16 01732 759725 Q&A In print, we’re outgrowing the market, and we’re also going from strength to strength with some of our emerging technologies. We acquired DocuWare a number of years ago and its workflow automation capability has really resonated with partners that already have the end product, the printed page, and want to capture their customers’ workflows as well. That’s generated phenomenal growth for us and for our partner channel. TR: In what areas are you experiencing strongest demand? DM: Number one, I’d say, is sustainability. Ricoh has been championing responsible business since its foundation 90 years ago and today ESG is a board-level priority. All organisations need to be accountable. We’ve really doubled down on our sustainability messaging this year. We’ve just launched the CE range, the circular economy range of A3 devices. These are remanufactured back to a high standard using 86% recycled components to the extent that they can be sold and financed as brand-new pieces of kit. On top of that, we’ve got an optional carbon balancing programme for any partner or customer that wants to write off the carbon associated with the devices. Our devices already have the lowest TEC (typical energy consumption) values in the market, and we’re doing some side-by-side comparisons against the competition to show how much money and how much carbon customers can save by using Ricoh products. The other massive push right now is cloud-based print. Long gone are the days of on-site print servers. Today, people want true cloud printing and the ability to print and retrieve jobs anywhere, with Zero Trust authentication of users from start to finish. Our own CloudStream product which we launched in 2024 adds in device management as well. The other big growth area is around Process Automation. We’re all under pressure to streamline operations and eliminate manual processes, which is where DocuWare’s strengths lie. Last year we acquired an AI business, Natif AI, that takes DocuWare to the next level by recognising the type of document scanned and automatically routing it to the right “Smart lockers play well in that IT asset management space,” explains Murphy. “Big IT VARs are rolling out laptops and expensive IT assets all day long. How are they getting them out to their managed IT customers’ sites? Ricoh Smart Locker Solutions are in their wheelhouse. I know, because we use them ourselves.” One of the strengths of Ricoh’s offering, Murphy suggests, is the support provided by the company’s 400-plus engineers, who also install, manage, service and maintain third party lockers provided by Amazon, InPost and Royal Mail. He adds that in this respect, Ricoh lockers will be a familiar proposition to partners. “You’ve got a nice bit of hardware, a cloud asset management solution that goes with that and the service wrap. It’s quite like print actually – a bit of hardware, a bit of software and a bit of service around that – so that’s resonating with existing partners.” In support of its channel expansion strategy, Ricoh has just launched a new partner programme. The Ricoh Unity Partner Programme has four tiers (bronze, silver, gold, platinum), with additional benefits, incentives and support at each level and, for the first time, three specialisms (specialist, expert and elite) reflecting each partner’s technical proficiency, certifications and brand loyalty. To help new partners get maximum benefit from their relationship with Ricoh, the programme includes a Partner Capability Assessment that will determine the best entry point and future development pathway. Here, Daniel Murphy gives his view from the channel. Technology Reseller (TR): How’s business? Better or worse than 12 months ago? And how confident are you about the future? Daniel Murphy (DM): Business is good. Our financial year runs until the end of March, but the first half was really, really strong. I’ve just seen some data from IDC, which shows Ricoh still holding that number one spot in the A3 colour space, with a market share just north of 22%, touching 23%. That’s just our office print portfolio. Our graphics and professional print portfolio is also in the number one spot, with a market share in the high 30s. Over the last two decades Ricoh has been transforming itself from a provider of print and imaging solutions into a digital transformation specialist with the addition of new technologies and a growing portfolio of integrated digital services including IT management and support. Alongside its direct sales organisation, Ricoh has a smaller partner channel business. This has traditionally been very focused on print and is still responsible for 50% of Ricoh’s unit sales across Europe. As Ricoh UK’s New Business Partner Sales Director, Daniel Murphy has two main aims: to recruit more print partners and grow Ricoh print sales through the channel; and to expand the breadth of Ricoh technologies and services offered by channel partners, which might involve onboarding more partners with an IT background. Two technologies that he believes will be of great interest to IT resellers and MSPs are the company’s DocuWare document management software, which facilitates business transformation through the automation of processes and workflows, and Ricoh Smart Locker Solutions that function as secure return, collection and distribution points in offices, retail outlets, the education sector, warehouses and logistics centres. With Daniel Murphy, New Business Partner Sales Director, Ricoh UK View from the channel Daniel Murphy
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