PRINT
IT
RESELLER.UK
PREDICTIONS
21
“With MPS, customers are tied in,
so you’re likely to get fewer customers
‘grazing’ here and there. The biggest
challenge for resellers in 2015 is holding
onto their customers and providing the
levels of service that will tie customers in –
in reality it will take changing their business
model to do so.”
www.
kyoceradocumentsolutions.co.uk
Wayne Snell
Product Marketing and Sales Development
Manager,
Olivetti
“According to InfoSource, the UK colour MFP
market surged in 2013 by more than 17%
compared to mono MFPs, which continued
to decline by nearly 9%. So, despite the
recent financial climate, the demand for
colour print is still the key driver for our
industry.
“In 2014, Olivetti recorded several record
months when colour MFPs, both A3 and A4,
continued to sell at a pace. Increasingly, units
are being sold using Managed Print Service
strategies, where commercial and corporate
customers carefully consider the true total
cost when replacing ageing fleets of printers.
“Two distinct trends have emerged: one
is the control and management of printing
in the office; and the other is to offer
employees the convenience of Print Roaming
and Mobile Printing. To help Olivetti meet
these customer needs, we have partnered
with YSoft to sell and support YSoft SafeQ5
in the UK and Ireland. We believe that by
offering this solution we can assist our
dealers in meeting this customer requirement
and help them generate a future income
stream from continued software support.
“The YSoft SafeQ5 solution is a perfect fit
for Olivetti as it provides security, print and
access management with monitoring and
reporting across all products regardless of
the parent OEM. This server-based solution
is sold on a per-device licence basis, so it is
easy to manage. It also offers a range of IC
Card and embedded technologies (d-Color
MF specific models) and print roaming,
enabling the customer to pull their print file
to any print device connected to the server.”
Mark Robinson
Market Business Developer,
Canon UK and Ireland
“We expect mobile technology to play
a key role in printing and document
management in 2015, providing multiple
new opportunities for resellers.
“A recent Canon survey highlighted
that only 16% of people working in small
businesses that use mobile phones every
day are using them to send documents to
print. Shockingly, half of those not currently
printing from their connected devices (49%)
have either never considered it, never set
it up or simply don’t know how. However,
of those already printing from connected
devices, almost half do so because they are
working on the move – a trend we expect to
continue throughout 2015 and beyond.
“This presents two great revenue
opportunities for resellers. First, by educating
SMBs on the additional device proficiencies
available to them and demonstrating how
mobile working can support their business.
More than a fifth of respondents said that
they are interested in printing from tablets
and mobiles at some time in the future,
meaning there is potential to sell mobile
printing equipment to first-time buyers.
“Second, dealers can further support
the growing number of home, remote and
mobile workers across the UK. Some of
the most desirable features amongst small
businesses include printing through wireless
technology (85%), printing from tablets
(61%) and printing from mobile devices
(49%), so we expect printers and MFDs
that support a host of connectivity features,
like our recently launched range of MAXIFY
business inkjet printers and i-SENSYS laser
printers, to be in significant demand as we
enter 2015.
“Ultimately, the products that support
flexible working, home working and those
working in small office spaces will thrive
as the speed and efficiency of mobile
technology solutions become increasingly
vital for small businesses.”
continued...
Aaron Anderson
IT Channel Marketing Manager, KYOCERA
Document Solutions
Wayne Snell, Product Marketing and Sales
Development Manager, Olivetti
...only 16%
of people
working
in small
businesses
that use
mobile
phones
every day
are using
them to send
documents
to print.
Mark Robinson
Market Business
Developer, Canon
UK and Ireland
