PRINT, MFP, SOFTWARE, SERVICES, DOCUMENT & CLOUD NEWS & INFORMATION FOR VARS, CONVERGED RESELLERS & MFP DEALERS 20 25 Royal Lancaster · December 2 Winners will be revealed Tuesday December 2 LAST CHANCE TO BOOK YOUR PLACE! www.printitreseller.uk ISSUE 134 · 2025 PRINT IT RESELLER MAGAZINE IN PRINT & ONLINE SINCE 2011 WWW.FUTERA.CO.UK add revenue without overheads CHANNEL SALES DIRECTOR, FUTERA The old way doesn’t work for 2026 — customers are looking for smarter ways to outsource Q&A
KYOCERA Document Solutions (UK) Limited Award winning Kyocera Cloud Print and Scan. Kyocera’s cloud based solution empowers agile workplaces and hybrid workers to print from multiple locations using Print&Follow™ and scan directly to the cloud. As well as reducing obstacles to productivity, Kyocera Cloud Print and Scan helps businesses control their print costs by eliminating the costs and hassle of managing your on-premises print servers while allowing you to assign group print policies to company users, improving their print behaviour and better managing print costs. Learn more online with the QR code or by visiting kyoceradocumentsolutions.co.uk/kcps DISCOVER MORE
04 Bulletin News from the channel 12 Bulletin Where do you take yours? 16 People A round-up of new hires 18 I couldn’t do my job without... Hannah Robertson picks her favourite work tools 20 A decade in print Richard Salter shares his print experiences over the past decade 22 PrintIT Awards Tickets are selling fast, but there’s still time to book your place 26 Focus on: What’s New A round-up of recent product launches 29 Interview Kyocera launches cyber security brand 32 Cover Story Q&A with James Pittick, Channel Sales Director, FUTERA 34 Events MyQ neXt Showtime 36 One-to-one Andy Bryant, Sales Director EMEA at Vasion 39 Research Key findings from Quocirca’s Future of Work 2030 study 40 VOX POP An industry at an inflection point – part two 46 Distribution DSales (UK) marks 20th anniversary year 48 Industry Insight Marius Engelbrecht, CEO, CO3 Technologies 50 60 seconds with… Hannah Parkinson, Partner Marketing Specialist, Canon UK & Ireland COMMENT The countdown is on; it’s just a few short weeks until THE event of the year. I’m delighted to announce that award-winning comedian Dominic Holland, will host and compere the 2025 PrintIT Awards which will take place on Tuesday December 2 at the Royal Lancaster, London. Congratulations to everyone who made the shortlists. Check out pages 22 to 25 for another look at the companies and individuals up for an award, and I look forward to revealing the winners and celebrating your successes on the night. Tickets are selling fast, but there’s still time to book your place – call Ethan, Neil or Jeff on 01732 759725, download the booking form at www.printitawards.co.uk or email [email protected] Kyocera has launched a new specialist business operating from its UK headquarters in Reading. Chief Information & Strategy Officer, Andrew Smith shares details about the new Kyocera Cyber brand which brings together Kyocera’s existing suite of security services, alongside a number of new offerings – see page 29. Also in this issue, Hannah Robertson, Marketing Co-ordinator at UTAX UK, picks the work tools she uses every day and couldn’t do her job without (page 18). This month’s Industry Insight features Marius Engelbrecht, CEO, CO3 Technologies, and PITR spent 60 seconds with Hannah Parkinson, Partner Marketing Specialist at Canon UK & Ireland. 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 Editor’s Comment Register online To receive your regular FREE printed copy of PrintIT Reseller Magazine simply fill in our online registration form at www.printitreseller.uk/register Read PrintIT Reseller online at: www.printitreseller.uk Join us : Follow us @print-it-reseller-magazine PRINT IT RESELLER MAGAZINE IN PRINT & ONLINE SINCE 2011 PrintIT Reseller is published by Kingswood Media Ltd., 7 Amherst House, 22 London Road, Sevenoaks TN13 2BT • Tel: 01732 759725 Email: [email protected] www.printitreseller.uk No part of PrintIT Reseller can be reproduced without prior written permission of the publisher. ©2025 Kingswood Media Ltd. 2025 ISSUE 134 printitreseller.uk If you no longer wish to receive PrintIT Reseller magazine please email your details to [email protected] 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] Designer: Brian Cloke 07484 288189 · [email protected] Issue 134 ISSN 2055-3110 (Print) ISSN 2055-3129 (Online) PRINTITRESELLER.UK 3
01732 759725 4 BULLETIN Channel leaders bet big on AI According to the latest ESG Unwrapped report from technology services company, Nebula Global Services, AI is fast becoming the key differentiator for channel businesses looking to boost their sustainability and ESG strategies over the next 12 months. The report, which is the third in the series, focuses on the areas in which AI can make a difference when it comes to ESG in the channel. It includes in-depth interviews with multiple AI and sustainability specialists who, while playing down the hype around AI, were confident that the technology is going to be a game-changer. “There’s no doubt that AI is already being deployed by early adopters in the channel to help them fast‑track their ESG goals,” said Richard Eglon, CMO at Nebula Global Services. “However, it’s a minefield. With this report, we wanted to provide practical expert advice for channel firms on how to use AI strategically to deliver real ESG benefits.” While the report acknowledges that AI use cases for ESG in the channel are still emerging, it reveals how channel players are already finding practical ways to apply it, from shaping ESG strategy to managing office space to improving staff inclusion and well-being. It also tackles the thorny issue at the heart of AI and ESG - how can businesses use a technology that consumes so much energy and water to become more sustainable? The report offers useful guidance to help channel leaders strike a balance between using AI responsibly while working towards ESG goals. www.nebulaglobalservices.com Key trends shaping the IT landscape TD SYNNEX has released its fourth annual Direction of Technology (DoT) report, which highlights how blending AI-driven transformation with resilient cybersecurity frameworks, deep specialisation and automation-enabled talent drives growth despite persisting