Print.IT Reseller - issue 89

ISSUE 89 · 2021 www.printitreseller.uk PRINT, MFP, SOFTWARE, SERVICES, DOCUMENT & CLOUD NEWS & INFORMATION FOR VARS, CONVERGED RESELLERS & MFP DEALERS VOX POP PRINT IT AWARDS Print predictions part one PAGE 24 PAGE 42 PAGE 50 60 SECONDS WITH... Chris Sills, SOS Systems The 2021 shortlist

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It’s hard to believe that we’re coming to the end of another year, and what a year it’s been! I think we’re all looking forward to 2022 and hoping for a return to normality. On that note, we invited some of the industry’s biggest players to share their thoughts on the challenges and opportunities ahead. Print predictions: part one is on page 42. And, it’s almost time for the event we’ve all been waiting for … the PrintIT Awards 2021. At the time of writing, the whole team are working really hard to finalise all of the last minute details. We’re beyond excited to finally welcome guests to the Royal Lancaster London, and reveal this year’s winners in just a few weeks. There’s a reminder of the companies shortlisted in each category on page 24. In other news. directprint.io has made its mark in the US, with over half a million subscribers to its secure, serverless print management solution. Michelle Ryder caught up with Founder and CEO David Jenkins, to find out more about how the UK-based firm is looking to replicate this success in its home market (page 28). In this issue, Mike Anderson, Head of Marketing at Brother UK, picks the work tools he uses every day and couldn’t do his job without (page 18). This month’s Q&A is with Jim Sharp, Managing Director, CMYK Digital, and PITR spent 60 seconds with Chris Sills, Sales Director, SOS Systems. If you’ve got any news about your business to share, would like to be included on our monthly VOX POP panel, have a compelling business success story or simply wish to comment on any industry issues, please get in touch with us at: [email protected] Michelle Ryder, Editor PRINT.IT Reseller is published by Kingswood Media Ltd., 10 Amherst House, 22 London Road, Sevenoaks TN13 2BT • Tel: 01732 759725 Email: [email protected] www.printitreseller.uk No part of PRINT.IT Reseller can be reproduced without prior written permission of the publisher. © 2021 Kingswood Media Ltd. Design: Sandtiger Media www.sandtiger.co.uk 04 Bulletin What’s new in printers and printing 16 People A round-up of new hires 18 I couldn’t do my job without... Mike Anderson picks his favourite work tools 20 Opinion Phil Madders, MD at PAE Business on getting back to normal 22 Focus on: What’s New A round-up of recent product launches 24 PrintIT Awards A reminder of the companies shortlisted this year 28 Cloud David Jenkins, Founder and CEO of directprint.io shares plans for UK growth 30 Opinion Helping businesses balance the demands of hybrid 34 Recruitment Practical tips on finding talent following the pandemic 39 One-to-one Tom Doyle, Managing Director, Copyrite Systems 42 VOX POP Print predictions 2022: part one 48 View from the Channel Jim Sharp, Managing Director, CMYK Digital 50 60 seconds with... Chris Sills, Sales Director, SOS Systems ISSUE 89 · 2021 printitreseller.uk Comment Register online To receive your regular FREE printed copy of PrintIT Reseller Magazine simply fill in our online registration form at www.printitreseller.uk/register If you no longer wish to receive PrintIT Reseller magazine please email your details to [email protected] Read PrintIT Reseller online at: www.printitreseller.uk Join us : Follow us @PrintITReseller Issue 89 ISSN 2055-3110 (Print) ISSN 2055-3129 (Online) Group Editor: James Goulding 07803 087228 · [email protected] Editor: Michelle Ryder 01732 759725 · [email protected] Publishing Director, Social Media and Web Editor: Neil Trim 01732 759725 · [email protected] Advertising Director: Ethan White 01732 759725 · [email protected] Group Sales: Martin Jenner-Hall 07824 552116 · [email protected] Art Director: Nick Pledge 07767 615983 · [email protected] Advertising Executive: James Trim 01732 759725 · [email protected] COMMENT Certified HDD Erasure Certified WEEE Disposal Consultancy Customer Portal Timed Deliveries & Out of Hours Service Storage Site Survey & Risk Assessments Preparation Installation Relocation Collection Connectivity & Network Installation Tel: 0345 154 0338 [email protected] www.tecserv-uk.co.uk Fully Insured & SafeContractor Accredited

BULLETIN Ransomware risks Cyber security software vendor Osirium Technologies has shared findings from the latest Osirium Ransomware Index which suggests that ransomware attack risks impact organisations differently; particularly when businesses depend on outsourced IT. Of the 1001 UK IT managers surveyed for the research, 77% expressed a growing concern that despite their company having a good protection system in place, they could still be at risk of an attack by proxy – via their supply chain. Approximately 55% were also of the opinion that whilst some attacks are avoidable, others aren’t - which underlines the opportunities for vendors and channel partners to assist customers in identifying and understanding where the very real ransomware threats lie and supporting them in protecting their businesses accordingly. Across the respondents surveyed, 39% estimated it would take a week for their business to recover from a cyberattack – with 47% admitting it could take a month or more. In addition, medium and large sized businesses were most concerned about their supply chain putting them at risk (82%) yet, despite this, only 44% have a strict requirement in place when it comes to the supply chain relationships. 39% said they had a loose agreement whilst 8% don’t have, or haven’t even considered, one. However, 66% of businesses say they ask for regular updates from their supply chain about their measures and protection/recovery plan to tackle ransomware attacks. Over three-quarters (77%) of all respondents were concerned about the risk from their supply chain (suppliers, clients, and partners) and that figure rises to 82% when the IT depends on outsourced IT services. www.osirium.com IT budgets set to boom More than four out of five IT directors expect a budget increase from their employer as companies play catch-up with projects put on hold during the COVID-19 pandemic, new research by DSA Connect, shows. Around 84% of IT directors in the UK expect their employers to boost budgets in the year ahead with one in six (16%) expecting a substantial increase as employees gradually return to offices and businesses welcome back more staff. www.dsa-connect.co.uk IT leads set to prioritise sustainability Sustainability will be a core priority for IT leads over the next two years, according to research from Brother UK. 83% of respondents said that operating more sustainably