ISSUE 98 · 2022 www.printitreseller.uk PRINT, MFP, SOFTWARE, SERVICES, DOCUMENT & CLOUD NEWS & INFORMATION FOR VARS, CONVERGED RESELLERS & MFP DEALERS VOX POP PRINT IT AWARDS The evolution of MPS PAGE 22 PAGE 42 PAGE 48 Q&A Stephen Todd, CRO, Aura The 2022 shortlist Small printers. Big opportunities. ©2022 Xerox Corporation. All rights reserved. Xerox® is a trademark of Xerox Corporation in the United States and/or other countries. The Xerox® B and C Series of colour and black & white printers allow your customers to work productively whether at home or in the office. Compact, quiet and easy to setup, these competitively priced printers meet their printing, scanning and workflow needs. Drive business for you and your customers: Supercharge productivity: powerful tools to connect users and improve processes. Secure, wireless printing: built-in Wi-Fi plus AirPrint and Wi-Fi Direct® for easy printing from mobile devices and computers. Collaborate seamlessly and securely: empower teams with easy access to folders and files wherever they are. Learn how Xerox can strengthen and differentiate your business today at xerox.co.uk/prbc Shortlist
September 6 saw the PrintIT Awards judging panel meet to discuss and debate which companies deserved to win a 2022 award. I have to say it was no easy feat, not only did we receive a record-breaking number of entries, but the quality of the submissions was top-notch too, which made our jobs a whole lot harder. Congratulations to everyone who made the shortlist – that in itself is something that should be applauded, and I look forward to revealing the winners and celebrating your successes at the Royal Lancaster on December 6. According to Quocirca, the hybrid business environment demands the evolution of managed print services and that this is an important time for MPS providers as their customers re-engineer office and employee environments (page 20). Research Director Louella Fernandes says MPS providers are in a strong position right now as trusted technology partners but warns they should be aware that customer loyalty in the sector is not strong. One quarter of the organisations surveyed have definite plans to change vendor at the end of the existing contract, with a further 36 per cent considering a change. In light of this, PrintIT Reseller asked leading industry providers to share how they are adapting their offering to ensure MPS supports customers’ overall digitisation strategies and mitigate the risk of losing out to IT service providers (page 42). Nigel Eaton, General Manager at My Q, picks the work tools he uses every day and couldn’t do his job without (page 18). This month’s Q&A is with Stephen Todd, Chief Revenue Officer, Aura and PITR spent 60 seconds with Steve Pearce, Group Head of Marketing, Kyocera Document Solutions UK. 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. © 2022 Kingswood Media Ltd. Design: Sandtiger Media www.sandtiger.co.uk 04 Bulletin What’s new in printers and printing 14 People A round-up of new hires 18 I couldn’t do my job without... Nigel Eaton picks his favourite work tools 20 Research An important time for MPS providers 22 PrintIT Awards The shortlist is out! 26 Focus on: What’s New A round-up of recent product launches 28 Infrastructure Is your infrastructure fit for AI? 30 Opinion Time for a new ecosystem approach 33 One-to-one Michael Field, Workflo Solutions 34 Interview David Jenkins, CEO directprint.io 39 MPS Lexmark launches new MPS offering 42 VOX POP The evolution of MPS 48 View from the Channel Stephen Todd, Chief Revenue Officer, Aura 50 60 seconds with... Steve Pearce, Group Head of Marketing, Kyocera Document Solutions UK ISSUE 98 · 2022 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 98 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] Account Manager: Jeff Root 07976 950285 · [email protected] Art Director: Nick Pledge 07767 615983 · [email protected] COMMENT PRINTITRESELLER.UK 3 December 6 Royal Lancaster London printitawards.co.uk BOOK NOW
BULLETIN 01732 759725 4 2022 See page 22 Circular economy Nine in ten telco operators believe the circular economy is important to their organisation and 89% say it’s part of their current business strategy, yet only 44% plan to buy pre-owned equipment over the next five years, according to research conducted by TXO, a provider of critical telecom network hardware and asset management services. The reason for this disparity is largely down to four industry barriers: n 33% of operators think pre-owned telecom network equipment is less reliable than new; n 49% say the circular economy supply chain is too complex; n 21% believe pre-owned equipment is more expensive; and n 33% say there isn’t enough information about how to join the circular economy. www.txo.com Inkjet printer revenues rebound Revenues from sales of inkjet multifunction printers through European distributors have surged in recent weeks, but not enough to result in year-on-year growth in printer sales for Q2 2022, according to CONTEXT, the IT market intelligence company. Inkjet MFP sales have also benefited from the scarcity of certain laser printer models and revenues have stood above the 100 baseline on the CONTEXT Revenue Trend Index (RTI) since Week 25 of 2022. (The baseline is the weekly average revenue for 2021.) Supply issues that were still having an impact at the start of this year are being addressed, order backlogs are clearing and, at the same time, there is substantially increased demand from the public sector. This is good news for the market as inkjet MFPs account for over 70% of sales by volume and almost 50% by revenue. www.contextworld.com Business email compromise attacks Email security provider Tessian teamed up with academics from Stanford University to observe the cyber security impacts of hybrid working. The research found that business email compromise (BEC) attacks have become increasingly successful, with more than half of employees (52%) falling victim to a spear phishing email where a cybercriminal impersonated a senior executive, up from 41% in 2020. People were also susceptible to phishing attacks over SMS (smishing), with one-third of respondents being duped by a smishing request in the last 12 months, compared to 26% of those who fell