macroeconomic challenges. This year’s edition offers a more thorough look at the market than ever before, with a new structure that provides in-depth data for geographic regions, partner types and technology sectors. Based on feedback from more than 1,400 IT solution providers and resellers across 40 countries, the report emphasises how service-led business models are fuelling success in the age of AI, with ISVs and professional services firms expressing the most optimism about the future. Nearly 75% of partners say AI is essential to their future, making it both a competitive necessity and a catalyst for new offerings that blend innovation with core capabilities. Combined with the growing demand for skilled talent, these shifts create an opportunity for partners to redesign workflows and operating models to drive efficiency and growth in an AI‑enabled future. “As the technology industry navigates extraordinary change, our partners are facing evolving challenges, and TD SYNNEX is here to help turn those into opportunities,” said Patrick Zammit, CEO of TD SYNNEX. “This year’s DoT report shows that leadership comes from building resilience in core technologies, while leaning into next-generation technologies, services and specialisation. By structuring the report around regional perspectives and partner business models, we’ve created a sharper lens on how to deliver value across the global technology ecosystem.” “Now in its fourth year, the Direction of Technology report continues to evolve alongside the market it reflects,” said Jill Kermes, Corporate Vice President, Global Corporate Communications and Citizenship at TD SYNNEX. “Each edition provides new perspectives and practical insights to help our customers navigate complexity and seize opportunity. This year’s findings underscore that the next wave of growth will come from those who are reimagining business models and harnessing AI, services, and specialisation to shape what comes next.” https://uk.tdsynnex.com Richard Eglon Patrick Zammit Continuity planning is now the norm Databarracks’ latest Data Health Check shows that UK organisations are moving beyond simply having continuity plans – they’re putting planning into practice through more frequent testing and exercising of their response and recovery processes. Since the annual survey began in 2008, continuity has steadily climbed the agenda. In 2025, 85% of UK organisations now have a business continuity plan, compared with just 56% in 2015. Organisations with business continuity plans are also backing them up with broader response structures. Alongside their BC plans, 92% also have an IT disaster recovery plan, 82% have a crisis management plan and 80% have a crisis communications plan. www.databarracks.com BULLETIN
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01732 759725 6 Agilico launches well-being hub Agilico is launching a new well-being hub to underline its commitment to the United Nations’ 17 Sustainable Development Goals. Available to all staff, the hub will be a dedicated space for ideas, resources, events and support. It will feature practical guidance on topics such as healthy routines, behaviour change and maintaining work-life balance, alongside tips from recognised wellbeing experts. The hub will also promote awareness days and national health campaigns, giving colleagues opportunities to connect with wider initiatives. Importantly, it will be brought to life by Agilico’s own well-being champions – colleagues who help embed positive practices into daily culture across the company. The timing of the launch is deliberate – The United Nations’ 2030 Agenda for Sustainable Development and the Sustainability Development Goals (SDGs) were first adopted by all UN member states a decade ago in 2015, providing a shared blueprint for peace and prosperity for people and the planet, now and into the future. Among the SDGs, several relate closely to the purpose of the well‑being hub initiative. SDG 3 (Good Health and Well-being), SDG 8 (Decent Work and Economic Growth) and SDG 11 (Sustainable Cities and Communities) highlight the link between wellness, community and economy. Agilico’s well‑being hub embodies these principles in practice, aligning a global agenda with meaningful action at workplace level. www.agilico.co.uk Three decades of partnership Konica Minolta has formally recognised Woodbank Office Solutions for more than 30 years of successful collaboration and partnership. To mark the occasion, the company presented Woodbank Office Solutions with a commemorative plaque, celebrating their shared journey and continued commitment to delivering premium workplace solutions. Founded by Janet Bowden in Stockport in 1989, with only a secretary for support, Woodbank Office Solutions has since evolved into a 14-person team with a 95% customer retention rate and a reputation for premium service. As a long-standing Konica Minolta partner, the company has transitioned from traditional copier sales to a consultative, IT-led approach, consistently delivering the right tailored solutions, service and support to its customers. The recognition also coincides with the 20th anniversary of Konica Minolta’s bizhub range, and Woodbank Office Solutions was among the first early adopters in 2005. Janet said: “It changed how we sold, how we engaged with customers, and how we positioned ourselves in the market. We moved from hardware-led sales to a consultative, software-first approach, which earned us greater respect and deeper customer relationships. Konica Minolta’s innovation helped us to grow and evolve even further.” Cameron Mitchell, Business Leader for Indirect Channel at Konica Minolta Business Solutions (UK) Ltd said: “Janet and the team exemplify the qualities we value most in a partner – a premium provider with a consultative mind-set, a deep commitment to service, and an ability to adapt and deliver excellent service that has made them a true extension of the Konica Minolta brand. This recognition is both a celebration of our shared journey and a heartfelt thank you for over 30 years of trusted collaboration and partnership.” www.woodbankoffice.co.uk www.konicaminolta.co.uk Ekco acquires Solsoft Managed cloud and security services provider Ekco, has acquired Bristol-headquartered MSP Solsoft Group. Ekco, founded and headquartered in Dublin, is on an aggressive