PRINTITRESELLER.UK 45 help them select the most appropriate solution and service for their evolving print environment. George Davies: We recognise that cloud print management is no longer a niche capability, it’s a core expectation from clients evaluating MPS providers. That’s why we’ve made it a priority to empower our channel partners with the expertise and resources they need to lead confidently in this space. We provide access to a portfolio of cloud-first, hybrid-ready solutions that are secure, scalable, and compatible with multi-vendor environments. But more importantly, we support partners with tailored enablement: from technical training and deployment guides to customer-facing materials that help articulate the value of cloud MPS in realworld terms. Whether it’s simplifying IT operations, enhancing security, or supporting sustainability goals, we help partners position these benefits clearly and credibly. We also encourage a consultative approach. Not every client is ready for full cloud migration, and our partners are trained to assess cloud maturity and recommend the right-fit model, whether that’s hybrid, cloud-native, or transitional. This builds trust and longterm relationships. www.lexmark.co.uk www.ezeep.com www.toshibatec.co.uk www.xerox.co.uk www.tungstenautomation.com www.canon.co.uk www.ricoh.co.uk www.papercut.com www.sharp.co.uk security with features such as zero trust architecture. Our specialists work closely with our partners’ solutions leads to provide customers with expert consultation in hybrid cloud printing, helping them to upskill staff and ensure best practice is maintained long after initial migration. Denis Slavin: The shift to cloud presents both a significant opportunity and a technical challenge, particularly in meeting diverse security requirements. Ricoh supports its partners by providing access to a dedicated team of cloud print specialists who work exclusively with the channel. These experts assist with solution scoping, sales support, implementation, and ongoing service delivery. We also run regular sales and technical enablement sessions to help partners deepen their understanding of Ricoh’s cloud portfolio, build confidence, and remain competitive in a fast-evolving market. Stuart Brookes: In anticipation of the shift to cloud-based print, PaperCut started working with its channel partners and customers several years ago to simplify the migration process. Today, our cloud-first strategy encompasses solutions, partner programs, tools and training, in order to simplify the path to the cloud. To hone this further, recently we further bolstered our internal resources by appointing two print industry experts – Ian Dixon and Alexander Rollo - as Technical Success Managers. This is a newly created role, and Ian and Alex will guide customers and partners to working spaces where a third-party owns the network infrastructure. Productivity can be further enhanced with the addition of our extensive range of optional apps. These can be embedded on the device and support single sign-on, allowing users to scan to and print from repositories such as SharePoint or OneDrive quickly and efficiently. Our Exchange Online app offers further security enhancements when scanning to email. It removes the need to store SMTP settings and email credentials on the device and users benefit from being able to access their personal address books and having the scan job placed in their Outlook sent items. Matt Hill: We focus on empowering our channel partners to stand out in the competitive landscape. We emphasize understanding customer needs and aligning our technical capabilities with those needs. For instance, customers are not just looking for print management solutions; they seek increased control over security and compliance, as well as improved user experiences that reduce helpdesk tickets. To support our partners, we provide tools such as ROI reports, free trials, and proof-of-concept initiatives. These resources help partners demonstrate tangible value to their customers. We also host networking events and offer a MAP Strategy solution, which fosters regular engagement and positions our partners as thought leaders. This approach not only helps customers internalise the benefits of our solutions but also strengthens our partners’ relationships with their clients. Stuart Miller: A lack of in-house IT skills can present a barrier to the full realisation of the benefits of cloudbased print management. To combat this, businesses are looking to cloudfirst MPS suppliers for expertise and support. At Canon, we take great care to ensure that our partners are equipped with the right knowledge to be able to offer expert advice that is tailored to their customers’ specific needs. Supported by channel solutions specialists, partners can match businesses with cloud solutions that complement their existing workflow – providing real-time visibility, streamlining integration, and tightening VOX POP Stuart Miller Stuart Brookes
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