PRINTITRESELLER.UK 37 INTERVIEW contract management solution? NB: Obviously, we take a slightly biased view on this because of where we are, but we would certainly advocate that a specialist is always better than a generalist. We are aware of large ERP players building in capabilities and looking at supporting some of the people that we've worked with on a daily basis. But we have actually seen quite an interesting reverse of that trend. A number of customers that we've worked with for years have taken steps to implement ERP systems as a replacement product, and then have actually come back to us and implemented our solutions because they recognise they fit their needs better. PITR: The print market is a mature one and a sector which has witnessed much consolidation over the past few years. That said, there appears to be a flux of new entrants, has that been your experience? TM: Yes, in the past 12-18 months, we have seen around 10 to 12 new businesses perhaps spun out of or launched by people who were previously working for companies that were acquired. Some of that is driven by serial entrepreneurs. Some of it is driven by salespeople who are really good at their job and perhaps not quite as comfortable working in a larger organisation as they were in a smaller, more agile business where perhaps they had a little bit more autonomy. And I think the other trend is the closure of the gap between workplace technology, managed print and IT. More and more managed print and workplace technology companies have been looking to diversify their offering and move into IT, and that presents opportunities on both sides. NB: Another trend we’ve witnessed is an acceleration of a ’back to the office’ mentality. And we're seeing that in the UK as well as across Europe and in the US. As that trend continues, that will create future demand for all elements of workplace technology. So, I think that's also why we're seeing more new entrants in the market because they're now capitalising on that wave of new excitement and new activity across the industry. www.asolvi.com To watch the full interview please visit https://www.youtube.com/ watch?v=RPSkIFQ_MCk Tony Milford More and more managed print and workplace technology companies have been looking to diversify their offering and move into IT, and that presents opportunities on both sides
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