PRINTITRESELLER.UK 39 PrintIT Reseller: In a climate where declining print volumes, market consolidation, and new market entrants are forcing change, what steps are you taking to differentiate beyond traditional hardware-centric models. Ryan Green, Digital Services Director, Carbon Group: While managed print services have existed for years, their scope and sophistication can be significantly enhanced. Instead of limiting MPS to device monitoring and consumable replenishment, personalising services to meet individual client needs fosters loyalty and distinguishes providers from commodity hardware sellers. Carbon is now integrating advanced analytics, predictive maintenance, and cloud-based management platforms. These services not only help our customers optimise their print environments and reduce costs but significantly enhance security. Daniel Maddox, Managing Director, Evolve Document Solutions: If all you offer is a box that prints, you’ll soon be yesterday’s news. For us, the copier is just the doorway. What really matters is helping clients get time back – by cutting admin, automating workflows, and keeping their data safe. That’s why our conversations start with ‘where are you losing hours?’ not ‘which model do you want?’ Greig Millar, Chief Revenue Officer, Brother UK: Businesses are doing what they’ve always done: seeking solutions that reduce costs, simplify management and give them confidence that their operations will run smoothly. Print volumes have dropped as they’ve embraced digitalisation, but print is still essential for many. That’s why they’re turning to MPS. MPS represents a shift from rigid, hardwarecentric models toward service-led partnerships built on flexibility, efficiency – and above all, control. Today’s businesses want to decide how and when they print, without being boxed in by costly surprises, or fixed contracts. MPS gives them that freedom, and that’s where we stand out. We’re big believers that the tech should fit the business, not the other way around. It’s why we recently revamped our MPS proposition, making it more straightforward for resellers to offer MPS packages designed for firms of different sizes with varying print needs. This tiered approach means that whether it is a small business with a single office or a large multi-site enterprise, customers can access print-as-a-service in a way that fits their scale and ambition. Crucially, MPS means that partners can lock-in the vital recurring revenue that hardware‑only models don’t offer. Automatic supplies replenishment and round-the-clock maintenance are the services that customers demand now, as businesses aim to reduce their capital expenditure on regularly replacing machines that they can get more out of. Dennis Scannell, Director of Digital Services, Ricoh: At Ricoh we have always evolved with the market, which means our business model moved beyond a hardware-first approach to become a digital services and transformation partner. Our strategy is rooted in helping customers optimise their entire information ecosystem, not just their print infrastructure. This perspective enables us to address workplace needs, including cloud-based print management, secure content services, and intelligent workflow automation that streamline processes and improve compliance. What truly differentiates Ricoh is our ability to seamlessly integrate technology, people, and process expertise with data-driven insights to deliver measurable business outcomes that drive real value. We’re not just supplying devices, we’re enabling organisations to reduce costs, enhance security, and accelerate digital transformation. Our consultative approach ensures that every solution we deliver is closely aligned with our customers’ strategic objectives, and we ensure our value extends far beyond the printed page. This supports sustainable growth and future‑ready workplaces – reflecting our core pillars. Graham Foxwell, Product Marketing Lead, Kyocera: Our focus at Kyocera is on using our robust hardware platform as an enabler for broader workplace transformation. This means Quocirca’s State of the Industry 2025 study shows the print industry is undergoing a profound transformation driven by technological advancements, evolving business models, and shifting customer demands. PrintIT Reseller invited print vendors to comment on some of the findings An industry at an inflection point – part one VOX POP Daniel Maddox Ryan Green continued...
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