01732 759725 40 VOX POP integrating our hardware offering with other advanced services and solutions in our portfolio, to help customers meet a wider range of business challenges. One example of this is the expansion of our managed service capabilities. Our MPS offering now goes beyond device management to cover digital document workflow, security and sustainable consulting, all of which are powered by Kyocera’s intelligent devices. A second example is our emphasis on vertical solutions, specialised for sectors such as legal, healthcare and education. Here, Kyocera’s secure and high-performance devices go hand-inhand with diverse software tools which support customers’ wider business goals, including compliance and workflow efficiency. Further, collaborating with companies in our partner ecosystem is essential to ensure we are differentiating in a fiercely competitive market. We work closely with cloud service providers, ISVs and workflow automation platforms, to integrate Kyocera hardware into end-to-end offerings that go far beyond print. Stuart Miller, Director Channel Partners, Canon UK&I: At Canon, we recognise that high quality multifunction devices remain central to many organisations, but staying competitive requires going beyond hardware alone. That’s why we’ve invested heavily in expanding our cloudfirst, software-led solutions portfolio, with platforms such as uniFLOW Online, offering endto-end management of print and scan workflows across multi-vendor fleets. By combining hardware with scalable SaaS capability, robust security frameworks and advanced analytics, we enable businesses to deliver far more than just print, helping them accelerate digital transformation, optimise productivity, and maintain compliance. Beyond hardware and software, we are focused on supporting our channel partners by equipping them with the expertise they need to guide customers through migration, ensuring they can realise the full productivity, cost, and security benefits of cloud adoption. Shaun Wilkinson, Managing Director, UTAX UK: We’re seeing print volumes stabilising at lower levels, and there remains an ongoing need for multifunctional devices in fleets. Hardware still matters, but it can no longer be the sole focus. Our approach, like others, has been to build on our print expertise and pivot into document management. Every business still needs documents, but the difference is that many of them are now digital. By offering document management solutions alongside hardware, we help customers streamline workflows, improve security, and make their information easily accessible. This shift allows us to use the skills and experience we’ve built in the print industry to support our partners and their customers as they navigate the move from paper to digital. It also helps us expand our value proposition, moving away from being seen purely as a hardware supplier and towards being a trusted partner in managing information across both physical and digital formats. Cameron Mitchell, Head of Indirect Sales, Konica Minolta Business Solutions (UK): Our priority is to ensure our partners are equipped to succeed in a market where selling hardware isn’t enough. We support them to differentiate themselves by creating opportunities that move the conversation beyond just a device into business outcomes and new revenue streams. That means helping partners position solutions around workflow automation, security, video solutions and cloud integration, alongside our professional and industrial print portfolio where they can offer applications that truly set them apart. We’ve also been very focused on marketing and campaign support, giving partners tools and content to generate demand, and then backing that up with expertise to help them convert leads. We have been doing this some time now. Ultimately, our role is to work side by side with partners so they can lead with value, service, and application knowledge rather than price. That’s how we believe the channel can continue to grow sustainably, even with declining print volumes and new entrants in the market. Kerry Rush, Product Marketing Manager, Sharp UK: As a technology partner, we have been proactively focusing on delivering transformational services and solutions. Our expanding portfolio allows us to meet the evolving needs of our clients and partners. These include scalable cloud-based print and document management services, business applications and enterprise resource planning, Copilot consulting, and cyber security, among many others. Our approach is rooted in our commitment to solving real business problems with tailored solutions and end-to-end support. We are not merely providing devices or products; instead, our long-evolving portfolio positions us as a leading technology partner, actively shaping the future of our sector. Our dedication to innovation and client-centric solutions ensures that we support our clients and partners in navigating the complexities of workplace technology and transformation. This approach drives growth and fosters lasting relationships built on mutual success. Daniel Gilbert, Managing Director, Key Digital: We’ve moved decisively beyond hardware-centric continued... …continued Greig Millar Dennis Scannell
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