Print.IT Reseller - issue 57

PRINT IT RESELLER.UK VOX POP 39 Matt Hill, Sales Director – UK, Ireland & Nordics, Nuance Document Imaging : “We see diversification beyond MPS as critical to any future growth strategy, whether that be for Nuance Document Imaging, or, our valued channel partners. We have been in this diversification period for some time now, and the number of opportunities that we see where customers are looking for value add beyond a simple cost saving measure as part of an MPS contract, are part of the norm and not the exception. “We’ve worked collaboratively with all our partners to help them along this journey. One of the main areas is, of course, automation of business process through using a combination of hardware, output software, document capture software and professional services. Customers simply want more from their investments in any piece of software, and print/capture software typically associated with the printing industry and an MPS contract is no exception.” Phil Madders, Managing Director, Print Audit Europe : “This is very important to us. Our North American colleagues have christened our approach as ‘Saving the Office Equipment Dealer’. “Our approach has been twofold – we have focussed on increasing the profitability of our dealers by reducing back office costs and adding new revenue opportunities through our Premier Programme & Seat Based Billing. In fairness these are not beyond MPS – they focus more on improving dealers’ MPS offering. Where we are moving beyond it is the introduction of Business Intelligence as a service to improve internal decision-making, and offer to their customers. It definitely reduces print, but replaces it with a new revenue opportunity. Who needs to sell a printed spreadsheet, when you can implement a dashboard instead?” James Turner, Regional Sales Manager, Y Soft Corporation : “We find it incredibly important to diversify. For example, Y Soft has expanded to 3D print management, and therefore, our partner channel has a differentiator in what they are able to offer. “We also have an innovation growth engine which includes YSoft Labs, Y Soft Ventures and our work with universities. This allows us to focus on the development of new technology and initiatives for further product or market diversification. Customers are constantly showing interest in new tools and technology such as AI and analytics, so diversifying in order to meet these needs is something that we are always trying to do.” www.fiduciaconsultancy.co.uk www.visionplc.co.uk www.paebusiness.com www.systemstechnology.co.uk www.commercial.co.uk www.zenoffice.com www.midshire.co.uk www.sharp.co.uk www.exertis.co.uk www.xeretec.co.uk www.utax.co.uk www.nuance.com www.dsales.eu www.kyoceradocumentsolutions. co.uk www.ysoft.com Our goal is that 20 per cent of our business will come from services by 2020 John Gifford Joe Doyle Jonathan Whitworth Phil Madders Customers simply want more from their investments in any piece of software, and print/capture software typically associated with the printing industry and an MPS contract is no exception The need to diversify is a key element to remain innovative and sustainable within the market