Print in the Channel - issue #37

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Issue #37

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COMMENT

In the vanguard AI is becoming increasingly embedded in our everyday working lives, and it does bring benefits, especially in the print world – which means that resellers must ensure that they are on top of the latest developments in technology.

It is amazing to think how quickly AI has become part of everyday life for many of us, from useful applications such as using it to record and transcribe meetings, through to the not-so-useful, like the flood of AI-generated pictures clogging up social media currently. Print and scan too

technology – but there are certain criteria many have when they do. Find out more on p28. Another growing sector in print is for point of sales (PoS) systems for retail

Dan Parton

businesses. Retail is a hugely competitive

market – with businesses competing not just against other physical shops but online retailers – and the shopping experience can make a difference in gaining sales or not and PoS systems

is being changed by AI as businesses look for smarter ways to monitor devices, manage

information, improve efficiency and strengthen security. While it is influencing devices, the bigger effects are on workflow management, with many elements becoming increasingly automated and intelligent. This is something that resellers must be alive to and seek to stay at the forefront of if they are to be the sort of trusted advisor that customers are looking for. Read more on p38. Meanwhile, resellers also have growing opportunities in more traditional print sectors. With the number of employees returning to the office if not on a full- time basis but certainly more regularly is increasing, then business owners’ attention is turning to upgrading the office A4 and A3 printer fleet. This is something that has often been put off in the years since COVID, but now business owners are looking to buy in new

have an important role to play here. The data that they have access to is also increasingly important. All this presents opportunities for resellers. Read more on p34. This demonstrates that there are sectors in print that are growing, giving resellers plenty of opportunities to grow their sales – if they stay on top of the technology and the trends in the market to give customers the solutions they need. As always, I hope you enjoy the issue. Print in the Channel is for everyone involved in print, so if there is a topic you would like to see covered in a future issue – or you have a news release or opinion piece you would like to submit for consideration for publication – please get in touch with me at dan@newsinthechannel.com. n

Coming Soon

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CONTENTS

News You should know p8 Product launches Brother p12 Epson p14 Kyocera p18 Konica Minolta p25 Xerox Western Europe Channel Forum p20 Office printer refresh trends p28 Cover story Xerox Color Multifunction Printers p32 PoS in retail p34 AI in print p38 UV printing p44 Data Direct Non-contract consumables p47 Automation Marcin Pichur, DocuWare p49 Eagle Eye BI Toner cartridges p52

Xerox – p20

Xerox recently held its Western Europe Channel Forum in Germany to bring together Xerox and Lexmark channel partners and leaders to outline their ambitious strategy to accelerate print sales across Europe.

PoS in retail – p34

The market for point of sale systems in retail is continuing to grow, but customers’ needs are shifting as they try to maintain margins, as well as harnessing the increasing data being created, which presents opportunities for resellers.

AI in print – p38

AI is having an increasing influence on many aspects of business, including print, scan and workflow management – and it is bringing real-world benefits that go beyond the hype surrounding the technology.

Product Launches Brother – p12

Brother UK has launched a new flagship A4 colour laser range, which will help partners to unlock colour print opportunities for SMBs, reduce complexity and grow their managed print business.

Epson has expanded its ColorWorks range with new CW-D3800e desktop colour label printer, which aims to lower the barrier to on-demand colour labelling for small retail, e-commerce and healthcare applications.

EKM Global Trust centres p54 People p55

Epson – p14

CONTENTS

UV printing – p44

The UV printing market is set to grow quickly in the coming years, as more businesses seek high-resolution packaging and labels to make their products stand out – which presents opportunities for resellers.

Publishing Director Justin Penn 07816 573 186 justin@ printinthechannel.com Editorial Dan Parton 07941 979 845 dan@ printinthechannel.com Advertising Sales Martin Jenner-Hall 07824 552 116 martin@ printinthechannel.com Market Analyst Wickus Bester wickus.bester@ stockinthechannel.com

Automation – p49

Too many businesses still view automation as a procurement exercise rather than a process of organisational change, and the channel has a key role in changing this view says Marcin Pichr at DocuWare.

