01732 759725 34 let prospects explore solutions on their own terms. This builds trust and helps customers understand the real benefits of automation and streamlined workflows upfront.” He continued: “For UK partners, this means better qualified leads, shorter sales cycles and ultimately a clearer path to proving value, making it easier to stand out and serve clients more effectively.” Trends and opportunities In Malan’s view, the rest of 2025 brings strong opportunities for channel partners to shift from transactional print models to service-led solutions that solve real business challenges. “As demand grows for greater efficiency, automation and insight – especially with hybrid work and rising data volumes – partners who offer AI-driven solutions like document intelligence and workflow automation will stand out. “The goal is to become strategic advisors, not just product providers, helping clients achieve measurable outcomes through managed services and continuous innovation. Success depends on understanding evolving needs and showing how technology delivers real value,” he commented. Driving digital maturity In a market increasingly focused on digital maturity, Malan argues that success isn’t just about revenue, it’s about driving digital maturity. “For me, key indicators include adoption of advanced solutions, ability to demonstrate ROI and delivering measurable impact for end-users,” he explained. “I see top-performing partnerships are the ones built on trust and a shared commitment to innovation. “At the end of the day, it’s about building long-term relationships that go beyond the sale, empowering clients on their digital journey and strengthening market position for all involved,” he concluded. https://start.docuware.com spaces for shared learning, helping partners connect, grow and innovate – together. The goal is to empower them to deliver future-ready solutions, ensuring sustainable success as digital transformation accelerates,” he explained. The impact of AI and IDP Speaking about the impact of AI and intelligent document processing (IDP) on enhancing business efficiency and future-proofing operations for clients in the channel, Malan said that both AI and IDP are transforming how high‑volume document businesses operate, automating manual tasks like invoice handling and contract management. “For channel partners, this opens the door to deeper client conversations beyond hardware and basic software,” he noted, adding: “With AI, documents are automatically classified, data is accurately extracted and workflows integrate seamlessly with existing systems. This frees up teams for higher‑value work, boosting efficiency and helping future-proof operations in a data-driven world. It’s also a powerful way to strengthen client relationships and deliver clear ROI.” The buyer’s journey Malan said that the buyer’s journey has significantly changed, especially in the UK, where customers now do more independent research before engaging with sales teams. “To support this, leading companies are offering interactive tools that This, Malan says, involves cultivating an environment where innovation flourishes, collaboration strengthens, and the power of technologies like AI are fully harnessed to deliver superior client outcomes. “In the UK channel, success hinges on building a strong, collaborative partner ecosystem. It’s not just about growing the network, but deepening relationships that help partners evolve and add value. “Leading organisations do this by offering tailored enablement, combining advanced technical training, strategic marketing support and resources aligned to partner needs, whether resellers, dealers or MSPs. “Equally important is creating Print, document management, and IT services are undergoing a significant transformation, challenging traditional models. David Malan, DocuWare’s Sales Director for UK and Ireland, believes because of this, it’s now more critical than ever for UK channel partners to do more than just adapt, they need to lead the charge Digital innovation and AI INTERVIEW David Malan
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