01732 759725 40 VOX POP sits because once you’re embedded at that level, you’re involved in multiple parts of the organisation not just IT or finance. You’re also delivering ongoing value, not just reacting to issues That’s exactly how we approach it at Carbon. Yes, we build services. Yes, we focus on recurring revenue. But our real focus is to sit right at the heart of how our customers manage information helping them automate processes, connect systems, and remove friction across the business. That’s where the growth is and for me, that’s where the winners in this market will separate themselves over the next few years. Lynne Brown, VP Channel Sales, Xerox UK&I: The strongest opportunity comes from becoming part of a customer’s broader digital transformation strategy. While recurring software and services revenues are important, the real value is created when organisations can improve productivity, reduce manual effort and gain greater visibility into business processes. As customers continue to digitise operations, there is growing demand for solutions that connect information across physical and digital environments. This creates opportunities for managed services, workflow optimisation, document management and automation solutions that deliver measurable business outcomes over the long-term. Manni Grewal, Content Services Sales Consultant, Kyocera Document Solutions UK: Whilst many engagements start with a specific and immediate requirement, the real opportunity is in taking a longerterm view, working in partnership with our customers to scale digital transformation, plan for growth and support their wider business strategy as it evolves. We’re seeing the technology quickly prove its commercial value soon after organisations complete their first project. Confidence builds rapidly and stakeholders across the business begin to take notice, driving demand to expand into new areas. At that point, momentum really accelerates. New stakeholders get involved and the conversation evolves beyond a single workflow into broader document-intensive or processdriven workflows. This creates a natural opportunity to grow alongside the customer. Rather than delivering a one-off project, we’re taking customers on an ongoing journey, working together to identify where else we can drive efficiency, improve visibility and reduce risk across the organisation. New services always play an important part – we’re operating in a fast-moving technology landscape, so it’s critical that we keep our finger on the pulse and continuously evaluate emerging solutions that can genuinely add value to our customers. Rather than offering multiple tools that solve the same problem, the focus is on identifying technologies that can do more – solutions that integrate seamlessly into existing environments, cover multiple use cases and deliver capabilities that traditional platforms simply can’t. That approach allows us to simplify our portfolio for our customers while still driving innovation and ensuring they benefit from more powerful, connected and future‑ready solutions. Greig Millar, Chief Revenue Officer, Brother UK: The biggest opportunity for partners is becoming more embedded in a customer’s day-to-day operations. Workflow automation creates ongoing service opportunities that naturally lend themselves to recurring revenue and longer-term customer relationships. MPS has already shown the value of moving beyond a transactional hardware sale and providing ongoing support, optimisation and expertise. We’re seeing similar opportunities emerge around document digitisation and workflow management, where customers are looking for help simplifying processes and improving productivity over the long-term. Partners that can position themselves as a trusted extension of a customer’s business, rather than simply a supplier, are likely to be best placed to capture that value. Arwel Griffiths, Managing Director, Ar Graff Cymru: For us, it’s about strengthening relationships with customers. When you help a customer improve the way they work, you become more than just a supplier. Whether that’s through managed print services, document management or ongoing support, there are always opportunities to add value and build long-term partnerships based on trust. John Green, Managing Director, Commerce Business Systems: I believe – and I am seeing this through all the amazing customer reviews we’ve been receiving this year – that the strongest opportunities have come from the building of long-term partnerships through managed services and providing excellent ongoing support over the years. However, customers are now looking for strategic technology partners rather than a supplier of individual products. By combining print, IT services, document management and workflow automation, and more recently, internet-based telecoms, we can help our customers work more efficiently and create consistent ongoing service opportunities that benefit both sides. Daniel Gilbert, Managing Director, Key Digital: Ultimately, the biggest commercial opportunity lies in being the partner that connects the dots – not just digitising documents but enabling organisations to use their information in smarter ways. Paper stored in filing cabinets or off‑site warehouses has little-to-no operational value until someone requests it. Once digitised, that same information can support everything from smarter decision‑making to predictive analytics. We’re seeing this across the board: heritage archives being repurposed for branding and outreach, historical financial documents being used to model future trends, and operational records feeding into industry-specific AI tools. From a commercial standpoint, this opens the door to recurring revenue models built around IT services and ongoing professional support. But the real opportunity depends on where each customer is starting from. Our job is to build a service package around their endpoint and ensure the budget aligns with their ambition. …continued Mark Asbridge Ryan Green Lynne Brown continued...
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