can integrate into a customer’s existing IT
set up, but a proposed solution also needs
to be able to demonstrate our ability to be
able to assess, design, install and manage
additional IT requirements. If we don’t,
the competition will.”
Simon Riley:
“We certainly have to be
able to provide a wider range of services
and support than we did before. Being
able to add value to clients by including
some very simple software packages
and supporting them internally is very
important.
“We do need to offer IT consultancy to
ensure we are able to install and support
associated software but to be the actual
IT support provider for everything - I don’t
think so but I am sure others will disagree.
I would rather partner with a company
that does this and we can work together
to provide solutions to each other’s
customer base, we are experts at what we
do, they do what they do.
“I think it is important that the level
of professional service people you have,
is detached from the team who look
after print. I see so many companies
who provide software to a client and
the hardware engineer looks after the
software and it is included in the click
charge! We have fully qualified Microsoft
engineers and they certainly add value to
what we do, but to include the associated
cost, including their time and expertise
within the cost per copy is crazy.”
Rob Cavill:
“In recent years, we’ve found
that our clients aren’t looking for product
suppliers; they want managed services.
By combining the scope of the offering
from IT@Spectrum and The One Point,
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IT
RESELLER.UK
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whereby IT support, telecoms and software
development complements a traditional
MPS offering, we can now offer a very
broad IT managed services portfolio which
ticks so many boxes in terms of client
needs.
“For us and for our customers, it really
makes sense. Over the past two years we
have worked collaboratively together to
ensure this was the right thing to do. Our
client feedback was that it made sense
and worked for them. This ‘one-stop shop’
of business technology services simply
makes life easier for our customers as they
have one point of contact for everything
IT-related. It can be a logistical and
administrative nightmare dealing with
multiple suppliers for things that ought to
be inter-connected.
“Customers can now rest assured
that their needs are being met by a team
of experts that work together across a
range of disciplines. The most fundamental
point though, is that the teams actually
do communicate with one another, share
knowledge and provide a solution that
works best for the customer, with no
concerns about compatibility or conflict.”
Derek Russell:
“In today’s technological
milieu, it is of vital importance to talk to
clients and prospects about managing the
whole IT infrastructure. The narrow view
of focussing on print is gone. Indeed, as
a new generation of IT decision-makers
emerge, it is fast becoming the norm
for them to group MPS into their IT. In
fact, the forward-thinkers adopting this
approach are 100 per cent correct in
doing so!
“Separating print from the rest of
the IT is a legacy that, as an industry,
still gives us negative press. Today, print
management is inclusive. It’s about
security, cloud services, proactive device
management, apps and workflows. It’s no
different to the remit of the traditional IT
partners, it’s simply applied to our area
of expertise. Over the last three years,
RDT has therefore invested specifically in
continued...
Terence Hargreaves,
Sales Manager,
DMS Reprographics
“We, as a company, find
that we are being pushed
into working with a wide
range of technologies”
Derek Russell,
Managing Director,
RDT Office
Solutions
