01732 759725 42 VOX POP We are seeing that the main interest is in MFPs, to enable the combination of printing and paper-less activities, like scanning and archiving of service but satisfies their need to reduce their own costs. At the other end of the spectrum, we are aware of situations where some larger customers, with satellite offices and branches, have been actively attempting to reduce their print activity, through the use of rules-based print management systems, like PaperCut. However, eight months on and it is clear to see, with the help of the software’s reports, that print use is not reducing at the branches at all. Daniel Gilbert, Managing Director, Key Digital: While print per customer site has seen a slight decrease on average over the last few years, we’re still growing our number of machines in the field, so our total managed print volumes are actually growing. What we’ve been doing with new customers is to ‘right size’ the equipment that they have. A high speed, high volume device might have been a good fit four or five years ago, but many new 25-30ppm devices have the same specifications but at a more suitable cost for the volumes they are printing. Daniel Maddox, Managing Director, Evolve Document Solutions: Whilst we agree the industry is experiencing reducing volumes amongst certain segments of our customers, this isn’t affecting our numbers. Here at Evolve, we’ve balanced any reduction in volume with strong new business performance. This means we see continued growth year on year. We are buoyed by the fact that new business opportunities are still substantial. We’ve invested heavily in expanding our services beyond essential managed print services. Our focus now includes cloud-based solutions like Agility, which are in growing demand. Rachel Pollard, Managing Director, WDS: We have found that the majority of our customers still consider print as a major requirement, especially within the white-collar industry, who are printing more than ever. We are seeing that the main interest is in MFPs, to enable the combination of printing and paper-less activities, like scanning and archiving. We tend to receive more requests these days, for managed print and workflow solutions. Our customers need to feel more in control of their processes, print use, consumables and power consumption and our products and service team are able to provide the support they need, so they come back to us year after year. Ultimately, we are able to grow our business while our customers are reducing costs and waste but increasing security and convenience. Simon Riley: Yes, we have always provided other services other than managed print. We provide IT support, telecoms and the part of the business which has been trading the longest is the provision of digital services. This provides technical platforms and integration of systems for clients mainly in the financial service sectors. They also do web design and build and outreach campaigns on Google and Social. Ryan Green: Diversification is crucial for us sustaining revenue growth and mitigating risks by broadening our portfolio and maintaining a crosssector focus. At Carbon, we view cloud subscription services as a pivotal area and have implemented a cloud-first policy around our solutions portfolio. Additionally, we have been early adopters of AI and machine learning technologies, and we recognise the expanding opportunities within the cybersecurity market. Janet Bowden: We want to ensure we focus on what we are extremely good at. We are a print and document management total solutions provider, and as a business, we try to find opportunities to facilitate that. In 2022, we partnered with Sharp, which expanded our offering to include things like audio-visual equipment and visitor management systems. Having access to a broad product portfolio means that our account managers can confidently approach new customers, and our existing customers can talk to them about solutions they know will fit them now and in the future. In terms of offering UCaaS and IT services, it’s essential that we prioritise maintaining our expertise in print and document management. There are opportunities out there for growth other than providing the IT services themselves. Some of our IT provider customers rely on us to support their clients with print and document management. This is a great arrangement, as it helps us increase our market share while staying true to what we do best. PrintIT Reseller: Many resellers are looking to new sectors such as UCaaS and IT services to achieve growth. How important is diversification to your business and where do you see new opportunities? continued... Janet Bowden
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