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partner Samsung has developed a strong
mobility proposition with convergence of
technologies across a number of different
products and this is opening up endless
opportunities with applications that can be
easily deployed.”
What technologies have you adopted
to help customers embrace a mobile
future?
Sam Elphick:
“We offer UTAX and
Develop devices to our customers and both
of these brands offer mobile print options.
Apple recently assisted the industry
massively by updating their AirPrint-
supported devices. With this update, you
can print directly from the Apple device
rather than through a separate app which
slows down the whole printing process.”
Andrew Jones:
“We are supporting all
of the technologies most prevalent in our
marketplace from Apple AirPrint to print
management software.”
Alpesh Unalkat:
“We have a range of
leading technologies to support clients.
Not being affiliated to just one specific
manufacturer or software developer puts
Capita in the unique position of being able
to fit a tailored ‘best of breed’ solution for
each of our clients.”
Gary Downey:
“As well as offering
solutions provided by manufacturers of
hardware, we have developed our own
solution called Balreed Zapp. This is a
trademarked offering unique to us that we
can tailor to different environments.”
Julian Stafford:
“We have invested
heavily in people, product and marketing
to ensure we have the right people with
expert knowledge and skills to service our
customers’ advancing requirements. Our
biggest investment is in a Data Centre
to launch our own cloud-based hosted
desktop service. Desktop Monster is a fully
mobile, safe, secure and reliable mobile
desktop that you can access anywhere,
anytime on any internet-enabled device!
We plan to develop many more hosted
services in the coming months and years.”
Mark Smyth:
“We have a number of
clients that have adopted mobile printing
and cloud-based applications as part of
their Managed Printing Solution, including
Cloud Connectors with apps such as Drop
Box, Google Drive, SharePoint etc..”
How are manufacturers supporting
channel partners, and are they doing
enough?
Sam Elphick:
“We enjoy great support
from our main manufacturer partner, UTAX,
who have their own dedicated solutions
team. From a simple sales-based question
to installation support, they are able to
offer great advice. More importantly, their
responses are always speedy, which a big
benefit to us.”
Andrew Jones:
“Most manufacturers
are prepared to offer support, training
and technical advice, but as with all new
technologies, the dealer has to look at the
larger picture and ensure future service
revenues are protected and not restricted
by implementing these solutions. It's very
easy to fall into the trap of delivering IT
support with no associated revenue, so any
solution sale has to incorporate services at
a realistic rate.”
Alpesh Unalkat:
“At Capita, we see
manufacturers and software providers as
delivering the enablers so that we, in turn,
can assemble a bespoke MPS solution for
our clients. We are, in the main, self-
reliant but do need ongoing investment
for research and development from our
supplier partners to meet the changing
requirements of our clients.”
Gary Downey:
“The majority of
manufacturers are working hard in this
area, although it is difficult for them to
empathise with independents who are
looking for the freedom of solutions that
aren’t limited to a single hardware brand.
As an independent reseller, it’s important
we can provide and advise our clients on
the relative merits of both approaches and
have the technical skills to back this up,
which is why we have developed our own
Professional Services team to deliver this
to clients.”
Julian Stafford:
“The manufacturers
we work with are leading the way in the
solutions arena. Ricoh continues to drive
change and is constantly looking at new
opportunities and solutions/products.
Sharp has their cloud offering and great
mobile printing apps. Lexmark has just
re-branded with a focus on solutions. We
get great support from our manufacturer
partners and their development is passed
down to us, as the reseller, and then onto
our customers.”
Mark Smyth:
“As manufacturers and the
channel continue to embrace and work
with new applications and solutions, the
race is on to see who can build strong
collaboration with leading developers. The
important factor for Vision as a reseller is
the ability to both promote and support
this change with training and knowledge,
as that is often the barrier to sales. I
firmly believe the better you know and
understand technology, the easier it is to
sell and promote it to clients!”
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,
,
,
...continued
Julian Stafford,
Managing
Director, Midshire
Business Systems
Northern
Mark Smyth,
Operations
Director, Vision
