Print.IT Reseller - issue 116 PRINT, MFP, SOFTWARE, SERVICES, DOCUMENT & CLOUD NEWS & INFORMATION FOR VARS, CONVERGED RESELLERS & MFP DEALERS Entries Now Open 2024 Introducing the new A3 9-series. Built to last. © 2024 Lexmark and the Lexmark logo are trademarks of Lexmark International, Inc., registered in the United States and/or other countries. All other trademarks are the property of their respective owners. PRINT IT RESELLER MAGAZINE IN PRINT & ONLINE SINCE 2011 ISSUE 116 · 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 It’s that time of year again when the entire team are gearing up for the launch of the Print Awards. Entries officially opened on May 1, so sharpen your pencils and start thinking about creating your submissions. There’s no time like the present. The closing date is 5pm on July 19, that might seem like ages away, but time flies, so make sure you don’t miss out. We know that there’s a lot of work involved in putting together a submission for an awards event – it can seem like a daunting task, but it’s well worth the effort – just ask any one of our previous winners! And, to help you get started, check out my top tips to write a killer entry (Page 22). With climate action and the race to net zero a pertinent issue for all, this month we invited some of the industry’s leading channel vendors to discuss strategies and initiatives designed to reduce the environmental impact of printers and MFPs (page 40). Also in this issue, Catherine Kennedy, Sales and Marketing Director at Intuitive, picks the work tools she uses every day and couldn’t do her job without (page 18). This month’s Q&A is with Declan Keogh, Director, Dectek, and PITR spent 60 seconds with Victoria Howarth, Channel Marketing Assistant, Brother 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 A round-up of mustattend events 06 Bulletin What’s new in printers and printing 16 People A round-up of new hires 18 I couldn’t do my job without... Catherine Kennedy picks her favourite work tools 20 A decade in print Simon Riley shares his print experiences over the past decade 22 PrintIT Awards Top tips to write a winning entry 26 Focus on: What’s New A round-up of recent product launches 29 One-to-one Greig Millar, Chief Revenue Officer, Brother UK 30 Dealer Profile A conversation with Gary Bishop, Aurora 32 Cover Story Lexmark new A3 9-series 34 Insight Hot topics in the channel 39 Interview Tim Muckart, Director of Channel Sales, Vasion 40 VOX POP Time to step up climate action: part two 46 Industry Insight Robbie Trower, Sales Manager – Northern Europe, Kodak Alaris 48 View from the Channel Declan Keogh, Director, Dectek 50 60 seconds with... Victoria Howarth, Channel Marketing Assistant, Brother UK 2024 ISSUE 116 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 116 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 20 24 Royal Lancaster · December 3 PRINT IT RESELLER MAGAZINE IN PRINT & ONLINE SINCE 2011

BULLETIN 01732 759725 4 Must-attend events At PrintIT Reseller and Technology Reseller magazines we believe in the power of community, networking, and bringing people together. That’s why we’ve organised an action-packed schedule of events for 2024 and beyond. 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. Located 10 minutes from Kings Cross St. Pancras International and a short walk from Angel tube station, the Business Design Centre is one of London’s most popular conference and exhibition venues. Reasons to exhibit n Simple, no-hassle format n One-day event, modular exhibition stands n Engage with multiple vendors at the same event n Demonstrate new products/ capabilities to existing and new partners n Expand your partner network n Find other vendors to partner with n Raise your profile within the ICT industry Reasons to attend n Free to attend for anyone working in the ICT and mobile channels n One-day event to minimise time out of the office n All ICT sectors brought together under one roof n Informative seminar programme and panel discussions n Discover new technologies and solutions n Explore opportunities to diversify and expand your offering n Develop relationships with new vendor partners Play 18 holes The PrintIT Reseller and Technology Reseller golf society dates for 2024 are now out. If you’re a reseller, dealer, VAR, system integrator or vendor working within the print and IT channel why not join us at one of the country’s leading golf courses for a great day out. The PrintIT Reseller and Technology Reseller golf society is open to everyone – no matter what your handicap is. At each event there will be a prize for overall highest score of the day, longest drive and nearest the pin. The cost per event excl. VAT is £107 per player or £428 per four ball and includes breakfast and dinner. n Round one: Carden Park SOLD OUT n Round two: Olton Golf Club – June 27 n Round three: Hearsall Golf Club – July 25 n Final round: Redditch Golf Club – October 3 I want to ride my bicycle If you’re up for a great day out, clocking up a few miles on the bike, and having the opportunity to meet new people and network in an informal setting. why not join us in our brand new for 2024 cycling tour. We’ve organised a fabulous day out for cyclists of all levels in the Kent countryside on October 10. Based at the National Cyclopark in Gravesend, the itinerary includes track and road cycling under expert guidance, a visit to the Meopham Valley Vineyard to sample award-winning champagne, followed by an evening of networking and socialising in some of Gravesend’s historic riverside hostelries and then dinner at an excellent curry house, booked out exclusively for us. We are also including a night’s B&B! If you would like to discuss any of the finer details or join us at any of the events, please get in touch with Neil, Ethan, Jeff or Paul, via email [email protected] or call on 01732 759725. Business Design Centre · London · 17 September 2024 ICT · MANAGED IT · MOBILE · PRINT 24 23 ICT · MANAGED IT · MOBILE · PRINT 2 0 24

