Technology Reseller v41

BUSINESS DESIGN CENTRE LONDON In March, we invited readers of Technology Reseller and sister publication PrintIT Reseller to contribute to a channel study being undertaken by Keypoint Intelligence’s Office Group. The results of that survey are now in and they highlight not only the optimism of participating IT resellers, VARs, MSPs, managed print service providers and office equipment dealers but also their readiness to sell into new environments. In her analysis of the findings, to be featured in PrintIT Reseller Issue 86, Deborah Hawkins, Director of Keypoint Intelligence’s Office Group, writes: “Acquisition behaviour amongst the channel is relatively active, with 41% of the resellers we surveyed stating that they are likely to acquire in the next 12 months...They have also jumped into a variety of new ‘smart workplace’ product areas or are considering doing so.” She adds: “Most have already been on a path to diversification and have added document automation, IT infrastructure services, conference communication systems, smart whiteboards and meeting room software to their portfolios. Similarly, the pandemic has driven many channel players to add items like IT services (60%) and cloud solutions (47%) to their repertoires.” The profile of the respondents to Keypoint Intelligence’s survey are testament to the willingness of technology solutions providers to enter new technology areas and to the convergence of previously distinct markets. Of the 204 survey respondents, 117 identified as IT resellers (including VARs and MSPs) and 87 as office equipment dealers. Yet, all sold A3 and/or A4 devices and technical service. This is the whole rationale for Technology Live – a one-day event where channel businesses can discover new technologies and services that might be complementary to their existing offering or perhaps even a gateway to a whole new market. Exhibitors signed up so far represent a great variety of sectors, including networking equipment, connectivity, cyber security, hosted voice, AV, unified comms, MSP services, billing, marketing services, print management and more. Constant Evolution Another notable finding from Keypoint Intelligence’s survey is that technology solutions providers are not just diversifying but continually evolving their offering in markets in which they have long been active. As Hawkins writes: “We saw that 66% of office equipment dealers and 62% of IT resellers have added or dropped a brand of print device sold in the last 12 months. Whether this is because they were seeking higher profit margins, better dealer programs or a more reliable availability of supplies, it indicates that resellers are willing to make a switch to better themselves.” She adds that with the adoption of hybrid working and changes to the role, size and location of corporate offices, the channel is also evolving its offering to meet changing customer requirements in relation to print. “The channel indicates that 53% of customers are actively planning changes to their print environment, most likely a shift to A4 colour and a decrease in A3 devices, with many considering a shift to inkjet technology. While these changes may be seen as a threat to some vendors’ business, they also give them a chance to reinforce their commitment to serving evolving customer needs.” For many, such changes present an opportunity to enter the market with a new proposition and a new sales approach, for example by partnering with a provider of inkjet devices and highlighting the CSR benefits of switching from laser to inkjet devices. Whether you have been active in a particular sector for years or are considering breaking into it for the first time, Technology Live provides an opportunity to meet experts face-to-face and learn how you can address customers’ changing needs with new technologies, new services and new business models. The Convergent Technology Event for IT Resellers & Providers Business Design Centre · London · 28 September 2021 SPONSORED BY TECHNOLOGY LIVE 2021 Exhibitors include: PREVIEW REGISTER NOW ONLINE AT technologylive. co.uk Registration Sponsor