for phishing scams over email. Older employees were more susceptible to smishing attacks; one-third of respondents aged over 55 complied with requests in smishing scam versus 24% of 18 to 24 year olds. www.tessian.com Fixing the skills gap in the market Many businesses around the UK are currently struggling to recruit. The Managed Print Industry is no exception. With a historically hardware focussed sales force, resellers are having to look to IT savvy salespeople who can understand the MPS market. Over the last two years many companies have been hit with staffing industries. Many were pushed into making redundancies only to struggle to recruit when the market improved. Th pandemic also encouraged early retirement for many, leaving a huge knowledge gap in the senior end of the market. There is also a substantial skills gap at the lower end of the market where we have missed opportunities to pass down skills and share knowledge. Whilst there is no golden ticket solution to fixing the problem, we can offer a few tips on how to navigate the skills shortage. 1 Cross skill existing workers. You may well have staff that are keen to learn and expand their skill set. If they are coming from easier to fill positions, then it could be a win-win. 2 Recruit someone with 60% of the skills you need but 100% fit on team work and values and invest in training for them. It’s a long-term investment but could add value to your team. 3 Employ someone who is overqualified but wants to work for you due to practical reasons (location/circumstance/lifestyle/company ethos). You could be missing out on bringing in some extra skills you hadn’t considered would benefit the role. 4 Expand the salary range/benefits package to attract the talent you need in a competitive market. Not always viable but likely the quickest route to securing the talent you need. Hopefully this will offer some inspiration into how best to proceed and solve the skills gaps within your business. If you are struggling to understand the current market and how to approach your current recruitment pain, speak to Henley Executive. Max Levenger or Lynsey Arnold are always happy to talk through the current market and any potential solutions. Give us a call on 0333 567 4888 or drop an email through to [email protected]. https://henleyexecutive.co.uk BUSINESS BRIEFING - RECRUITMENT Shortlist
23 PRINTITRESELLER.UK 5 BULLETIN Ad ? GET PRECISION OUTPUT, PAGE AFTER PAGE1 with Original HP Ink Cartridges Tel: 0844 980 8000 Web: www.vowwholesale.co.uk
BULLETIN Softcat named partner of the year Zoom has named Softcat as its UK&I Partner of the Year. This is the second time the IT infrastructure solutions and services provider has scooped the accolade, having previously won it at Zoom’s inaugural awards in 2020. Brad Johnson, Senior Channel Manager at Zoom said: “Congratulations to Softcat plc for winning Zoom UK&I Partner of the Year 2022! Thoroughly deserved recognition – thank you to the whole team for your engagement, proactivity and consistency over the last 12 months. “Excited to kick off the next chapter, as we continue to bring powerful innovations and collaboration tools to Softcat customers!” www.softcat.com Lyreco expands electric fleet Lyreco has invested £2.3 million in the expansion of its electric fleet of vans, taking its number of electric delivery vehicles from 17 to 67. The company has purchased 50 new Ford E-Transit electric vans to join its existing 17 Renault Master Z.E all-electric light goods vehicles. This development, combined with seeking to comply with legislation concerning vehicle emissions ahead of time, has meant that the Lyreco EV Fleet is now planned to be deployed across 13 of its 24 Regional Distribution Centres across the UK, in areas including Dartford, Edinburgh, Manchester and Oxford. The vans at the Lyreco National Distribution Centre site in Telford will be charged by electricity generated by its own renewable energy solar panel-powered charging stations. Lyreco has invested more than £124,000 in charging infrastructure across its Regional Distribution Centre network to ensure that vehicles are charged taking advantage of REGO (Renewal Energy Guaranteed Origin) electricity. Plans are currently being put in place to install charging stations at Lyreco’s remaining sites in 2023. Acquisition of the new vehicles is in line with Lyreco’s goal to become completely carbon neutral by 2030. https://why.lyreco.com Strong trading performance Computacenter has reported strong trading performance over the six months to 30 June 2022. Revenue increased 16% on a constant currency basis, however, as indicated in its Trading Update on 29 April 2022, adjusted profit before tax for the first half of the year is behind the comparative period to 30 June 2021. The UK saw a decrease in revenues of 7% with the technology sourcing business seeing a 10.5% per cent reduction in revenue as the demand for workplace rollouts declined. The UK saw pleasing growth in higher-margin data centre business, as the market in this area continues to expand rapidly, although the volumes were not sufficient to replace the workplace business. Significant increases in lowmargin software and resold services impacted gross invoiced income but are reported net for technology sourcing revenues. www.computacenter.com A first for Social Print & Copy CIC Social Print & Copy CIC has become Scotland’s first community interest company (CIC) as an approved subcontractor of Epson to deliver managed print services across all third sector associated organisations. CEO and Founder, Ian Gray said: “As a social enterprise our business aims are united with many third sector organisations who can access this Framework. As an asset locked social enterprise we return all our profits for the benefit of social good facilitating apprenticeship programmes for young people with barriers to work, equipping them with skills for their lives ahead. Epson’s low energy technology will enable us to deliver a costeffective and environmentally leading service to our future customers.” www.socialprintandcopy.org 01732 759725 6 Exertis Enterprise expands partnership with Progress Exertis Enterprise has expanded its partnership agreement with Progress, the trusted provider of infrastructure