland towards continued growth, with a focus on customer-centric strategies and revenue generation. These appointments reflect IFS’s strategic focus and consistent performance to date as it looks to cement its position as a leader in ERP, EAM, FSM, and ESM across its key markets. Cellhire hires ex-Vodafone IoT leader Cellhire, an international connectivity expert specialising in mobile communications and M2M/IoT services has named ex-Vodafone IoT leader Tony Guerion as its new CEO. Guerion brings over 27 years of experience in business leadership and management in the communications industry. He said: “It’s a great privilege to join Cellhire during this exciting phase of the company’s expansion. Cellhire has developed a powerful IoT proposition, powered by its MVNO on Orange France, and I look forward to building on the great success the business has already achieved in its global growth.” TelcoSwitch names new CEO TelcoSwitch has appointed Howard Stevens as its new Chief Executive Officer. He spent eight years as SVP & Global Head of Sales at enterprise software leader SAP, where he developed telecoms into one of the company’s top three fastest growth markets. Stevens takes over from current CEO, Matt Mansell, who oversaw the business and its launch of the CallSwitch One platform following the acquisition of TelcoSwitch by investor Queen’s Park Equity (QPE). Mansell retains a position on the board of directors and will continue to oversee the technology strategy of the wider group of TelcoSwitch businesses. New faces at Cohesity Olivier Savornin has been appointed Cohesity’s Group Vice President of Sales for Europe, Middle East and Africa. In his new role, Savornin will lead the company’s sales and customer engagement efforts in the EMEA region, with a focus on driving the adoption of its AI-powered modern data security and management solutions. Fraser Hutchison has been named Area Vice President (AVP) of Sales for UK, Benelux, Ireland, Sweden, Norway and Finland (Northern EMEA). Hutchison, who has 22 years of experience in information technology and leadership will lead Cohesity’s sales and customer engagement efforts in EMEA. Commenting on his new role Hutchison said: “I want to establish Northern Europe as a strong and growing region in EMEA. To achieve this, I want to build a strong team that clearly focuses on enterprise customers. Cohesity has a fantastic AI-driven solution package that will allow these companies to strengthen their security posture and to reduce their costs at the same time.” Christof Böhm Stephanie Poore Howard Stevens, TelcoSwitch Fraser Hutchinson, Cohesity Tony Guerion, Cellhire Zoe Pullen