acquisition trail, Solsoft is the seventh company it has acquired in the last two years. Solsoft has over 26 years of experience delivering proactive IT services to small and mediumsized enterprises and not-forprofit organisations across the South and Southwest of the UK. Key sectors include legal services, construction, engineering, energy, health, and social care. The company’s 16-strong team will join Ekco’s workforce of more than 1,000 people globally across Ireland, UK, Netherlands, Malaysia, and South Africa. Solsoft will form part of the Ekco MSP Division and expand Ekco’s capabilities in the UK market under the leadership of Cian Prendergast. Solsoft is led by Managing Director Neil Farnworth and Operations Director Ilona Clark, who together bring over 40 years of industry experience to the business. www.ek.co BULLETIN Aurora is re-certified Aurora Managed Services has been re-certified in multiple ISO accreditations including ISO 27001 – Information Security, ISO 14001 – Environmental Management, ISO 45001 – Occupational Health & Safety and ISO 9001 – Quality Management. The company said all these awards demonstrate its commitment to the highest standards and quality business practices; this diligence underpins the managed services it delivers to its customers. www.aurora.co.uk
PRINTITRESELLER.UK 7 XXXXX Three years in a row TD SYNNEX has officially been named as one of the 2025 UK’s Best Workplaces in Tech by Great Place To Work UK, recognising the company among the list of organisations in the super large category, for the third year in succession. Responding to an anonymous survey, TD SYNNEX UK’s co-workers reported that the company’s positive culture, open and welcoming approach, and commitment to delivering great customer service make it a great workplace for everyone. In April, the UK business was re-accredited for Great Place to Work for 2025, after 84% of co-workers agreed that TD SYNNEX is a great place to work. The 2025 survey shows strong agreement amongst co-workers that TD SYNNEX offers a welcoming and positive environment, regardless of their gender sexual orientation or ethnicity. https://uk.tdsynnex.com A new opportunity for dealers Data Direct has been appointed as an official UK distributor for Mutoh wideformat printers. The agreement opens up new revenue streams and margin opportunities for Data Direct’s dealer network, giving them direct access to Mutoh’s range of wideformat print solutions supported by Data Direct’s service, logistics and dealer-only support programmes. Mutoh’s portfolio covers signage, graphics, textiles, décor and professional imaging, enabling dealers to expand into high-growth sectors with confidence. By working with Data Direct, dealers benefit from fast reliable fulfilment, sales and marketing support, training and expertise. “This partnership with Mutoh is a huge step forward for our dealer community,” said Peter Cowan, Group COO at Data Direct. “It means our partners can confidently expand into wide- format printing with an established brand, while still enjoying the trusted support, fulfilment, and dealer-first approach that Data Direct is known for.” This announcement follows Data Direct’s recent appointment as the exclusive UK distributor for ROWE wideformat scanners, folders and cutters. www.data-direct.co.uk Integra and Office Friendly complete merger The merger between Integra Business Solutions and Office Friendly has been successfully completed, creating a powerful new force – BLOC Group. Bringing together decades of industry expertise in marketing, purchasing, business development, operations, and technology, BLOC is the industry’s leading membership organisation, empowering independent dealers to embrace new opportunities for sustainable growth and be part of a collective community in a rapidly evolving marketplace. The group has announced its first National Conference and official launch event – set to take place on Thursday June 18, 2026, at the Crowne Plaza, Stratford-upon-Avon. www.bloc-group.co.uk Security awareness training solutions TD SYNNEX has formed an agreement with Boxphish, a provider of cyber security awareness training, giving partners the opportunity to add more value for their customers with the company’s subscription-based solutions. In addition to initial and ongoing cyber security awareness training, phishing simulations and dark web monitoring services offered by Boxphish can be incorporated into a single, fully tailored solution, enabling partners to provide a comprehensive service to their customers. The awareness training is available via cloud-based resources, allowing customers to consume content at their own pace, with hands-on support provided by Boxphish experts. Scott Rogers, Senior Business Unit Director – Security, UK, TD SYNNEX, said: “Boxphish awareness training is a highly complementary addition to our portfolio. Alongside the expertise and experience that we have within the TD SYNNEX UK security practice, it enables MSSPs and specialist security partners to offer an even more comprehensive set of options. With Boxphish they can broaden their value proposition and provide what’s become an essential element of an effective cybersecurity posture to their customers.” https://uk.tdsynnex.com Scott Rogers Exertis Enterprise re-brands Exertis Enterprise is rebranding to its original name, Hammer Distribution. Hammer has been operating as Exertis Enterprise since 2018, while remaining an independent company under the Exertis group of companies. The recent sale of Exertis’s sister companies and global reorganisation provided an opportunity for the business to reflect on its position and to return to the brand that best represents its ethos and reputation. “It’s been an honour to be part of a global brand that the industry recognises, but with that recognition came assumptions, that we operated and delivered in exactly the same way as Exertis UK,” said Jason Chibnall, Managing Director of Hammer Distribution. “This isn’t about nostalgia, it’s about clarity. Hammer has always stood for people, expertise, and outcomes that make the difference. By returning to the Hammer name, we are bringing that clarity back to the market and signalling our commitment to powering the future of enterprise IT,” he added. Hammer will continue to invest in dedicated sales and commercial expertise to help customers and end-users realise infrastructure outcomes that power the next generation of applications, from cloud adoption to artificial intelligence. www.hammerdistribution.com