software, to extend the coverage of Progress’ leading NetSecOps products in the UK. Through this expansion, Exertis Enterprise will have increased access to customer-valued Progress WhatsUp Gold IT infrastructure monitoring software and Progress Flowmon network visibility and security solution, after having previously offered Progress Kemp LoadMaster load balancer for many years. www.exertis.co.uk Apogee partners with Lincoln City Women Apogee has announced a new partnership with Lincoln City Women, as part of a wider journey to support inclusivity in sport and business. With the team situated less than ten miles from its National Operations Centre, the partnership is an ideal fit for Apogee – especially as it continues to increase its involvement with local communities. Marketing Director Dom Gryszan, said: “We’re proud to support a progressive local team, and look forward to seeing our relationship develop further in the future. Both of our organisations are committed to making a positive impact on our local communities, and this will be a key focus for us going forward. We look forward to inviting our employees to join us for many matches this season as a show of support for a more inclusive sport.” In addition to fundraising for The Royal Marines Charity, TeensUnite, and Rethink Mental Illness; Apogee’s investment in local teams – such as Aylesford FC, the local club to its Head Office in Maidstone, Kent – plays an instrumental part in its wider objectives to invest in local communities. www.apogeecorp.com
BULLETIN PRINTITRESELLER.UK 7 Tech Data expands services portfolio Tech Data has added another valueadded service to its growing portfolio, launching a break-fix option for printers and multifunctional devices. Available nationwide, the service will cover all leading brands, including Canon, Epson, HP, and Xerox, and will be available for partners to resell as their own white label offering. “Providing a printer break-fix service is a logical progression for Tech Data,” said Mark Glasspool, Services Director, UK and Ireland. “Tech Data is a leading distributor for all the leading print brands and – as we continue to expand our services portfolio – offering a break-fix maintenance option for printers and multifunctional devices feels like a natural evolution for us. It’s yet another service that our partners can offer as part of their own added-value portfolio, extending their own value proposition and revenue-generating potential.” Tech Data now offers a number of printspecific services. In addition to the breakfix offering, it provides options for onsite installation of printers and multifunctional devices, and its OpenMPS managed print service enables partners to offer a fully automated service for the replenishment of ink cartridges and toner for devices deployed in the workplace and/or at home. “Tech Data has been steadily expanding its wider services portfolio to meet the growing needs of partners,” Glasspool added. “As enduser customers of all sizes digitally transform, adopt cloud and subscription services, and adapt to hybrid working, they are looking to outsource more of their everyday IT function. This has increased demand for services at a time when partners face a continual challenge in recruiting, managing and retaining technical staff. Many reseller businesses need additional capacity and are looking to Tech Data as their trusted partner to help them fill the gaps.” https://eu.techdata.com Official delivery partner Ingram Micro has been appointed the official TeamUp delivery partner in Acronis’ renewed cyber protection partnerships with both Manchester City and Arsenal football clubs, after being given the same role in its partnership with West Ham United announced in March. Acronis set up its TeamUp programme to encourage service providers and cloud distributors to deliver Acronis Cyber Protection Solutions to elite teams in their region and to tap into the exciting world of sports marketing. www.ingrammicrocloud.com Digital toolkit European high-value distributor Nuvias Group is launching a digital toolkit that gives partners a single entry-point to multiple best-of-breed and bespoke productivity tools, from order/inventory tracking and subscription-based service provisioning to training modules and marketing automation. At launch, Nuvias ONE includes: SkillUP, an on-demand training and guided learning platform; PowerUP, a partner-branded marketing asset and automation platform; Supply Chain Portal, for order and inventory tracking; and Subscription Manager, the Nuvias cloud subscription model that enables partners to manage and provision their own subscriptions. www.nuvias.com Distology partners with IRONSCALES IRONSCALES, a leader in AI-powered email security has announced a partnership with distributor, Distology, to expand the distribution of email and messaging platform cybersecurity solutions to organisations throughout the UK and EMEA. “As business networks of all sizes are becoming increasingly distributed across cloud services, cybersecurity concerns continue to rise. Security teams are struggling with phishing attacks slipping through existing technology and are lacking awareness training to adequately equip employees. IRONSCALES integrated email security and security awareness training solution is needed now more than ever,” said Russell McGuire, CRO of IRONSCALES. “We are excited to partner with Distology to protect organisations and their employees across the UK and Europe from phishing attacks.” www.distology.com Proofpoint chooses Westcon-Comstor Westcon-Comstor has signed a new distribution agreement with Proofpoint. The collaboration will extend the reach of Proofpoint’s people-centric cybersecurity and compliance solutions in the EMEA market. The initial focus will concentrate on certain high-growth countries and is set to expand, with a phased approach, to additional regions that would benefit from Westcon’s cybersecurity capabilities. The additions of Proofpoint’s email security, cloud security and employee awareness training solutions reinforce Westcon NGS’ zero trust and cloud security pillars and will allowWestconComstor to provide expert security solutions to the EMEA channel, protecting organisations and their people against advanced email threats and related compliance risks. Neill Burton Vice President of Channels and Alliances, EMEA at Proofpoint said: “This collaboration with Westcon delivers first-class cybersecurity protection that meets the needs of all organisations facing today’s fastevolving threat landscape and further enforces Proofpoint’s commitment to its channel business in EMEA.” www.westconcomstor.com Mark Glasspool See page 22 Shortlists
