01732 759725 32 The channel’s growth challenge PrintIT Reseller (PITR): Many resellers want to say yes to bigger deals but lack the resources. From your perspective, what’s holding partners back the most? James Pittick (JP): From the conversations I have, the biggest challenge is capacity and flexibility. Whether that’s scaling support from regional to national contracts or adjusting resources around large rollouts and multi-site installs, there’s always a cost/benefit to weigh up. Too often, resellers face a choice – walk away from the opportunity, or risk stretching existing teams too thinly and dealing with the knock-on effects for their staff and customers. PITR: Where do resellers struggle most with scaling delivery? JP: It’s usually in the wraparound services. Winning the deal is often the easy part. The challenge comes when you move into project delivery – configuring, staging and installing hundreds or thousands of devices. Without the right logistics and technical capability, the profitability partners expected at the start can quickly disappear. Why outsourcing is essential today PITR: Margins are tighter than ever, how does outsourcing PDI, logistics and installation help partners protect profitability? JP: Outsourcing takes away the high cost of hiring, onboarding, training and maintaining a large services team. It gives partners the freedom and flexibility to scale up or down as needed, paying only for resources when they’re required. That protects bottom-line profitability. PITR: Why is now the right time for resellers to rethink their delivery model? JP: Customer expectations have changed dramatically. The level of service we all experience as consumers has become the benchmark in business. Speed, scale and flexibility are now expected as standard. Trying to build a permanent in-house team that can cope with the peaks, but sits underused in the troughs, is no longer sustainable. The old way doesn’t work for 2026, customers are clamouring for outsourced services because they want projects delivered faster, bigger and more reliably. Q&A with James Pittick, Channel Sales Director, FUTERA Outsourced services with unlimited capacity COVER STORY
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