01732 759725 48 Q&A in-house developer resource, we’re able to shape and tailor our product roadmap based on customer feedback and interest, so we’re effectively enabling them to shape the product in real-time. We’ve also expanded our product offering to encompass unified communications as-a-service, adding further value to our clients. Q: When selling MFPs, what are the most popular software solutions you provide and why? A: Of course, all client needs differ but it’s rare for us to deploy a new solution without print management and fleet management software. Being fully independent, our clients benefit from the best fit print management software for their fleet and environment. This platform is always complemented by our own fleet management product, VRFM, utilised for remote diagnostics and fault resolution, as well as consumables management. And of course, through understanding what our clients print and why, increasingly the solution is further enhanced with workflow enhancements with the introduction of FileHound. Q: If you could change one aspect of your job, what would it be and why? A: It would be more physically active! I love the job but spend way too many hours sitting down. Q: How do you spend your week – time on phone, face-to-face meetings with customers, etc.? A: A mix of all of these activities but in the main it’s collaborating with our sales and marketing teams on generating and progressing opportunities. Whilst I do support the sales teams with some client engagement, we are fortunate to have a strong, capable team, so other time can be utilised more strategically to refine our go to market approach, as well as internal processes. Q: What would make your job easier? A: Faster sales cycles! Or maybe I’m just impatient! www.visionplc.co.uk changing customer demands with commercials, as well as continued investments in technology, like security, cloud solutions, as well as our complementary/peripheral product offerings such as FileHound, our document management solution. Q: Which OEMs do you partner with and why? A: We’re very fortunate to have strong relationships with leading OEMs like HP, Canon and Ricoh. We’re selective with who we partner with, as we want total confidence in the devices and software we’re installing for our clients. They’ve made some great technological advancements this year as they move to integrate AI more comprehensively into their hardware and software. Aside from that, what we really look for in an OEM partner is an alignment in terms of values as a business. Each of our partners are committed to innovation, sustainability and collaboration. Q: What are your customers most interested in currently? A: With rising cybersecurity threats, our customers continue to want assurances that their print and document workflows are secure – especially as employees access these services from different locations. There’s also a growing emphasis on environmental impact, particularly in our public sector and corporate clients. Many clients want to reduce waste and energy usage, which aligns with our managed print services that optimise fleet usage and cut down unnecessary prints. Lastly, they need solutions that integrate easily with the cloud to ensure productivity for both remote and in‑office employees. Q: How have you changed/are you changing business operations to exploit new opportunities? A: Recently we acquired our own document management/business process automation solution, FileHound, to better position us to support clients on their digitisation journey. What’s great about this is that with our own Q: What do you see as the biggest challenges facing channel businesses today? A: Channel businesses face multiple pressures, but the biggest challenge right now is adapting to the rapid pace of change; both in terms of technology and shifting workplace dynamics. Staying competitive means balancing View from the channel Martin Randall, Sales & Marketing Director, Vision Martin Randall Photo: pexels.com/Jakson Martins With rising cybersecurity threats, our customers continue to want assurances that their print and document workflows are secure
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