is a key part of their plans. Just over half (51%) currently recycle waste, only 43% use refurbish or recycle hardware, and less a third (32%) choose tech and IT solutions that are energy-efficient. A quarter of IT leads said they felt guilty they couldn’t prioritise more resource on making their operations more environmentally-friendly. Almost two thirds (64%) of the respondents felt that they are not accountable to support the businesses they work for in operating more sustainably. Yet, the majority (92%), of the IT professionals surveyed said their businesses are working towards ESG targets, such as the UN’s Sustainable Development Goals. A large proportion of the respondents also said that delivering new cost efficiencies (87%), enhancing security (87%) and building resilience (84%) were key priorities alongside boosting sustainability. www.brother.co.uk Manchester is the UK’s tech start-up capital Software development experts KLOC analysed data from Crunchbase for tech businesses created outside the capital since January 2020. The study measured the number of start-ups per area, the total funding they have received, the average software engineer salary and how the area’s top university ranks for its computer science courses, with a score out of 10 for each of the four factors. Manchester achieved the highest overall score of 27.38, thanks to the joint number of tech start-ups in the country in total, with ten. It received a score of eight for its average annual salary for software engineers, standing at £38,066. The University of Manchester has the third best rated computer science course of the universities included on the list, giving the city a further 8.8 points. Cambridge came in second for tech start-up hotbeds outside London, scoring a total of 25.72 points. The city grabbed three points for the number of start-ups in the area and received 3.61 points for being the second highest funded area – the three Cambridge companies in the analysis received £25,774,119 in total funding. Its average annual salary of £43,325 for software engineers in the area scored it 9.6 – the second highest. The University of Cambridge came in second place for Computer Science rankings with a score of 9.44. Edinburgh placed third scoring 24.28 in total. The city scored 10 points with ten companies created since January 2020 and has attracted a total of £404,125 for funding. Average annual salary for a software engineer stands at £38,962. The fourth area was Guildford with a score of 24.28. The city has the highest recorded funding for start-ups since January 2020 of £71,340,027 and an average annual salary of £40,116. Oxford took the fifth position scoring 23.37. https://kloc.co.uk 01732 759725 4 Shortlists PAGE 24

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BULLETIN Epson Gold Partner Key Digital has been re-certified as a Solutions+ Gold Partner by Epson UK. Epson products now account for more than half of the company’s print hardware installations, with sustainability being a key motivator of new clients. Key Digital partnered with the organisation in 2018 after recognising Epson’s suite of products and applications would complement its rapidly expanding digital transformation solutions and IT services as well as its existing print business. Managing Director Andy Ratcliffe, said: “Epson’s core values have always aligned very well with our own values as a business. Their pioneering heat-free technology and the brilliant PaperLab are proof that they are way ahead of the competition.” Epson Reseller Account Manager, Dan McCarthy, added: “It’s wonderful to see the growth and success the team has achieved despite the past 18 months. Encouraging not just in the growth of spend with Epson but as an overall business. Feels like exciting times, Andy has some truly disruptive strategies in place and I’m proud to be a small part of that.” www.key-digital.co.uk Celebrating 30 years Now celebrating 30 years, ASL is one of the largest independent managed office services suppliers in the UK. Starting with only one office in Great Shelford, Cambridgeshire, the company now has nine sites across the UK and provides national coverage. Over the years, ASL has evolved by offering its over 7,500 customers a wide range of services such as unified communications, software, IT and production print solutions. Starting with only a small team of four, ASL now has a team of over 165 employees across England and Wales. As part of its strategy to become the UK’s largest independent managed print services provider, ASL has acquired 13 companies since 2010. The most recent acquisitions are ICA Digital, Prius, Geerings Digital, Reprotec, SmartPrint, Printercare and BM Digital. www.asl-group.co.uk First-year anniversary The Canon Business Centre in the North East of England (CBC NE) is celebrating its first anniversary. Since its inception, CBC NE has helped organisations in the local area to thrive. Opening in the midst of the pandemic, the Centre has quickly become an integral resource for the local business community – with a team offering unrivalled customer support, as well as technology excellence through Canon’s portfolio. Established through a strategic partnership with long-standing partner, [email protected], CBC NE fuses the expertise of a local and trusted reseller with the strength and breadth of Canon’s global brand innovation. Since the CBC NE opened in November 2020, [email protected] has expanded its workforce and recruited a new Regional Director and a Head of Digital Solutions – which it hopes will help to further bolster local customer transformation across the North East. CBC NE has also moved from Gateshead to a Newcastle city centre location – making it more accessible to local businesses. The new office is adjacent to the University of Newcastle, which has opened up opportunities for students to see the benefits of the centre, whilst attracting new talent for the future. www.canonbusinesscentrene.co.uk Revenues fire up growth Managed IT services firm The Academia Group, has reported continued momentum in 2020/21 with strong year-on-year revenue growth, strategic customer and market expansion and prominent industry recognition. In the fiscal year ending December 31, 2020, sales grew 17% over the same period in 2019. Profit in the same timeframe leapt from £754k to £1,629k, and profit margin also increased by 79%. The company has also strengthened its finance team with the appointment of a new Finance Director, Paul Nikolov, whose career spans a number of industry sectors notably eCommerce and IT services. Academia Technology Group began as an IT reseller selling to the education and public sectors through government frameworks. In 2019 the company and all subsidiaries, were acquired by Strive Capital, a capital investment