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VOX POP
working hard on increasing our revenue.
However, on mobile print alone, we are
receiving a continuous flow of enquiries.
I can only predict that in the future this
is going to grow exponentially, especially
with the constant flow of new technologies
and software solutions that really make the
MFD the hub of the office.”
Andrew Jones:
“Currently solution sales
account for approximately 35% of total
revenues, but we predict that over the next
three years this figure will increase to 80%.
And we have budgets in place that reflect
that growth.”
Alpesh Unalkat:
“More than 95% of our
revenue is generated through the supply
of solutions and services. We see this
increasing in the future, especially with the
changing nature of office environments
and remote working. Print solutions also
have to continue to develop so that they fit
within that world. Capita is well positioned
as an expert to offer clients true solutions,
as opposed to hardware alone.”
Gary Downey:
“In numbers terms,
somewhere between 10% and 33% of all
sales incorporate a solution alongside the
hardware. But this doesn’t really reflect the
importance that solutions may have played
in securing that sale, or that a secondary
solutions-only phase may follow at a later
date. In this age of connectivity, integration
and flexibility, the importance of solutions
can only increase.”
Julian Stafford:
“Solutions make up
roughly 20% of our revenue and this is
only going to grow over the next five years.
If the levels of growth we have seen as
an organisation continue, it could grow to
nearer 40%.”
Mark Smyth:
“All sales start with a
minimum of a Managed Printing Solution,
normally as a result of a physical or
electronic audit through Vision’s Remote
Fleet Management Application (VRFM).
We then aim to build on and expand
the services offered. The real measure of
success is the ongoing client development
and adding more solutions and services.
Hardware does make up part of the
solution and always will, especially as
hardware manufacturers remain
manufacturers!”
MOBILITY
How important is mobility and
creating a BYOD strategy to your
customers and how are you working
with them to achieve their goals?
Sam Elphick:
“I would say 2015 is most
definitely the year of mobile print. We
have seen massive interest in this area
amongst our customer base. There is no
better feeling than working closely with
a customer, outlining the issues that they
have at present and then solving them.
Mobile printing solutions can solve so
many office headaches, from providing
the ability to print directly from an iPad or
iPhone, to uploading documents remotely
and releasing them to print the next day.
It’s an important part of the future office.”
Andrew Jones:
“BYOD is without doubt
one of the fastest moving areas. For us, the
first priority when engaging in exploratory
conversations with any new business
client is to establish their mobile print
requirements. From this conversation we
will determine whether they require mobile
print for client or guest devices and if
visibility and cost control is necessary.”
Alpesh Unalkat:
“Mobility is increasingly
important due to the changing nature of
the workplace and workforce and recent
advancements in technology. Increasing
numbers of staff travel between offices,
work from home, ‘hot desk’ and work on
the go, so the traditional office model is no
longer the only option for workers.
Mobile working has created demand for
flexible print solutions that adapt to meet
these business requirements, including
BYOD and ‘follow me’ printing. We work
closely with our clients to understand what
their goals are by carrying out thorough
consultation and business reviews
before suggesting and providing suitable
solutions.”
Gary Downey:
“Mobility is definitely a
key topic and, together with entry-level
print management and accountability, is
the most in-demand functionality buyers
are purchasing after hardware. A flexible
approach that can be integrated into a
managed services platform is what we find
success with.”
Julian Stafford:
“This is becoming a
growing requirement for our customers.
But then again, every customer has a
different requirement and all our solutions
are bespoke to that customer. Whether it’s
the sale of hardware or an IT solution, we
work closely with all our clients to make
sure their needs are met and that the
solutions we provide are absolute best-fit
for their organisation.”
Mark Smyth:
“We are now really starting
to see an increase in BYOD, particularly
where mobile printing is concerned, and
clients are developing their own policies
that allow email and other applications.
More corporates are reluctant to permit
their use and provide a policy. Our business
...continued
continued...
Alpesh Unalkat,
Managing
Director, Managed
Print Services.
Capita Document
& Information
Services
Gary Downey,
Group Marketing
Director, Balreed
Mobile
printing
solutions
can solve so
many office
headaches.