Office printer refresh trends – p28

Office printer fleet refreshes have often been put off by businesses in recent years, but as more people return to the office, some are now taking the plunge and investing.

Product Launches

Kyocera – p18

Kyocera has launched seven new A3 MFPs, three colour and four monochrome, which bring non-stop performance, production grade scanning and consistent output quality to high volume offices, CRDs and light production teams.

Published by: In the Channel Media Ltd Company registration number: 14363401 Registered office address 14-18 Heddon Street, Mayfair, London, United Kingdom, W1B 4DA In conjunction with:

Konica Minolta – p25

Konica Minolta has unveiled its new AccurioPress C5080 series entry-level digital print presses, offering simple and efficient yet agile devices to print service providers taking their first steps in digital print production.

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NEWS

PaperCut launches ARM64 Partner Tool Kit A new tool kit from PaperCut is set to unlock growth opportunities for its channel partners, by providing them with the solutions and support needed

using software that provides customers with an at-a-glance single pane of glass solution for deploying print queues to Windows-powered ARM devices and MacBooks. Cloud-based PaperCut Hive offers Print Queue Deployment, and on-premise PaperCut MF offers Print Deploy; both are easy ways to deploy a printer driver that works on traditional x64 laptops, ARM64 and Apple Silicon devices. The system administrator uses the PaperCut admin console to manage printer drivers across different client architectures, which avoids manual administrative workarounds. PaperCut’s client software identifies the end-user client’s architecture and automatically deploys and installs a compatible printer driver. This provides sysadmins with a seamless printer driver deployment experience when administering a mixed fleet of end-user computer architectures. n

to resolve the print crisis created by the increasing number of ARM64- powered laptops. Working in conjunction with PaperCut’s established cloud and on-prem solutions, the tool kit, which comprises several high-impact sales assets, makes it easier for PaperCut’s partners to identify, pitch and sell the most appropriate solution relative to each customer’s print environment and needs.

papercut.com

ARM64 is a completely different processor design. Therefore, many

companies and educational institutions planning to roll out the new wave of ARM64 consumer hardware – or who already have users with ARM64 laptops – struggle to get their existing printers to work with ARM64-equipped client devices. PaperCut resolves this issue simply,

DocuWare reveals new product direction

DocuWare revealed its new product direction during the annual DocuWorld EMEA Partner Conference on April 22 and 23 in Berlin, Germany. Significant product news were announced including new DocuWare client, DocuWare Aura and enhancements to DocuWare IDP and its E-Invoicing Service. The roll out phase begins now: 🌈 A complete new DocuWare user experience with mobile companion, offers a new and improved user interface based on WCAG, a globally accepted standard for digital accessibility. 🌈 DocuWare Aura a smart AI companion offering direct access to DocuWare file cabinets. Users can find, summarise, and compare information in stored documents. 🌈 DocuWare IDP (Intelligent Document Processing) offers tighter integration

into DocuWare by supporting both Classic Extraction and the new Gen AI-based Zero Shot Extraction. Users can choose between two powerful extraction options: Classic Extraction is a tried-and-true method, giving full control and predictable results. Gen AI-based Zero Shot Extraction uses the latest AI technology so users get results without the need for training. It quickly learns from user data and improves with feedback, making it a

start.docuware.com

faster and more flexible offering. DocuWare customers benefit from advanced AI-based extraction and information processing with OCR technology now supported in 20 languages, making it even easier to automate document capture in local business languages. Users can easily configure IDP flows within DocuWare

CONTINUED

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NEWS

CONTINUED

and train new models as needed. In addition, Master Data Matching as a key new capability allows users to clean up or enrich data from documents by comparing them with master data from other sources, quickly turning documents into usable business records. 🌈 DocuWare E-Invoicing Service allows

users to connect to various networks for sending and receiving e-invoices. 🌈 T he new DocuWare Integration Platform embedded into DocuWare will form the technical backbone to power standardized, out-of-the-box integrations with third-party systems such as ERP, CRM and other solutions. n

