PART 2: THE RESELLERS’ PERSPECTIVE

Posted on Dec 10 2016 - 8:05am by Editorial Content
RATING

Where have you seen the biggest growth this year and do you expect this growth to continue?

Scott Walker, Head of Business Development, ZenOffice MPS: “We’ve definitely

seen our client base in the legal sector grow, as legal firms understand the impact our new range of MFDs can have on their daily tasks, with the added benefit of further security enhancements. I confidently expect this be a continued area of growth for ZenOffice MPS, especially as more organisations become aware of their options.”

Steve Hawkings, Xeretec

Steve Hawkings, Xeretec

Mark Smyth, Operations Director,Vision: “Growth this year has come from the service aftermarket and services, combined with large wins in specific sectors including public sector – education and health care – legal and retail. Some new business wins are on their second or even third generation MPS, whilst others have yet to implement any real print or document management strategy.”

Steve Hawkins, Group Managing Director,Xeretec: “We have seen the biggest growth coming from new clients who have not gained the benefits they expected from an existing managed print service. This has resulted in many significant new account wins. We hope that this growth will continue as the market matures and our good reputation spreads.”

Joe Doyle, Marketing Director,Annodata: “We’ve been very successful over

Joe Doyle, Annodata

Joe Doyle, Annodata

the past few years, having seen big increases in both revenue and profitability. In fact, we were ranked #24 in this year’s Sunday Times Profit Track, making us one of the most profitable privately owned companies in the UK. Print is, of course, a key part of the business and has contributed significantly to this growth, but we’ve also been rapidly growing our communications and broader IT sales.

“Looking ahead, I think there’s a lot of opportunity in several key areas, notably security, mobility and cloud computing. High profile security breaches, both in the UK and overseas, have captured people’s attention and the fines that are coming into play can be huge. All web-enabled devices connected to the network, such as MFDs and printers, have to have their security reinforced. They need to be protected from hackers and no longer present a weak link in the security chain.

“People don’t want to be restricted to printing just from their desktops; they

Mark Smyth, Vision

Mark Smyth, Vision

want to be truly mobile, printing directly from their tablets, remotely from their phones or even their smart watches. Finally, cloud is growing in popularity across the whole of the IT estate, and print is no different. We’ve seen considerable growth in cloud-based printing and fully expect this to continue going forward.

Matt Goodall, Service Director, Office Evolution: “We continue to see a steady increase in customers seeking to modernise their onsite capabilities, speed up the processing of ever larger file types and gain the ability to print from multiple devices. These remain the biggest growth areas.

Toni Gibiino, Group Marketing Director,RDT Office Solutions Group: “At the

Toni Gibiino, RDT Office Solutions Group

Toni Gibiino, RDT Office Solutions Group

beginning of the year we set growth objectives around vertical markets and product groups, in addition to our business units. This reporting change allowed us to analyse with accuracy the key areas of growth and adjust resources where necessary.

“The biggest growth area for RDT has been in the education market. We’ve seen triple figure growth in a sector that has previously returned growth in line with the rest of the business. There are a couple of reasons we’ve identified as the catalysts. The first is the increase in academies and the second is a noticeable appetite in schools to invest in technology to secure and manage devices on their internal networks.

“The other area now really beginning to show growth is our document

Scott Walker, ZenOffice MPS

Scott Walker, ZenOffice MPS

management solutions product group. Document solutions within larger corporates has been a fundamental part of our business for many years, and now we’re beginning to see smaller businesses take an interest in workflow processes. We’re very much expecting these trends to continue into 2017.”

Colin Griffin, Managing Director, Blackbox Solutions: “Much of our growth in the past six months has been a direct result of launching our own IT services and support division, alongside our established print services. We’re now able to offer our clients a full office technology package, including document solutions, IT and telecoms. This has helped us to attract plenty of new customers, but we’ve also been able to sell new services to our existing clients.

“We see IT and document solutions as complementary services. So while we expect the IT and printing arms of the business to continue to grow, the opportunity to provide a comprehensive package of document solutions and IT services and support puts us in a very strong position.