BULLETIN Software store to save partners’ time and effort Tech Data has launched a Google Software Store, a dedicated self-service portal that will reduce the time and effort required for partners to register sales and process Google software licences, helping them to be more efficient and profitable – and deliver better service to customers. Using the Google Software Store, partners selling to education, the public sector and to enterprises will get immediate verification that their orders have been received and are being actioned. “The Google Software Store is going to save partners a lot of time and effort”, said Paul Nicholas, Senior Manager for Google Cloud at Tech Data. “In particular, it’s going to cut down on repetition and ensure that orders are complete and accurate, preventing any risk of delays or errors. The immediate verification of orders will make a huge difference. It will give partners greater confidence and allow them to deliver an improved level of service to their customers. Google has been a strong area of focus for us, and this is a further benefit that will enhance services for Google partners significantly.” www.techdata.com 01732 759725 8 Exertis adds BitTitan to cloud services offering Exertis has partnered with BitTitan, adding the vendor’s fully automated, industryleading SaaS solution, MigrationWiz, to its cloud portfolio. BitTitan’s secure, fast and scalable MigrationWiz enables customers to quickly migrate email, files, and other workloads from a wide range of source and destination endpoints. BitTitan has customers in 188 countries and has migrated 25 million users. By partnering with BitTitan, Exertis is giving new and existing customers the tools to operate in the cloud more effectively and provide enterprise-reliable migration capabilities to their own end customers. “BitTitan is thrilled to partner with Exertis,” said Lon Clark, BitTitan Director of Global Channel Sales. “Our commitment is to enable our partners with the solutions they need to ensure swift and secure data migration for customers. Together with Exertis, we are providing our partners with a single, best-ofbreed cloud migration tool that’s capable of managing multiple cloud workloads. Whether migrating between instances of tenant-to-tenant environments or Microsoft Teams, MigrationWiz provides a seamless migration experience for end-user companies, ensures a high level of customer satisfaction, and enables our partners to achieve continued business growth.” www.exertis.co.uk SYNAXON rebrands SYNAXON has renamed its product distribution operation (previously known as SYNAXON Distribution) to SYNAXON Hub, to reflect its prominence as a linchpin in the channel for partners, other distributors and manufacturers. The name change brings the UK in line with the German operation and reflects the increased strength and depth of services that are now offered, including readily available credit terms, unlimited access to a wide range of popular solutions and services at favourable prices, backed by excellent partner support. Making use of its purchasing power with authorised distributors of leading manufacturers such as APC, Acer, Dell, HP, HPE, Lenovo and Microsoft, and its warehouse in the UK, SYNAXON Hub provides great availability of key commercial product lines for its partners, ensuring they remain competitive. It also offers excellent service in the form of fast response times, central RMA processing, next day delivery, and a 14-day return policy. Partners can also take advantage of SYNAXON’s project expertise and formal accreditations to enhance their own services and support capabilities. Mike Barron, Managing Director, SYNAXON UK, said “With this name change, we’re communicating that we’re doing much more than just ‘shifting boxes’ with our Hub business. We’re offering channel partners real value and benefits that they won’t get anywhere else.” www.synaxon-services.com Northamber signs distribution agreement with Yealink Northamber has signed a distribution agreement with Yealink Network Technology Co Ltd (Yealink). The agreement will see Northamber promote and distribute the complete range of Yealink voice and video solutions for both Microsoft Teams and Zoom platforms. Peter Dosanjh, Director of AV at Northamber, said: “Yealink is one of the most exciting providers of unified communication and collaboration solutions. The new distribution agreement will deliver significant benefits to our reseller partners, combining the quality of Yealink’s video conferencing, voice communications, and collaboration products with the 42 years’ experience from Northamber. The partnership with Yealink provides a complementary offering to our existing portfolio and provides resellers with a complete workspace collaboration solution. This is combined with our high level of technical, finance, logistics and marketing support we deliver to all our channel partners.” Mark Sumner, Yealink Business Manager at Northamber AV added: “Northamber is committed to building a strong AV product portfolio, including a comprehensive UC & C offering for our reseller partners. Yealink works closely with Microsoft and Zoom to ensure its technology fully supports and complements the Microsoft Teams and Zoom Rooms platforms, with the aim of maximising the effectiveness of all platform features. Yealink solutions are certified for Microsoft Teams and Zooms Rooms, meaning a higher quality collaboration experience can be shared amongst users, whilst being easily managed with confidence.” www.northamber.com Mike Barron Lon Clark See pages 22-25
