PRINT IT RESELLER.UK 3 Improving and enhancing support to partners is an over-riding theme this issue. Canon has stated its intention to significantly grow its channel business and has relaunched its EMEA channel partner programme to support this strategy. Director of B2B Indirect Sales, James Pittick spoke to PITR about how the company has listened to its resellers, using direct partner feedback to revamp the programme to best fit their needs in what is a challenging and evolving marketplace. He says the new partner programme has been a redesign from the ground up and that proactive joint business planning is a fundamental element of it (page 26). Lexmark is also stepping up in terms of channel support. The OEM has just launched a new marketing hub, an online co-branding tool that enables partners across the globe to improve their customer communications using a predefined set of customisable assets. Pure Storage has also announced the introduction of a new partner programme, designed to empower partners with new training, certifications, incentives and support to help customers achieve an intelligent data advantage. And, M-Files is preparing to launch a unified go-to-market partner program under the guidance of its new UK senior leadership team – more on that next issue. This month’s VOX POP continues the debate on the importance of customer experience and on page 31, PITR reports on this year’s Synaxon Conference which highlights the shift to managed services. This month’s Q&A is with Dale Needham, Group Sales Director, ZenOffice and PITR spent 60 seconds with Ian Birch, Director, IBC Group. And finally, if you’ve got any news about your business to share, would like to be included on our monthly Vox Pop panel, have a compelling business success story or simply wish to comment on any industry issues, please get in touch with us at
[email protected] Michelle Ryder , Editor PRINT.IT Reseller is published by Kingswood Media Ltd., Amherst House, 22 London Road, Sevenoaks TN13 2BT • Tel: 01732 759725 Email:
[email protected] www.printitreseller.uk No part of PRINT.IT Reseller can be reproduced without prior written permission of the publisher. © 2018 Kingswood Media Ltd. Design: Sandtiger Media www.sandtiger.co.uk 04 Bulletin What’s new in printers and printing 16 IT Consumerisation of IT is altering workers’ expectations and behaviours 18 Printers Lexmark launches new enterprise-grade mono devices 20 Comment Iain Robertson of Print Scotland, sees uncertainty for the Scottish print industry 22 AI Research reveals AI represents an unprecedented opportunity for organisations yet concerns still exist about its adoption 26 Partner Programme Canon has relaunched its EMEA channel partner programme 31 Conference Synaxon Conference highlights shift to managed services 34 MPS MPS is an untapped opportunity for channel organisations to extend their influence within the SMB market, says Quocirca 38 Dealer Profile Further expansion on the cards for ITEC 40 VOX POP Following on from last issue, our panel continues to debate the importance of customer experience 46 Focus on Print A round-up of recent product launches 48 View from the Channel Dale Needham, Group Sales Director, ZenOffice 50 60 seconds with... Ian Birch, Director, IBC Group ISSUE 53 · 2018 print it reseller.uk Comment Register online To receive your regular FREE printed copy of PrintIT Reseller Magazine simply fill in our online registration form at www.printitreseller.uk/register If you no longer wish to receive PrintIT Reseller magazine please email your details to
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