01732 759725 8 BULLETIN BOSS launches NextGen mentoring programme BOSS has launched its NextGen mentoring programme, a new initiative created by the BOSS Leaders of the Future Committee to connect experienced professionals with emerging talent across the business supplies industry. Supported by the evo Foundation, the programme aims to foster meaningful career development and knowledge sharing across generations of professionals. Amy Hutchinson, BOSS CEO said: “This is about creating meaningful, lasting connections across our industry that empower people at all levels. We’re encouraging both mentees and mentors to get involved and be part of something that truly makes a difference.” www.bossfederation.com SYNAXON teams get together The SYNAXON UK team plus members of the team from Germany that exclusively support the UK operations, met at The Mount Hotel in Wolverhampton for two days of workshops and discussions. As well as strengthening ties, the teams explored new ideas and ways of delivering an even better service to partners and helping them drive growth. Mike Barron, UK Managing Director, said: “It was a highly productive meeting. While we all communicate and work together on a daily basis, bringing everyone together face-to-face enables us to get a deeper understanding of the challenges and opportunities we face and really helps us to accelerate our growth plans for the UK.” https://synaxon.com Three-way partnership Asanti Data Centres has announced that sustainable IT reseller Sumillion has joined its expanding network of partners through IT distributor Northamber. The partnership builds on the strategic agreement between Asanti and Northamber, announced earlier this year, to deliver scalable, sustainable data centre solutions through the channel and unites three organisations committed to delivering eco-friendly, future-ready IT infrastructure while empowering customers to reach their environmental, social and governance goals. Sumillion has built its reputation on transforming the IT industry through sustainable and ethical practices, from green technology initiatives to charitable giving that supports local communities. By aligning with Asanti and Northamber, Sumillion will now be able to extend its sustainability-first approach into regional edge data centre infrastructure, offering customers scalable and resilient colocation solutions with a significantly lower environmental impact. Exclusive Networks expands Drata partnership Exclusive Networks has expanded its partnership with Drata. Building on their successful collaboration across the Benelux region, Drata’s solutions will now be available to IT resellers and managed service providers in the UK, Ireland, DACH, and the Nordics regions. This expansion marks a significant milestone in Drata’s EMEA growth strategy, reinforcing its commitment to helping organisations simplify and scale their compliance efforts. By integrating Drata’s AI-powered compliance platform into their cybersecurity portfolios, Exclusive Networks’ partners can support businesses in navigating increasingly complex regulatory landscapes, including SOC 2, ISO 27001, ISO 42001, NIS2 and DORA, among dozens of other frameworks. Rob Tomlin, Vice President North Region at Exclusive Networks, said: “We’re thrilled to bring Drata’s cutting-edge trust management platform to our partners in the UK, Ireland, DACH, and Nordics. This expansion strengthens our cyber security portfolio and enables our resellers and MSPs to offer a powerful solution that helps businesses meet rigorous compliance requirements with confidence and ease.” www.exclusive-networks.com TD SYNNEX strengthens AI data and analytics offerings TD SYNNEX has announced the expansion of its agreement with Qlik, to offer its full range of AIdriven data integration and analytics solutions in the UK, empowering partners to accelerate their customers’ AI adoption journeys. https://uk.tdsynnex.com (l-r) Tim Hudson, Account Manager, UK; Sarah Fuerbass, Business Development Manager, Germany; Jarmaine Francis, Customer Service , UK; Tim Noehring, Accountant, Germany; Ann‑Sophie Benning, Executive Assistant & Project Management, Germany; Tania Haak, Senior Accountant, Germany; Jessica Jakobs, Customer Service, Germany; Sam Chatterton, Account Manager , UK; Mike Barron, UK Managing Director; Anthony Hampson, Account Manager, UK; Ryan McLoughlin, Senior Category Manager, UK Rob Tomlin UK and Mainland Europe distribution agreement Global cybersecurity company BlackFog has announced a distribution partnership with Exertis Enterprise. The collaboration expands BlackFog’s presence across the UK and Mainland Europe and equips resellers and service providers to deliver advanced prevention against unauthorised data exfiltration and evolving AI-enabled threats. Dr Darren Williams, Founder & CEO at BlackFog said: “At BlackFog we are committed to redefining data security for the modern enterprise with our innovative anti data exfiltration (ADX) technology. Our partnership with Exertis marks a significant milestone in extending our reach across the region. Together, we will provide organisations with unparalleled protection against unauthorised data exfiltration and evolving AI cyberthreats, ensuring customers have access to cutting-edge cybersecurity solutions backed by trusted local expertise.” www.blackfog.com