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BULLETIN Mayday acquires Norfolk Copiers Norwich-based Mayday Office Equipment has acquired neighbouring business Norfolk Copiers. Mayday will retain the brand and run the Konica Minolta and Kyocera print dealership which was established in 1985 as a separate business within the group. Adam Northcut, Director at Mayday said: “Norfolk Copiers was a family-run local business, and it was important to the former owners and to us that we continue business as usual. We are delighted to welcome the staff and customers to the Mayday Group.” The two companies’ offering is complementary as Northcut explains: “We can now offer joint customers a much wider range of products and services. In addition to extending our OEM partnerships which will offer all customers more choice, Norfolk Copiers’ customer base can now also access additional services including IT services, telephony and broadband services.” 01732 759725 6 Accredited supplier Apogee has announced its status as accredited supplier of the Charities Buying Group (CBG) framework agreement. Formed in 2002 after reviewing how little support charities receive to solve purchasing issues – particularly smaller charities – the CBG use its collective buying power to create buying agreements that reduce cost, while maximising value. By 2004, it was commended in Parliament for helping its first 255 members achieve savings of over £1 million in its first year. As an accredited supplier for the CBG and an independent subsidiary of HP Inc., Apogee will provide industry-leading solutions to help charities in their digital transformation journey – drawing from an extensive portfolio of products, applications and services. Under this framework, Apogee will offer MPS, IT services and outsourced document services to deliver value and innovation to charities and other not-for-profit organisations. Apogee already works with a wide range of charities including Stonewall, Barnardos, Change Grow Live, Milestones Trust, and Northern Ireland Hospice, among others. “This bid represents a fantastic opportunity for charities to transform how they manage, secure, print and collaborate their data,” said Gary Day, Apogee’s Director of Public Sector Sales. “These services are designed to boost value while minimising expenditure of resource, which, nowadays, is something that not-for-profits desperately need. We’re excited to see how our expertise and growing portfolio of services can shape the future of this industry in coming years.” Grenke recognises XBM Business leasing provider Grenke has awarded XBM Top Reseller 2023. One of Grenke’s top UK print industry partners, XBM is a rapidly growing national provider of more sustainable print and AV technology and digital solutions. Grenke representative, Gurjeet Roda, presented the award to XBM Managing Director, Richard Taylor at the company’s head office in Leeds. Taylor said: “Providing our customers with the flexibility their businesses require when it comes to financing their technology is essential to our business model and Grenke are an increasingly important partner in that provision.” The XBM group of companies’ product portfolio consists of leading manufacturers, including Epson, Kyocera, Ricoh, HP, Sharp, SMART, InVentry and own brands such as the Max 2 Series of Interactive Touch Tables for Early Years Education and Adult Care. Although XBM doubled the size of its head office in 2023, its rapid growth has seen a further purchase of a 16,000+ sq. ft building, more than double the size of its current building. XBM has regional operations in Glasgow, Newcastle, Leeds, Manchester, Birmingham, and London. The business also has two service hubs in Leeds and Birmingham, and its own fleet of mobile service technicians based nationwide, supporting in excess of 3,000 customers. • NSC collaborates with Fulcrum Labs London-based IT services provider NSC, is collaborating with Fulcrum Labs, the innovation engine of Fulcrum IT Partners to address the evolving digital challenges facing the telecom industry. The new go-to-market alliance will capitalise on Fulcrum Labs’ strengths in AI, automation, and warranty-backed cyber services to further enhance NSC’s existing service portfolio and core service offerings. By integrating new cutting-edge IT solutions, NSC will further extend its portfolio of digital transformation capabilities and be better positioned to effectively address the unique issues and opportunities within the sector. Together NSC and Fulcrum will offer innovative measures to enhance efficiency, bolster security, and elevate overall performance for telecommunications companies and their customers worldwide. Through the integration of Fulcrum’s specialised services into its offerings, NSC is positioned to strengthen operational efficiency and cybersecurity protocols with a comprehensive suite of advanced IT solutions tailored specifically to the telecom sector. “Together, Fulcrum and NSC are tackling the complex challenges facing the telco industry and its customers, head-on,” said Gareth Davies, President of Fulcrum Labs and Managed Services for Fulcrum IT Partners. “By combining our AI and warranty-backed cyber services with NSC's deep market knowledge and longstanding customer base, we can deliver customised, data-driven outcomes securely at scale.”