KYOCERA Document Solutions (UK) Limited Pocket friendly, planet friendly. Kyocera's ECOSYS range is the result of a long-term commitment to green innovation. Our devices' low power consumption is perfect for a time of soaring energy costs, keeping customers’ bills and carbon footprints in check. They're also 99% recyclable with 100% recyclable toner cartridges, making ECOSYS a more sustainable choice too. To learn more about Kyocera's ECOSYS range of printers and MFPs, scan the QR code or visit: www.kyoceradocumentsolutions.co.uk/ecosys-tco Discover more: kyoceraduk @KYOCERADUK kyocera-doc-solutions-uk • +44 (0)333 015 1855 [email protected]
Supplier status Canon has achieved supplier status in the new Scottish Procurement Managed Print Solutions purchasing framework. Inclusion on this purchasing framework will allow for the delivery of its multifunctional devices, printers, document scanners, digital workflow and software services to public sector organisations across Scotland. It will also support the provision of Canon’s managed print services, wide format print, production print and hybrid mail services – providing a complete end to end solution for customers. Canon has a heritage of working with organisations in Scotland to deliver print and document workflow solutions – and since 2009, it has maintained a leading position on the Scottish Procurement Office Equipment framework. This has now been updated and replaced by the new managed print solutions purchasing framework, which Canon is proud to be supporting. www.canon.co.uk Epson wins place on Procurement Scotland Epson’s heat-free print solutions are now available to the Scottish public sector through the National Framework for Managed Print Solutions the only compliant route to procuring managed print solutions in Scotland. The public sector can procure Epson MPS solutions from one of its approved subcontractor reseller partners, including Active Office, Carbon Group, Highland Copiers, Metrik Solutions and Social Print & Copy. In addition to MPS solutions, a comprehensive catalogue of Epson imaging technologies is also available to purchase as part of Epson’s placement on Procurement Scotland. This includes all Epson’s A4 and A3 printers, large format printers, label printers and its sheetfed and flatbed scanners. The broad geographic coverage of Epson’s resellers means that Epson can offer Scotland’s public sector the same quality of service across all of Scotland, from the borders and central belt through to the highlands and islands. Mike Rae, Director at Highland Copiers, said: “We are over the moon to be part of the Procurement Scotland Framework. Locally owned and directly employing our own service team we are thrilled that we are now able to offer our extremely high levels of customer service to the public sector.” Alan Miller, Managing Director at Active Office, said: “We believe that public sector customers in Scotland should have the option to work with honest, local suppliers with high customer service standards and quality product. With sustainability being so important we are proud to be working with Epson who are committed to reducing the environmental impact of technology.” Colin Yule, Managing Director of Carbon Group comments: “This is a great achievement by the team working in partnership with Epson to provide local knowledge, expertise and support to Scottish public sector customers.” www.epson.co.uk 01732 759725 BULLETIN 10 Award win for Konica Minolta Konica Minolta’s AccurioPress C7100 cutsheet toner production press has scooped a Buyers Lab (BLI) 2022 Colour PRO Award from Keypoint Intelligence, the independent evaluator of document imaging hardware, software, and services. The AccurioPress C7100 with EFI Fiery IC-319 Print Server was named Outstanding Mid-Volume CMYK Production Device during Keypoint Intelligence’s latest round of BLI 2022 PRO Awards. It follows on from the TÜV Rheinland certification awarded last year. “In a teeming market, we are very pleased to show how brilliantly this press performed to win one of our BLI 2022 Colour PRO Awards,” said David Sweetnam, Director of Research & Lab Services EMEA/Asia at Keypoint Intelligence. “We use an algorithm across multiple test attributes to judge overall performance. The devices must deliver at a very high level in the first place to even be eligible for a PRO Award, so it’s not just a case of being best in category.” www.konicaminolta.co.uk Kyocera named rising star Kyocera has been presented with the HPE Rising Star Award for UK and Ireland 2022. Hewlett Packard Enterprise (HPE) announced the winners of its partner of the year awards 2022 in recognition of partners who exemplify commitment and success in delivering value to their customers on their digital transformation journey. Rod Tonna-Barthet, CEO at Kyocera Document Solutions UK, said: “We are absolutely thrilled to win this award, which we believe is a reflection of the great work we have done over the course of the last year. It is great to see that our abilities in infrastructure, cloud and as-a-service offerings are being recognised so publicly by HPE.” George Hope, Worldwide Head of Partner Sales, HPE added: “Our partner ecosystem remains at our core, and Kyocera has best demonstrated success through partnering with HPE as one team.” kyoceradocumentsolutions.co.uk Quocirca recognises Lexmark Lexmark has been named a leader in managed print services by global print and market insight research firm Quocirca for the 10th consecutive year. In its Managed Print Services Market Landscape 2022 report, Quocirca named Lexmark a leader, highlighting its Global IoT System which provides increased uptime and cloud-native services. Quocirca Director Louella Fernandes said: “Lexmark has yet again proven that it is able to quickly adapt to changing market demands and customer needs when it comes to managed print services. By adopting a technology-based, datadriven approach to MPS, and making significant investments in adjacent technologies like IoT and interactive analytics, Lexmark has sustained a strong position in the market.” www.lexmark.co.uk