company owned by Andrew Harman, the founder of Annodata. www.academia.co.uk Suffolk tech firm completes MBO A Suffolk technology consultancy and distributor has been acquired by Merino Private Equity, after growing revenues by 30% during the pandemic, with support from Shawbrook Bank. Multithread Consultants’ management now aims to drive further growth following the management buyout with investment from Merino Private Equity. The company provides consultancy for, and distribution of, wireless networking products. Its strong team includes software designers and developers, with network and wireless specialist advisers. Nick Shore has been appointed Managing Director after 20 years within Multithread Consultants, most recently as Chief Technology Officer. He said: “New standards of connectivity mean businesses can enhance their IT network infrastructure with wireless solutions. This creates an opportunity for us and our installer partners to work with organisations and help them facilitate the new hybrid ways of working and to build on the success we’ve already had helping organisations to adapt their infrastructure to meet new requirements.” www.multithread.co.uk 01732 759725 6 www.pr int i tawards .co.uk

BULLETIN Expanded distribution agreement Exclusive Networks has announced an expanded strategic EMEA-wide sales and distribution agreement with SASE (Secure Access Service Edge) leader, Netskope. This will enable more Exclusive Networks’ resellers to unlock revenues by offering best-in-class SASE cloud security to customers across the region. Building on an already successful and established partnership in Iberia, UK and Ireland, the new agreement expands to France, Italy, DACH, Benelux, Scandinavia, Israel and Africa as well as presence in numerous Eastern European & Middle East markets. www.exclusive-networks.com 30-day free trial SYNAXON UK is making EGIS, its industry-leading stock checking and aggregation e-commerce platform for the IT channel, available free to all partners for 30 days. Any reseller, retailer or office products dealer that registers for the trial will get full access to stock availability details from 40 leading and specialist distributors – including all the major names. After the 30 days, partners will be given a simple oneclick option to sign up and get full access to pricing and ordering capabilities for just £39 per month. This will be on a monthly, rolling subscription basis, so partners are not locked into a long-term commitment. In addition, partners can add an unlimited number of users and SYNAXON UK offers personal, dedicated support to partners on the platform. www.synaxon-services.com HYPERVSN strengthens partnership with PSCo PSCo, the official UK distribution and trade rental partner of HYPERVSN has announced the full line-up of its product range can now be seen at Innovation House in Bracknell, UK and in HYPERVSN’s new London based showroom. As the developers of the world’s first integrated 3D holographic display system, London-based HYPERVSN is experiencing promising growth with over 350+ installations across 100+ countries. The company has recently invested in opening a new showroom in central London, expanding its local team, and developing a range of new products including the HYPERVSN Holographic Human. Stuart Holmes, Director at PSCo, said: “We see huge potential for HYPERVSN products, especially from our corporate, retail and rental customers, who are keen to re-engage their audiences now that lockdown restrictions have been lifted. The investment by HYPERVSN in its UK team, new office and product line-up gives us great confidence and we can’t wait to see what’s in store for this highly innovative display solution.” www.hypervsn.com Ekinops and Exertis partner up Exertis has partnered with network access and virtualisation specialist Ekinops, signing a distribution agreement for its OneAccess-branded portfolio. Ekinops’ OneAccess portfolio provides a wide choice of innovative physical and virtualised solutions for enterprise network services. OneAccess-branded routers are deployed with OneOS6 built-in services, which means network functions such as SD-WAN can be activated on demand. This enables flexible, future-proof network management capabilities and accommodates diversifying and growing connectivity demands. Ekinops has also grown its UK and Ireland sales team alongside its distribution announcement with Exertis. www.exertis.co.uk Partner-to-partner interaction Tech Data has brought a group of its partners together face-to-face for the first time in around 18 months, for a meeting aimed at fostering partner-topartner interaction and collaboration, and garnering feedback on how to approach hybrid cloud and infrastructure opportunities. The session at Celtic Manor brought together a number of VARs and MSPs in the first of a planned series of events that will provide a forum for partner alliances and help Tech Data’s team to hone and shape its approach to hybrid infrastructure and cloud. Matt Child, Managing Director, Advanced Solutions, Tech Data, UK & Ireland, said: “We have a big focus on hybrid right now, and it’s a complex and changing landscape – one that draws together infrastructure, the data centre, cloud and security. We want to identify the combination of skills, capabilities and services our partners need from us, so that we can fully support their growth ambitions.” Tech Data has driven successful industry ecosystems – for healthcare, manufacturing, wholesale and retail, and the Red Hat community – for the last two years. It is now planning to use this experience to develop a broader ecosystem of partners with complementary skills around hybrid cloud and infrastructure. The distie is also placing increased focus on partner-to-partner collaboration, Child, added: “Both the needs of organisations and the technologies are changing at a breakneck pace. End-user customers are pressing ahead with their digital transformation plans and adapting to new workplace models by re-engineering their IT infrastructures. It’s almost impossible for any single reseller business to cover all the bases. “We want to work with our partners and encourage them to work with each other, and to make use of their complementary skills and capabilities. We are right at the start of making that happen with hybrid cloud, but we can already see the green shoots of a developing ecosystem and good potential for co-operative and mutually-beneficial partnerships.” www.techdata.com PRINTITRESELLER.UK 7 Matt Child Shortlists PAGE 24