BULLETIN MSP expands reach Orbital10 has expanded its coverage in SouthWest England with the acquisition of Yeovilbased cybersecurity and IT support company MCS Computer Support. The move marks the MSP’s fifth acquisition in 24 months, previous acquisitions include PC Logix IT services, Tantra Apple Mac services, Think Rethink printer services and Geek Guru IT and cybersecurity services. CEO Mark Salvin said: “We are continuing to introduce additional services so customers can have one point of contact for all their technical issues and requirements, acting as a technology partner not just a supplier. Different technologies require specialist knowledge as well as evolving, resilient security measures to ensure businesses remain protected and compliant.” He added: “The latest acquisitions provide extensive cross-selling opportunities as well as new business sales. We are already in talks with new potential acquisition opportunities, and we are keen to talk to more business owners who are thinking about an exit strategy.” Secure MPS Stockport-based Woodbank Office Solutions has implemented a comprehensive, secure managed print solution for NHS provider, Southport & Formby Primary Care Network (PCN). The network, which comprises 17 GP practices, contacted Woodbank looking for a printer and scanner for their new office. Following a print review which revealed they wanted to be able to handle sensitive and confidential information, it became apparent that they also needed a secure print management system. Woodbank’s Managing Director, Janet Bowden and Solutions Consultant Lee Cowin worked closely with Southport & Formby PCN’s IT Department to tailor a solution in alignment with their print and scanning security needs. After a fact-find, the ideal solution was a combination of the Konica Minolta C250i printer integrated with print management software PaperCut MF, which would allow them to track and control all print, copying and scanning activity securely. The solution was up and running in their new office before they even had furniture. Hands-on training and support for both the hardware and software was also provided. PRINTITRESELLER.UK 7 Circular economy TD SYNNEX has accelerated its Cisco Refresh certified remanufactured equipment offerings across Europe. The distributor is now holding Cisco Refresh stock directly in its logistics facilities ready to ship to partners. This development comes at a time of rapid acceleration in demand for environmental sustainability in IT procurement. As referenced in the latest TD SYNNEX Directions of Technology Report, 69% of channel players are now seeing ESG considerations influencing IT procurement and 51% say they offer recycling or circular economy take-back schemes, with 33% of partners planning to invest in product lifecycle management in the next twelve months. Sam Paris, Vice President, Security and Networking at TD SYNNEX said: “Having Cisco Refresh stock on the shelf means that we can serve our partners with agility and transparency, and, while the products may be pre-owned, there is no compromise on quality, performance or upgrade status. Thanks to Cisco’s rigorous certification process and standards, these products really are as good as new.” Evergreen acquires Digital Origin Evergreen, a group of managed IT services companies has acquired Digital Origin, an IT service company in Milton Keynes. This investment marks pivotal milestones for both organisations with Evergreen's second acquisition in the UK and the beginning of Digital Origin's next phase of growth. With more than 80 IT services acquisitions completed, Evergreen has a proven track record of investing in businesses continued success while retaining talent, leadership and legacy. The partnership will catalyse shared benefits and mutual support for Evergreen and Digital Origin. With Evergreen as its permanent home, Digital Origin is equipped with resources and opportunities that will propel its business growth and innovation forward. Digital Origin provides businesses with comprehensive solutions that combine all of their IT needs within a single provider. Its ‘connectivity-as-a-service’ (CaaS) business model delivers wholesale IT, MSP and cybersecurity solutions for three sectors - IT connectivity, telephony, and mobile solutions. James Evans, Chief Executive Officer at Digital Origin, said: “This deal represents the next pivot point in an increasingly exciting journey that Digital Origin started back in 2018, we now have the rocket fuel required to take us and our clients forward as we traverse the digital Agora and next leg of our evolution – we couldn’t be more excited.” Top of the Thames Valley 250 The Thames Valley 250 is an annual ranking of the top privately-owned businesses in the area, listed by annual sales turnover. This year, the Thames Valley 250 had a cumulative annual turnover of £35 billion, marking an 18% growth from 2023. The companies are also responsible for creating an impressive 144,000 jobs for the area. Westcoast has once again been recognised as the largest privately owned business in the region. Alex Tatham, Executive Director at Westcoast, said: “It’s great to see Westcoast once again atop the list. We’re immensely proud and still growing!” ENTRIES OPEN – PAGE 22 Sam Paris 20 24 Royal Lancaster · December 3