DESIGNED TO COMPLY WITH INDOOR AIR QUALITY CRITERIA Original HP Toner Cartridges Original HP Toner Cartridges can help you be confident your HP printing system1 will perform within EPEAT emission guidelines. Original HP Toner Cartridges are designed and tested to help protect your customers and employees from exposure to elevated levels of volatile organic compounds (VOCs).2 Non-HP toner cartridges tested emitted up to 191% over the allowed limit of total volatile organic compounds.3 HP helps support sustainability procurement goals by providing toner cartridges that pass indoor air quality criteria. Original HP Toner Cartridges designed to meet EPEAT criteria When tested, 96% of non-HP Toner cartridges failed eco-label guidelines.2 To learn more: visit hp.com/go/toner 1. An HP printing system consists of HP printer, an HP paper, and Original HP supply. Blue Angel DE-UZ 205 emissions criteria or earlier versions applicable when printing system is launched. 2. Nov 2019 WKI Blue Angel Indoor Air Quality study, commissioned by HP, in compliance with DE-UZ 205: 21 imitation and five remanufactured toner cartridge brands compatible with HP Color LaserJet Pro MFP M477fdw (CF410A, 411A, 412A, 413A) purchased in EMEA, LA, and NA regions. See hp.com/go/IAQnonhpWKI2019. To learn more i it . t r 1 i i i li . ri i l r rtri r i t t t l r t ct r c t r employees from exposure to elevated levels of volatile organic compounds (VOCs).2 I I I I LI I I i i HP helps support sustainability procurement goals by providing toner cartridges that pass indoor air quality criteria. Original HP Toner Cartridges designed to meet EPEAT criteria. When tested, 96% of non-HP Toner cartridges failed eco-label guidelines.2 Non-HP toner cartridges tested emitted up to 191% over the allowed limit of total volatile organic compounds.2 Tel: 0844 980 8000 Web: www.vowwholesale.co.uk
01732 759725 12 BULLETIN Circular Computing deals with The Royal Mint The Royal Mint has agreed a deal to help decarbonise its IT estate by using remanufactured laptops from Circular Computing. The unique Circular remanufacturing process sees Circular Computing produce second-life laptops that are certified equal to or better than new by a world’s first BSI Kitemark. Following a successful trial, the agreed partnership will see The Royal Mint use Circular Computing carbon neutral, remanufactured Lenovo ThinkPad T480 units, designed to meet its specific IT needs while allowing for a flexible procurement approach. Over 70 remanufactured laptops have already been delivered to The Royal Mint, with further deliveries set to take place later this year. Simon Edwards, Head of IT Operations at The Royal Mint said: “Sustainability is core to the long-term future of The Royal Mint and our technology function is challenged with delivering sustainable computing for our employees. We teamed up with Circular Computing and ran a trial of their sustainable laptops to see if they would be a fit for our needs.” “Not only do the remanufactured laptops meet our demanding specifications, they also have premium appeal – from the packaging they arrive in to the quality of the devices themselves. They also come with extended warranty options which made it an easy decision to move to Circular Computing.” www.circularcomputing.com KKR completes Barracuda acquisition Global investment firm KKR’s investment funds have completed an acquisition of Barracuda from Thoma Bravo, a leading software investment firm. Financial terms of the transaction were not disclosed. “We’re ready to deliver on our next phase of growth with KKR and remain dedicated to investing in our team and product portfolio to provide innovative cybersecurity solutions for our customers and partners,” said Hatem Naguib, CEO of Barracuda. “We‘re grateful to Thoma Bravo for their valuable strategic and operational support over the last four years.” “We are excited to complete this transaction and begin working with the Barracuda team to support their continued growth and delivery of next generation cloud-first cybersecurity solutions that protect SMEs from an evolving landscape of threats,” said John Park, a Partner at KKR. www.barracuda.com Channel alliance momentum Secureworks has announced the expansion of its alliances program into several new solution areas. By announcing new and fast-developing partnerships with two technology partners – Netskope and SCADAfence – across new alliance domains, Secureworks is continuing to focus on Secureworks Taegis as a unifying XDR platform. Taegis is easily integrated with customers through continuously growing open technology and broad integration capabilities that provide the best detection and fastest response without vendor lock-in. www.secureworks.com Record growth Brother UK has achieved record sales for its Auto ID and labelling solutions, driving a 53% year-on-year increase in revenue in the last financial year. The growth follows the launch of a range of new solutions to support businesses across retail and transport and logistics, which in turn saw unit sales surge by 65% over the period. The business says the increase was primarily driven by reseller demand for specialist thermal labelling devices. The firm saw a five-fold yearon-year rise in sales for its industrial TJ range – which is suited to high-volume requirements in warehouses – and its smaller TD range of desktop label printers. Ged Cairns, Head of SPS business category at Brother UK, said: “The warehousing and logistics sector has needed to move rapidly to keep up with ecommerce’s continued growth. This shift in the market has resulted in record levels of spending on expanding warehouses and kitting out new spaces, which is where resellers have seized the opportunity. “We know that channel partners are demanding a full suite of specialist solutions to better support their customers. It’s fantastic to see that our new models, from the TJ to the RJ, are resonating with resellers and helping firms to boost productivity in the supply chain, from in-store to the warehouse.” Brother has established strategic partnerships with a variety of Auto-ID and labelling specialists, including Datalogic, BlueStar and NiceLabel, to further bolster endto-end support for resellers serving the market, including Renovotec. Cairns added: “The growth that our division has posted this year highlights the opportunity available for channel partners and where the Auto-ID market is headed. To that end, we’re going to continue establishing new partnerships, introducing new solutions and building out our team to better support our channel partners.” www.brotherzone.co.uk Kofax acquires