PrintIT Reseller: Through 2025, Gartner says that organisations will increase their reliance on external consultants, as the greater urgency and accelerated pace of change widen the gap between organisations’ digital business ambitions and their internal resources and capabilities. The analyst house expects most large organisations to use external consultants to develop their cloud strategy over the next few years – which presents opportunity for print and IT channel players to leverage their trusted partner status and help customers and prospects modernise legacy print infrastructures. How are you helping your channel partners to capitalise on the opportunity to deliver dedicated cloud print management services? 01732 759725 42 VOX POP Organisations are at different points on their cloud journey and it’s fair to say that it’s certainly not a case of all or nothing for the majority Is cloud technology firmly in the mainstream? David Jenkins, CEO, directprint.io: “We are a young and very agile company, our team including me, are all easy to deal with and we make our diaries available via Calendly so it’s easy to book a call with us. Our partners’ success is our success and we work really hard to help them market and sell directprint.io. We’re committed to helping our partners to grow their business in the cloud and we can promise to provide technical support that’s second to none! “The past few years has seen us partner with OEMs, resellers, VARs, print vendors, SaaS and IT services providers. Many of our partners are headquartered in the US and have a global footprint, but we’re now proactively seeking to forge new partnerships within the UK channel. “If we revisit the barriers to adoption I referred to last issue, first of all, our serverless solution is robust, featurerich and supports all user environments. We support organisations that use Chromebooks, macOS or Windows, or even an amalgamation of the three. Our platform supports all major print manufacturers – and our unique universal driver includes advanced finishing options for over 5,000 printer makes and models, making it ideal for customers with multi-vendor fleets. “We also provide a well-defined migration path from legacy systems; we avoid big bang deployments – our adoption cycle is easy and pain-free for IT and it goes without saying that we provide full support during that process. The enduser experience is seamless and they can print the way they have always done. “Our pricing is also clear, transparent and cost-effective, directprint.io costs around £3-4 per user per year. We also make it easy for partners to prove the RoI, via a handy calculator on our website. “We’re also well-positioned to support partners in winning new business. The directprint.io partner portal enables them to register leads and gain insight into their lead’s interaction with directprint.io. Partners can track information such as trial generation, last login, number of prints in the last seven days, and any quotes that have been generated for example. They can also extend trials or even convert trials into licensed customers from the portal. In essence, it gives our partners complete control and authority over all accounts and leads that they have with us. “directprint.io was originally designed to support Google Workspace and Chrome OS environments, and as a result we have a strong presence in the education sector and count some of the biggest school districts in the US among our client base. That’s a strong proposition for resellers looking to win in this vertical. This past twelve months we have expanded our support into the Microsoft ecosystem and there is now true parity in our offering. We also support POS and label printers which opens new recurring revenue potential with retail, warehousing and logistics operations for example.” www.directprint.io Andrew Smith, Chief Information and Strategy Officer, Kyocera: “The IT sector is growing at pace, and this has further accelerated since COVID-19. We believe that a successful channel partnership includes resourcing our partners with the skills, products and capabilities to successfully resolve their customers’ challenges. With a wide range of competition, traditional approaches no longer provide the means for channel partners to differentiate. Therefore, Kyocera is focusing on the following areas to deliver unique value to its channel partners. “Infrastructure investment – Kyocera is investing an unprecedented amount in its back-office infrastructure, implementing world-leading platforms, David Jenkins Andrew Smith
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