01732 759725 48 Q&A View from the channel Ryan Green, Digital Services Director, Carbon Q: What do you see as the biggest challenges facing channel businesses today? A: One of the primary challenges is adapting to change. Many legacy dealers and OEMs are struggling with this transition, often attempting to be all things to all clients rather than focusing on the evolving needs of their customers. This approach has led to a detrimental rush into the managed IT and telecoms space, which has not always been beneficial for the industry. Instead, the real focus should be on leveraging our expertise to help organisations navigate the shift from physical to digital environments. By supporting digital transformation and the adoption of AI, we can better meet the needs of our clients and drive sustainable growth. Q: Which OEMs do you partner with and why? A: We have strategically partnered with two OEMs: Epson and Canon. We have intentionally chosen to work exclusively with partners who share our dedication to sustainability and digital transformation. Both Canon and Epson have demonstrated significant advancements in these areas. Q: What are your customers most interested in currently? A: In addition to the perennial goal of reducing costs, our customers are currently focused on two main priorities. Sustainability initiatives - customers are increasingly conscious of their environmental impact and are actively seeking ways to reduce their carbon footprint. This includes adopting eco‑friendly practices and technologies that enhance energy efficiency and minimise waste. Alongside sustainability, our customers are keen on maximising output with minimal resource usage. This is where digital transformation and the adoption of AI play a crucial role, along with the balanced deployment of hardware. By automating key business processes, AI helps streamline operations, reduce waste, and improve overall efficiency. Q: How have you changed/are you changing business operations to exploit new opportunities? A: To support and capitalise on new opportunities, we put the emphasis on a blend of modern technology and traditional values with a focus on three key areas. We are transitioning to more sustainable technologies, such as the Epson heat-free range and the Canon IR Adv Series, which utilise low melt toner. Digital transformation – we focus on helping our customers leverage AI and other digital tools to automate and optimise their business processes. This not only enhances productivity but also aligns with their sustainability objectives. In contrast to the trend of outsourcing by larger OEMs and legacy dealers, we remain dedicated to providing personalised, local service and support. Our customers value the trusted advisor relationship we offer, ensuring they receive tailored solutions and dedicated assistance. By concentrating on these areas, we help our customers achieve their sustainability and efficiency goals while maintaining the high level of service they expect. Q: When selling MFPs, what are the most popular software solutions you provide and why? A: We provide UniFlow Online because of its exceptional security, reliability, and strict adherence to zero trust principles. This ensures that our clients’ data remains protected at all times. Therefore Online is also increasingly becoming a standard component of our installations. It offers substantial advantages to businesses of all sizes by aiding in their digital transformation goals, integrates seamlessly with Canon hardware, enhancing operational efficiency and streamlining document workflows. In the education sector, we have achieved remarkable success by supporting numerous PaperCut installations and configurations. PaperCut is widely recognised as the industry leader, particularly for its environmental benefits. Q: If you could change one aspect of your job, what would it be and why? A: I am grateful to be part of such an incredible team. The only thing I’d tweak is the selection in our vending machine! A few more healthy and tasty options would be fantastic. It would make those quick snack breaks even more enjoyable and keep everyone energised throughout the day. Q: How do you spend your week – time on phone, face to face meetings with customers etc.? A: My time is mainly divided among various responsibilities. Team meetings are crucial for coordinating with internal teams, discussing project updates etc. I also spend a considerable amount of time meeting clients in person. These interactions are vital for building strong relationships, understanding client needs, and providing personalised solutions. I also work closely with the sales team, offering pre-sales support and technical consultancy. This involves preparing technical presentations, conducting product demonstrations, and addressing any technical queries from potential clients. This ensures that I stay connected with both clients and colleagues, while also contributing to the overall success of the sales and technical teams. Q: What would make your job easier? A: If I could clone myself, I’d have a whole team of mini-mes working around the clock! Imagine the possibilities? Although my clones would probably just argue with each other about who’s in charge. https://carbon-group.co.uk Ryan Green
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