BULLETIN Exertis adds to networking portfolio Exertis has teamed up with Alcatel-Lucent Enterprise to distribute its enterprise networking portfolio including fixed LAN and wireless LAN switches. With experience in MSP and ISP markets, the partnership will support advances in improved managed services with technology equipped for such advancements. Alcatel-Lucent Enterprise also provides solutions across a number of key verticals, with a view to focusing particularly on the rapid digitalisation of the health and education sectors with the support of its new partner. Tom Cox, Commercial Director Enterprise Division at Exertis, said: “Network connectivity has never been more important for enterprises, with businesses digitalising at a phenomenal rate. Alcatel-Lucent Enterprise’s all-encompassing networking portfolio really is industry leading, and it is an obvious choice for an Exertis partnership, allowing us to add even more value add and differentiation to our existing and target customer base.” www.exertis.co.uk SYNAXON UK signs partnership with Telavox SYNAXON UK has signed a partnership with Nordic UCaaS provider Telavox. The agreement gives UK resellers direct access to Telavox’s partner programme and all the support that comes with it. The Telavox partner program provides resellers with a range of services and options designed to support sales and services growth. As well as comms and IT system integrator partners, Telavox is keen to work with businesses with skills and experience in collaboration tools, contact centres, and CRM. Benefits to partners include training and sales support, rapid installation through a self-provisioning portal, transparent pricing and attractive commissions and flexible partner programs to suit resellers of all shapes and sizes. “Working with Telavox is a terrific way for partners of all kinds to differentiate their offering and get closer to customers”, said Mike Barron, Managing Director of SYNAXON UK. “For both partners and end-user customers, it’s a compelling value proposition, and it comes at exactly the right time, with more businesses looking for solutions that will allow people to communicate seamlessly, at home or in the office, and share their inspirations and ideas. Telavox makes it easy to do that – it’s a brilliant solution and it’s a company with a really positive approach. We have struck up a great relationship and we are excited about taking the message out there. We believe the prospects for partners with Telavox are excellent.” The Telavox platform provides fixed and mobile telephony, and PBX functionality, all in one place. It also provides a great platform for collaboration through the intuitive Telavox app, which allows users to manage video meetings, teleconferencing, voicemail, and other communication features. www.synaxon-services.com 01732 759725 8 Flexible options and tailored, personal services Tech Data has renewed its strategic business partnership agreement with CF Corporate Finance, ensuring that partners will be able to offer a great choice of options to customers under the Tech-asa-Service programme. CF Corporate Finance specialises in offering flexible financial services with a personal touch and building business partnerships and trust. It works closely with Tech Data to provide the growing number of partners that make use of Tech-as-a-Service with the service and support they require. Through Tech-as-a-Service, resellers can quote for and provide any solution on an as-a-service basis. This can be hardware only or a combination of equipment, software, and service – including the reseller’s own. Services Director Mark Glasspool, said: “CF Corporate Finance has supported us from the start on Tech-as-a-Service and we have an excellent working relationship. This agreement extends and deepens that partnership and ensures that our partners will have access to a great set of choices every time they create a Tech-as-a-Service quotation for their customers. It means that we can continue give them that added flexibility.” The news means that Tech-as-a-Service will continue to be supported by two major finance houses. In addition to CF Corporate Finance, HP Financial Services provides funding options for the programme. www.techdata.com Distribution agreement Midwich has announced a distribution agreement in the UK&I with audio and video solutions brand, Jabra. Jabra’s new PanaCast video conferencing camera line-up has been engineered to make meetings in the world of hybrid working inclusive and collaborative. The Jabra PanaCast 50 is the first intelligent video bar with a unique 180-degree field of view, and the Jabra PanaCast 20 is a compact and portable, intelligent personal camera. Combining immersive video and audio technologies with cutting-edge artificial intelligence, these solutions work with all leading video and audio-conferencing platforms. The PanaCast 50 is also certified for use with Microsoft Teams and Zoom. Midwich Divisional Director, Ross Floyd, said: “We are thrilled to add Jabra to our line-up of collaboration solutions. When it comes to meeting room collaboration solutions for the office, Jabra’s PanaCast range is one of the most immersive and engaging video conferencing experiences available on the market today.” www.midwich.com Tom Cox Mike Barron Mark Glasspool

01732 759725 BULLETIN 10 M-Files recognises top partners M-Files has announced the winners of the 2021 M-Files Global Partner Awards, which honours top performance across the M-Files global partner ecosystem. Winners were announced during the company’s Global Partner Conference held virtually on October 12 and 13. The award winners were cited for achievements in channel program excellence and sales and marketing innovation based on M-Files technology. In its fourth year, the annual M-Files Global Partner Conference celebrates partner success milestones while providing an opportunity for the partner community to develop new competencies that further propel sales growth and performance. This year, more than 500 partners representing nearly 170 companies from 66 countries gathered virtually to discover new product developments, share best practices, and network across the M-Files community. Attendees included those with specialised expertise in key use cases, vertical industries, or systems integration. www.m-files.com Global distribution deal Exclusive Networks is replacing its 18 country-level distribution partnerships with F5 in favour of a new global agreement. The deal extends Exclusive’s penetration with F5 into North America for the first time, while also adding many territories throughout EMEA and APAC not already covered by previous agreements. It covers the complete F5 portfolio, with a special focus on innovative application security and delivery solutions tied to F5’s recent acquisitions of NGINX, Shape Security, Volterra, and Threat Stack. www.exclusive-networks.com TDM Group shortlisted Managed Business IT Service (M-BiTS) provider, TDM Group, has been shortlisted for Services Company of the year at the UK IT Industry