goes dark. Dark data escapes compliance controls, bypasses AI workflow and quickly becomes a liability. IPA seamlessly integrates with any application to intelligently route documents to virtually any destination, ensuring organisations’ business intelligence does not go dark again. While PrinterLogic remains part of the broader Vasion platform, IPA adds eForms, eSignature, OCR-enabled storage, and agentic document processing, all managed through custom no-code workflows. For existing customers, IPA sits within their existing infrastructure. For new customers, it’s a single platform entry point that replaces what would otherwise require multiple vendors and months of integration work. Keeping humans in the loop Looking ahead, Vasion’s AI strategy centres on combining automation with transparency and governance. One of the company’s upcoming releases introduces agentic AI capabilities directly into workflow automation processes. Crucially, customers can see exactly where AI is being used and what it costs. “We break down line-by-line the actual cost of every workflow every time it runs,” Wedig explained. That visibility addresses two questions he says CIOs are increasingly asking, how much AI costs, and how organisations maintain human oversight. “About 90% of business processes are deterministic. You want them to work the same way every time,” he said. “There’s another 10% where you need reasoning and advanced AI.” Rather than applying AI indiscriminately, Vasion enables organisations to insert agentic AI only where genuine value exists, while maintaining approval stages and human review throughout the process. “Not every workflow should be running through AI,” he added. “We think we provide the best of both worlds.” For a company that began by challenging conventional wisdom around print servers, it is a familiar position. This time, the conversation is broader, encompassing dark data, intelligent automation and AI readiness. Yet the underlying strategy remains remarkably consistent: solve infrastructure challenges, embrace disruptive thinking and increasingly do it through trusted channel partners. www.vasion.com the company opened a major Executive Briefing Centre in Frankfurt last year and at the time of going to press was preparing to establish a new London office. While the UK market presents significant opportunity, Wedig emphasises that local expertise remains essential. “The UK has its own laws and there’s a lot of nuance,” he said. “Being able to navigate that through partners is incredibly valuable.” Equally important are the trusted relationships developed by established channel businesses. “When I go on customer visits with channel partners, the relationships go deep. They go back 15 or 20 years and there’s a lot of trust,” he added. For Vasion, becoming an extension of those trusted advisor relationships provides a significant competitive advantage. Wedig continued: “If we can tie into that trust and become part of that trusted network, it’s such a powerful way to accelerate growth.” The company has already established major customer references across financial services, healthcare and public sector organisations throughout Europe. Those successful deployments are helping drive further momentum. From print management to intelligent automation Vasion is well-known on the end-user print side, in particular for its ability to manage the unmanaged A4 printers. One growth area is output management, particularly around ERP-driven critical business printing. Many organisations continue to rely on legacy output management technologies that were designed long before cloud computing, AI and modern workflow automation became mainstream. At the same time, while office print volumes continue their gradual decline, other print environments are expanding rapidly. “Label printers are growing at 130% to 140% a year,” Wedig noted. However, the biggest strategic opportunity lies in what Vasion describes as Intelligent Print Automation (IPA). Launched in June, IPA aims to address a challenge that Wedig believes most organisations have overlooked – dark data. Every time users print, save documents as PDFs or scan information into unmanaged repositories, enterprise data becomes unstructured and quietly “What’s cool about the model is that whether you have two customers with five printers each or tens of thousands of devices, you can plug into that and resell very easily.” AI readiness starts with cloud-native Another factor strengthening partner engagement is the growing focus on AI. Wedig argues that many legacy print management platforms that were simply moved into hosted environments lack the architectural foundations needed to support emerging AI-driven workflows. “Our product is built as a SaaSnative platform that can be AI-ready,” he said. Because Vasion was built cloud-native, the company has been able to integrate directly with AI services and large language models, enabling intelligent document processing and workflow automation. “We’ve been able to pull in AI models that can interrogate documents and give customers an agnostic selection of models based on what’s fastest, best or most cost-effective.” Moving towards a partner-led future As market demand increases, Vasion is becoming progressively more partnerfocused. “The product is pulling now,” Wedig explained, adding: “When we showed up, we had to push our product into the market. Now channel partners are coming to us.” The company is building on its strong presence in France, Germany and the UK, focusing on partner-only go-to-market models in several regions. One example is Southern Europe, where a dedicated Spanish and Italian speaking account executive and engineer have been recruited to support growth. “They can only sell through partners in Italy and Spain,” Wedig explained. “We want to experiment with this idea and see how fast and how hard we can push it.” The long-term objective remains unchanged from the company’s earliest days. “It’s really getting back to my original dream, which is to only sell through partners. It’s coming full circle,” he added. Strong momentum in the UK The UK has emerged as one of Vasion’s most important growth markets. 33% of net new logos across EMEA during 2026 have come through the channel. In the UK, that figure rises to 75%. To support continued expansion, PRINTITRESELLER.UK INTERVIEW 31
RkJQdWJsaXNoZXIy NDUxNDM=