Zebra Print Group backs grassroots sport

Leeds-based print solutions provider Zebra Print Group has announced a new partnership with Farsley Cricket Club, sponsoring kits for all teams ahead of the 2026/27 season. The sponsorship will support players across every level of the club, from junior development squads through to senior teams, ensuring they take to the field in high-quality, professionally branded kit. Alongside the kit sponsorship, Zebra Print Group is also sponsoring a new trophy in memory of its founder, David Storr, a much-loved figure at the club

who previously served as chairman. The trophy will be awarded to the player who hits the most sixes throughout the 2026/27 season, celebrating performance and the spirit of the game. “This partnership is incredibly special to me on a personal level,” said Samantha Overton, managing director at Zebra Print Group. “I’ve grown up around Farsley Cricket Club - my dad was chairman here and my grandad was an umpire – so it’s always been a big part of my life. To now be able to support the club through Zebra Print Group feels like a real full-circle moment.” n

zebraprintgroup.co.uk

PFU updates PaperStream Capture

PFU Limited has released version 6.0 of its PaperStream Capture Series software. This delivers updates to PaperStream Capture Pro and PaperStream Capture Pro Premium applications that improve integration with third party solutions, enhance post-scan quality control and support more efficient day-to-day document capture, helping organisations reduce manual processing and simplify document workflows. For channel partners, the update also creates new opportunities to deliver higher-value, solution-led offerings that reduce the need for custom development while improving consistency and performance for end users. PaperStream Capture Pro and Pro Premium already include a powerful release API that enables integration with

third party solutions. Version 6.0 expands these capabilities with support for form optical character recognition, enabling structured data extraction, alongside a new validation API that allows captured data to be checked against external databases to improve accuracy. In addition, the introduction of a new ‘custom connector’ provides a simpler alternative to traditional integration development. Connectors can now be configured through files rather than code, reducing the time and technical expertise required to integrate capture into wider solutions. Manual checking and correction of captured data continues to be a significant source of inefficiency in document workflows. PaperStream Capture 6.0 enhances

NEWS

quality control by providing greater visibility and control over zonal OCR. Users can define confidence thresholds for individual fields, allowing operators to focus on low-confidence data and reduce unnecessary review. The update also introduces several usability improvements designed to streamline routine operations across customer environments. In PaperStream Capture Pro Premium, integration with Microsoft Outlook enables users to send attached image files directly into the application with a single click, supporting faster and more consistent handling of email-based documents.

File import functionality in Pro Premium has also been expanded to offer two approaches: recreating images via the PaperStream IP (TWAIN) driver for consistency across formats or importing original files directly to preserve metadata and minimise processing load. Envelope-based document separation has been enhanced in PaperStream Capture Pro and Pro Premium to provide greater flexibility. The software can be configured for batch scanning where envelopes are scanned either before or after their contents, helping operators manage real-world mailroom workflows with less manual intervention. n

Precision Proco invests in Canon varioPRINT iX3200

Commercial print provider Precision Proco has strengthened its production operations with the installation of two Canon varioPRINT iX3200 sheetfed inkjet presses. The investment marks the company’s first partnership with Canon and supports its strategy to increase capacity and efficiency across its print operations. Commercial print provider Precision Proco has strengthened its production operations with the installation of two Canon varioPRINT iX3200 sheetfed inkjet presses. The investment marks the company’s first partnership with Canon and supports its strategy to increase capacity and efficiency across its print operations. The installation of the varioPRINT iX3200 devices marks Precision Proco’s official move into sheetfed inkjet production, addressing the company’s need to increase capacity and

productivity, while maintaining the high quality expected by its customers. The devices also fill a gap the business had identified around B2-format production, allowing more work to move seamlessly into its existing finishing lines. For Precision Proco, speed is non- negotiable, having seen growing demand for faster turnaround times across the print and marketing sectors. With nearly 250,000 square feet of production and warehouse space supported by significant finishing capacity, getting printed sheets onto the production floor quickly helps accelerate the entire manufacturing process. Designed for high-volume short-run production environments, the varioPRINT iX3200, capable of producing up to 320 A4 images per minute, enables Precision Proco to print faster than ever before and move work through its extensive finishing operations more efficiently. n

precisionproco.co.uk

varioPRINT iX3200

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PRODUCT LAUNCH BROTHER A4 COLOUR LASER RANGE Life in full colour

Brother UK has launched a new flagship A4 colour laser range, which will help partners to unlock colour print opportunities for SMBs, reduce complexity and grow their managed print business thanks to improved performance and lower total cost of ownership.

