PRINT
IT
RESELLER.UK
29
COMMENT
With higher import charges inflating
prices and a lingering economic
uncertainty, reducing costs has
become a key priority for many
customers. Businesses’ approach
to buying has become more
sophisticated as buyers look to
maximise value – to do more with
less and see a return on investment
within twelve months, not in a few
years. This presents both a challenge
and an opportunity for the channel.
Earlier this year Brother commissioned
a report into office productivity which
revealed that UK SMBs could be losing
almost five million working hours every
week to everyday IT related issues, like
a printer having run out of toner or a PC
crashing.
The research, carried out in association
with YouGov, found that one in five senior
leaders in SMB businesses believes that
printer problems (21%) and computer
crashes (20%) are some of the biggest
time-zapping distractions in the working
day.
Poor productivity
At a time when poor productivity is
such an issue for UK business, ensuring
that firms are operating as efficiently as
possible should be a top priority and the
channel is perfectly positioned to help.
By working with customers to fix these
issues, resellers can help to deliver a more
efficient working environment as well as
benefiting the balance sheet.
One way to help customers streamline
office processes, improve productivity
and cut costs is through a managed
print service. Simple features like auto-
replenishment of ink can cut down time
wasted on the ordering process and reduce
spend, as customers only buy what they
need rather than overstocking.
The controlled print element of
a managed print service also allows
customers to minimise wastage through
monitoring paper usage, which delivers
environmental benefits too.
Andy Johnson, Head of Product Management at Brother UK, discusses how
customers are demanding faster returns on investment and the opportunities this
creates for resellers
Demand for greater ROI
creates opportunity
Security and protection
In recent months, a string of high-profile
cyberattacks have placed security higher
on the agenda for IT managers and
CEOs. While businesses take necessary
precautions to protect computers,
networks and mobile devices, print is often
forgotten. This provides an interesting
conversation starter for resellers looking to
secure new deals, as secure print should be
an equally high priority.
While the ROI here may not be as
obvious, it is important to explain that
it is an investment in safeguarding
the customer’s brand reputation. A
security breach where sensitive data
is compromised could result in huge
commercial and reputational damage
and, under new government proposals, a
significant fine.
At Brother, standard security features
cover authentication, network encryption,
scanning and workflow, but this isn't
the case for all vendors. By carrying out
security assessments, dealers can highlight
potential risks, advise on where customers
may be susceptible to attack and
recommend preventative measures.
This is an ideal opportunity to showcase
the benefits of managed print solutions
beyond cost efficiency and productivity.
Managed print services that offer push and
pull print give businesses control over their
print, ensuring printed documents don’t
end up in the wrong hands.
Moving to mobile
According to IDC, 75% of Europe’s
workforce will be mobile by the end
of next year. Solutions such as mobile
scanners and printers are ideal for
resellers wanting to capitalise on this
trend and demonstrate a tangible ROI to
customers.
Mobile technology can be critical
in helping businesses to close deals in
the field, rather than having to wait
for paperwork and contracts to be
coordinated centrally, and there are also
obvious efficiency benefits as employees
need to spend less time on the road
travelling back to HQ. Resellers that can
quantify the time saved and the deals
delivered as a result of better equipped
field staff will be in a strong position
to demonstrate a strong return on
investment.
Training and support
As new technology is introduced,
businesses need to train staff in how
to use it correctly. Resellers that offer
a service to manage this process and
streamline the crossover period will win
favour with IT managers by showcasing
added value and ensuring the long-term
success of the solution. After all, if it isn’t
used properly, demonstrating ROI will be
out of reach.
Going forward, the opportunity is for
the channel to work in partnership with
customers to deliver ongoing solutions.
While standalone sales may provide
a quick hit on the sales ledger, resellers
should seek the opportunity for more.
Choppy waters are ahead and working
with customers to provide service
solutions alongside hardware will help
dealerships to better demonstrate ROI,
which in turn can help secure longer term
revenue and repeat business.
One in
five senior
leaders
in SMB
businesses
believes
that printer
problems
(21%) and
computer
crashes
(20%) are
some of
the biggest
time-zapping
distractions
in the
working day
Andy
Johnson