Ephesoft Kofax has acquired Ephesoft, a move that will add to its intelligent document processing (IDP) solutions and go-tomarket channels. With global coverage and cloud solutions, the combined company will provide organisations with value-add solutions to accelerate deployments. “We’re pleased to welcome Ephesoft’s customers, partners and employees into the Kofax family,” said Reynolds C. Bish, Chief Executive Officer at Kofax. “This acquisition extends our IDP solutions and cloud capabilities, allowing Kofax to better address the needs of customers around the world.” Ike Kavas, Founder and Chief Executive Officer at Ephesoft said: “We’ve grown Ephesoft to provide a comprehensive set of value-add intelligent document processing capabilities and look forward to continuing that growth as part of Kofax. Our customers will benefit from Kofax’s larger market reach, and together we’ll be able to offer them the broadest range of software and solutions to accelerate their digital workflow transformation journeys.” Kofax will continue supporting Ephesoft’s products and customers, and Kavas will continue leading Ephesoft’s organisational efforts. www.kofax.com
01732 759725 14 BULLETIN : PEOPLE New role at Tech Data Tech Data has appointed Annette Cunningham to the role of Vice President Sales, UK and Ireland. She joined the company in November 2020 as Field and Corporate Sales Director and has worked within the IT industry for more than three decades. David Watts, Managing Director and Senior Vice President, UK and Ireland, said: “Since joining Tech Data, Annette has been a huge asset to our business – as an exemplary leader and mentor. She has a great record of partnership and brings a raft of channel experience to her new role. I look forward to Annette joining our UK&I board, to contribute to and support our strategic direction including the drive to higher value to support our partners’ growth.” Cunningham becomes the fourth female member of the Tech Data UK and Ireland board, joining Human Resources Director Jodie Carrol, Legal Director Sonna Monfared, and Group Marketing Director Linda Patterson. www.techdata.com Canon hires new channel sales lead Canon UK & Ireland has hired Stuart Miller as its new Director of B2B Indirect Sales. In his new role, Miller will be responsible for coordinating all B2B partner business in the UK and driving growth across Canon’s indirect sales channels. The appointment comes as Canon looks to enhance the levels of support that it offers to its resellers. Miller said: “I’m delighted to be joining Canon at a time when it is increasing its focus on its indirect routes to market. I’m looking forward to leading this exciting part of the business and developing initiatives which will benefit the channel. Identifying new customers whose portfolios will be complemented by our technology will also be an important priority.” Miller joins Canon with over thirty years’ experience in the technology sector. He previously worked for Konica Minolta, where he led the organisation’s Scottish business unit as well as its private sector business unit. www.canon.co.uk GoTo Promotes Paddy Srinivasan to CEO GoTo, the all-in-one business communications and IT support and management platform, has announced the promotion of Paddy Srinivasan to President and Chief Executive Officer. He succeeds board member Mike Kohlsdorf, who has served as CEO since January. In his role as Chief Product and Technology Officer, Srinivasan has been a driving force behind GoTo’s recent transformation and platform unification. “Paddy has played a pivotal role in building GoTo’s vision to make IT easy and the associated innovation of GoTo Connect and GoTo Resolve to enable SMB success,” said Kohlsdorf. “Paddy and I have worked in close collaboration for several years, and I believe he is uniquely positioned to see GoTo through this pivotal moment of accelerated growth and product innovation.” https://www.goto.com Exertis names new Sales Director Exertis has named Jonathan Sutherland as Sales Director – Retail, in a move which expands his remit to cover all consumer sales. Sutherland has been at Exertis for 14 years and has held the role of Sales and Commercial Director for Microsoft and Gaming, based in Exertis’ Harlow office, for the last 18 months. One of the focuses of his new role will be to create cohesion and unity between the Basingstoke and Harlow sales teams, and to strategise how Exertis best structures the consumer sales business to maximise opportunities moving forward. Mike Buley, Chief of Sales, said: “The teams at Harlow and Basingstoke will now report to Jonathan, who already has strong relationships with many of our customers. His leadership across consumer will ensure we benefit from best practices across teams, driven by his people-first approach and an easier escalation path for our customers. I wish Jonathan every success in his expanded role.” www.exertis.co.uk Cohesity appoints new CEO and President Cohesity has appointed Sanjay Poonen as CEO and President. He will also join the Cohesity board of directors. Poonen was formerly Chief Operating Officer (COO) of VMware and President of SAP. Mohit Aron, who has been CEO since founding the company in 2013, will accelerate Cohesity’s product innovation and roadmap as Founder and Chief Technology and Product Officer. Aron will continue to lead the company’s research and development support and services, as well as the Office of the CTO and remain on the board. www.cohesity.com First Head of Sustainability for Stone Group Circular IT provider Stone Group has appointed Sheryl Moore as its first Head of Sustainability, with responsibility for leading the company’s CSR, ESG and sustainability strategies and ensuring they are integrated throughout the business. Previously employed at the Kier Group where she developed and implemented the business’s social sustainability strategy, Moore will ensure Stone continues its trajectory to net carbon zero, with a view to obtaining PAS 2060 accreditation by 2030. www.stonegroup.co.uk Annette Cunningham Stuart Miller Paddy Srinivasan Sanjay Poonen Jonathan Sutherland
