01732 759725 44 so the conversation naturally focuses on cost. Digital process automation opens up an entirely different dialogue, where we’re talking to customers about capabilities they don’t yet have, and the value those can unlock. This is where Kyocera’s partners benefit. Our new packages are designed to expand their offer, reshape their sales approach and unlock growth especially in AI-driven content solutions and cybersecurity services where fast deployment and expertise are in demand. The packages are now live and we’re actively encouraging partners to engage, see them in action, and bring us in as an extension of their team from the very beginning. This is why the discovery phase is so important – we spend a lot of time understanding how information flows through the business today, where inefficiencies exist and what those challenges are really costing in terms of productivity, risk, compliance and lost opportunity. This allows us to build a clear picture of ROI and position solutions in terms of business outcomes, rather than just technology. To support this, we’ve invested beyond print into a wider set of capabilities and expertise, structured around our Kyocera Hachi portfolio. This brings together eight key segments of our offering, including cyber, content services, managed services, unified communications and consultancy, enabling us to deliver much broader integrated solutions. Kyocera Cyber is a key part of this, with a fully managed AI-powered hyper-automated SOC and capabilities such as M-EDR, third-party vendor risk management and AI-driven human risk training and awareness platforms such as KnowBe4. Together, these services provide customers with proactive protection, user awareness and ongoing risk management across their environment. As we help customers manage, structure and secure their data through content services and workflow automation, we’re naturally building a level of trust. Once customers trust us with their information, it becomes much easier to extend that relationship into cybersecurity and other strategic areas of their business. This means that rather than competing on print devices, we’re positioned as a broader technology partner. In many cases, that makes any remaining print requirements easier to address because they sit within a trusted relationship rather than a standalone cost discussion. Greig Millar: Print remains an essential part of many organisations’ operations – and we’re seeing big opportunities in many sectors: from legal to healthcare. At the same time, organisations are looking for ways to reduce manual administration and improve how information flows through the business. Workflow automation gives partners an opportunity to expand those conversations and create value beyond the printed page. Rather than focusing on individual products, the emphasis is increasingly on helping customers improve efficiency, strengthen security and simplify document management across both physical and digital environments. The partners seeing the greatest success are those focusing on outcomes and building services around customer needs. That creates stronger relationships, new revenue opportunities and a broader role within customers’ long-term technology strategies. Arwel Griffiths: I firmly believe that print will continue to play an important role for many businesses and schools, but customers’ needs are changing. Businesses want technology that helps them save time, improve efficiency and support flexible ways of working. Our focus is on helping customers get the best from their print and document processes, whether that’s through managed print services, better document capture or digital solutions that complement their existing workflows. John Green: Absolutely. Print is still really important, but our customers’ requirements have evolved, and they are all now looking at the bigger picture for the future. Businesses and schools are focusing now on improving productivity, reducing administration time and costs and on creating more working environments that connect with each other. That’s why we’ve expanded our services to include IT support, cloud solutions, cybersecurity, digital telecoms and workflow automation, so we can help customers tackle a wider range of business challenges. Daniel Gilbert: Yes – it absolutely helps counteract declining print volumes, but not because it replaces print. It positions us as a long‑term service partner rather than a transactional supplier. Most organisations aren’t going paperless, they’re going paper‑lite. Paper still plays a valuable role in communication, compliance and day‑to‑day operations. What’s changing is the expectation that every paper‑based process should have a digital counterpart that’s automatically faster and smarter. That shift plays directly into our strengths. Instead of one‑off digitisation projects, we’re building recurring revenue models around IT services, workflow automation, digital mailrooms, day‑forward scanning, regional archive conversion, platform hosting and document retention management. Those are ongoing services that evolve with the customer’s needs and our customers want a partner who can advise and guide. By providing services and continuous support, we’re capturing value far beyond declining print volumes. We’re helping customers modernise their processes in order to make them more resilient. And in doing so, we’re creating longer‑lasting relationships that are far more commercially sustainable than print alone. Matt Hill: Yes, absolutely, but only if you have the portfolio to back it up. Expanding into workflow and document automation is not a compensation strategy for us, it is where the genuine growth is. The value we deliver to customers today goes well beyond managing what comes off a printer, which means the commercial opportunity has grown even as volumes have declined. VOX POP …continued Matt Hill Gareth Pearce Daniel Maddox
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