BULLETIN 01732 759725 8 Westcoast completes Spire Technology acquisition Westcoast has acquired IT components distributor Spire Technology Ltd. The deal for 100% of the share capital has been completed and Spire Technology will form part of the Westcoast Group working alongside Westcoast Ltd – the UK’s largest IT distributor. Alex Tatham, Executive Director at Westcoast said: “There are so many benefits to the combination of Spire and Westcoast for both companies, vendors, UK resellers and employees. Firstly, it will add significantly to Westcoast’s components portfolio hence Spire will become the group’s main components pillar – with full access to all the customers, finance and tools that make Westcoast such a strong distributor in the UK and Europe. “Both businesses emphasise their agility and flexibility when it comes to speed of decisionmaking and performance as well as a strong customer intimacy. This cultural fit will help realise immediate mutual opportunities.” John Appleton, Spire CEO added: “Westcoast can only help grow our business and in return we can bring a range of accretive components vendors to Westcoast’s significant and diverse customer base. We are delighted that we can form part of Britain’s largest privately owned technology group and can use its considerable resources to accelerate our growth.”, Sol Distribution joins forces with Weblib Sol Distribution has formed a new distribution partnership with digital transformation specialist Weblib. The partnership will see the addition of Weblib’s flagship products to Sol’s ever-expanding digital portfolio. Charlie Dickinson, Operations and Logistics Manager at Sol Distribution, said: “As we strive to expand our portfolio, especially in software solutions, partnering with Weblib was a natural progression. This partnership is a significant step towards realising our vision of delivering a comprehensive suite of IT solutions, tailored to meet the diverse needs of our clients. We’re looking forward to what comes next.” SYNAXON UK adds Origin Storage to its offering SYNAXON has added Origin Storage to its growing portfolio, giving partners access to pricing and availability on the company’s range of leading brands on its EGIS platform, and also a number of Origin products available via SYNAXON Hub. A specialist in data storage and security, Origin’s vendor partners include DataLocker, iStorage, Lexar, QNAP, Samsung, and more. Origin also offers its own-brand memory and accessory products and is a well-known and established supplier to many resellers in the UK. Mike Barron, UK Managing Director, said that the addition of Origin makes EGIS and the SYNAXON Hub even better services for reseller partners. “Origin’s outstanding range of portfolio of vendors and its own products adds a new dimension, both to EGIS and the SYNAXON Hub. It gives our partners access to a range of advanced storage and data security solutions that address the dynamic storage needs of today’s customers. It brings new potential for partners to differentiate, and we look forward to working with Origin to introduce its exciting range to our MSP and reseller community.” Commenting on behalf of Origin Storage, Stuart Eling, Managing Director, said: “Over the last two decades, Origin has become a trusted supplier to some of the biggest names in the market. We’re looking forward to working with the SYNAXON team to spread that renown to more partners and giving them the opportunity to experience the quality of our products, the high levels of service, and the competitive pricing that we can offer them.” TD SYNNEX expands VMware agreement TD SYNNEX has announced a significant expansion of its distribution agreement with the leading multi-cloud provider VMware by Broadcom. The distributor has added Austria, Denmark, Finland, Ireland, Norway, Portugal, Slovakia, Sweden and Turkey to its existing agreement for VMware by Broadcom products and solutions. TD SYNNEX partners can access the multi-cloud provider’s full range of subscription-based solutions including VMware Cloud Foundation, its flagship enterprise-class hybrid cloud solution, and VMware vSphere Foundation, an enterprisegrade workload platform for mid-sized to smaller customers – alongside storage, ransomware and disaster recovery, and application platform services. The distributor will offer a variety of value-added resources and specialised content focused on helping its partners to accelerate growth and develop their multicloud practices with VMware by Broadcom. These include a tailored learning series, developed by the distributor’s in-house Global Specialised Skills division, available exclusively to partners via the TD SYNNEX Channel Academy Platform. This will be complemented at local level by bootcamps, webinars and events aimed at education and enablement on VMware by Broadcom products and solutions. Jason Boxall, Senior Vice President, Europe, Advanced Solutions at TD SYNNEX said: “We are delighted to extend and deepen our partnership with VMware by Broadcom. This presents an excellent opportunity for large resellers and SMB partners to leverage TD SYNNEX’s enablement resources in order to enhance their expertise in hybrid cloud and virtualisation, and drive business growth with a scalable, robust, and cutting-edge set of solutions from VMware by Broadcom.” Jason Boxall Mike Barron