Colour printing is growing in popularity, especially among small- to medium-sized businesses (SMBs), which often prefer to use in-house solutions to produce customer-facing materials, presentations and much more. This growth in demand presents opportunities for resellers in this sector, especially those offering managed print services. To cater for this growing demand, Brother UK has launched a new flagship A4 colour laser range designed to help resellers easily roll out colour printing for SMBs, reduce service complexity and grow their managed print business. The new L8000 colour laser devices replace the existing range and offer improved performance, lower total cost of ownership and easier fleet management for resellers serving SMBs. Five devices make up the range, the HL-L8430CDW, HL-L8570CDW, DCP- L8360CDW, MFC-L8730CDW and MFC- L8970CDW. They are about 30% smaller in volume, making them easier to place in space-constrained SMB environments, while a more modular design

improved colour accuracy for better quality documents, presentations and proposals and built-in security features to reduce risk of device-level data breaches. Print speeds of up to 31 pages per minute and multiple paper trays means teams can turnaround jobs quickly and maintain productivity during busy periods. Improvements to colour processing and engine design help deliver cleaner output with reduced banding and lower operating noise, while higher- yield supplies and simplified remote management tools help partners manage fleets more efficiently.

Greig Millar

brother.co.uk

Specifications and functionality Each model has been developed to offer different capabilities depending on the needs of the workplace. For instance, the HL-L8430CDW is a compact single-function printer designed for smaller offices. Meanwhile, the HL-L8570CDW is designed for higher print volumes, with more in-box toner and expanded paper handling for fewer interruptions, less time spent refilling and a lower run cost over time. Adding scan and copy functionality, along with a large automatic document

DCP-L8360CDW

includes additional user- replaceable components

such as the fuser unit and paper feed kit. This means customers can benefit from reduced service interruptions, extended device life, and lower maintenance costs, while trusting their printers to keep working. The models also provide

PRODUCT LAUNCH BROTHER A4 COLOUR LASER RANGE

“

says Greig Millar, chief revenue officer at Brother UK. “While overall print volumes may be changing, the documents worth printing need to work harder – be that customer-facing materials, reports and presentations, or even internal communications. If it’s worth printing, businesses want it printed in colour. “We’re helping partners meet this customer need with our strongest entries to the colour laser market yet. We’ve focused on the practical things that make a difference day-to-day, such as dependable performance and simpler servicing. “Partners can trust

feeder, the DCP-L8360CDW helps reduce manual admin and keep work moving efficiently. For faster paced environments and teams digitising or managing shared workloads, the MFC-L8730CDW offers single-sided scan speeds to 56ipm, and at the top of the range, the MFC-L8970CDW offers two-sided scanning up to 50ipm, and enhanced processing power to handle complex, high-volume workloads with ease. Sustainability Sustainability has also been factored into the design, as SMBs are increasingly conscious of their environmental responsibilities. Devices incorporate up to 19% post-consumer recycled plastics and deliver about 31% lower energy consumption compared with the previous range, and those on MPS contracts can return their toner cartridges to Brother to be remanufactured free of charge. In addition, fully recyclable moulded- pulp packaging also replaces expanded polystyrene, helping reduce waste and CO₂ emissions. Catering to shifting trends “We’re seeing a shift in how businesses are printing and colour is playing an increasingly important role for SMBs,”

Partners can trust our new range for reliability, clearer costs and a platform they can confidently recommend to customers.

”

MFC-L8970CDW

our new range for reliability, clearer costs and a platform they can confidently recommend to customers. And with our tiered MPS proposition – Essential, Professional and Enterprise – they have the flexibility to build services that fit businesses

of any size or complexity.” n

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PRODUCT LAUNCH EPSON SW-D3800E

Lowering the barrier to colour labelling Epson has expanded its ColorWorks range with new CW-D3800e desktop colour label printer, which aims to lower the barrier to on-demand colour labelling for small retail, e-commerce and healthcare applications.