Awards, recognising excellence in IT service provision. The awards, held annually in London, are owned and operated by BCS, The Chartered Institute for IT and Computing. They celebrate excellence within the field of IT and digital services. All UK IT judging is conducted 1-2-1 by multiple panels of IT leaders that are rigorously, stringently independent. Previous winners include suppliers of hardware, software and/or IT services that have facilitated the achievement of significant business success and provision of business benefits for the users of its products and services. www.tdmgroup.net Unrivalled service support Data Direct has launched its Simply Support partner programme. Developed in conjunction with Orrlo, an independent outsourced service provider, this strategic partnership enhances Data Direct’s partner programmes supporting dealer business models, and taps into the strengths of an established organisation. Powered by Orrlo, Simply Support is nationwide, meaning any business, large, small, growing, weakening, historic or startup, can support its clients, anywhere, 24/7. A dealer’s own service delivery can be either complemented or completely outsourced. Sales Director Marianne Chamberlain, said: “These past COVID years have made us acutely aware that we must enhance our offering, not just providing market-leading toner consumables and more, but more solutions to help our dealer partners deliver the very best for their end-user customers. We have enhanced our own programme delivery with obvious IT & logistics-led bolt-ons, but Simply Support is something special. Delivering the promise of great customer service and support is not easy, but we can with Simply Support.” www.data-direct.co.uk Derby IT business supports local community IT company Neuways is teaming up with the Derby Food 4 Thought Alliance to provide the charity with a range of supplies for the local community ahead of the festive season. The food bank charity, based in the heart of Derby City Centre will ensure that the donation from Neuways is dispersed throughout the community to those that need it the most over the winter months. The contributions given by Neuways’ staff and directors, range from essential hygiene products to children’s toys, as well as warm winter clothing and advent calendars. Julia Carty, Head of Business Support and Accounts said: “Many of us are feeling the effects of the COVID-19 pandemic, and at Neuways we wanted to make the hardest time of the year for some, a little easier, so we have chosen to support a local charity that do so much within Derby for those who really need it.” www.neuways.com Exclusive benefits to AWS partners Tech Data has launched a new AWS Trusted Partner Program (TPP) to enable its most dedicated AWS resellers to fast track their progress on their chosen AWS path. Resellers who join the program will be recognised with official Tech Data AWS Trusted Partner status and will have access to additional resources, expertise and bespoke business growth planning. The program is aimed at partners who have already made a clear strategic commitment to invest in and grow their AWS business. Invited partners will complete a Tech Data cloud maturity assessment, which provides insight on the current capabilities and future AWS growth objectives. Tech Data’s expert in-house AWS team will use the information gathered in this assessment to create a tailored growth path for each participating partner business. Tech Data TPP participants can access additional benefits on top of those already conferred by the AWS partner program, boosted by Tech Data’s own AWS experts and cloud marketing teams. These incremental rewards are accessed as partners progress on their AWS trusted partner journey. www.techdata.com Marianne Chamberlain

PRINTITRESELLER.UK 11 BUSINESS BRIEFING The report illustrates Epson’s actions and progress towards sustainable transformation through technology innovation Epson publishes its 2021 ‘Green Choice’ European sustainability report Sustainability — innovation Today’s Sustainability Report details Epson’s customer-focused and sustainability-led innovation. The company’s heat free printers, for example, can cut power consumption and CO2 emissions by up to 83%. Europewide adoption of these technologies would cut 1 billion kWh of energy use a year and 410,000 tonnes of CO2. Epson’s heat free technologies have inspired a partnership with National Geographic and its work to reverse the thaw of permafrost and an accompanying increase in methane emissions. Epson’s EcoTank printers similarly bring benefits across the value chain, eliminating the need for ink cartridges. To date, EcoTank printers have removed 1.6 million tonnes of plastic based consumable waste from the environment. Further gains can be seen in Epson’s development of new textile printing technologies, which can slash water use by up to 90% and energy by 30%. Epson also helps customers to close the resource loop with PaperLab. It is a world first dry fibre process that allows in-office paper recycling – to significantly reduce water consumption and the need for transport to offsite recycling centres. Sustainability – oversight Epson’s Sustainability Report also details the company’s commitment to independent, robust and internationally respected oversight. In 2021 Epson has achieved its second consecutive Platinum Status rating with EcoVadis, one of the world’s most trusted business sustainability rating platforms. Platinum status places Epson in the top 1% of sustainability performers in the computer and peripheral equipment manufacturing industry. Epson’s platinum rating recognises the company’s global corporate social responsibility (CSR) initiatives. In the four themes EcoVadis assessed, Epson received the highest “Outstanding” rating for the environment, as well as high scores for sustainable procurement, labour and human rights and ethics. Epson has also been awarded Platinum Status with the Responsible Business Alliance (RBA) – the world's largest industry coalition dedicated to corporate social responsibility in global supply chains. Platinum Status is only awarded to those companies that meet the highest standards of Corporate Social Responsibility. Epson has undergone a robust assessment and shown that it is a company dedicated to meaningful sustainability and the wellbeing of its employees. The past year has also seen Epson: n Move into the not for profit, global disclosure CDP platform’s A-List — and selected for the second year running as global supply chain leader. n Join the RE100 initiative through its commitment to 100% renewable electricity n Operate to ISO 9001 and 14001 standards n Included in FTSE4Good Index Series for the 18th consecutive year Henning Ohlsson, Director Sustainability, Epson Europe, said, “Epson’s Sustainability