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01732 759725 BULLETIN 10 Integra announces two new supplier partners Integra has announced a strategic partnership with innovative and sustainable print solutions provider Haybrooke. Through this agreement members will have access to PDQ Print Hub, Haybrooke’s print buying platform, helping them to streamline their reselling experience. Cradle to grave job buying functionality and instant access to a national network of trusted printers will simplify their print procurement process. With features like live pricing, custom sizes and quantities, carbon balancing, consolidated monthly billing and live chat between buyers and fulfillers, print buying will be easier and more efficient than ever before. John Roche, CEO Haybrooke said: “Our partnership with Integra represents a significant milestone. We are delighted to provide Integra dealers with a comprehensive print buying solution. With PDQ Print Hub, they can focus on building lasting client relationships while benefiting from competitive pricing, streamlined processes, and sustainable practices.” The group has also added Xexos to its supplier portfolio. Under the terms of this new agreement, members will have access to stateof-the-art technology platforms and solutions, enabling them to further expand their service offering across many different industries. Xexos partners with leading brands, bringing the latest and most advanced solutions to market, including hardware and devices, collaboration and communication, audio-visual, AI, analytics, cyber security and cloud. Partnership enters next chapter Exclusive Networks is to accelerate its XDR strategy with SentinelOne. Through this partnership, the cybersecurity distie will offer partners access to Singularity XDR, SentinelOne’s pioneering security platform, which provides a unified view of security threats and incidents across endpoints, identities and cloud to protect the entire enterprise. Exclusive Networks will also provide its expertise in XDR strategy, sales acceleration, and technical implementation to help partners manage the platform effectively. “We are excited for this next chapter in our SentinelOne partnership,” said Paul Eccleston, SVP EMEA at Exclusive Networks. “SentinelOne has disrupted the market with its pioneering AI-powered security platform and continues to innovate in securing the endpoint against threats. In deepening our ties and combining our expertise and best-in-class portfolio with SentinelOne’s technology, we can enable our reseller partners to realise an XDR strategy.” Record financial performance Midwich Group has announced its unaudited full year results for the year ended 31 December 2023. The group reports another record financial performance with revenues increasing 7.1% to £1,289.1m and the highest ever gross profit margins of 16.8%, driven by stronger technical product sales. Adjusted operating profit also increased 16.6% to £59.6m or 16.8% on a constant currency basis. Group Managing Director Stephen Fenby said: “The group had another strong year, both operationally and financially, improving all key metrics in a highly challenging market. Our performance reflects the fundamental strength of the business, our customer and vendor relationships, our geographic and technical solution diversity and, most of all, the skills and dedication of our team. “Despite lower demand for mainstream products, stronger technical product sales led to our highest ever gross margin percentage. A strong increase in adjusted operating profit of 17% helped us to achieve adjusted profit before tax in excess of £50 million for the first time. “Although still early into the new financial year and being mindful of the continued challenging general economic conditions, we remain confident that 2024 will see yet another year of growth in excess of the overall market.” Limited-time offer For a limited time, Zyxel Networks is making it easier for new resellers to join its recentlyrevamped channel programme at silver partner level, by deferring any requirement to achieve a specific volume of sales for the first year of participation. Partners that apply for silver level accreditation before the end of May will still be eligible to receive all the benefits that are on offer and will still be expected to attain the required levels of certification. Silver partners will be expected to attain at least one sales and solutions and one technical accreditation within three months of being appointed. “The aim of the offer is to encourage more partners to step up to the higher level of skills and become better equipped to meet the growing needs of their customers,” said Rachel Rothwell, Senior Regional Director, UK and Ireland, Zyxel Networks. Zyxel is also keen to bring new partners on board, Rothwell added: “We’ve only just refreshed our partner programme and we want to bring new partners on board to ensure we can maintain our growth and increase our market share. Ideally, they will come straight in at silver level with the ambition to establish themselves and go on to become gold partners.” Stephen Fenby Rachel Rothwell

