technologyreseller.co.uk 39 WORKFLOW SOLUTIONS Canon has VARs and MSPs in its sights as it looks to expand the market for single-function scanners and document workflow solutions scanner team, and one of the things we’re looking to do is bring those two elements together to create a stronger connection between standalone scanning and applications that drive digital transformation, such as workflow technology, storage and document management. That's our main focus,” he said. “We have two approaches. We try and create connectivity between our scan technology and our software, because obviously that's more fruitful for us as an organisation, and supplementary to that we work with third party solutions. Some of the biggest opportunities we’ve worked on involve integrating our scanners with systems integrators’ software.” Indeed, today Canon scanners are more likely to be used with another vendor’s software than its own solutions. Moving that connectivity ratio in Canon’s favour is a big priority for the company. Scanner opportunity To this end, Canon has created a channel education programme highlighting the opportunities in dedicated scanner sales for MFP partners that might not be aware of the scale of the market for scanners, whether they are deployed as standalone products or as part of a balanced deployment. Organ points out that while MFP resellers used to be concerned about cannibalising their MFP MIF (machines in field) with scanner sales, changes in print and scan requirements since the pandemic, combined with organisations’ digital transformation strategies, have strengthened the case for dedicated scan devices as supplements to MFPs. “I think people now look at their MFP estates and say ‘If I'm consolidating the number of MFPs I've got, do I need to consider increasing the number of scanners to run alongside the MFP for bespoke applications?’.” One of the key strengths of Canon’s scanner offering is the ability to feed data directly into software applications, which Canon has highlighted in a new video created for resellers that demonstrates the seamless workflow between a DRS150 scanner and Therefore document management software. “The resounding feedback we get is that people want processes simplified, which we’re trying to do with direct throughput and pre-configured workflows,” explained Organ. “We are already seeing an increase in scanners sold as part of a balanced deployment and that is being driven by our desire to increase connectivity with software.” In this context, Organ points out that: n Therefore (available on-prem or in the cloud), in addition to its core document management features, has extensive capabilities for direct capture, e-forms and a workflow engine for streamlining processes; n the scan capabilities of uniFLOW output management software enable it to act as an on-ramp into IM systems, as well as Like many office print leaders, Canon has been diversifying its product offering to meet customers’ changing needs. Where it differs from many of its competitors is that instead of attempting to diversify into multiple new areas and reinvent itself as an IT services provider, Canon has maintained its focus on the document lifecycle. That, at least, has been its approach on the indirect side. In October 2022, Canon’s direct business started offering customers IT services through a strategic alliance with AdEPT Technology. Following Wavenet’s acquisition of the managed services provider in February, Canon has expanded its services portfolio to include cloud, cybersecurity & compliance, unified comms/voice, collaboration (inc. Teamslink) and networking/connectivity. Gary Organ, Canon Indirect Sales Manager for Software & Scan Technology, told Technology Reseller that Canon had no plans to go down the same route on the channel side in the immediate future. “In June, we held our Make It Together UK & Ireland Partner Conference 2023 and one of the key themes running through that was diversification – but not diversification into alternative markets. Instead, Canon Indirect channel has its sights on maintaining a core focus around the document lifecycle and improving the processes around that.” In practice, this means leveraging Canon’s strengths and capabilities in printers/MFPs, production printers, scanners and software. The latter includes Canon’s own (or partowned) products – Therefore (document management), IRIS (capture) and uniFLOW (print and scan management) – which tend to be sold through specialist resellers, as well as third-party software that the Canon DIMS team is expert at integrating with Canon devices. At a time when print volumes are only 70%-80% of pre-Covid levels, Organ says that scanners and software are a big part of Canon’s UK growth strategy. “We're really looking to grow in the UK market, and we've put a lot of emphasis on scan technology. I look after software for our indirect channels, with an oversight of our Going with the flow Continued... New from Canon, the imageFORMULA R30 is a plug and play document scanner for home offices and small businesses Canon’s DRS150 scanner can save and send documents to multiple destinations including Therefore document management software
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