PRINTITRESELLER.UK 43 VOX POP the conversation, they were emailing PDFs around the business, manually entering information into systems and storing critical documents across multiple locations. They weren’t paperless at all. They’d simply replaced paper with digital versions of the same inefficient processes. Workflow automation isn’t about digitising a bad process. It’s about redesigning it so information moves through the business more effectively. Organisations are looking for partners who can help them do that, and I think that’s where providers can create the most value over the next few years. John Rivett-Carnac: Absolutely. Print volumes may be declining in some environments, but the need to manage information efficiently continues to grow. Businesses still need to capture, process, secure, store and retrieve documents, regardless of whether they are paper or digital. At MPS UK, we’ve evolved from a traditional managed print provider into a workplace technology partner. Alongside managed print services, we now offer managed IT services, cyber security, cloud infrastructure, business telecoms, and workflow solutions. Our sales approach has become increasingly consultative, focusing on business outcomes rather than individual products. Customers are looking for efficiency, security, compliance, and cost control. By helping them achieve those goals through a combination of print, digital workflows, and technology services, we’re creating new opportunities while future-proofing our business. Mark Asbridge: Yes, absolutely. While declining print volumes remain a long-term industry trend, organisations continue to generate, process, secure and store information. The opportunity is not disappearing; it is evolving. Workflow automation and document digitisation allow vendors and partners to participate in a much larger conversation around business process improvement, security, compliance, and productivity. This significantly expands both the addressable market and the value that can be delivered to customers. As a result, our approach has shifted from focusing primarily on print management to addressing the entire document lifecycle. This includes secure printing, intelligent scanning, workflow automation, cloud integration, document security, and personalised user experiences. Customers increasingly want solutions that can simplify complex environments, support hybrid infrastructure, and integrate seamlessly with existing business systems. By aligning our portfolio with these priorities, we are able to create new revenue opportunities while helping customers achieve broader digital transformation objectives. Ultimately, the future is not about replacing print. It is about helping organisations manage information more efficiently, regardless of whether that information starts on paper or in a digital format. Ryan Green: Absolutely and for us, this isn’t theoretical. It’s something we’ve already committed to and invested heavily. Print volumes are declining that’s just reality. But what hasn’t declined is the need to manage information. If anything, that’s increased, it’s just moved beyond paper. That’s why, as a business, we made a deliberate shift early. We’ve worked hard to build out a proven portfolio covering intelligent capture, document management, cloud platforms and workflow automation. More importantly, it’s not just capability on paper – it’s already deployed, it’s embedded, and it’s delivering real, measurable results for our customers. What that’s allowed us to do is completely reshape our sales approach. We’re no longer sending sales teams out to solely sell devices or talk about cost-per-page. We’ve equipped them with a portfolio that lets them have much more meaningful conversations focused on outcomes. How do we remove manual processes? How do we improve visibility? How do we reduce risk and make the business operate more efficiently? To back that up properly we invested heavily in giving our sales team the tools, the case studies, and the confidence to lead those discussions. They’re supported with real customer examples, proven workflows, and solutions that are already working in similar environments, so they’re not selling a concept, they’re demonstrating something tangible. That’s been a big shift for us. Instead of reacting to print opportunities, we’re proactively engaging earlier often getting pulled into wider conversations around digital transformation, process improvement, and operational efficiency. Commercially, it absolutely helps counter declining print volumes. But more importantly, it’s created a stronger, more resilient business. Longer-term engagements, deeper relationships, and recurring revenue that’s built on delivering continuous value. For me, that’s the difference this isn’t where the market is going, it’s where we already are at Carbon. Lynne Brown: Print remains a critical part of many business processes, but customer requirements are undoubtedly evolving. Workflow automation and digital process solutions provide an opportunity to complement traditional print revenues while helping customers address broader operational challenges. Our approach increasingly centres on information management rather than output alone. That means expanding conversations beyond devices to include workflow efficiency, document security, automation and digital transformation objectives. By combining print, digital workflows and services, organisations can improve the way information flows through their business while creating new opportunities for growth and long-term customer engagement. Manni Grewal: While declining print volumes are a reality across the industry, expanding into workflow and digital process automation isn’t just about offsetting that decline – it’s about moving into a much broader and higher value conversation with the customer. Talking about print is a race to the bottom. Most organisations already have print devices in place and recognise they are less reliant on them, continued... John Green Daniel Gilbert
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