Report is much more than an overview of this year’s strategy and progress. It is a covenant that further commits our company to its role as an indispensable partner — innovating technologies that are sustainable as they are used in the real world, not simply when we produce them. It is only by looking at the bigger picture and working together — with scientists, partners and customers — that we can all move to a truly sustainable future.” The full report can be accessed here https://www.epson.eu/greenreport Epson showcases significant progress towards to fully sustainable operations today, with the publication of its 2021 European Sustainability Report, Making the Green Choice. Beyond Epson’s investment in its own transformation, the report details innovations – such as heat-free technologies – that will help every customer achieve a sustainable future. Sustainability – ambition and investment Yoshiro Nagafusa, President and CEO, Epson EMEAR, added, “As the world realigns after COP26, Epson continues its ambitious sustainability commitments, investment and objectives. Our lower carbon, less wasteful, heat-free technologies will empower our customers as we all work to deliver on the promise of a sustainable society.” Epson is targeting ¥100 billion (around £650 million) at its sustainability transformation over the next decade. This will see investment to decarbonise and close resource loops (maximising resource use) internally. Externally, Epson innovation will reduce the environmental impact of customers and develop new products that are inherently sustainable. Sustainability – commitment In 2021, Epson has committed to ensure it will, by or before: n 2023 – reduce emissions to align with the 1.5 degree warming target n 2023 – achieve 100% renewable energy use across all Group operations n 2025 – target reductions in direct (19%) and indirect (44%) emissions n 2030 – meet the UN’s Sustainable Development Goals – adding goals 1, 2 and 16 to its commitments in 2021, ensuring that all 17 UN SDGs are now in scope n 2050 – become carbon negative and underground resource (e.g. oil, metals) free. “Above all else, our chief aim is to deliver the very best in sustainable technologies for our customers.” Yoshiro Nagafusa – President and CEO, Epson EMEAR.

01732 759725 12 BULLETIN Sales growth for Sharp Sharp Europe had the highest growth year-on-year of unit sales of all office equipment manufacturers in Eastern and Western Europe, from April to June 2021, according to the IDC Quarterly Hardcopy Peripherals Tracker, Q2 2021. The number of A3 monochrome multifunction printers that Sharp sold increased by 126% compared to sales in the same quarter of the previous year. As well as a solid performance in monochrome, Sharp also increased unit sales of its A3 colour MFPs in the 21-44ppm segment by 62% and is now ranked fifth in the market. Jason Cort, Director of Product Planning and Marketing, Sharp Europe said: “Sharp Europe continues to grow thanks to our focus on designing smart and flexible devices with easy-to-use intelligent features that share the same powerful performance and business functionality. We see these results as an endorsement of our A3 range and appreciation by our dealers and end-users of Sharp’s supply chain management efforts to assure product availability during these extraordinary times of component and logistic capacity shortages.” www.sharp.eu Xerox receives Terra Carta Seal Xerox has been awarded the Terra Carta Seal. The inaugural 2021 Terra Carta Seal recognises global companies that are driving innovation and demonstrating their commitment to creating genuinely sustainable markets and aligning with the ambitions of the Terra Carta recovery plan for nature, people and planet, which launched in January 2021. The Terra Carta Seal has been awarded to companies who hold a leadership position within their industry and who have credible transition roadmaps underpinned by globally recognised, scientific metrics for achieving net zero by 2050 or earlier. www.xerox.com Tenable named a leader Tenable has been named a Leader in Forrester’s report, The Forrester Wave: Industrial Control Systems (ICS) Security Solutions, Q4, 2021. In its first-ever ICS Security Solutions Wave, Forrester evaluated vendors’ capabilities across 27 different criteria and categorised them as leaders, strong performers, contenders and challengers. As one of only three leaders, Tenable received the highest possible scores (5.0) in seven criteria, including ICS protocol support, vulnerability risk management for operational technology, execution roadmap, innovation roadmap, planned enhancements, commercial model and product security. According to Forrester’s report: “Tenable. ot is a great fit for customers who already use Tenable in their IT environment for vulnerability risk management and seek to better understand the risks in their OT environment.” www.tenable.com MPS Monitor partners with gap intelligence MPS Monitor has announced a partnership with gap intelligence, values-led market intelligence firm. The goal is to provide additional value to the imaging dealers’ community through improved business analytics and market intelligence, deeply integrated into MPS Monitor’s Analytics BI platform. MPS Monitor provides its users with an advanced and complete business intelligence environment, fully integrated in its remote monitoring and management SaaS platform, which is used by more than 2,000 dealers in 60 countries. MPS Monitor Analytics is a full and comprehensive BI platform designed for imaging dealers, printer resellers and managed print services providers, based entirely on Microsoft Power Bi Embedded technology. Through the partnership with gap intelligence, MPS Monitor is able to substantially enrich its BI features, by adding extensive market visibility and additional insights. Gap intelligence provides a complete and updated dataset with market information and product specifications coming from its internal expertise and its continuous monitoring activity of the print industry: millions of data points containing product specifications and configurations, consumables associations, dates of announcement and retirement from the market, energy consumption – and many others – are now available for each single standard model for all main printer manufacturers. This dataset is now merged inside the MPS Monitor Cloud data warehouse on which the Analytics system runs. The result is a massive increase in the ability to create insights and data visualisations, by leveraging the power of real-time data coming from devices together with extensive market data and product specifications. A new MPS Monitor feature, called Standard Models Association, will enable users to take advantage of these increased Analytics capabilities in a very simple and guided way. www.mpsmonitor.com Gartner recognises M-Files M-Files has been recognised in the 2021 Gartner Critical Capabilities for Content Services Platforms report. In the Gartner evaluation of 20 vendors on four uses cases, M-Files received scores that were among the top three highest. The company received the highest score for the information governance use case (4.18 out of 5) and the second-highest score for the business role hub document management use case (3.61 out of 5), which the company views as a testament to its innovative federation and metadata capabilities. In addition, M-Files achieved the thirdhighest score among 20 vendors in the content and process automation use case (3.55 out of 5) and the cloud office content services use case (3.46 out of 5). In addition to use cases, the report also evaluated vendors on critical capabilities. www.m-files.com