“Another area that has contributed to our continued growth is high volume

Colin Griffin, Blackbox Solutions

Colin Griffin, Blackbox Solutions

production printing. Although it’s a fairly niche area, Blackbox is one of very few regional suppliers able to install and maintain high volume devices, and demand for these services is growing. We have a number of technicians currently undergoing manufacturer programmes with Konica Minolta and we’ve even made our engineers available to other distributors in the area, which provides additional revenue.”

What can we expect from your company in the coming months?

Scott Walker: “ZenOffice MPS is growing and will continue to grow. The range of partnerships we have with software providers is also growing, which ensures we are best placed to provide clients in any sector with the best possible solution.

We view ourselves as document management specialists, as this seems to fit the bill now more than ever. More and more clients are looking beyond their print requirements and are exploring what we can do to automate their internal document journeys, digitise their branded collateral and make areas such as their mailroom, accounts or even HR more efficient through use of the cloud or new hardware. Apart from obvious (and often substantial) cost savings, the time we’re freeing up for clients to allow them to grow their business is becoming more and more obvious.”

Mark Smyth: “Vision will continue to execute on its growth plans, with a specific focus on its core business of managed print, document solutions and, more specifically, capture and workflow. This will also drive continued development of both its services and sales professionals and support infrastructure. “We also have a focus on adding value to MPS and MDS sales through IT Services and by introducing other hardware and software lines including display, tablets, mobile and software applications. We are seeing key clients really buy into this approach with a trusted, reliable business partner.”

Steve Hawkins: “Xeretec will be focusing on consolidation of our group to be more effective, balanced with further investment in our service delivery capabilities.”

Joe Doyle: “Since we were founded almost 30 years ago, Annodata has always evolved to make sure we are at the forefront of technical innovation and are able to offer our customers services that can make their lives easier.

“This isn’t going to change, and we keep a close eye on the market to ensure that we can stay ahead of the pack. We’re focusing heavily on digital products from the likes of O2 and Microsoft, such as Office 365 and O2’s Just Call Me, as well as some cool applications for the Internet of Things. We never want to get complacent, so expect some big changes from Annodata over the next few years.”

Matt Goodall: “We have a number of key accounts that are due for renewal.

Matt Goodall, Office Evolution

Matt Goodall, Office Evolution

Standardisation of the copier fleets and software solutions, combined with our reputation for service, will allow us to see continued growth. A major development in Develop’s Convert+Share software will allow us to offer further software solutions. We have a staff conference booked for December at Develop’s Heathrow office so that we can ensure all staff are up to speed with the latest Develop products.”

Toni Gibiino: “RDT is highly focused on growth both organically and through acquisition. We’ve seen growth of 20% each year for the last three years and we’re on track to continue this trend in 2016.

“Managed print services accounts for 70% of our revenues now, but with many of our clients on their second or even third contract, our focus has now shifted towards delivering extra value beyond the device.

“Our new branch in Nottingham is also doing exceptionally well since opening in April. Early forecasts suggest our Midlands branch could account for as much as 10% of our revenue this year.”

Colin Griffin:“Blackbox Solutions is due to launch a new website in the coming weeks, offering a greatly improved user experience for web visitors. With a bold new design, the navigation has been rationalised to enable visitors to find information easily, while our clients can request a service call-out, order new toner or submit a meter reading using an online form.

We’re expecting to finalise the launch of Service Accent to all of our clients very shortly. Service Accent is a comprehensive and easy to use Service Management System, which will provide us with vital access to up-to-date customer information, ensuring we can respond quickly and efficiently to customer enquiries.

“We also recently attended Samsung’s European Printing Partner Summit in Budapest, where Samsung announced its Channel MPS Print+ Programme, which aims to provide a low cost MPS model that will enable its partners to create additional revenue streams. As Samsung’s third largest partner in the UK, we’re looking to maintain our position by supporting Samsung as it expands its B2B printing market share.”

www.zenoffice.com
www.visionplc.co.uk
www.xeretec.co.uk
www.annodata.co.uk
www.officeevolution.co.uk
www.rdt-osg.com
www.blackbox-solutions.co.uk