01732 759725 36 ONE-TO-ONE We’re looking to onboard partners and we’re looking to grow and scale through the channel. Our account executives are happy to fulfil deals direct or through the channel, and often we prefer to go through the channel, because there are already relationships in place, so there’s no conflict within our organisation. We’re really driving heavily down the channel route and when we move into workflow, electronic forms, digital signatures and the broader portfolio that we now have, we are going to rely on the expertise and the professional services of partners. It’s not an area that we want to focus on. We’d like to fulfil that through our channel partners. MR: Vasion has a customer base of over 13,000 global users, how will you leverage that experience to empower channel partners to capitalise on the opportunity to serve organisations seeking comprehensive digital solutions? AB: We regularly have customer or partner councils, where customers and partners can give us direct feedback. We’re truly customer-centric, and we have a board that engage and roll their sleeves up. Our CTO has been on dozens of my customer calls, he wants to listen, he wants to understand what the challenges are, what the key problems are. All of that knowledge and experience is being fed back into the product, which will benefit the channel and our partners. MR: Does partnering with Vasion require partners to upskill? How easy is it to deploy your solution? AB: We’re rolling out Vasion Print to a customer in the US with over 100,000 devices. They originally planned to deploy over 18 months to two years. But when they found out how easy it is to deploy, they started rolling out 10,000 devices a week. But I don’t want to forget the smaller customers, those with 5, 10, 25 devices, it can be installed in minutes. Obviously if we scale, got the cloud-ready technology, a team that really believe and drive that vision, and a CEO who actually goes out and proves it really is possible for everyone. MR: Vasion is probably best-known for its mature cloud-native PrinterLogic cloud platform which in 2020, evolved to become a part of the wider Vasion Automate platform. In terms of the print management piece, what are the key USPs? AB: The cloud-native architecture is very scalable; we have customers with two or three printers up to (in the US) over 100,000 printers. We have a multi-tier product with ERP printing, and we have the ability to do digital workflow, electronic content management and forms, but print is still really important. It’s not going away. We are continuing to evolve the print side of the product. We have 13,800 customers globally that have invested in that core product. MR: For me, one of the key things about the Vasion Print piece is that you can ‘manage the unmanaged’ so standalone printers that aren’t connected to customers’ MPS contracts. AB: Yes, we capture all print devices, and that’s a key differentiator. Another thing that was fairly new to me is direct IP printing, so if for whatever reason, you lost connection to the internet and couldn’t connect to the platform, you’re still able to print. That’s where the scalability comes in, even if there was a break in connection, the product still works. MR: As Vasion broadens its focus beyond print solutions into areas like e-forms, digital signatures, and document scanning, how are you looking to scale the business and in particular deliver on your goal to become a channel-led business? AB: Currently, 80% of our business in the US is through the channel, in EMEA and APAC, it’s around 40%, but our sole drive and focus is to be channel-led. Michelle Ryder (MR): Let’s begin by talking about Vasion’s strategy to enable digital transformation for everyone. Andy Bryant (AB): When I joined Vasion, one of the things that really stood out for me is how the company, top down, really believe in the vision. There are areas within the technology that make that attainable – it’s a cloud‑ready architecture, so we can be agile, we can scale and it’s cost-effective. The software is also designed to be very intuitive and easy to use, it’s low-code, no-code, which is especially important. But what really impressed me is that Ryan Wedig, our CEO, is passionate about bringing that to life, and that flows down through his exec team and every employee. Everyone genuinely believes that we’re on this journey to make digital transformation attainable for everyone. Ryan works with a lot of not‑for‑profit organisations in Africa, in the Philippines and in South America and tests our technology, to see if it really does work for everyone. There is a great case study on our website about how we have worked with a children’s charity in Ghana. The founder believes she would need 20 people to replace what she’s achieved with our software. So, we’ve In this interview with PrintIT Reseller, Andy Bryant, Sales Director EMEA at Vasion explains what the company’s strategy to enable digital transformation for everyone, really means. He also talks about how Vasion has broadened its focus beyond print solutions into areas like e-forms, digital signatures, and document scanning, and reveals plans to scale the business and deliver on its goal to become a channel-led organisation. Here’s an excerpt of the conversation One-to-one with Andy Bryant Andy Bryant
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