PRINTITRESELLER.UK 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

01732 759725 12 BULLETIN DocuWare signs 10,000th cloud customer DocuWare has signed its 10,000th global cloud customer which means it has doubled its cloud customer base in just under three years. The rising demand for efficient cloudbased ECM solutions reflects the vital role of document and information management in the success of a modern business. DocuWare has been offering its cloud-based ECM for 12 years. Its cloud revenue grew in fiscal year 2023 resulting in a 47% increase YOY, which aligns with the increasing global demand. Currently, almost 90% of new DocuWare customers opt for the cloud over an on-premise deployment. DocuWare cloud systems are sold in over 100 countries, supported by four global data centres and available in 24 languages. Gartner recognises Telenor Telenor Group has been recognised as a Visionary amongst sixteen managed IoT service providers in the 2024 Magic Quadrant for Managed IoT Connectivity Services, Worldwide report by Gartner. This is the seventh time in a row the company has been listed in the research. Telenor Group was ranked in the top three for the following use cases: managed complex and diverse IoT connectivity, managed connected consumer products and services, and managed connected commercial products and services. Centreon launches MSP partner programme Centreon is expanding its ON Partner Program to cater specifically to managed service providers. With this strategic move, Centreon aims to address the evolving challenges faced by MSPs while leveraging the growing opportunities in the digital infrastructure landscape. The Centreon MSP Partner Program offers a comprehensive suite of benefits tailored to the unique requirements of MSPs. MSPs gain access to specialised training, technical support, and certification programs via a cutting-edge learning management system. Furthermore, the program includes robust sales, marketing, and service enablement and support initiatives facilitated by a dedicated partner relationship management platform. “Our commitment to MSPs extends beyond technology,” said Marc-Antoine Hostier, COO at Centreon. “We are dedicated to fostering collaborative partnerships and providing personalised support to help MSPs succeed. Our dedicated teams, including monitoring technical experts, sales and presales resources, are poised to assist MSP partners at every step of their journey.” A new era of growth Laserfiche has announced a number of channel momentum milestones, as it marks the start of a new era of growth and technology innovation. In 2024, the company is strengthening its partner ecosystem to deliver more ways for organisations to transform the way they manage content, automate workflows and accelerate how business gets done. “We’ve seen incredible progress across all areas of Laserfiche over the past year, including growth into emerging industries and regions, increased investment into our channel program and resources, and hiring of key leaders,” said Laserfiche CEO Karl Chan. “In 2024, we look forward to building on this momentum, continuing to strengthen our partner ecosystem and bringing even more solutions to market that empower organisations and inspire the world.” Accolade for M-Files M-Files has been recognised as one of the top 100 WealthTech companies of 2024 by FinTech Global, a specialist research firm. The annual list celebrates leading technology firms transforming the world of wealth management, demonstrating innovation, expertise, and excellence in the WealthTech industry. “We take great pride in earning FinTech Global's recognition as a WealthTech100 company,” said Antti Nivala, founder and CEO, M-Files. “The M-Files knowledge work automation platform unlocks the power of GenAI and automation to change how knowledge workers operate, enabling them to eliminate information chaos, improve process efficiency and automate security and compliance. Our WealthTech100 distinction exemplifies our dedication to delivering innovations that help wealth and asset management professionals work smarter and achieve more.” NVIDIA invests in Cohesity Cohesity has announced a collaboration with NVIDIA to help organisations safely unlock the power of generative AI and data using the recently announced NVIDIA NIM microservices and by integrating NVIDIA AI Enterprise into the Cohesity Gaia platform. The integration of Cohesity Gaia with NVIDIA AI Enterprise will benefit customers by providing direct access to the latest AI capabilities to drive more efficient operations, offering greater insight into security risks and creating more value from their data. Cohesity’s latest fundraising efforts also resulted in NVIDIA becoming a new investor. “Our collaboration, and NVIDIA’s investment in our company, is a testament to the promise NVIDIA sees in Cohesity as a leader and innovator in generative AI as evidenced by Cohesity Gaia,” said Sanjay Poonen, CEO and President, Cohesity. “Through this collaboration, technology and business executives will have a unique opportunity to leverage the power of generative AI, turning information into knowledge, while keeping their data both compliant and safe.” Business Design Centre · London · 17 September 2024 ICT · MANAGED IT · MOBILE · PRINT 24 Sanjay Poonen

