01732 759725 44 VOX POP …continued Ben McKean, Sales Director, Selectec: 2026 is when ‘print management’ truly evolves into ‘information management’. The conversation is very much expanding beyond just the device. Everyone will be shouting AI, but that’s just the engine. The real story is what AI is powering – intelligent document capture and automated workflow. For the channel, this is a massive opportunity, not a threat. It’s the year our partners cement their roles as true information specialists. The conversation is shifting from just cost-per-click to the total value-per-workflow. The MFD is more important than ever, it’s the secure portal for many critical pieces of data entering a business, from invoices to HR forms. Our core business, PaperCut, is all about locking down that gateway and making it secure and flexible, especially with the move to cloud. Some considerable growth areas that we’re seeing, and my main prediction for 2026, is what happens next. Partners are winning by connecting that secure scan environment directly into document management systems and automated processes. They’re not just saving clients’ money on print; they’re saving them 100s of hours a month in manual data processes. My bold prediction. 2026 is the year the term ‘digital transformation’ finally gets put out to pasture. Why? Because we’ll all be too busy actually doing it. The channel partners who embrace this, who sell the complete, secure outcome, are the ones who will be celebrating. And we will support our channel partners in every way we can for the year ahead, and beyond. https://selectec.com Andy Muskett, Director of Channel, Xerox: As print and IT continue to converge, 2026 will bring both change and opportunity for the channel. At Xerox, our Reinvention remains focused on strengthening our core print business while expanding adjacent services that help partners grow their offerings and build profitable, sustainable businesses. Following the integration of Lexmark, we’ve broadened our product portfolio and strengthened our channel reach, adding scale, deeper expertise and more resources. This creates a more balanced and competitive print business. This combination gives partners greater choice across A3 and A4 categories, improved service capability, and easier ways to do business with Xerox. The market continues to consolidate, and successful partners will be those who adapt quickly and align with vendors offering breadth, stability and innovation. SMB customers are focused on doing more with less, streamlining fleets and choosing multifunction devices that deliver reliability, security and value. AI, automation, and analytics are now integral to how partners deliver managed services, enabling predictive maintenance, usage insights and greater efficiency. The opportunity lies in applying these tools to deliver smarter, data-driven support and to differentiate on service quality. Sustainability will remain a key driver of partner success. Clients expect credible solutions that help them reduce waste, digitise workflows, and meet ESG goals. The company’s ongoing investment in durable design, remanufacturing and refurbishment, cloudbased print management, and hybrid working tools gives partners practical ways to meet these needs and grow recurring revenue. We’re positive about the year ahead. The channel’s role is expanding, and Xerox is committed to equipping partners with the right products, programmes and platforms to build profitable, future-ready businesses. www.xerox.co.uk Greig Millar, Chief Revenue Officer, Brother UK: Three priorities will define the print landscape in 2026: security, simplicity, and sustainability. High-profile cyber-attacks in 2025 have raised alert levels and highlighted the reputational and financial damage possible. One in three organisations suffered a print‑related breach last year, according to IDC, so organisations are seeking their print partner’s help in shoring-up their network and gaining greater control. It’s essential that hardware forms the first line of protection – secure-as-standard devices that authenticate users, encrypt data and protect the document journey from creation to disposal. Resellers’ role over the next 12 months will be ensuring that they’re equipping customers with the complementary hardware and software that businesses can trust and don’t need to spend time interrogating. IT teams will also crave more simplicity in their print estate in 2026 and will need a Andy Muskett Ben McKean Greig Millar
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