Print.IT Reseller - issue 73

VOX POP PRINTITRESELLER.UK 45 continued... automation (RPA) and machine learning will continue to change scanning requirements. Our offerings include INFuse our smart connected scanner which is a partner-centric solution; usage based pricing; cloud-based software and managed services including fleet management. We also see opportunity within the low volume production scanning market and will be launching an updated series of scanners later this year. Among other things this will meet the requirements of customers needing smaller devices in more locations to enable employees to operate safely within social distancing rules.” Mike Barron: “We’re making sure we keep in touch with them – and that they know we are here to help them – not only to get through this unprecedented time, but also to help them build for the future. It’s a good time to reassess, share ideas and to learn. We’re encouraging them to interact, explore and learn as much as possible – and of course, we’re supporting them in whatever way we can as they look to support their own customers.” Emma Davies-Carolan: “We’ve been very focused on helping customers with additional support requirements or financial concerns by providing flexibility around payment – we want to be there for customers, now more than ever, with increased engagement and support. “We have recorded a number of webinars, hoping to offer customers as much support as possible during the crisis, and of course our support team remains on hand to assist with any product queries or issues.” Phil Madders: “We have waived all charges for training and integration projects to improve their knowledge and capability using our solutions, as at present, even furloughed personnel can join training sessions without breaching the rules of the Job Retention Scheme. We can offer this type of support remotely and in self-paced online training courses, which is of course ideal for the new remote workers. We are also focussing on keeping our online services available and our technical engaged to support our customers who are reviewing and improving their back-office systems and product portfolios during this period of hiatus. “In terms of product innovation, we have worked with the partners at Perform IT to modify the floor planning module of MySalesdrive. This means our dealers, who use the tool for print assessments, can share it with their customers to assist in planning the new office layout for compliance with any guidance issued by the Government for safe distancing at the workplace. The customers will have access to the program completely free of charge for four weeks – which we expect will give them enough time to create and implement the new office layout. We hope the customers will appreciate and value the support they received from their supplier in what is a difficult time. The program is cloud-based and can be utilised without the need for anyone to visit any premises, they just need the floorplans to upload. This will be available from the middle of May.” Mike Nelson: “Ours is a channel business and we need strong and engaged partners to succeed. We have increased our level of online webinars and have seen record numbers of channel partners attending. Our sales teams, who are all ECM certified we expect to see businesses investing in technology which enables staff to work efficiently using digital tools and cloud storage for document and print management. “As we begin to look ahead to a new normal, businesses will be looking to future proof their processes and effective digitisation will be at the core to this solution.” Liam Fitzgerald: “The market should begin to recover as businesses return to work but the rise in homeworking is likely to be here to stay. Customers working remotely will demand more from their printers and resellers will have a significant opportunity to sell more A4 devices, while employers will need greater remote capabilities. Managed print services will have an important role to play too as companies strive for the cost efficiencies and service reliability associated with standard MPS solutions but delivered for home-office devices across a remote workforce.” Clive Hamilton: “We are very optimistic with the market recovery, however, we believe it will return slower very much depending on how the safety aspect of work is managed within industries. We do think there will be a return to business as normal, but feel it may be a more hybrid model of the situation we currently find ourselves in, meaning that more services and solutions will be needed by businesses to enable them to cope with an increase in employee agility, more automated management processes, more cyber security resources and more integrated digital solutions, including document management services and unified communications. The future we believe is bright. Stay safe all.” Anna Muskett: “I believe we will all have to adapt to a new ‘business as normal’ and Kodak Alaris is well positioned to do that. Our products, services and solutions are designed to enable organisations to fast track their digital transformation. With remote working in many sectors predicted to continue for some time, speeding up the time and removing some of the steps required to accurately capture data and get information into business processes so it can be actioned, will become even more important and critical in enabling businesses to operate in this ‘new normal’ way. “Technologies such as artificial intelligence (AI), robotic process PrintIT Reseller: What are you doing to support partners during this unpredictable time? Martin Randall We’ve been very focused on helping customers with additional support requirements or financial concerns by providing flexibility around payment