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01732 759725 10 BULLETIN Brother backs inkjet Brother is launching a multi-million campaign push to build out its brand presence in the SOHO/SMB inkjet market across Europe. The investment is part of an ambitious strategy to increase market share on the back of growing demand for reliable, quality inkjet printers and the strength of Brother’s existing and new inkjet line-up. A key objective of the new campaign is to build brand perceptions around the ease of use and durability of Brother printers. For channel partners, this will unlock opportunities to sell (and upsell) on quality, even for everyday printing needs in smaller settings. Matthias Schach, Director Brother Europe – Sales & Marketing, said: “We’ve got an incredibly strong inkjet offering that gives teams in SMBs and SOHO customers exactly what they need: reliable, easy‑to-use printing time and again. Our resellers and channel partners are fantastic at selling our printer technology, making us number 1 in A3 inkjet, mono laser and colour laser. The opportunity in our sights now is the sizable A4 inkjet category, where lack of awareness is holding us and our resellers back. This major campaign is here to fix that, helping channel partners sell today and grow with us tomorrow.” www.brother.co.uk Circular leasing programme Epson has announced a new strategic business model designed to make its technology more accessible for large corporate and public sector organisations, while advancing its sustainability commitments. In partnership with BNP Paribas Leasing Solutions Epson will introduce a comprehensive leasing programme covering its entire product portfolio. A unique feature of the model is Epson’s retention of product ownership at the end-of-lease, ensuring all equipment is returned for refurbishment, reuse or recycling. This closed-loop approach is central to Epson’s corporate vision and helps prevent products from being disposed of inappropriately. “We already manage our own innovation and manufacturing facilities,” explained Richard Wells, Head of Market Development, Epson Europe. “Retaining control of products at the end of their life means we can extend resource use, reduce waste and further minimise environmental impact.” Rob Clark, COO, Epson Europe added: “This is a significant strategic milestone for Epson and will help us better support large scale customer requirements through a more competitive proposition. The solution means our customers can access the latest Epson technology without the burden of up‑front investment.” www.epson.eu Pay as you go Zyxel Networks has announced a new pay as you go (PAYG) online payment option on its subscription management platform, Circle. Designed to meet the evolving needs of managed service providers and small-to-mediumsized businesses making use of the Nebula cloud management platform, the new billing model brings flexibility and scalability to how partners manage and grow their businesses together with Zyxel Networks. www.zyxel.com Richard Wells Canon UK completes fleet overhaul Canon UK has replaced its fleet of engineers’ vehicles with electric and hybrid vehicles. The programme will deliver tangible results towards the company’s sustainability objectives through decarbonising its engineering and service operations. In partnership with Skoda, deployment of the new vehicles began in June, with the rollout completed in September. 72% of the fleet will consist of electric vehicles, with the remaining 28% driving hybrid vehicles. Canon has engineers working across the country and by transitioning from a predominantly diesel-powered fleet, expects to reduce its Scope 1 operational emissions by approximately 50%. www.canon.co.uk Ricoh re-appointed to CCS framework Ricoh has been re-appointed as a supplier on Crown Commercial Service’s (CCS) Multifunctional Devices, Print and Digital Workflow Software Services and Managed Print Service Provision framework for another four years. Under the renewed agreement, Ricoh will continue to be a supplier of the framework for Lot 2, and Lot 3 for the provision of fully managed services of MFD print environments. The framework provides the most cost-effective way for public sector organisations to procure MFDs. The new agreement also sees the addition of Lot 4 for the supply and maintenance of MFDs to be used on the pan-government print solution GovPrint. Paula O’Brien, Board Director of Sales at Ricoh UK, said: “This long-standing partnership with CCS continues to enable us to support public sector organisations on their digital transformation journeys - delivering technology solutions that improve public services and improve user experiences. With Ricoh’s legacy and expertise in sustainable innovation, we are especially proud to play a role in helping the public sector achieve its net zero ambitions.” www.ricoh.co.uk Paula O’Brien
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01732 759725 12 BULLETIN We’re all about championing print at PrintIT Reseller, so why not join in the ‘Where do you take yours’ challenge? Simply snap a photo of yourself reading the latest issue in the most unexpected spot you can find – whether that’s atop a mountain trail, tucked into a hidden café corner, or even mid–air on your next flight. Send me your pix for a chance to see your face (and your favourite pages) featured in our next edition. Where do you take yours? On September 27, Gerard Rudolph, Marketing Manager at CO3 Technologies ran the 56km (give or take) trail run on the Makgadikgadi Salt Pans (specifically on Sua pan) in Botswana, Africa. Makgadikgadi is technically not a single pan, but many pans with sandy desert in between, the largest being the Sua (Sowa). These salt pans cover 6,200 sq. miles in the Kalahari Basin and form the bed of the ancient Lake Makgadikgadi. They are thus, collectively, the largest salt flats in the world. Shade is sparse in much of Botswana, so a Baobab is welcome relief from the sun (it was 41 degrees Celsius on some days!) His journey took him further North to the African Quadripoint, the on place in the world where four countries meet at a single point. Photo shows Gerard sitting in Botswana, on the bank of the Chobe River, on far bank is the country of Namibia, to the left are Zambia and Zimbab
PRINTITRESELLER.UK 13 BULLETIN Going North and on the return, Gerard crossed the Tropic of Capricorn. (l-r) Alan Jacques, Service Delivery Manager, KYOCERA Document Solutions UK; and Danny Mannix, Solutions Sales Specialist, ASL. MyQ neXt Showtime On September 24 to 26, partners, customers and industry experts gathered in the magical city of Prague for MyQ neXt Showtime (see page 34). Naturally, guests were keen to read the latest issue of PrintIT Reseller! We want to see where you take your issue and where our magazine travels with YOU! Please send your pix to me at [email protected] (l-r) Kristian Samler, COO, MyQ; Nigel Eaton and Mark Williams. (l-r) Nigel Eaton, General Manager, MyQ; Mark Williams, Business lead, Channel Account Management, Brother International Europe; and Mark Asbridge, Head of Business Consultancy, MyQ. f nly o n the bwe.
