Print.IT Reseller - issue 57

01732 759725 36 VOX POP ...continued consolidated supply chain and the services we provide enable them to focus on what they do best, while we concentrate on being reliable, ‘always on’ and evolving, moving our customers forward. The move beyond MPS is, for us, about reinforcing our credentials as a trusted provider. “Our work with ITV is a terrific example of their finding a trusted partner then buying more services. We began working with them selling office supplies, we then delivered some minor MPS projects and when they put their fully managed print service out to tender, we won it. “Growth is about cross-selling more services to existing customers: unless we evolve, we die.” Damien Evans, MPS Key Account Director, ZenOffice : “In my opinion, in the future, you will only be successful in MPS if you can offer a broad spectrum of products and solutions. If you just offer the traditional photocopier / printer sales with a break fix service, you won’t be around in the future. “ZenOffice’s growth and success has been about understanding a customer’s issues, goals, current and future strategy of the business. We then look at how we can tailor make a solution that meets their needs and provide a suitable, fair, flexible contract that allows them to add or remove services as and when required. A customer’s simple MPS requirement can move to include cloud hosting or other IT services that can be provided by one supplier on one contract; this is a big area of growth for ZenOffice in the future.” Julian Stafford, Managing Director, Midshire Business Systems Northern : “Diversification is vital. We all need to replace recurring revenue streams that are in decline, due to ever lowering copy costs and technology changing habits, reducing the amount of print produced. IT services is an obvious ideal partner to MPS as is EDM. I still say the future for those willing to invest is really exciting. Technology has never moved faster and opens up opportunities just as quickly.” Steve Hawkins, Chief Executive, Xeretec : “We see print as our core and our commitment to delivering on our promises sets us apart. We have invested considerable time and resource into ensuring our MPS delivers on its promise, and sets a new bar when it comes to MPS performance and value. We’ve applied the same level of thoroughness to our recent DaaS and SaaS offerings, to ensure they meet customer expectations, and we’re already seeing demand for them from our customer base.” MANUFACTURERS Elia Giovanni, Head of Marketing, Sharp Business Systems UK : “Recurring revenues are seriously under pressure and with the consumerisation of IT continuing to impact our industry, there is a stronger adoption of consuming information digitally. There are lots of components that can be added to a proposition to diversify -whether it be IT Services, stronger focus on professional services, visual solutions, etc. however, unless one recognises the absolute need to align sales and marketing competencies with these new services, you will never optimise that growth potential. Sales transformation must be on that list too!” Shaun Wilkinson, Managing Director, UTAX : “It is vitally important to diversify and we have been pushing a key message to our partners that the time has passed where they can simply rely on the sale of hardware. A consultative approach and proposition of an all- encompassing solution that includes both hardware and software that work hand in hand, towards digital transformation, is something that we continue to encourage. “Many years ago we successfully diversified into managed print solutions and this continues to give our partners an advantage in the marketplace, with customers seeing cost savings and less wastage. We will continue to diversify our hardware, software and solutions and are looking forward to what we have to come!” continued... Damien Evans Steve Hawkins Julian Stafford Growth is about cross-selling more services to existing customers: unless we evolve, we die I still say the future for those willing to invest is really exciting