01732 759725 46 Stuart Brookes devices and MacBooks. Cloud-based PaperCut Hive and Pocket offer Print Queue Deployment, and on‑premise PaperCut MF offers Print Deploy; all are easy ways to deploy a printer driver that works on traditional x64 laptops, ARM64 and Apple Silicon devices. While ARM64 is disruptive, it also presents an opportunity for resellers to support customers through this transition. Our recently announced ARM64 Tool Kit – which comprises a number of high-impact sales assets – provides them with the solutions and support needed to resolve the print crisis created by the increasing number of ARM64-powered laptops. It has been designed to make it easier for partners to identify, pitch, and sell the most appropriate solution relative to each customer’s print environment and needs. Q: What advice would you give a young person starting a career in the industry? A: Don’t underestimate where print could take your career. It may not have the glamour of the mobile device industry or appear to have the pace of the app economy, but the print ecosystem is global, dynamic and vast. It’ll enable you to experience the hardware and software space, organisations’ migration to the cloud and the differences between working with large OEMs and smaller ISVs. It’ll also expose you to manufacturing, logistics, supply chains, channel partners, finance, marketing, sales and end-users across multiple business sectors with different print needs. Furthermore, print sits right at the heart of three core C-Level concerns – sustainability, security and cost reduction/transparency. And, from my experience, you’ll get to cross paths with – and learn from – some of the best mentors and sector experts of any industry. Q: What excites you most about the future? A: Helping to shape and form new markets around print queue deployment, alongside supporting customers’ cloud migration journeys. They are all opening opportunities to new channels that we’re engaging with, like MSPs, through our new MSP programme. All of that is in keeping with our goal – to make print easy, secure and sustainable for however and wherever our customers print today. has landed really well, helping MSPs understand how the feature resolves their customers’ print challenges, while unlocking new revenue opportunities for them. Q: What role do partnerships and collaboration play in driving innovation and growth in your sector? A: The print sector is a global ecosystem and whether you’re a hardware OEM or an ISV, you’re often working to solve the same customer challenges. Therefore, collaboration plays a vital role when developing solutions; by playing to your respective strengths, it’s easier and quicker to resolve a problem or create a solution in anticipation of a customer or market trend. PaperCut has an ‘open door’ policy when it comes to developing solutions. We’re known for being keen to listen and keen to help, whether that’s with OEMs, channel partners or end‑users. For us, those partnerships are as essential as they are rewarding. Q: What do you see as the key challenges or pain points businesses are facing in today’s hybrid working model and how can you help your partners/customers to address these? A: The ever-changing technology stack; be it the transition to ARM64 devices in the education sector or the changes that WPP brings with the end of the vendor-specific print driver or managing unmanaged devices in a customer environment. The print technology world is always evolving, it is our role to solve tomorrow’s problems so that people don’t have to worry about them, whilst also remaining relevant today. Q: How do you see the print and IT reseller sector evolving over the next five years – any disruptors or opportunities on your radar? A: Customers replacing their devices and moving from traditional x64 processors to ARM64 has been a major disrupter. Many end-users are struggling to get their existing printers to work with ARM64equipped client devices. PaperCut resolves this issue simply, using software that provides customers with an at-a-glance single pane of glass solution for deploying print queues to Windows-powered ARM Q: What’s currently having the greatest impact on your business? A: If we look at print solutions more broadly, over the years they’ve been designed to help customers address the same evergreen issues – security, sustainability, ease of management and cost reductions – but under different circumstances, as the technology landscape evolves and the way we work changes. Our solutions are helping endusers address today’s challenges, from simplifying print for users of ARM64‑powered devices, supporting cloud migration, or making print easy and secure for hybrid workers. Those are all fuelling greater demand for PaperCut’s flexible solutions, which help manage unmanaged devices through greater visibility of usage, driver and queue management. Q: What’s one strategic decision your business made recently that you believe will pay off long-term? A: While we’ve engaged successfully with MSPs before around traditional print models, the fantastic uptake of our Print Queue Deployment feature encouraged us to launch a new, tailored, MSP programme. It has been designed to support existing partners while attracting new resellers and new customers, while encouraging a different way of doing business in the future. The programme Stuart Brookes, EMEA Regional Lead and Head of Sales & Channel, PaperCut Industry insight ONE-TO-ONE
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