Print.IT Reseller - issue 54

VOX POP ...continued The channel is challenged to educate business leaders that, with the Internet of Things, all connected devices are vulnerable and that includes networked printers and multifunction devices 01732 759725 44 ‘evergreens’ – the need to control print volumes and costs, to have access to detailed analytics about who is printing what, where and when – are also issues that form the bedrock of a secure and cost effective print environment. The challenge lies in bringing print to a C-level discussion, but this is made easier when it’s framed in the context of the cost and potential vulnerabilities of unmanaged print and unmanaged devices.” Phil Madders: “Key challenges – the word ‘decline’ seems to play large in this type of question – declining page volumes, margins, hardware prices, cost per page. The list seems to go on and on. However, I have every confidence in the creativity and business acumen of the office equipment channel to transform itself again to face these challenges, and we can help in real practical terms. “Our business model is designed for creating a recurring revenue stream as the world moves from owning to subscribing, which in turn creates the opportunity to offer different pricing models like Seat Based Billing which aligns the dealers’ objectives with the end-users objectives and creates a more profitable proposition. “We are introducing a completely new range of user management software and embedded solutions to our Premier Partners later this year, which will significantly reduce the cost of implementing a secure print environment, in turn boosting profitability on every sale. Our Business Intelligence offering creates the capability to follow the page as becomes digital. An obvious example –- one of our customers no longer produces an excel spreadsheet with nine different worksheets, which would be printed out in full a couple of times a month for analysis. The same data is presented in a dashboard so no need to print, no click charge generated. However if the dealer is providing the dashboard capability then the revenue lost is replaced many times over by the recurring revenue generated. That’s how we help, by offering replacement revenue opportunities, ideas and suggestions, and working on the basis that our partners are providing communication tools, of which MFPs and pages are just part of the mix.” Nick Parkes: “Security is a big challenge. Specifically, the channel is challenged to educate business leaders that, with the Internet of Things, all connected devices are vulnerable and that includes networked printers and multifunction devices. Additionally, with GDPR in effect, organisations need to be able to respond to requests regarding data that is processed as part of print and document capture systems. Without the ability to manage and audit print/copy/ scan and fax activity an organisation cannot adequately secure their print infrastructure or be compliant with GDPR. “Additionally, partners of all sizes are finding it a challenge to reinvent themselves as IT solution and IT service providers, rather than traditional MFD and copier resellers.” Carlo Longhi: “We’re currently in the middle of summer – and that can be a very daunting period for channel partners who may worry that a slow sales period and weak performance will put pressure on the business for the rest of the year. But in reality, business doesn’t come to a grinding halt in the summer. This time of year provides a good opportunity to review your pipeline and planned activities for the rest of year and refine these as appropriate. “By taking advantage of the summer period to focus on your pipeline, you can actually set yourself up for success for the rest of the year. Xerox certainly doesn’t slow down for the summer – we’re focused on driving further growth in the channel through channel Carlo Longhi Greig Millar