PRINTITRESELLER.UK 45 Print volumes are declining and that is not news to anyone in this industry. But the organisations still printing at scale tend to be the ones with the most complex, document-heavy processes, and those are precisely the customers who have the most to gain from doing more with what comes off that device. Our portfolio is not standing still either. Printix has evolved considerably and customers are now getting faster deployment, stronger security and far less IT overhead than they would have expected from a print management solution even a couple of years ago. That matters because it keeps print relevant as part of a broader technology conversation rather than something to be managed down and forgotten about. On the sales side, it has meant engaging earlier and with a wider group of stakeholders. The budget holder for this conversation is often in operations, finance or the C-suite rather than IT. The work is making sure we are in front of the right people at the right moment. Gareth Pearce: At Canon, we recognise that remaining competitive requires going beyond hardware alone, which is why we have invested in a cloud-first, softwareled portfolio that delivers end-to-end print and scan workflow management and automation. The channel has shifted from a transactional sales approach to one that is solutions-focused, with value increasingly being demonstrated through services that help customers accelerate digital transformation, optimise productivity and maintain compliance. This enables partners to move beyond short-term product sales and build long-term customer relationships based on ongoing value and expertise. As technology and customer expectations continue to evolve, partnerships will be key to helping organisations adapt to changing market conditions, ensuring they are prepared for the future rather than simply responding to it. Daniel Maddox: Yes, but only if the channel stops chasing clicks. Declining print volumes are a structural reality, but the underlying data management challenge is actually growing. Information still needs to be captured, secured, routed, and stored – only the format is changing. For resellers, capturing this value requires a fundamental shift in sales mindset. We have to move beyond volume and focus entirely on value. Instead of indexing success solely on pages printed, we look at time saved, waste removed, and compliance risks mitigated. We have reshaped our portfolio to blend managed print seamlessly with cloud storage using our proprietary Agility software, advanced scanning, and workflow security. More importantly, we have retrained our teams to ask better questions about operational bottlenecks and admin pressure. Print still has its place in everyday workflows, but our future growth is driven by helping clients bridge the gap between paper and digital simply and securely. Harry Page: We see the industry evolving in response to changing customer needs, with print continuing to play a critical role as part of broader digital workflows. The opportunity is not about volume alone, but about the value that print and scan technologies can deliver when integrated into end-to-end business processes. At HP, we’re reshaping our portfolio and sales approach to focus on outcomes alongside our device development. This includes investing in AI-driven capabilities and workflow solutions and partner enablement ensuring resellers are equipped to have more strategic conversations with customers. Upskilling sales teams to position print within a wider digital ecosystem is key, enabling partners to demonstrate how print can drive efficiency, automation and business impact as part of a modern, connected workplace. Paul Davies: The shift towards workflow and digital process automation represents one of the most significant growth opportunities as print volumes decrease. While print remains an important part of many organisations’ information flows, customers are increasingly focused on improving efficiency, reducing manual processes, enhancing compliance and supporting hybrid ways of working. For some time now, Ricoh has strengthened and expanded its portfolio to be propositioned beyond print infrastructure to help customers digitise and automate end-to-end processes. This includes document capture, workflow automation, content management, cloud integration, and managed services that connect information seamlessly across the organisation. Our core office print portfolio is now aligned to become the enabler for organisations to seamlessly scan into workflows and automated processes. A strong example of this is our SD series, which provides an AI‑powered integrated document feeding scanner. The sales approach has also changed from productled conversations to customers’ business outcomes. This means that the priority is no longer about the technology alone – we look to ensuring a future-proofed solution is provided for every type of organisation. We don’t see workflow automation as simply replacing print revenue. Instead, it allows Ricoh and its business partners to participate in a much broader share of their customers’ digital transformation spend, strengthening strategic relevance and creating more sustainable growth opportunities over the long-term. www.futera.co.uk www.mps-uk.co.uk www.myq-solution.com www.carbon-group.co.uk www.xerox.co.uk www.kyoceradocumentsolutions.co.uk www.brother.co.uk www.argraffcymru.com www.commercebusinesssystems.co.uk www.key-digital.co.uk www.tungstenautomation.com www.canon.co.uk www.evolvedocumentsolutions.co.uk www.hp.com www.ricoh.co.uk VOX POP Harry Page Paul Davies
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