14 01732 759725 increasing support costs and reducing customer satisfaction. Lower Image Quality MFPs can’t match the optical precision of dedicated scanners. Common issues include skewed images, colour inconsistencies, and misreads on barcodes or fine print. Dedicated scanners deliver consistent, clear images, crucial for businesses in healthcare, finance, and legal sectors. Additionally, when these images are read by OCR, the accuracy rates are low, because the image quality is poor. Slower Workflows MFPs scan slower per page and often require manual adjustments. Dedicated scanners can process hundreds of pages per minute, integrate directly into document management systems, and streamline workflows – saving time and reducing bottlenecks. in-one device: print, copy, scan, and fax (for those who still use it). For occasional scanning, this works. But for regular, volume scanning, such as digitising archives, processing invoices, or managing HR records, MFPs quickly show their limits. Consumables Wear Out Faster MFPs are designed mainly for printing and copying. Their document feeders, rollers, and imaging paths aren’t built for continuous scanning. Pushing thousands of pages per day causes faster wear, dirty sensors, and more breakdowns. Each service call increases costs and reduces margins for resellers. More Breakdowns, More Downtime Heavy scanning can make MFPs fail, halting printing, copying, and scanning simultaneously. Customers experience downtime, and resellers face urgent service requests – In today’s digital-first world, scanning has become a critical part of any organisation’s document management strategy. From archiving to compliance and workflow automation, businesses rely on scanning to bridge the gap between paper and digital information. For print resellers, this presents an important opportunity. While multifunction printers (MFPs/MFDs) are popular for general office use, they are not always the best fit for volume scanning. Relying solely on MFPs for large-scale scanning can lead to frustrated users, overworked machines, and costly service interventions. Dedicated scanners – purpose-built for efficiency, quality, and durability – offer a more reliable, profitable, and customer-friendly solution. The True Costs of Using MFPs for Volume Scanning MFPs appear convenient as an allBy Mark Davies, Sales Manager at Kodak Alaris Dedicated Scanners: The Smarter Choice for Print Resellers BUSINESS BRIEFING
15 PRINTITRESELLER.UK Bundling scanners with capture software and managed services creates new revenue streams and strengthens customer relationships, as well as adding more to your bottom line. Customer Advantages For organisations, dedicated scanners are more than devices – they’re productivity tools. Employees can complete scanning tasks faster and more accurately, IT teams benefit from reduced downtime, and compliance officers gain audit-ready, high-quality images. In short, using the right tool for volume scanning improves efficiency, accuracy, and user satisfaction across the board. Conclusion: The Future Is Dedicated Encouraging customers to rely solely on MFPs for heavy scanning may seem convenient, but it leads to greater wear, more service calls, and lower margins. Dedicated scanners offer a better path – for both customers and resellers. By helping clients select the right Kodak Alaris scanner, resellers can deliver productivity gains, reduce total cost of ownership, unlock new service and software revenue opportunities and position themselves as trusted partners in digital transformation. Faster Throughput Many dedicated scanners process 30–210 pages per minute with automatic duplex and multi-feed detection. Direct integration with software such as KODAK Capture Pro or KODAK Info Input Solution ensures scanned data flows seamlessly into systems, saving time and reducing errors. Lower Service Burden for Resellers Dedicated scanners are more durable and reliable, resulting in fewer engineer callouts and predictable service contracts. Resellers can focus on proactive solutions and workflow consulting rather than reactive repairs. New Revenue Opportunities As print volumes decline, offering dedicated scan helps resellers diversify. Moreover, when items are scanned to email they’re typically split across multiple sends to accommodate for large file sizes, meaning inboxes are swamped. Limited Billing Opportunities Scanning on MFPs is usually treated as “free,” with no easy way to track or charge for usage. Resellers risk lost revenue opportunities as print volumes decline. Dedicated scanning solutions open the door for new billing and service models. Why Dedicated Scan Should Be in Your Roadmap Dedicated scanners offer more than hardware reliability – they improve outcomes and create new value for both customers and resellers. Built for High Volumes Purpose-built scanners handle thousands, if not hundreds of thousands of pages daily. Robust rollers, sensors, and self-cleaning mechanisms reduce maintenance needs, lower total cost of ownership, and improve uptime. Superior Image Quality Scanners from Kodak Alaris, use advanced image processing like Perfect Page to enhance clarity, colour, and contrast automatically. OCR, data extraction, and archival workflows are far more accurate than with MFPs. In addition to this, these optimised images are up to 30% smaller in file size than MFP scanned images, meaning that less storage is needed for more images. BUSINESS BRIEFING To explore how Kodak Alaris can help you expand your scanning portfolio and offer your customers dedicated solutions, contact Mark Davies at [email protected] or 07385968671.
