PRINTITRESELLER.UK 45 VOX POP training and their own development to the extent they would have liked as it was very much all hands to the pump. We see this as an opportunity to support those internal teams to allow them space to train and focus on their IT project delivery whilst working with us to take on some or all of their day to day tasks. “We have a very clear direction within the sectors that we support and that is to provide quality IT services that are right for our clients. With the massive upsurge in commercial cloud services throughout the pandemic, those clients are now looking to us to help them capitalise on those platforms and understand how best to use the technology they now have access to. “The amount of services that they are now able to access and the challenges that they can better solve through technology is huge. The advancements in two years for some businesses is more akin to a decade of change and it is that change that is driving our investment in people and new skills. These new skills will further drive our portfolio of services around business systems which encompasses the wider Microsoft Suite outside of basic email and office (Dynamics, Power Platforms, SharePoint and the wider security platforms). “It is very clear for us that a huge focus needs to be on the support that we can offer our clients throughout 2022, such as helping them realise the investments they have already made in technology. As a go to partner for our customers, we have the people that can support them with that, and it is a conversation myself and our teams have every day. “However, that said, cloud isn’t always right for every business which is why we help our clients assess the relevance to them and ensure that the next technology change is the right one.” Dave Prezzano, Managing Director, HP Inc. UK & Ireland “Technology is more central to people’s lives than ever before. The transition into a hybrid world is serving as a catalyst for change, which is resulting in huge opportunities for digital services and new workforce solutions. “People are finding that digital technologies suit their needs in a hybrid world better than expected, and so, a preference for digital-first interactions is likely to dominate in the years to come. “While our hardware will continue to play an essential role in the lives of our customers, we are additionally seeing opportunity and investing in softwareled digital services and data science to meet a wider range of customer needs. We plan to go after this opportunity by integrating and expanding our existing services offerings, like managed print services and device-as-a-service offerings, and additionally are investing to develop new services for customers, such as managed video conferencing and remote computing solutions. “Services have long been a part of our strategy; the opportunity today is fundamentally different than it was prior to the pandemic – the market is bigger, growth accelerating and the role we can play is greater than ever before. For example, approximately 69 per cent of global IT leaders expect to heavily invest in security software this year in anticipation of the continuation of hybrid work. For channel partners this means that products offering seamless built-in protection, like HP’s Wolf Security, will increasingly become a market expectation to ensure always-on defence for remote work environments. “Delivering on this new customer relationship dynamic in 2022 will require channel partners to show up for customers in ways that showcase their ability to predict consumer needs and deliver quick, flexible turnarounds by leveraging predictive analytics. HP is supporting its partners through this new landscape through its robust channel intelligence platform HP Amplify Data Insights, allowing partners to enhance customer experience, shape long-term growth strategies and drive recurring revenue. By adopting a digital-first mindset, partners will find vast opportunities to create new value propositions geared towards hybrid.” www.hp.com Mike Mulholland, Head of Services and Solutions, Brother UK “IT roles are in huge demand. Firms are scrambling to hire top talent as they accelerate digital transformation to adapt to the new world of work. But businesses are struggling to fill these posts, and leaders and CIOs are turning to IT consultants for the knowledge and capacity that they lack in-house. “This is a major opportunity for the channel. Many firms stand at a crossroads for their IT strategy, where resellers and consultants alike can provide value in steering businesses in the right direction. For example, hybrid working models require fresh thinking and consultation on workflows, security, continued... Mark Williams Dave Prezzano Mike Mulholland
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