PRINTITRESELLER.UK 37 ONE-TO-ONE Info Input Solution, and it would understand where one document starts and finishes, when a new document starts and finishes, and automatically classify what type of document it is at the same time. It’s a similar story with a legal customer, for them it was all about the mailroom. With any law firm, you’ve got fee earners whose job is to serve customers, make sure that they provide a fast and quick service, and invoice that customer for the service they’ve provided. The quicker they can get through those steps, the happier they are. We can make sure that any inbound case file, correspondence etc. is classified, identified and put into the right folder quickly. And when you think about customer service whether it’s financial services or legal, if somebody phones up and says: ‘Where are we with this? My reference is ABC123’. The person who’s taking that call wants to be able to respond as quickly as possible. They don’t want to go, ‘Oh, hang on, it might still be in the mailroom’. That problem has gone away now because we’ve streamlined that whole process. MR: The channel is integral to your go-to market strategy – you have recently revamped your partner programme; can you share some of the highlights and explain what working with Kodak Alaris looks like? RT: Historically, I think it’s fair to say that the partner program was focused quite heavily on revenue thresholds and tiers. That’s still in there, but we don’t want everybody to focus on that. So, what we’re doing now is we’re also rewarding partners on collaboration and stronger engagement, finding growth opportunities for both us and them. Kodak Alaris is a partner-first organisation, and we have some fantastic loyal partners that have really embraced our newer technology, we’re also onboarding new partners on a fairly regular basis and providing the relevant sales training and helping them find opportunities within their existing customer base. We’ve got trusted relationships with our partners; some will call us and say: ‘Robbie this sounds like an opportunity for Info Input. Can you give them a call, or should we go and see them together?’ They trust us to work with them collaboratively, talking to customers together and that works really well because once we understand what a partner brings to the table, and we receive an inbound lead coming to our organisation. We can say: ‘I’ve got just the right partner for them because I know that they specialise in this area.’ So, it is a two‑way thing, we do want to help them generate more business, but we can bring more business to them as well. MR: Many resellers have traditionally focused on hardware sales, software and SaaS opportunities require a different type of sales approach. Are you seeing different types of partners now wanting to work with you rather than your traditional core partner base? RT: What’s interesting is that it often depends on who their customer is rather than the type of partner. If an opportunity comes along where it ends up being what I would class as a Kodak Alaris solution, so not just the scanner hardware, but also software licenses, ongoing service agreements and professional services – an all-encompassing solution with project management and so on, the partner’s eyes are open to the broader possibilities. So, it might have started as an enquiry about three scanners, but it’s gone from the value of three scanners to much more revenue for the partner. I’ve seen that across all different types of partners, where they’ve seen that opportunity grow by bringing it to us. We embrace those kind of conversations, if you’ve got an opportunity and we help you, we tend to grow it and win. To view the full interview please scan the QR code. https://uk.access4.com BUSINESS BRIEFING The Dial Tone Is Dying. The Opportunity Behind It Isn’t. Every print reseller and MSP has lived through the moment a reliable category stops paying what it used to. Hardware and consumables have taught this lesson for years. The same pattern is now showing up somewhere partners were quietly eyeing as a natural next step, the carrier voice market. Across the sector, legacy voice is being deprioritised by the carriers that used to sell it. Compensation is being trimmed, channel teams supporting it are shrinking, and while existing contracts are honoured, fewer providers are investing in growing that line further. Meanwhile, the conversation customers actually want to have has moved on. It is no longer just about a dial tone. It is about how voice, UC, CX and UX work together, and increasingly how AI sits across all of them to automate routing, surface customer insight and remove friction from every interaction. That is a much richer opportunity than legacy voice ever was, but it exposes exactly why a single carrier relationship is the wrong foundation to build it on. A carrier retreating from voice was never going to lead on UC, CX, UX or AI integration. Print focused partners chasing bigger deal sizes with existing customers need a platform built for that breadth, not a legacy voice line dressed up as a growth strategy. This is the case for vendor agnostic delivery. Access4 gives partners the ability to sell best of breed voice, UC, CX and UX solutions, with AI capability layered in, across a choice of vendors through one pane of glass. No single carrier’s shrinking ambitions can cap what a partner offers. SASBOSS makes that breadth commercially workable, automating provisioning and billing across every layer so complexity never lands on the partner’s desk. The partners who win the next phase will not be selling voice. They will be selling the whole conversation, and doing it on a platform they chose deliberately. Jonathan Walker, CEO UK & Ireland, Access4
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