01732 759725 48 Q&A View from the channel Q: What do you see as the biggest challenges facing channel businesses today? A: Managing and adapting to the change in the working environment and keeping up to speed with this. It looks like hybrid and remote working are here to stay in some way or another, which leads to challenges in IT security and the revolution that is AI and the impacts this will have in the future. Trying to keep that one step ahead is the biggest challenge. Q: Which OEMs do you partner with and why? A: We have partnered with Sharp from day one and then also partnered with Toshiba a few months later. The people in our business have historically worked with both OEMs over a number of years and what they offer from product, solutions and service, fit with our objectives and we trust the brands in helping us grow our business. Q: What are your customers most interested in currently? A: Having flexible solutions to meet the ‘new world’ that we live in is talked about more often than not. Cloud solutions continue to gather pace and security is top of the agenda with most, especially organisations with a fragmented workforce working both remotely and on-site. Q: How have you changed/are you changing business operations to exploit new opportunities? A: We are always looking to manage change and embrace what is required by us to ensure we can offer solutions against every opportunity we work on. This is ongoing and with the help of our partners and internal people, we are able to implement change speedily and effectively. We are proactively looking at bringing as much as possible of what we do in-house and developing service solutions which include bespoke service portals developed by our own web developers, giving our clients improved and consistent access to our business. Q: When selling MFPs, what are the most popular software solutions you provide and why? A: Our main software solution to support our MFP propositions is PaperCut. The skillset within our company complements this and the clients we Frazer Keenan, Director, Vitale Digital Ltd have worked with and continue to work with, see the real benefits and value from this solution within their organisations. Q: If you could change one aspect of your job what would it be and why? A: Less time in front of the PC and more time talking to and meeting clients. Helps the eyes if nothing else. Q: How do you spend your week – time on phone, face to face meetings with customers etc.? A: A mixture of all of the above and more. The face to face meetings with clients is always the best part of the week. Business is all about relationships and developing these relationships be it with partners or clients is the most rewarding part. Particularly when business is done for the benefit of all parties. Q: What would make your job easier? A: Every client we work with saying ‘yes’ first time around. Reduces the stress. Wishful thinking on both counts. https://vitaledigital.co.uk Frazer Keenan
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