01732 759725 42 VOX POP Matt Hill, Vice President, Sales, Tungsten Automation: All three play a role, but the conversations generating the most traction are the ones where we are genuinely embedded in a customer’s wider digital strategy, not brought in to solve one problem in isolation. That is where Tungsten’s strength lies. We span the full journey from print and document capture through to intelligent automation across the enterprise, which means customers get a coherent solution rather than disconnected point tools. Most organisations aren’t fully cloud either. They are hybrid and likely to stay that way due to compliance, infrastructure or operational requirements. Printix is built for that reality, enabling seamless public cloud print integration across both on-premise and private cloud environments. Security and compliance sit at the heart of this too. They are no longer an IT consideration; they are central to how organisations are shaping their digital strategies at board level. Customers want a partner who can help them govern their document and print environment properly, covering secure access, cloud governance and controlled workflows. That is a conversation Tungsten is well placed to lead. Gareth Pearce, Partner Channel Head of Sales, Canon UK&I: The strongest commercial opportunity lies in helping customers solve broader business challenges through services rather than standalone products. As organisations place greater emphasis on seamless workflow integration, efficiency and flexibility, there is increasing value in connecting print, scanning and document management into a wider information ecosystem that supports digital transformation. Services such as Canon’s information management solutions, managed print services and IT services enable organisations to modernise document workflows while creating longer-term, value-led partnerships that extend beyond the device itself. The key is in making this service as simple to implement as possible with the highest flexibility possible. The focus is on accelerating customers’ business with complementary technology. Daniel Maddox, Owner, Evolve Document Solutions: The strongest commercial opportunity lies in deeper integration with the customer’s wider IT strategy, wrapped in predictable recurring revenue models. Traditional hardware margins are squeezed, so the future is about becoming a long-term workflow partner. For the channel, this shifts the revenue mix away from a pure reliance on click charges. We see significant growth in upfront professional services – such as workflow audits and process mapping – combined with ongoing software subscriptions (SaaS) like our own proprietary Agility software. The richest opportunities remain in documentheavy, compliance-led sectors like legal, finance, education, and healthcare. These organisations face strict regulatory pressures and cannot afford inefficient administration. Showing them a solution that removes friction, reduces errors, and improves data security makes the commercial conversation straightforward and compelling. Harry Page, Office Print Category Lead, HP Inc UK&I: The strongest commercial opportunity lies in deeper integration with customers’ wider digital strategies, supported by new services and recurring revenue models. While hardware remains important, differentiation increasingly comes from the ability to deliver integrated, outcome-led solutions that align with how customers work today. AI-powered print and scan capabilities are opening up new service opportunities, from advanced document workflows to automation and analytics, allowing partners to expand beyond traditional print engagements. Digital services also provide greater flexibility, enabling faster innovation and adaptation to customer needs without relying solely on hardware refresh cycles. This shift creates a more sustainable, value-driven model for partners and customers alike. Paul Davies, Enterprise Workflow & Automation + Digital Transformation Sales Specialist, Ricoh UK: From our perspective, the strongest commercial opportunity lies in helping organisations move beyond simple paper-todigital conversion and embedding document workflows into their wider digital transformation strategies. The long-term value comes from deeper integration with customers’ business processes, platforms, and data ecosystems. By connecting document capture, workflow automation, cloud services, AI-enabled information management, and business applications, we utilise partner channels to improve customer productivity, compliance, employee experience and operational agility. This approach naturally creates opportunities for recurring revenue through managed services, workflow subscriptions, cloud-based document management and ongoing optimisation services. Rather than delivering a one-off scanning or digitisation project, Ricoh empowers its business partners to become more strategic with their customers, supporting continuous improvement and digital workplace transformation. PrintIT Reseller: Do you believe that expanding into workflow and digital process automation can meaningfully counteract declining print volumes, and how are you reshaping your portfolio or sales approach to capture that value? Simon Wright: I do, but I don’t think the objective should be to replace declining print revenue pound for pound. The reality is that workplace behaviour has changed. Hybrid working has changed it. Cloud platforms have changed it. Digital collaboration has changed it. Most organisations are printing less than they were five or ten years ago. What hasn’t changed is the need to manage information effectively. The conversations our team are having today look very different to those we were having a few years ago. We still talk about print because it’s an important part of many customer environments, but we’re spending far more time discussing business processes, security, compliance, cloud services and increasingly AI readiness. I was speaking to a customer recently who described themselves as paperless. Ten minutes into …continued Manni Grewal Greig Millar Arwel Griffiths
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