01732 759725 44 VOX POP continued... cloud environments, where it has been operating in a number of our customers’ networks in this hybrid configuration for many years now. PaperCut Hive takes a different approach. It uses cloud-based architecture and technology, combined with Edge Mesh technology. Not only does this mean print administration and configuration is easy, but the Edge Mesh also provides users with the ability to keep their printed documents within their local network if they choose. Phil Madders: Productivity. Everyone is trying to achieve more (or the same) with less. Costs are high, the labour market is tight, so we have to help our dealers and their customers in this journey as they contend with all these different challenges and requirements. The channel vendor can take advantage of this by stepping up as a trusted partner and helping their customers achieve their objectives – be it reducing infrastructure by moving to cloud print or identifying workflows which can be automated and free up people to focus on more valuable activities. Greig Millar: Buying products and services on subscription is now the norm, whether that’s for groceries or print hardware. The market is moving from sales being predominantly transactional to contractual, and the key challenge for resellers and vendors is keeping pace with customer buying behaviours. This shift represents an opportunity, not a headache, for the market. There’s a misconception that MPS contracts yield lower margins. But over the lifetime of a device a reseller will generate larger profits, because guaranteed income from consumables more than makes up for the occasionally lower cost-per-page revenue. Julian Hodges: Many organisations over the last year have seen increasing costs, that’s why decision-makers are making smarter choices when it comes to their technology. They are looking for technology that can scale with them and has longevity within their workplace. A cloud-first and serverless approach is a key trend for decision-makers. They are seeking technology solutions that provide integrations with things like Teams such as our new BP-Range. Although, remote working is common, we’re also seeing a trend in organisations investing in their workplace and technology to entice employees back into the office. They are investing in collaborative AV solutions and reinventing their office spaces with full furniture fitouts. All with improved employee experience in mind. Finally, decision-makers are putting security first. They are looking for a multilayered approach to security to provide them with peace of mind that products and solutions are secure. For example, Sharp’s MFPs now have Bitdefender antimalware technology for added security. comms, to take full advantage and offer that ‘full MS experience’ with the support and guidance from an experienced full services distributor, as we have a professional services arm of highly experienced and qualified engineers. PrintIT Reseller: What in your opinion are the key challenges facing the print and IT channel at the moment and how can you help? Henning Volkmer: Customers are asking a lot from print and IT channels these days. Going back to what I said in my previous answer, more than ever we see our customers looking not just for cool, one-off tech products but for holistic guidance. Business planning has become more challenging, there are more variables to consider, and many of those are far more volatile than in years past. The print and IT channel are therefore in a position where they have to take the time to learn far more about a customer’s business and objectives and then develop the know-how to dissect the information gathered and turn it into reasonable, cost-effective, and secure options to present to a customer who often doesn’t know what they should assume is going to happen to the business and the environment they are in. This is a seemingly impossible task. We strive to help our channel partners by offering solutions that streamline, simplify and secure printing but are also flexible and can quickly adapt to new requirements without incurring extra costs. Moving from on-prem to the cloud or the other way around? Bringing more people back to the office or eliminating space and focusing on working from home? Replacing legacy apps with new cloud-based web apps? Moving manufacturing operations to a new location? Whatever our customers need to do, our solutions will help customers and the channel partners that support them accomplish these goals with minimal effort and cost, ensuring that whenever printing – in whatever form – is needed, it is delivered flawlessly. Richard King: What is cloud and what are my options? With years of experience either developing or distributing cloud products iTS is certainly best placed to help navigate through all the jargon and support businesses on their cloud transition journey. Tony Milford: As a provider of essential operational software solutions for Although, remote working is common, we’re also seeing a trend in organisations investing in their workplace and technology to entice employees back into the office Tony Milford Greig Millar
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