Colour labelling is becoming increasingly popular across a range of sectors, from e-commerce retailers looking to make products stand out to healthcare organisations using it to help warnings or ingredients stand out. However, for small businesses, including those working in homes, colour labelling, while desired, is often out of reach in terms of expense and technical know- how required. In retail and e-commerce especially, this can leave small businesses at a disadvantage in an increasingly competitive marketplace. But Epson has seen this growing demand and in response has launched its ColorWorks CW-D3800e, a new desktop colour label printer designed to make high-quality, on-demand colour labelling more accessible to a broader range of businesses. Available from this month in EMEA, the CW-D3800e offers a cost-effective, easy-to-use solution for customers that require professional colour labels without the need for higher-specification, higher- volume systems. The CW-D3800e is designed for small businesses, home e-commerce operations, retailers, pharmacies and health retailers, offering a simplified entry point into Epson’s ColorWorks range. Using dye-based ink technology, the printer produces vibrant colours with rich black tones, particularly on glossy media, making it ideal for short-run, on-demand labelling for product and promotional

For small businesses, including those working in homes, colour labelling, while desired, is often out of reach in terms of expense and technical know- how required.

items; pharmacy and healthcare labelling, shelf-edge and price labelling and personalised packaging and gift labelling. Simplicity and efficiency ColorWorks on-demand labelling enables businesses to move away from pre- printed labels, reducing waste while improving flexibility and responsiveness. Designed for simplicity, flexibility and integration, the CW-D3800e has been developed with a strong focus on ease of use, enabling businesses to produce high-quality attractive labels without specialist knowledge. “Retailers and small businesses are increasingly looking for ways to add flexibility and visual impact to their operations without adding complexity,” says Jacob Kallergis, Epson Europe. “With the CW-D3800e, we’re lowering the barrier to entry for on-demand colour

PRODUCT LAUNCH EPSON SW-D3800E

labelling. By combining vibrant dye- based output with a simple, accessible design, we’re enabling businesses to produce professional-quality labels in-store or on demand, whether for packaging, promotions or customer-facing applications, while keeping costs and operational effort low.” Key features Key features of the CW-D3800e include: 🧿 Simple setup and operation, with all functions accessible from the front of the device 🧿 Automatic print quality optimisation, including auto head maintenance 🧿 Compact footprint, aligned with the proven C4000 design, ideal for space- constrained environments 🧿 Easy maintenance tools, including remote configuration, monitoring and management. The printer has been designed for easy integration into existing retail, logistics and healthcare workflows with capabilities including native support for leading labelling software including BarTender, Loftware Cloud and Teklynx Codesoft, SDK for iOS, Android and web applications and compatibility with SAP environments, ESC/Label and ZPLII emulation. n

Technical specifications At-a-glance technical specifications for the CW-D3800e: 🧿 Print technology: Inkjet (dye-based) 🧿 Print resolution: Up to 600 x 1200dpi 🧿 Ink system: Dye-based ink, individual cartridges (CMYK) 🧿 Media support: Optimised for glossy label media 🧿 Print capability: On-demand printing from single labels to short production runs 🧿 Connectivity: USB as standard; optional Wi-Fi via dongle 🧿 Platform compatibility: Windows, Mac and Linux drivers 🧿 SDK support: iOS, Android and web applications 🧿 Integration: SAP support, ESC/ Label, ZPLII emulation 🧿 Native driver compatibility: BarTender, Loftware Cloud, Teklynx Codesoft 🧿 Maintenance: auto head maintenance and print quality adjustment 🧿 Form factor: Compact desktop design (aligned with C4000 footprint)

Jacob Kallergis

epson.co.uk

Retailers and small businesses are increasingly looking for ways to add flexibility and visual impact to their operations without adding complexity. “ ”

printinthechannel.co.uk

PRODUCT LAUNCH KYOCERA A3 TASKALFA RANGE

Full volume Kyocera has launched seven new A3 MFPs, three colour and four monochrome, which bring non-stop performance, production grade scanning and consistent output quality to high volume offices, CRDs and light production teams.