For small business and office teams, the compact imageFORMULA DR-S130 desktop scanner offers flexible USB and WiFi connectivity, as well as a colour LCD touch screen for easy, intuitive operation. Discover fast, reliable and high-performance scanning, with easy operation via the large colour touch screen. WiFi or USB interface options allow flexible connectivity, for convenient use across all types of scanning applications and environments. Connectivity For flexible use in the home or as a shared device in office teams, the DR-S130 can be connected either wirelessly to the network, or via USB interface to a computer. Scan your documents using your smart phone or scan directly from your PC or MacBook. Efficiency With one-touch scanning support, you can preconfigure jobs to take place at the touch of a button on the large 4.3”colour touch LCD screen. Users can scan effortlessly to various destinations, and with the PUSH Scan function. Big Productivity, Robust Design Save valuable time with high speed colour scanning of up to 60 images per minute, and large document feeder capable of scanning batches of 60 sheets in a single operation. With the solid robust design of the DR-S130 take on heavier workloads of up to 3,500 scans per day. Optimsed Image Quality Features like autocolour detection, text orientation recognition, automatic paper size detection and deskew saves you valuable time without the need adjust settings. EASY RELIABLE SCANNING WITH FLEXIBLE CONNECTIVITY See the bigger pic REWAR With Canon, you’re cho fast, reliable technolog you in working more efficiently page after p For a limited time, we’r cashback savings on se and ranges. You can al additional £10 cashbac toner cartridge purcha promotional models.* Take a look at our lates offers to discover why been a better time to c Find out more at: canon.co.uk/enjoy-cas Call Daniella our Canon sales specialist on 01908 807854 or email [email protected] https://uk-new.ingrammicro.com/c/Vendors/Boutiques/Canon.aspx (for best results open in Chrome) EASY RELIABLE SCANNING WITH FLEXIBLE CONNECTIVITY Benefits • Big productivity up to 60ipm colour scannin • Flexible connectivity options with WiFi and U smart devices • Easy operation using large colour touch scre scan function • Robust design for ultimate reliability and for scans/day • Automatic intelligent processing with OCR, B • Versatile and reliable paper handling of wide passports and ID cards • CaptureOnTouch Pro software for easy, yet p and integration tools For small business and office teams, t desktop scanner offers flexible USB a touch screen for easy, intuitive operat

01732 759725 14 BULLETIN Black Box and Avaya team up on UCaaS solutions Global solutions integrator Black Box and Avaya, have expanded their partnership to Europe to offer Black Box clients enterprisewide unified communications and cloud-based collaboration solutions built on Avaya Cloud Office by RingCentral. This makes Black Box an Avaya Cloud Office-certified partner in Europe and a strategic partner for Avaya OneCloud UCaaS (Unified Communications as a Service) and OneCloud CCaaS (Contact Center as a Service) solutions around the world. Avaya OneCloud UCaaS offerings are redefining business operations by delivering seamless UC&C solutions that provide all-in-one voice, video, team messaging, file sharing, and fax services. More flexible and cost-effective than legacy on-premises PBX and video conferencing systems, the cloud solutions empower mobile, distributed, and workfrom-home workforces to connect via any mode, any device, and any location. www.avaya.com • www.blackbox.com Evolution Capital launch e-accelerator with prestigious car rally Evolution Capital hosted over forty partners, customers and industry investors for a prestigious car rally taking in some of the greatest driving roads in the West Sussex countryside. Featuring a selection of both new and classic prestige sports and supercars, the unique event began at Targa Florio cars just south of Chichester where attendees registered and enjoyed a welcome breakfast before heading through the South Downs National Park for the first pit stop at Vintage Bentley, where they were greeted by owner William Medcalf. After a tour of the restoration workshop, they headed east to the world famous Cowdray Park estate’s beautiful Walled Garden in Midhurst for refreshments and the chance to hear from international polo player, Marcus Beresford. The final destination was Goodwood’s historic motor circuit, where Evolution Capital’s guests enjoyed lunch and drinks in the race control building before prize giving and a talk from Goodwood motorsport curator, Gary Axon who gave buying advice on classic and contemporary sports and supercars. The event was organised by Evolution Capital’s Managing Director, Nigel Cook and his team who were celebrating the company’s success over the last 12 months in helping to match ten IT and telecoms business owners with potential investors/buyers as well as highlighting the recent introduction of their e-accelerator programme. www.evolutioncapital.com Xerox partners with the United Nations The United Nations selected Xerox to provide devices certified to meet internationally recognised security and product sustainability standards and onsite support to the COP26 conference, which took place in Glasgow, 31 Oct – 12 Nov 2021. Xerox supported the UN's essential print and copying services across the full conference campus, supporting all function events and country delegations from around the world. Xerox also supplied a team of onsite engineering support staff, from Glasgow and the surrounding areas. Most of the devices used at the conference have been remanufactured near Glasgow at Concept, a Xerox Business Solutions company, in Clydebank. The devices have earned EPEAT, Blue Angel and ENERGY STAR ecolabels and have been validated by The United Nations Framework Convention on Climate Change for their security and functionality. To realise the ambition of providing print technology with sustainability benefits to the conference, Xerox used proactive alerts for devices to enable optimum uptime through the event. Devices were configured to reduce power consumption through energy saving settings including defaulting to double-sided printing and reduced toner consumption in draft print mode to deliver the lowest carbon footprint. To further the sustainability credentials of all printing onsite, Xerox provided FSC-certified paper having 100% post-consumer recycled content. All used paper and spent toner cartridges will be recycled through an Eco-Box and Xerox’s Green World Alliance Program, and printed pages will additionally be offset by the PrintReleaf Reforestation Program – which sees Xerox plant a tree in a managed forest for every 8,333 pages of print. www.xerox.com