BUSINESS BRIEFING In association with: MAGAZINE &WEBSITE The Print IT Awards 2022 will celebrate the achievements of this vital, ever changing technology sector with a comprehensive programme of awards, covering all aspects of the industry. Entries/Voting are CLOSED! The awards shortlists are now available online or turn to page 22 of this issue. BOOK YOUR TABLE TODAY! Tables and spaces are selling fast – secure your place at this must attend event – call us now. SPONSORSHIP To get even more involved we have a number sponsorship opportunities available leading up to and at the event. To Book a Table or to enquire about Sponsorship Opportunities call Ethan or Neil on 01732 759 725. www.printitawards.co.uk December 6 2022 The Royal Lancaster Hotel, London
01732 759725 16 BULLETIN : PEOPLE New hire within IT services division Konica Minolta has named Russell Palmer as its new Head of IT Services, in his new role, Palmer will oversee the company’s continued growth and ongoing development as an expert provider of comprehensive IT solutions. Palmer has an impressive history of building sales teams, culture and performance for B2B SaaS companies around the world, having held prominent roles at organisations such as Microsoft and IBM. Chief Revenue Officer, Mark Ash, said: “Russell is exactly the professional we have been looking for to head up our IT services offering. He has a proven track record of working both within start-ups and some of the largest tech companies in existence, demonstrating a firm understanding of the challenges and opportunities for both large scale providers and the customers that rely upon them.” www.konicaminolta.co.uk Channel veteran joins VAST Data Vijay Mistry has joined VAST Data as Channel Account Manager, taking his place on its channel team to capitalise on market opportunities and make a positive and immediate impact on the company’s partner relationships and growth. Mistry is well-known to the channel, having spent the past 15 years at Cisco, latterly as a Partner Account Manager. Commenting on his new role he said: “Working with a company like VAST, that has taken only four years to establish itself as the fastest-selling storage company in history, is the perfect opportunity for me to take my experience to the next level, and work with partners who have great expertise in their own field but appreciate the support that VAST can offer.” https://vastdata.com Barracuda names Chris Ross CRO Barracuda has announced that security, storage and channel veteran Chris Ross has been appointed Chief Revenue Officer, responsible for worldwide sales and partnerships. Ross joined Barracuda in 2015 as Senior Vice President of International Sales and brings over 30 years of technology experience to the company. As CRO, Ross will focus on accelerating the company’s current growth trajectory across its geographic sales regions. “We are delighted that Chris has taken on this role at what is an exciting time for Barracuda,” said Hatem Naguib, CEO at Barracuda. “Supported by KKR, we are driving innovation across the business as we evolve our integrated suite of advanced security solutions to meet the needs of customers and partners. Since joining Barracuda, Chris has driven rapid expansion and acceleration of Barracuda’s international business. As CRO, he will help our worldwide sales team to harness best practice, power growth, drive efficiency and further deepen the alignment of sales with key supporting functions.” “I am excited to be taking this next step in my journey at Barracuda,” Ross added. “This is a pivotal time for the company, as we embark on the next stage of our accelerated growth journey and complete the acquisition with KKR. I’ll be working to integrate our global sales teams and to share and adopt best practices across the teams as we deliver our next generation cloud-first cybersecurity solutions that protect our customers from the ever-evolving threat landscape.” www.barracuda.com Transport and logistics professional joins Brother Brother UK has bolstered its support for customers in transport and logistics with the appointment of a new sector specialist. Gary Morris has taken up a new role as senior end user client manager for transport and logistics. He brings more than 30 years of business development experience in the sector to the role, working previously for major operators including TNT, DHL and other transport and logistics organisations. Morris will work alongside Brother’s reseller and ISV partners to help businesses create efficiencies in their operations by using label printing as part of Auto-ID systems. Ged Cairns, Head of Auto ID Business Unit said: “Gary’s wealth of experience and contacts throughout the industry will help us to effectively support the technology requirements of the fast-growing transport and logistics sector. “He will develop on our unique position of being the only provider of mobile, desktop and industrial labelling machines alongside leading inkjet and laser devices, making us a one-stopshop for warehouses’ printing needs.” Morris added: “Transport and logistics businesses are experiencing high demand while also facing strong headwinds in the form of staff shortages and higher operational costs. Brother’s value in this sector coupled with its ‘at your side’ mentality makes this a compelling opportunity. The team has a clear customer first focus – if a user needs support, Brother is there to help. I’m looking forward to supporting companies and organisations in the sector while delivering growth in Brother’s specialist products and solutions division.” www.brother.co.uk Management changes at Egan Reid Former ZenOffice Managing Director Bruce Davie has joined Egan Reid as a main Board Director. Managing Director Martin Reid said: “We are delighted to secure the services of someone with Bruce’s experience and reputation in the industry. His background in the wholesale channel [with Spicers] and at a successful independent reseller gives us the skills we are looking for as we focus on the future growth of the company.” Davie will work alongside Charlie Reid as Joint Managing Director, driving the business forward in a new chapter. Martin Reid will take on the role of Chairman and his brother Andrew will become CEO. www.eganreid.co.uk Russell Palmer Chris Ross Vijay Mistry Gary Morris
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