01732 759725 14 BULLETIN Ricoh earns EcoVadis gold rating Ricoh has been awarded a gold rating from EcoVadis, placing the company amongst the top 5% of companies assessed for the tenth consecutive year. This year, Ricoh’s commitment to environment and sustainable procurement areas was highly recognised, receiving the highest score of ‘outstanding’, which is a result of the group’s advanced environmental management initiatives and its active promotion of ESG risk management in the supply chain, including efforts to improve the working environment and human rights, including those of suppliers. Charity support Konica Minolta has been actively gathering chocolate egg donations to distribute among two charities – Dynamic and Candlelighters which the company supports through volunteering and fundraising efforts taking place throughout the year. The chocolate treats collected by Konica Minolta’s employee-run Social Impact Group will be shared with children and families benefitting from the services of both charities, in celebration of spring. Gillian Anderson, Environment, Social & Governance Partner at Konica Minolta said: “I am extremely proud of the hard work our Social Impact Group are doing for the charities our employees have voted to support this year. From collecting chocolate eggs to spending the day volunteering, we want to help make a meaningful difference to those who deserve it most.” Five-figure savings Switching to managed print services could represent a five-figure saving over three years, when compared with traditional printer ownership, according to new analysis from Brother UK. The company’s new total cost of ownership calculator reveals how an organisation using five Brother MFC-L9570CDW professional all-inone colour laser printers, as part of an MPS agreement, could save £16,535 over a three-year period. The calculator finds that a typical small business using Brother’s MFC-L8690CDW multifunction printer could save £1,569 over 36 months. The calculations compare the cost of owning and running the printers over a 36-month period with using an MPS deal for the same duration and volume of printing. The analysis follows the launch of Brother’s new MPS proposition. Last year, it launched three different managed print solutions – MPS Essential, MPS Professional, and MPS Enterprise – designed for the needs of different businesses, from small organisations with a single office through to complex multi-site corporations. Brother has made it simpler for reseller partners to sell contract printing by tailoring the offers to the typical needs of these distinct customer groups. Greig Millar, Chief Revenue Officer said: “MPS offers the opportunity for channel partners to help their customers to save significant sums of money. Along with the financial savings, users get the benefit of extra support including automatic re-ordering of supplies and technical support both during the initial setup and ongoing. Plus, at the end of the deal, users have the option to upgrade their printer instead of being committed to the model they have purchased.” Brother UK has seen rising demand for MPS as businesses seek cost-efficient printing. Pages printed via the vendor’s MPS agreements and its devices on contract rose by 23% and 32% respectively over the financial year ending 31st March 2023. Xerox hosts partners and clients Xerox hosted partners and clients during Xerox Production Print Week, a curated series of events tailored for its premier partners, channel partners, and leaders in the graphic communications space from around the world. Xerox Production Print Week took place April 15-19 at the company’s Uxbridge Innovation Centre and provided attendees with the opportunity to share knowledge, network, and collaborate to further business growth. The event showcased Xerox’s end-to-end production ecosystem from pre-press to onpress to finishing, the latest innovations to Xerox digital print solutions as well as industry-leading solutions across workflow automation and omni channel marketing. Xerox Production Print Week also served as a platform to introduce offerings that use AI-assisted technologies. Epson and Exertis AV extend relationship Exertis has extended its relationship with Epson to include business projection. The distributor already carries a range of Epson printer and large-format printer solutions. Epson’s business projectors offer a strong combination of vibrant colours, sharp images, extreme reliability, and flexible presenting options. The compact design and high brightness of Epson projectors make them ideal for bringing big screen viewing experiences to any venue. Craig Waters, Video Projection Sales Manager at Epson UK, said: “Our indirect business sales model means we place great faith in the channel to relay our messaging to customers and help place the right solutions in the right places. Post-COVID business environments continue to change but the demand for large, durable viewing experiences remain consistent whether in the office, at home, or on the move; and Exertis is well-placed to help us continue meeting this demand along with our other distribution partners.”

