PRINTITRESELLER.UK 45 VOX POP Mark Webb: Pivoting from a hardware supplier to a solutions partner. We have seen several of our dealers do this successfully over the past several years and they are the ones who are now flourishing. Our full solutions support package puts us in a great position to aid dealers in this transition. The main challenge I believe is finding a partner you can work with, who offers a full portfolio of products whether it is hardware or solutions. UTAX have worked very hard to ensure we can offer this and work with our partners to enable both them and us to grow. Miguel Rodriguez: The main challenge is increasing complexity due to the many different changes and new technologies that are enabling digital transformation. Hybrid working, the cloud, cybersecurity, the need to digitise and to automate – all of these trends bring significant benefits, but they have also made IT infrastructures and the management of IT systems and networks more complicated. Few reseller partners can do it all – most will need to call on the help and assistance of expert service provider partners, like SYNAXON. We can help them address some of the most important areas where their customers need help – with our predefined and standardised SYNAXON Managed Services for example, by providing access to the most popular products via SYNAXON Hub and providing them with a comprehensive view of all the products available from all major distributors through our EGIS stock availability and procurement platform. Jonathan Rogerson: Keeping up with emerging technologies is one thing, but then integrating them into existing systems is a whole new challenge and one that can be expensive and timeconsuming, making it difficult for small and medium-sized businesses to keep up. However, year-on-year SMEs are becoming increasingly digitalised, investing in digital transformation projects and moving further away from paper-based processes that rely on heavy print output. Therefore, opportunity for revenue growth in the managed print space is declining. In order to maintain profitability, dealers are now gravitating towards the managed workplace model, which extends to IT services, document workflow and process management. ECI has developed the tools to help customers seamlessly make this transition. Catherine Kennedy: The key challenges we see are that print equipment margins are being squeezed, print volumes have not recovered back to pre-COVID levels, and customers are leaving a longer time gap between equipment refreshes. These factors all lead to decreasing revenues in the channel and drive the need to find new revenue streams. We have made an investment in our new dashboards for digital transformation – IntuitiveDX which allow the print channel to use customers’ print data to engage with these new market opportunities. In our experience, selling ECM and digital transformation solutions requires a different sales approach and engagement outside of traditional print decision-makers. Using print analytics (from data that is already captured by end customers using print management software), our resellers can spot opportunities to improve paper-based processes through implementing digital workflow solutions and digital transformation technology. Using this data can help to open up new conversations with different decisionmakers, such as departmental heads in different parts of the organisation and to work with them to help transform their operations, increase efficiency and save costs. Michael Lloyd: For the print and IT channel, the main challenge is stepping out of their comfort zone and having the confidence to discuss solutions and services which may be alien to them. With Nuvola coming from a comms background and offering the Teamsready portfolio, we can stand side by side with these partners and discuss with the end-users the requirement and opportunities, without any investment initially, to assist them in keeping hold of their customers. As a distributor, our go to market is very clear and clean ,giving the comfort partners are looking for from a partnership. www.myq-solution.com www.westcoast.co.uk www.epson.co.uk https://uk.tdsynnex.com/ /www.utax.co.uk/ https://synaxon-services.com/ www.ecisolutions.com https://weareintuitive.com https://nuvoladistribution.com/ Keeping up with emerging technologies is one thing, but then integrating them into existing systems is a whole new challenge and one that can be expensive and timeconsuming Jonathan Rogerson Mark Webb
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