01732 759725 16 BULLETIN : PEOPLE Rod Tonna-Barthet joins Xeretec Rod Tonna-Barthet has been appointed Non-Executive Chairman of the Board at Xeretec Group. Tonna-Barthet brings 30 years of executive leadership experience across banking, finance, and ICT. His appointment adds further strategic perspective to an accomplished board and leadership team, helping Xeretec to accelerate the growth already being delivered. In the past year, Xeretec has seen record results, underpinned by sustained investment in transforming the business from its print roots into a diversified, technology-driven solutions provider. “We’re thrilled to welcome Rod to Xeretec,” said Steve Hawkins, CEO of Xeretec Group. “His track record of transforming businesses and driving strategic growth is perfectly aligned with our mission to help our customers harness technology to work smarter, safer, and more efficiently.” Tonna-Barthet added: “I’m honoured to join Xeretec Group at such a dynamic time. The transformation this business has driven in recent years has been remarkable – a real stand-out in an industry where many others have failed to adapt. That investment is paying off with real growth, and the energy and momentum in the company are clear.” www.xeretec.co.uk MPS Monitor appoints new SVP sales and partner alliances MPS Monitor has appointed Kevin Tetu as Senior Vice President of Sales and Partner Alliances. He will lead sales initiatives within North America, strengthen the company’s partner ecosystem, and drive strategic programs designed to increase channel value and dealer profitability. Tetu, best-known as the founder and original architect of FMAudit, which at its peak became one of the largest and most widely adopted device management platforms in the imaging industry, joins the company’s executive leadership team at a pivotal time of international growth and strategic expansion. “Kevin’s track record speaks for itself,” said Nicola De Blasi, Chief Strategy Officer and founder of MPS Monitor. “As founders of two of the most impactful device management platforms in the industry, Kevin and I share a deep understanding of what the dealer channel truly needs. His experience, vision, and dealer-first mind-set make him an ideal leader to drive the next chapter of growth at MPS Monitor. This is a defining moment not just for us, but for the industry.” www.mpsmonitor.com BOSS announces new people & culture forum chair BOSS has announced Sam Stafford (Chartered MCIPD) as the new BOSS People & Culture Forum Chair. The BOSS People & Culture Forum was created in 2024 in reaction to the incoming Employment Rights Bill and exists for senior HR leads in the business supplies industry to share best practice and understand upcoming legislation. Stafford is an experienced Head of HR and a member of Viking’s UK & Ireland leadership team with a proven track record of shaping and leading people strategies that deliver both organisational performance and individual growth. www.bossfederation.com Acquisition and leadership change mhance, a highly accredited Microsoft Solution Partner has been acquired by SilverTree Equity, a London-based, sector-specialist private equity firm focused on software and techenabled business services companies. As part of the transaction, SilverTree has appointed Julian Stone as Executive Chairman, who brings 25+ years of domain expertise as founder of Pythagoras, a leading Microsoft Dynamics Partner sold to EY in 2021. https://mhance.com Steve Hawkins and Rod Tonna-Barthet Kevin Tetu Sam Stafford Julian Stone IT Document Solutions adds to leadership team IT Document Solutions has announced the latest addition to its leadership team – Simon Vine, Business Development Director. In his new role Vine will focus on expanding IT Document Solutions’ Alliance Partnership Programme by forging strong and mutually beneficial relationships. He will also work to enhance the company’s presence within the corporate sector, ensuring that enterprise clients receive unparalleled value. Additionally, he will play a key role in accelerating growth through the strengthening of one of ITDS’s most important strategic partnerships with Vasion. www.itdocumentsolutions.com Simon Vine Katun names new deputy general manager Katun has named Elie Choukroun as Deputy General Manager of the EMEA region. With more than 30 years of senior leadership experience in the print and IT industries, Choukroun is known for driving transformation and delivering sustainable growth. He has previously held several executive positions within the Ricoh Group, most recently serving as President of Ricoh France, where he successfully led a major strategic transformation and delivered sustained, profitable growth. “We are thrilled to welcome Elie to Katun’s leadership team,” said Heidi Boller, General Manager, Katun EMEA. “His proven ability to build high-performing sales organisations and drive revenue growth makes him the ideal leader to take our EMEA strategy to the next level and strengthen our leadership across the region.” www.katun.com
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01732 759725 18 It’s about making our marketing feel like a support service, not just generic noise. My colleagues My role in marketing only works when it’s in collaboration with others. If I created campaigns purely in isolation, they wouldn’t be as relevant to our partners’ current needs. I work closely with our sales team to check and influence messaging, share real life feedback from partners, and keep campaigns aligned to their current work and priorities. I also work closely with the technical experts within our business to translate product benefits into what’s valuable to our customers. The product itself I use our actual print devices and solutions like an end-user would. Testing them myself helps me write more authentic content, work through pain points, and even uncover features or benefits that deserve more recognition. My favourite feature so far is multi crop and scan, which is designed for scanning receipts, but I found it worked great for scanning old photos and automatically cropping and saving them as JPEGs. My job is easier when I actually understand what I’m marketing and have used it hands on. Plus of course if we didn’t have a product, I wouldn’t have a job! competitors, industry leaders, fellow marketers and our partners, to spot trends and challenges that help me make our communication more effective and stay up to date. It’s great to see what others are having success with and apply that insight to my own marketing in a way that’s authentic to our brand. Microsoft Planner With finite resources, the difference between busy and effective is knowing where to invest my time. I use Planner not just for to-do lists, but for ranking tasks both by priority AND impact. All my tasks fall into four categories: high priority/high impact, low priority/ high impact, high priority/low impact, and low priority/low impact. This keeps me focused on what makes a difference, not just what seems the most urgent. CRM Our CRM is a great resource for analysing data, so we can more effectively support our partners. The tool helps me keep an organised view of partner engagement, so I can offer timely, relevant support rather than blanket communications. By analysing trends, I can create campaigns that meet real needs, whether that’s better onboarding, product support, or proactive check-ins. LinkedIn While some use it exclusively for posting and networking, I also use LinkedIn to listen. In an increasingly digital world, it’s a great place to get current industry insight. I follow WORKPLACE Hannah Robertson, Marketing Co-ordinator at UTAX UK, picks the tools she uses every day and couldn’t do her job without I couldn’t do my job without… Hannah Robertson
