In this month’s View from the Channel (see page 48), Cameron Arnold, Sales Manager of Woodbank Offie Solutions, makes the interesting observation that ambitious sales people are being held back by the poor reputation of managed print providers. The sad fact is that however ethical most providers are, it only takes the actions of a few sharks to tarnish the reputation of an entire industry. Which is why the techtick supplier fider and certifiation scheme (see page 16) might be worth a closer look. This new service provides a simple, affordable way for MPS providers that really do put their customers fist to demonstrate the fact, giving reassurance to their clients and making the day job easier for their sales people.
Good customer service is arguably more important than ever at a time when printer suppliers are having to diversify and move into the IT services space. Diversifiation is one of the key trends reshaping the offie print industry, but what are some of the other developments inflencing your business? Over the next two or three months Quocirca is undertaking in-depth research into the printer market and how it might change by 2025. As well as interviews with end users and vendors, it is eager to get insight from channel organisations. Find out how you can contribute to the research on page 33. HP will be hoping that one of the big trends highlighted is a switch from toner to inkjet printing in offies. According to Quocirca analysis (see page 34), this switch is already underway, especially for A4 printing in SMEs. The market launch of HP’s new PageWide MFPs (see page 22) should extend this trend to A3 devices in larger enterprises. At this month’s HP partner event, it urged resellers to change the way the world prints. Its new devices have the potential to do that, but does HP have the channel in place to maximise the disruptive power of these devices? Time will tell.
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James Goulding, Editor,
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