To celebrate Christmas and to thank you for your continued support, our BrotherZone advent calendar is back, with bigger and better prizes for 2021. Make sure you log in to BrotherZone throughout December to get involved. Win big this Christmas with Brother. brotherzone.co.uk Terms and conditions apply. brotherzone.co.uk Our Christmas advent calendar is backbigger and better

01732 759725 16 BULLETIN : PEOPLE Exertis appoints IT Director Exertis has appointed Cath O’Neill as IT Director, Service Operations, with responsibility for the service desk, desktop services, infrastructure services and the implementation of ITIL standards across Exertis UK. O’Neill is a senior IT leader with over 25 years’ experience of IT transformation and service delivery, having restructured IT service teams and embedded SLA management and ITIL processes. Joining Exertis from the Odeon Cinema Group, O’Neill was responsible for all aspects of IT service delivery keeping cinemas and offices across the UK&I fully operational and able to trade 24x7. She will report to Liz Greenwood, UK IT Director, and will be based at Exertis’ National Distribution Centre in Burnley. www.exertis.co.uk Antalis creates new role Antalis Packaging has appointed its former Head of Business Development, John Garner, to the newly created role of Head of Innovation and Design to help customers respond to environmental challenges. The appointment comes in response to the increasingly complex needs of customers seeking to fulfil their growing requirement for packaging materials at the same time as trying to improve the sustainability and carbon footprint of their businesses. In his new role, Garner’s focus will be rooted in research, collaboration and education. www.antalis.co.uk Tech Data director elected to top role Nick Tiltman, Tech Data’s credit and finance solutions director for the UK and Ireland, has been elected as Vice Chairman of the association of International Credit and Trade Finance Professionals (ICTF), the membership-led business community and provider of expertise, leadership, and education services. Tiltman said: “I am very honoured to have been elected as Vice Chairman of the ICTF and look forward to working with the board and our members to bring the combined knowledge and expertise of the international credit community together with the goal of delivering benefits for them, their organisations, and their industry partners. “In these unusual times, finance and credit support is needed by channel partners more than ever. While a lot of end-user businesses are transitioning to subscriptions and as-a-service models, others continue to take a traditional approach. Managing these changes in the dynamics of the market can be a challenge. We are here to help them do that and to provide the professional yet flexible financial and credit services that are needed in today’s market.” www.techdata.com Norman joins pure technology group Steve Norman has joined pure technology group (PTG) as Commercial Director, a completely new role designed to bolster commercial performance during the group’s next phase of growth. The move aligns with PTG’s £100m revenue aspirations, focusing on key aspects including its culture, expansion, and internal infrastructure. Norman has extensive experience managing corporate, public sector and enterprise clients, working primarily in the UK with organisations across the Americas, Asia and EMEA. His expertise in the sector is vast, having previously worked and held senior positions within iomart, Stone Group, CDW and Canon. Commenting on his new role he said: “I’m pleased to be joining such a passionate and talented team at an exciting point in the businesses journey. PTG’s emphasis on its people and culture has been truly refreshing. I’m looking forward to work alongside the team to make a significant contribution to its commercial objectives.” www.tptg.co.uk Nutanix hires CRO Nutanix has announced the appointment of Dominick Delfino as Chief Revenue Officer. He will be responsible for leading the company’s worldwide sales organisation including sales engineering, sales operations, inside sales, OEM sales, and channel sales. Delfino brings more than 20 years of global sales experience, having led software sales and system engineering teams at multiple technology and software companies. Most recently, he was Chief Revenue Officer at Pure Storage, where he was responsible for leading and growing the sales organisation while developing differentiated go-to-market strategies. Prior to that, Delfino spent six years at VMware, most recently as Senior Vice President and General Manager for all VMware sales in the Americas. www.nutanix.com SYNAXON UK announces key appointments SYNAXON UK has made two key appointments, bringing in Peter Mulvihill as Category Manager and Jane Haack as Key Account Manager, to support the continued growth of its business. In his new role, Mulvihill will be responsible for managing SYNAXON UK’s growing vendor and distributor portfolio, which includes major names such as Lenovo, Microsoft, HP, Dell, and APC. He brings two decades of experience working in distribution and reseller procurement, and joins the channel services group from PC gaming systems specialist, Overclockers, where he spent the last three years as Purchasing Manager. In her post as Key Account Manager, Jane Haack will be responsible for liaising with SYNAXON UK’s most closely-engaged partners and recruiting and enabling additional partners for EGIS – SYNAXON’s online procurement platform, SYNAXON Distribution, Synaxon Managed Services (SMS), and the EGIS eCom e-commerce platform. She has previously worked in sales roles at managed services specialist Datto, and most recently, web content management provider, Altis. www.synaxon-services.com Dominick Delfino Nick Tiltman Jane Haack Peter Mulvihill Cath O’Neill

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