RISO WHERE EVERY OPPORTUNITY BEGINS Join the RISO Partner Programme and unlock: • Previously untapped revenue streams • Cutting-edge ForceJet™ inkjet technology – faster, greener, and more reliable • Dedicated dealer sales manager plus unique mobile showroom for onsite customer demos • Tiered rewards, financial incentives and business-growth tools. Become part of the future with RISO. Contact our Partner Team now: Email: [email protected], call +44 (0)20 8236 5800 or visit www.riso.co.uk/partner-benefits We’ve recorded record sales since becoming a RISO Partner. The support & tech sets us apart. IBS Office Solutions Don‘t miss all the benefits of the Snom Partner Programme. More information: www.snom.com Your Partnership with Snom A Winning Combination
01732 759725 20 focused. Thanks to these efforts, not only did we safeguard our team, but we also emerged from the crisis more united, adaptive, and future-ready. PITR: What (or who) has had the greatest impact in the sector in the last 10 years? RS: RISO has made a quiet but powerful impact over the last decade, especially in areas where efficiency, accessibility, and sustainability in printing matter most. RISO has enabled cost-effective, high-volume printing in over 190 countries where budgets are tight but communication is critical. With cold, ink-based printing (no heat, no toner, no ozone), RISO technology significantly reduces energy consumption and carbon footprint – far ahead of many of our competitors. This shift towards more efficient, environmentally friendly printing doesn’t just have a positive impact on the planet, it drives real business value for our customers. PITR: If you could change one thing about the last decade, what would it be? RS: In hindsight, I would have pushed harder to ensure our customers were fully aware of the sustainable print practices RISO was already pioneering. While we were ahead of the curve with our eco-friendly technology, offering energy-efficient, low-waste solutions, we may not have fully communicated this value proposition to our partner network and clients. Had we been more proactive in educating and positioning RISO’s sustainability advantages earlier, we could have more effectively differentiated ourselves in an increasingly competitive market. PITR: What has been your proudest moment of the past 10 years? RS: Winning the global top RISO sales award three times resulting in three visits to the home of RISO in Japan has been by far my proudest moment in the last decade. PITR: Sum up the decade in three words. RS: Resilient. Innovative. Strategic. reactions provides a unique opportunity to grow business in a much more meaningful and analytical way than over the phone or through virtual meetings. PITR: What has been the high point of the decade? RS: A notable high point was RISO’s selection as the sole print supplier for the COP21 and COP22 UN Climate Conference. RISO was chosen to supply high speed ComColor printers at COP21 in Paris and COP22 in Marrakech, managing millions of printed pages for critical UN documents during these high-profile international conferences. The decision highlighted RISO’s eco‑friendly cold inkjet technology which was a key asset of the pitch emphasising environmental sustainability through low energy use and zero emissions. This unique global exposure not only reinforced RISO’s reputation in highvolume, low-impact printing but also positioned our partners with prestige and differentiation in their respective regions. PITR: And the low point? RS: The COVID-19 pandemic was a significant low point for the print industry due to several interconnected factors that disrupted demand, supply chains, and overall business operations. As companies pivoted to work-fromhome models, traditional office printing plummeted. Industries that rely heavily on printing – such as legal, education, and government – also paused or reduced operations, reducing demand for both hardware and consumables. Ink, toner, and paper faced global shipping delays, leaving partners unable to fulfil recurring client needs. Throughout the pandemic, RISO remained resilient – navigating unprecedented disruption while prioritising the wellbeing of all staff. We adapted swiftly to protect jobs, maintained full employment across all departments, and introduced flexible working arrangements to support both safety and productivity. Regular communication, mental health resources, and a strong sense of shared purpose helped everyone stay connected and PrintIT Reseller (PITR): You’ve been working in the print and IT industry for more than ten years. What led you to enter the sector? Richard Salter (RS): To be honest, it happened by chance, but it’s a decision I’ve never regretted. Life often presents unexpected opportunities, and joining RISO was one of those moments that proved to be both rewarding and careerdefining. At the time, I was already working in sales, but I was looking for a greater challenge, something that would push me professionally and personally. RISO’s differentiated technology and value proposition in the market immediately resonated with me, and the success I experienced in those early years opened doors into leadership. Moving into management allowed me to lead from the front, demonstrating the work ethic, integrity, and results-driven mind‑set that I encourage within my teams today. PITR: What was your first job? RS: While still in college, my first role was in the insurance industry, where I gained valuable foundational experience. However, I quickly realised that an officebased, transactional environment wasn’t the ideal fit for me. I thrive on face-to-face interaction, where I can truly understand and connect with people on a deeper level. The ability to read body language, establish rapport, and gauge real-time INTERVIEW Richard Salter, National Partner Sales Manager, RISO UK shares his experiences over the past decade, what he’s learned, and the highs and the lows of our unique and challenging industry A decade in print Richard Salter
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