PRINTITRESELLER.UK 39 VOX POP PrintIT Reseller: Where do you see the strongest commercial opportunity in paper-to-digital transformation – new services, recurring revenue models, or deeper integration with customers’ wider digital strategies? Simon Wright, MPS Director, FUTERA: For me, it’s definitely the deeper integration piece. The print industry has spent years talking about devices, pages and contracts. Customers are increasingly focused on outcomes. When I sit with an operations director, finance manager or IT leader, they’re not interested in scanning for the sake of scanning. They’re interested in reducing administration, improving customer response times, supporting compliance or giving staff quicker access to information. That’s where the opportunity sits. The recurring revenue naturally follows because customers want ongoing support, optimisation and development. Once digital workflows become part of the way a business operates, they’re not viewed as a standalone project anymore. They’re part of the wider technology strategy. What’s particularly interesting now is how AI is bringing document management back into the spotlight. Businesses are starting to realise that if they want to get genuine value from AI, they need clean, accessible and structured information first. The organisations that have already invested in digitisation are often much further ahead than they realise. John Rivett-Carnac, Managing Director, Managed Print Solutions: The greatest opportunity lies in becoming a long-term technology partner rather than a traditional print supplier. Recurring revenue models are important, but the real value comes from deeper integration with customers’ wider digital transformation strategies. As businesses adopt cloud infrastructure, cyber security solutions, managed IT services, and workflow automation, there is a growing opportunity to provide a broader range of connected services. Customers increasingly want fewer suppliers, greater accountability, and solutions that work together seamlessly. For resellers, this creates opportunities not only for recurring revenue but also for stronger customer relationships and longer-term retention. Mark Asbridge, Head of Product Enablement, MyQ: The biggest opportunity lies in becoming part of a customer’s wider digital transformation strategy rather than being viewed solely as a print technology provider. Recurring revenue models will continue to grow in importance, particularly through cloud-based services, workflow subscriptions, and managed solutions. However, the long-term value comes from deeper integration into business processes. Once a solution becomes embedded in how an organisation captures, routes, secures and manages information, it becomes strategically important rather than operationally necessary. We are seeing growing demand for services around workflow design, digitisation consulting, cloud integration, security, compliance and process optimisation. These areas create stronger customer relationships and provide opportunities that extend well beyond traditional print management. The organisations that succeed will be those that position themselves as workflow and information management partners rather than simply print providers. Ryan Green, Digital Services Director, Carbon Group: For me, the biggest opportunity isn’t just one of those areas, it’s where all three come together. If you look at where the market’s heading, yes, recurring revenue is important and moving into services like information management, cloud platforms, and workflow automation gives you that more predictable, long-term income. That’s a big shift from the traditional print model and a big part of how you build a sustainable business. But on its own, that’s not enough anymore. The real opportunity the one we’re seeing at Carbon is in embedding ourselves deeper into the customer’s wider digital strategy. That’s where the relationship changes completely. When you’re just providing print, you’re a supplier. When you’re delivering managed services, you’re a partner. But when you’re integrated into how their workflows actually run day to day you become part of how their business operates and that’s powerful. Our customers don’t want disconnected solutions they want joined-up workflows, where documents, data, and systems all talk to each other. The role of a modern MPS provider is shifting from managing devices to helping manage information and processes across the business. That’s where the commercial value really PrintIT Reseller asked leading OEMs and resellers whether customers are genuinely driving demand for workflow automation and document digitisation, or whether the channel is still having to lead the conversation. From guiding organisations through paper-to-digital transitions to reshaping portfolios around recurring services and deeper integration, this VOX POP explores where the real commercial opportunities lie Paper-to-digital – the market shift – part two continued... Simon Wright John Rivett-Carnac
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