PRINTITRESELLER.UK 43 VOX POP continued... they can be used across any supported device, even if it is changed during the period of the contract. n The unique MyQ user interface means that users in a mixed fleet environment only have to learn to use MyQ as their personal user interface will follow them on each device they use so no need to learn different systems and set ups. n Subscription licencing: in a scenario where an organisation is in the process of fleet rationalisation and demanding contract flexibility, we can offer MyQ on a monthly, annual or set term to give maximum flexibility and lower commitment. This has proven to be very popular with the rise in hybrid working causing organisations to be unclear on the size and scope of their printer fleet going forwards. It also allows partners to revisit organisations currently under contract who may have a requirement for a solution but lack the funds to pay for it in a single payment. Ryan Mitchell: Sustainability is driving some really interesting conversations, of course, there is always the risk of overwhelming and confusing the customer with so many different messages. My view mirrors Epson’s, it’s fantastic that everyone is addressing the emissions and investing in the future but we need to use less in the first place. The new AMC printers really support this, in fact we are looking into options to swap out our own fleet. Richard Wells: Environmental sustainability is a trend that’s becoming more influential in buyers’ decisionmaking, and we’re seeing organisations become increasingly aware of the need to act more responsibly and choose devices that offer real consideration in a product’s lifecycle, beyond simply offering a tool for offsetting. Products with longer life consumables, reducing packaging and supply chains, recycled materials in manufacturing, and offer second life placements, are pioneering the standard for high quality. Also, as hybrid and return-to-office working continues to pick up pace, there is an uplifting role of the ’A3 printing hub’, where the increased demand for compact yet reliable devices with higher print volumes and finishing capabilities is being met by the new WorkForce Enterprise AM-C series. Peter Lunn: There has been a move towards managed services for some time and we are now seeing that amongst SMBs as well as mid-sized and large firms. The trend has been accelerated by hybrid working and the skills shortage. Most businesses – especially smaller ones – don’t want to have to recruit and try to retain an expensive IT specialist. It makes much more sense to hand that over to a trusted partner. From a partner perspective, offering OpenMPS is a great way of retaining and drawing customers closer. The drive for businesses to be more sustainable is definitely having an impact on buying choices and we can only see that becoming more of an influence in both the B2B and consumer markets. Mark Webb: Decision-makers are looking for trusted partners who can deliver value for money without jeopardising the level of service they receive. As a result of COVID and recent global product shortages there has been a shift in the priorities of decision-makers from the early upgrade of equipment, to letting it run to end of life. Subsequently, a lot of that equipment now needs replacing so there is some pent-up demand. Decision-makers now realise that equipment needs longevity, so are looking for equipment that will still be operational five years down the line. They are now considering whether the supplier will still be able to service that device five years on, and whether the supplier can offer the added benefit of a full solutions portfolio. In today’s market, the most effective way to achieve cost savings and efficiency is to become a full service provider. Those suppliers that invest in themselves to ensure they can deliver full solutions will see the most success. Miguel Rodriguez: Hybrid working is probably the main driver for purchases right now – that and the combination of a desire to be more environmentallyconscious and energy-efficient with print, both in the workplace and the home. SYNAXON Managed Workplace has been designed to meet exactly this need. It provides partners and their end-user customers with a complete desktop solution - with all hardware, software and managed services included, for a fixed-price subscription. It’s flexible and convenient and means there is no need to make any up-front investment. Jonathan Rogerson: Decision-makers are constantly seeking new ways to accelerate business growth. To do this, they require tools that have been designed by experts with a rich understanding of the industry, to help them better interact with customers, measure and track success, understand revenue opportunities and - of course, eliminate unnecessary costs and errors. Similarly, with the increasing threats associated with cybercrime, decisionmakers are becoming more aware and concerned about data security. By partnering with an experienced supplier, such as ECI, the risks associated with running a managed print, copier, or IT service company can be mitigated. Suppliers should look to promote their experience and understanding of the threats that their target market is likely to encounter, as well as offering functionality such as two factor authentication and data encryption if they are to win the trust of prospective customers. Businesses are also becoming more conscious about their impact on the environment, with a growing number looking to deploy software that can help them to achieve their sustainability targets, either through reducing waste or cutting energy consumption. Alongside promoting the functionality of their software, suppliers should highlight their own green credentials, with decision-makers viewing this in increasingly high regard. Like many other industries, artificial intelligence is rapidly gaining ground. Across the print and IT industry, AI is being used to automate printing processes, as well as to assist with customer service. This is a trend we are certainly keeping a close eye on to ensure that our solutions are at the forefront of innovation. In fact, e-automate already includes advanced reporting and analytics features that As a result of COVID and recent global product shortages there has been a shift in the priorities of decisionmakers from the early upgrade of equipment, to letting it run to end of life. Subsequently, a lot of that equipment now needs replacing so there is some pent-up demand. Miguel Rodriguez
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