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01732 759725 16 BULLETIN : PEOPLE Nick Taylor to head Epson UK office print Epson UK has appointed Nick Taylor as the new Head of Sales for its office printing division. Taylor succeeds Richard Wells who is taking on a new position as Head of Market Development for home and office printing at Epson Europe, where he will support the development of inkjet printing internationally. Taylor joined Epson in February 2020 to lead the partner channel within its office print sales team. In this role he has been Epson’s chief liaison to the firm’s network of specialist MPS partners, with whom Epson sells heat-free inkjet printing MFPs indirectly across the UK and Ireland. In his new role, he will oversee the entire marketing and sales of Epson’s business inkjet portfolio in the UK and Ireland. “Having joined Epson just before the COVID-19 pandemic, it’s been a rollercoaster journey since and I’ve thoroughly enjoyed working closely with our channel partners to sustain and grow inkjet’s presence in a continually developing market”, Taylor said. “I’m honoured to take on this new role and my team and I look forwards to further supporting our partners in shifting more businesses from laser to inkjet.” Peter Vernon joins Exertis AV Exertis AV has appointed Peter Vernon as Projection Business Manager. The move follows the news that the distributor has extended its relationship with Epson UK to include business projection. Jamie Brothwell Chief Sales and Commercial Officer at Exertis AV, said: “We are delighted to welcome Epson Business Projection to our portfolio along with the appointment of Peter Vernon who will head up our projection pillar within Exertis AV.” Vernon added: “I am very excited to embrace this new challenge. The addition of Epson’s business projectors to Exertis’s already impressive portfolio and our hugely knowledgeable AV team means that we are well-placed to serve new and existing AV customers, whatever their AV requirement may be.” Asolvi restructures As part of a wide-ranging re-organisation from regional operating companies to productfocused business units, Asolvi has announced that Tony Milford will be returning as Managing Director for Vantage Online. “Having seen a 100% growth in client numbers over the last three years, the time has now come to re-double our efforts. We have benefitted hugely from being part of the larger Asolvi Group and now these changes mean we can once again focus relentlessly on the needs of our customers and their software to ensure we remain at the forefront of the dynamic markets that we serve,” Milford said. “We are looking to combine the personality, adaptability, and approachability of Vantage of old, with the dynamism, aspiration, and operational rigor of Asolvi.” As part of the restructure, Matt Houlden returns to his former role as Operations Director., where he will oversee the product management function and take wider responsibility for Vantage’s customer support, professional services, and implementation delivery teams. Nick Barnett, CEO at Asolvi added: “I am excited to put the old Vantage team back together and I am confident, that alongside the changes we are making to the wider Asolvi organisation, we are well placed to drive growth in both our products and the wider business. I look forward to working closely with Tony and his team on delivering both.” Nuvem Solutions expands team Nuvem Solutions has announced two new team members. David Wagstaff has been appointed Senior Engineer. Wagstaff has over 20 years in the industry as a senior escalation engineer working on multiple manufacturers, and with specific expertise in Toshiba machines. In his new role he will work alongside Service Manager Shaun Manuel to help further strengthen the company’s service delivery and ensure it continues to deliver exceptional service levels. Ruari McBride has also joined the firm in a business development role. New hire at Data Direct Data Direct has appointed Peter Blackman as Purchasing Manager. With 16 years’ experience in the OE consumables industry, Blackman will strengthen the existing team and contribute to achieving the company’s growth targets. SYNAXON strengthens UK team SYNAXON has made a further addition to its UK team as it looks to continue its growth, appointing Anthony Hampson as Account Executive. He brings a wealth of experience to the company, having previously spent seven years in sales and account management roles within the IT distribution sector. At SYNAXON he will be responsible both for expanding and growing engagement and activity with existing partners, recruiting, and bringing new partners on board. Miguel Rodriguez, Managing Director, SYNAXON Hub, said: ‘We’re delighted to welcome Anthony who will be a valuable addition to our enthusiastic UK team. His experience working closely with partners means he has a really excellent understanding of their needs, and how SYNAXON’s services can help them to grow, develop and thrive.” Nick Taylor Tony Milford Anthony Hampson Peter Blackman Peter Vernon