PrintIT Reseller - issue 69

PRINT IT RESELLER.UK 45 VOX POP continued... print and document services. Suppliers should focus on supporting their partner network so they are able to offer a broader range of services and build strong customer relationships, as this will be the key to success. Kyocera has the experience and partnerships in place to recommend the best configuration of tools, technologies and processes for any organisation hoping to move towards a paper-light office. This can be achieved through the right combination of print management software, energy-efficient printers and MFPs, content services and document management systems. This is an area where Kyocera has a strong track record, both in providing the relevant products and expertise, and cultivating the channel relationships needed to maximise success. kyoceradocumentsolutions.co.uk Nicola Williams, Senior Business Manager, Brother UK We’re seeing an increasing number of businesses take to the cloud for their MPS needs as they optimise their IT assets. Our research of more than 200 IT decision-makers found that nearly half see the technology playing a key role in their print infrastructure. This isn’t a new disruptive force for the channel to contend with. Instead, it presents a significant opportunity. By using this technology and a vendor-led cloud solution, they can streamline customers’ as well as their own IT infrastructure and offer managed print solutions in all areas of their clients’ organisations, while realising new efficiencies. Cloud-based data collection agents (DCAs) will enable MPS to be seamlessly integrated into systems without impacting existing IT assets – a key USP for IT decision-makers striving to optimise their networks. By partnering with a vendor, dealers will also be able to reduce the amount of upfront investment which would otherwise be required for developing the right infrastructure, from the programme interfaces to the server software, and the costs for ongoing maintenance. Using cloud technology, vendors are also making MPS highly flexible for dealers, from invoicing to supplies fulfilment. Complete white-label solutions, which easily blend into dealers’ existing services and appear as if it comes directly from the partner, are now available to partners for cloud managed print. For example, they can invoice for all clicks that the MPS customer consumes, enabling the dealer to invoice the customer as they please – incorporating any other hardware, services and solutions. With a cloud agent, vendors can also monitor toner usage, ship new consumables directly to the customer, removing the associated cost and admin from the dealer. MPS is an arm of our business that has grown 200 per cent year on year. We owe this success to the 2,000 partners that are delivering managed print to customers Europe-wide. www.brother.co.uk adopt new technologies and embrace new ways of working, but the channel can help guide them through this process. The Office of the Future: Survey Report 2019 identified that 92 per cent of public sector organisations will experience a high level of digital transformation in five years, moving towards smarter working. This correlates with the use of cloud computing which will aid flexible working from multiple locations without a negative impact on work, with 89 per cent having made some level of progress towards cloud computing, this will greatly support the current position and future progress towards smarter working initiatives. It also found that although 81 per cent believe their organisations are in need to restructure their services to meet customer and user expectations, only 33 per cent expect to experience rapid cloud adoption in the same period. This suggests there is still a lack of confidence in the cloud, but this is where suppliers can leverage relationships with channel partners, not just in the public sector, but the private sector too. To thrive in this rapidly changing landscape, ongoing collaboration and strategic partnerships, with a shared vision, will need to be built to win the trust of customers. End-users will be looking to the channel as trusted experts who can provide consultation and recommended the best configuration of systems, software and services. Suppliers need to ensure dealers and VARs are up to date with the latest innovations and can provide the right guidance and information. A strong channel partnership will be best positioned to advise end-users on how to effectively migrate to the cloud and take advantage of the latest End-users will be looking to the channel as trusted experts who can provide consultation and recommended the best configuration of systems, software and services Pete Lunn Nicola Williams