PrintIT Reseller - issue 64

01732 759725 44 VOX POP ...continued managing their businesses and client relationships the same way they always have done. To create new revenue streams, they need to get closer to their customers and expand their service and support capabilities, moving into things like cloud, content services, unified communications, and supported by robust and experienced professional services. If they can increase the number of services they offer, resellers can enable their customers to achieve competitive advantage and make relationships with them stickier while increasing wallet- share in the process – and here lies the opportunity. “However, this shift isn’t always easy and takes traditional print resellers into areas they’re not necessarily comfortable in. For example, selling cloud and services is fundamentally different to selling products and resellers often need to redefine their processes, SLAs, remuneration packages, and sales skills to make a success of them. It’s therefore critical that they get the right partners in place that understand the ongoing transformation of the print market and can offer the support structures they need to set them up to succeed.” James Turner, Regional Sales Manager, Y Soft : “Digitisation is the result of customers’ needs to improve processes for increased productivity while also taking advantage of technology to reduce the reliance on paper as part of sustainability initiatives. Digital transformation projects are being implemented across businesses of all sizes and in all sectors and the print industry has an opportunity to become valuable partners by delivering advanced technology to meet those needs. Many organisations have considered going paperless but have quickly realised that this is not realistic, with the need to interact with outside organisations via paper and the human factor of people wanting to print documents for reading later or proof reading. “Organisations are therefore more frequently moving to the concept of a paper-light office, which can be achieved through the implementation of digital document workflows. Instead of eliminating paper altogether, they are automating the repetitive paper-based processes whilst still allowing for ad-hoc printing. This combined approach does not cause a threat to the print industry as it allows for digitisation, as well as supporting the need to print – something that isn’t going anywhere, with the majority (64 per cent) of business users expecting printing to still be important by 2025.” Glenn Kershaw, Marketing Manager, DSales : “The paperless office has been predicted for at least 40 years but paper documents are still a feature on most desks. However, the amount of documents being printed and copied is certainly in decline. That is why Develop dealerships focus on supplying document workflow management solutions and not simply devices.” Mark Bailey: “EBM has found that the digitisation trend as it is has led to three things: 1) devices integrated to client networks, and related security issues; 2) more focus on scanning capabilities and 3) more interest in print software to reduce waste, improve security and enable flexible working arrangements (e.g. remote/cloud printing).” Martyn Williams: “Working with an industry pioneer like Xerox, who provides blue chip companies with their digitisation processes, enables us as a Xerox Platinum partner to deliver the same processes within our customers. Working with customers and supplying them industrial benchmark solutions, enables us to transform with the customer on their journey. Xerox printers or as they are called these days “Work Place Assistants”, help deliver this transformation for the customer.” Martin Randall: “We have, for some time now, striven to enhance our digital transformation offering via capture workflow and content management services. The team are constantly evaluating additional products and services to ensure that we are utilising the very latest technology, maximising the value our proposition delivers.” Nigel Allen: “Over recent years we have broadened our focus from purely a print specialist to enabling smarter working through digital transformation. We’ve expanded our reach beyond providing managed print services to embrace unified communications, software, IT and production print solutions to improve the service we provide our national customers. “We work with customers to understand their managed service needs by conducting a thorough assessment of their infrastructure. We manage and optimise processes to increase efficiency, reduce costs and improve productivity to drive better business performance.” Mark Ash: “Put simply we deliver on what the customer needs. As the largest independent managed service provider we are not forced to deliver a print or proprietary solution that doesn’t fit the PrintIT Reseller: How have you transformed your offer to meet customers’ needs in the digital world? Many organisations have considered going paperless but have quickly realised that this is not realistic, with the need to interact with outside organisations James Pittick Glenn Kershaw