01732 759725 42 VOX POP people they have a problem, they already know. Customers aren’t coming to us with isolated print or scanning questions anymore. They are thinking about the whole information flow, from capture through to process automation. Print is still the entry point for a lot of those conversations, but it’s rarely where they end. That’s where Tungsten’s position becomes relevant. We combine print management with intelligent document processing, workflow automation and AI, which means we can offer customers a genuine end-to-end solution rather than solving one piece of the puzzle and leaving them to figure out the rest. Gareth Pearce, Partner Channel Head of Sales, Canon UK&I: We are seeing a genuine shift in demand as organisations continue to look to digitise, capture and manage information more securely and efficiently and as these objectives are becoming non-negotiable. Customer expectations and behaviours continue to evolve, requiring new technologies to facilitate diversification and new ways of working. As a result, workflow automation and document management solutions are becoming increasingly important to improve productivity, increase accuracy and reduce manual handling of information while preparing for changing market demands. Daniel Maddox, Owner, Evolve Document Solutions: We are definitely seeing a shift, but customers rarely frame their needs using industry jargon like workflow automation or document digitisation. Most clients approach us because they want to fix a specific operational headache – whether that is time wasted handling paper, lost files, clunky scanning steps, or compliance anxieties. The demand for a fix is there, but awareness of what the right modern solution looks like is often lacking. Because the marketplace is frequently flooded with over-engineered software, the conversation remains highly consultative. Our role is to connect the dots between that dayto-day friction and the practical technology that solves it. Most businesses already know that paper-heavy processes are inefficient; they do not need convincing. The real challenge is giving them a clear roadmap to the next sensible step without making the project feel complicated, disruptive, or prohibitively expensive. Harry Page, Office Print Category Lead, HP Inc UK&I: We’re seeing a clear and sustained shift in demand, with customers increasingly prioritising workflow automation, scanning and document management as part of their broader digital transformation strategies. Over the past few years, the conversation has moved from why these solutions matter to how they can be effectively integrated into existing environments to deliver real business outcomes. There is still an element of education, but it’s now focused on helping customers unlock value from their investments rather than introducing the concept itself. One notable trend is the increase in scanned pages, driven by the need to digitise physical workflows and make information more accessible. For partners and resellers, this presents an opportunity to lead more strategic conversations, focusing on integration, security and productivity gains rather than purely on devices or standalone solutions. Paul Davies, Enterprise Workflow & Automation + Digital Transformation Sales Specialist, Ricoh UK: We are starting to see a genuine uptake in awareness around workflow automation, scanning, and document management, particularly as organisations become more conscious of how inefficient processes directly impact their bottom line. That said, it’s still very much a conversation we need to lead from a sales and advisory perspective. A big part of our role remains educating both partners and customers and helping them uncover inefficiencies by asking the right questions about their processes and operational challenges. What has changed is the level of receptiveness. More businesses now recognise that process inefficiencies are not just operational inconveniences, they are real cost drivers. As margins tighten and market conditions remain challenging, organisations are increasingly motivated to explore ways to streamline operations and reduce expenditure. This is creating a growing pipeline of opportunity. However, there are still cultural and behavioural barriers to overcome. Many employees have relied on manual processes for years, and shifting those habits can be difficult. Change management is often just as important as the technology itself. Overall, while demand is growing, it is still being actively shaped. Those organisations that engage early and embrace automation are seeing clear benefits, but there remains a significant opportunity for us to guide the market, drive awareness and support customers through that transition. PrintIT Reseller: How are you helping customers transition from traditional print-centric environments to integrated paper-to-digital workflows, and which technologies are proving most effective in real deployments? Simon Wright: The biggest mistake people make is thinking this starts with technology.In reality, it starts with understanding how people work. We’ll often sit down with a customer and walk through a process from start to finish. How does an invoice arrive? Who touches it? Where does it go next? How is it approved? How is it stored? Once you start mapping that journey, you quickly find bottlenecks that have existed for years simply because ‘that’s how we’ve always done it’. One example that springs to mind involved a customer whose finance team were manually processing hundreds of supplier invoices every month. Documents were arriving by email, being printed, passed around for approval and then scanned back into the system. Nobody had really questioned the process because it had evolved over time. By introducing automated document capture, workflow approvals and integration into their existing Microsoft environment, we removed a huge amount …continued Manni Grewal Greig Millar Arwel Griffiths
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