01732 759725 44 David Smith, Group Marketing Director, Xeretec: We see the projected growth in scan volumes as a wider chance to explore digitisation with the client including both paper-based information and dependent processes, plus more automated and accessible digital automation. We are currently evaluating industry trends and our own pricing strategy to ensure we remain competitive while delivering maximum benefit to our clients. Our real opportunity to monetise scanning perhaps lies in the value we deliver after the document has been scanned by helping clients re-engineer their entire process. We go beyond the initial scan to explore the ‘art of the possible’, helping them understand that the value isn’t in the scan itself, but in what happens next. By intelligently capturing data and ensuring it’s in the right place, we can bring the power of AI to bear, generating significant exponential productivity gains and providing actionable insights that transform their business operations. John Green, Managing Director, Commerce Business Systems: Definitely. We’re already seeing an increase in installations of document management and workflow systems, particularly within our customers with multiple sites who are now focusing on the need for centralising their processes and increasing their data security. Scanning and data capture are at the centre of these projects. By bringing together the right MFP machines with flexible cloud tools, we can help customers do a lot more than just print. We’re saving them time, reducing hassle and making every day work run smoother. It’s an area we expect to grow strongly in over the next 12 months. Paul Kamlesh, Technical Director, Copybox Document Solutions: A lot of our customers want easier ways to scan, share and store their documents. By providing them with the right machines and the cloud tools we are investigating, we can help them achieve more than just print. For smaller businesses, it’s a way to get clever systems without them having to spend a fortune upfront. Michael Field, Managing Director, Workflo Solutions: Absolutely. Rising scan volumes are a clear signal of the broader shift to digitisation. But the real opportunity lies not in the scanning itself, but in what happens after the scan. We see scanning as the entry point to automation and intelligence. By digitising documents at source, we can route them directly into secure cloud platforms, apply AI for categorisation, and trigger automated workflows. This not only reduces cost and human error but also creates real-time visibility of data across the business. Offering scanning and workflow automation as-a-service means clients benefit from flexible, scalable solutions without heavy upfront investment. It’s about moving away from transactions towards continuous value, giving customers the ability to manage information smarter and faster. Mariola Martinez, President of Western Europe Partners, Xerox: Organisations increasingly seek to digitise paper-based documents and streamline operations, driven by shifts in technology, workforce dynamics and communication needs. Xerox Global Document Services and Capture and Content Services are well-positioned to meet this demand by offering intelligent multichannel capture, automated workflows and advanced analytics. These services enhance productivity and security and support personalised client communications and resilient business processes. By leveraging technologies like AI, machine learning, intelligent document processing, and robotic process automation, Xerox is enabling clients to extract actionable insights from their data and integrate those insights seamlessly into their operations. The ability to deliver these capabilities remotely through cloud-native platforms with zero IT footprint further strengthens our value proposition. PrintIT Reseller: Quocirca’s study finds that customer relationships are undergoing a significant transformation. Print manufacturers currently hold the strongest relationships with customers for the print environment; however, this influence is expected to decline sharply while IT service providers’ influence is predicted to rise. As a print provider, how can you stave off the competition from managed service providers and IT managed services companies? Ryan Green: At Carbon, we recognise the shift highlighted by Quocirca’s study and see it as an opportunity rather than a threat. To stay ahead of IT managed service providers, we’re evolving our offering to integrate print within broader digital transformation strategies, aligning with customers’ IT ecosystems. By delivering secure, cloud-enabled, and data-driven print solutions, and maintaining a consultative, service-led approach, we ensure our relevance and deepen customer relationships beyond traditional print. Our agility as an independent organisation and customercentric mindset are key to thriving in this changing landscape. Daniel Maddox: Print isn’t just IT – it’s people. The danger is treating it as another helpdesk ticket. Our edge is local relationships and fast, human support – backed by a 5.0 Google rating. VOX POP Daniel Gilbert David Smith John Green …continued
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