01732 759725 46 Nicola Williams impact, which is continually becoming a priority for organisations. Q: How do you see the print and IT reseller sector evolving over the next five years – any disruptors or opportunities on your radar? Q: There’s a clear trend towards convergence, with traditional print and IT resellers increasingly overlapping. Consolidation is continuing, but alongside that there’s a growing opportunity for businesses to diversify and expand their capabilities. Many are already moving towards a more integrated model, combining expertise to offer broader solutions to end customers. That evolution will likely accelerate, creating a more blended channel where adaptability and added value are key differentiators. Q: What advice would you give a young person starting a career in the industry? A: This is an industry built on relationships, and that remains one of its greatest strengths. For anyone starting out, it offers the chance to develop strong interpersonal skills alongside exposure to evolving technology and innovation. There’s real opportunity to grow, whether in sales, technical roles or beyond, and businesses across the channel continue to invest in new talent. It’s a space where curiosity, adaptability and a people-focused mindset can take you a long way. Q: What excites you most about the future? A: What’s most exciting is the opportunity to have meaningful conversations with customers around sustainability and innovation. At Epson, those values are embedded in how we think and operate, and they resonate strongly with the market. There’s a real sense of momentum in how technology can support more responsible and efficient ways of working and being part of that journey – helping partners and customers navigate it – is incredibly motivating. Q: What’s one strategic decision your business made recently that you believe will pay off long-term? A: Bringing our business print and scan capabilities into a more unified structure has been a significant step. By aligning expertise across different specialisms, there’s a stronger ability to share insight, collaborate more closely and respond to customer needs in a joined-up way. It also means partners can access a broader, more cohesive portfolio, underpinned by deeper knowledge. That combination will help deliver more tailored solutions and create longer-term value for both partners and end-users. Q: What role do partnerships and collaboration play in driving innovation and growth in your sector? A: Partnerships are fundamental. As a channel-led business, collaboration sits at the heart of everything we do. Working closely with resellers and independent software vendors means solutions can go beyond hardware to address real customer challenges. That blend of expertise enables more complete, end-to-end offerings, while also driving innovation through shared insight. Growth in this sector is very much a collective effort, built on strong relationships and a clear understanding of customer needs. Q: What do you see as the key challenges or pain points businesses are facing in today’s hybrid working model and how can you help your partners/customers to address these? A: Hybrid working brings a need for flexibility, efficiency and consistency, regardless of location. One of the key challenges is balancing productivity with cost and sustainability goals. That’s where our heat-free technology becomes particularly relevant – reducing energy consumption, removing warm-up time and supporting more efficient workflows. It enables partners and customers to deliver reliable performance while also lowering running costs and environmental Q: What’s currently having the greatest impact on your business? A: One of the biggest shifts is the way customers now approach printing. Rather than a single, office-based model, their needs are more varied. Print requests span across locations including the office, home and on-thego environments. That has naturally increased competition, as more providers look to meet these evolving requirements. For Epson, it’s about being clear on our strengths and where we add value. Resellers are also broadening their propositions to stay relevant, which ultimately creates a more competitive landscape driven by changing customer expectations. Nicola Williams, Business Manager (Business Print & Scan), Epson UK&I Industry insight ONE-TO-ONE
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