01732 759725 40 VOX POP continued... This month’s panel share their thoughts on popular products and the key challenges facing the print and IT channel at the moment Product trends: part one Nigel Eaton, General Manager, MyQ: Right now, we are seeing high demand in two key areas, firstly cloud where there is an increasing number of enquiries from end-user organisations who either want to migrate their infrastructure to the cloud entirely or are looking for support to make that transition over a period of time. In both cases, MYQ is able to work with the resellers to ensure that the customer’s short- and longterm needs are met with both MyQ X and MyQ Roger. The recent introduction of MyQ X V10.1 has been a major step forward in being able to handle cloud-based document storage, retrieval and printing at the device, by making users more efficient, precious time and resource are saved, there are some very significant developments coming soon for MyQ Roger too but I cannot share those yet. Secondly many organisations are in a transitional position in respect of both their printer fleet but also their wider document management, by working with our resellers to understand these needs we ensure that MyQ firstly develops our solutions to ensure we meet and exceed these requirements, but also by offering advanced document handing options on a device licence basis through our MyQ Ultimate solution, giving organisations powerful document processing capability only on those devices where it is required. Ryan Mitchell, Print & AV Director, Westcoast: As we move back to a more traditional marketplace the asks from us have been in line with where we had invested. Our partners want the ability to lean on us to mirror them, to provide services that can enable to them to focus on their priorities with confidence that their clients will receive the service they’ve contracted to. This offering can be as basic as storage space to completely outsourced operations. M&A has picked up momentum again, having the option to outsource services can help reduce their costs and increase their geographical reach. An obvious learning has been, why try and sell printers to a print expert? Leveraging our internal experts, we have been able to introduce partners to potential new streams of revenue, just recently we held an event at the stunning Samsung KX space to introduce partners to AV and UC, the connected workplace and collaboration tools are a prefect add on. Richard Wells, Head of Office Print Sales, Epson UK: The easy answer is all our products. This is due to the increasing priority around environmental sustainability and the reduced waste and CO2 emissions that inkjet is able to offer as an alternative to laser printing. The demand is increasing thanks to Epson’s optimisation report, which can calculate a business’ specific financial, productivity, and ecological savings when switching to heat-free inkjet. Of all the solutions, the growth is being driven from our new WorkForce Enterprise AM-C range of A3 MFP devices, which offers mid-range heat-free inkjet at 40, 50 and 60 ppm, through a small footprint product, complete with inner and external finisher options. This mid-range market has previously been unfulfilled by heat-free inkjet printing, which explains the subsequent growth being driven by this new range. Peter Lunn, UK Technical Lead for OpenMPS, UK, TD SYNNEX: Our OpenMPS service is really starting to gain traction with partners this year. We added the option to provide onsite warranty with full monitoring of devices towards the PrintIT Reseller: Which of the products/solutions/services you offer are currently most in demand and why? Our partners want the ability to lean on us to mirror them, to provide services that can enable to them to focus on their priorities with confidence that their clients will receive the service they’ve contracted to Ryan Mitchell Richard Wells
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