PRINTITRESELLER.UK 47 time Evolving go-to-market Reflecting on changes in go-to-market strategy over the past decade Smith said: “ Looking back to early 2013 in managed print there continued to be a large focus on consolidation. The A3 vendors were attacking the distributed A4 printers and driving centralisation as much as possible. And capturing pages onto larger devices drove the adoption of secure pull printing.” He continued: “With the advent of the pandemic and offices being left empty, offices full of unused large copiers was the norm. Many went to buy distributed devices for home use, whilst others just stopped printing. Today, secure pull printing is a given, flexible estates with distributed and centralised devices is more common, and many have also focused on building cloud-based infrastructures to give them future-proof capabilities.” Smith asserts that with lower print volumes fast becoming the status quo within the MPS sector, diversification has been a must. “Today a wider IT portfolio of offerings has delivered greater stability and less reliance on an infrastructure typically associated with well-populated office spaces,” he said. Changing customer needs Smith believes that customers are looking for a supplier with solidity and capability in print, whilst taking into account the additional services they can deliver. “They are much more amenable to exploring cloud-based infrastructure, and many manifest a ‘mood for change’ from any supplier who has been less than supportive during the lockdown days. “We are also seeing a big push to demonstrate leadership from a sustainability perspective and evidence of eco-credentials for products and services,” he added. Change is exciting For Smith, change is the thing that excites him most about the future. “The world of work has seen quite some shift in terms of its resilience to cope with unforeseen impacts, and this has driven adoption of different ways to communicate, work and conduct business. “Equipping the workforce with appropriate tools for the long-term rather than an emergency measure brings opportunity to provide customers with better intelligence in how IT is being used, and providing best practice advice helps differentiate and deliver value,” he concluded. www.xeretec.co.uk 2017
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