Performance, built for real world workloads The new Series comprises three colour and four monochrome A3 MFPs, delivering output speeds from 75 to 105 pages per minute (ppm), supporting paper sizes up to SRA3, a wide range of media types from 52 to 300gsm, and compact finishing options including booklet maker, z-fold, inserter and mailbox. The TASKalfa MZ7500ci (colour) and TASKalfa MZ7500i (mono) both print up to 75ppm and are aimed at high-end office environments requiring fast, versatile print and scan capability. In addition, there is the TASKalfa MZ8500ci (colour) and TASKalfa MZ8500i (mono), both of which print up to 85ppm, which are ideal for CRDs and sales or marketing teams producing colour rich, customer facing materials. Finally, there are three models that deliver production level throughput and scanning performance for heavy-duty CRD and light production workloads; the TASKalfa MZ9500ci (up to 95ppm, colour), the TASKalfa MZ9500i (up to 95ppm, mono) and TASKalfa MZ10500i (up to 105ppm, mono).

The decline in print volumes has been written about many times in recent years and, while businesses in some sectors are increasingly moving to the cloud, there are still some industries that rely on printing in volume – and will continue to for years to come. For businesses in those sectors that still print in volume, their demands on printers are ever-increasing, with enhanced uptime, security and sustainability often the main priorities. Responding to these demands, Kyocera Document Solutions UK has expanded its A3 portfolio with the launch of the TASKalfa MZ9500ci and TASKalfa MZ10500i Series, which are designed for high-volume print environments where speed, clarity and reliability are business critical. Targeting high volume offices, CRDs and light production teams, the series overcomes the limitations of legacy devices to sustain demanding workloads, while optimising operating costs and efficiency.

“

We’ve designed the TASKalfa MZ9500ci and

TASKalfa MZ10500i Series to meet the real demands of document intensive environments, where uptime, output consistency and fast capture are non negotiable.

”

Production-grade scanning and non-stop output

All devices feature intelligent straight path scanning at up to 300 images per minute in colour and monochrome with tilt correction, enabling rapid digitisation of large document sets without bottlenecks. This makes the range suited to CRDs, education, legal, and sales and marketing teams handling large volumes

Discover how these new TASKalfa A3 MFPs redefine high- volume printing and

scanning with precision, uptime, and intelligent automation, empowering teams to work smarter and maintain performance at scale.

PRODUCT LAUNCH KYOCERA A3 TASKALFA RANGE

protocols to guard access, protect data storage and secure communication, including a Trusted Platform Module, SEIM and S/MIME encryption, plus AI- powered Confidential Document Guard, which detects stamps, watermarks or sensitive text and informs the user that reproduction is not allowed. The series is compliant with global security standards: FIPS140-3 for storage and network communication, ISO/IEC 15408 common criteria and IEEE 2600. Step forward The launch of the new devices represents a significant step forward for Kyocera in the UK print market, according to Steve Pearce, head of marketing, Kyocera Group UK. “We’ve designed the TASKalfa MZ9500ci and TASKalfa MZ10500i Series to meet the real demands of document intensive environments, where uptime, output consistency and fast capture are non-negotiable,” he adds. “It gives our customers and partners a compelling, energy-efficient alternative in the form of light production devices, without the complexity or footprint of a production press.” n

of mixed originals. The series introduces an industry first dual toner container system, enabling cartridges to be replaced without stopping print jobs. Combined with high paper capacities, long-life components and water-cooled technology that dissipates heat from the developing unit, the devices are designed for long runs with minimal interruption. This delivers true non-stop performance in light production environments. Meanwhile, the advanced toner formulation delivers bright vivid prints to every page at 2400×2400dpi. The colour models are supported by built-in ICC colour profiles and automatic calibration technology to maintain stability across long runs and reduce the need for costly reprints. Each device features an enhanced control panel that provides users with

Steve Pearce

kyoceradocument solutions.co.uk

clear visibility of CO₂ and energy usage, supporting more informed and responsible operation. This builds on the sustainability insights introduced with Kyocera’s previous A3 TASKalfa MZ75001 Series.

Security Security is now a key

priority for customers as printers are networked and can provide an entry point for cybercriminals if not adequately protected. To this end, the series has top-tier security

printinthechannel.co.uk

XEROX

Forward together Xerox recently held its Western Europe Channel Forum in Germany to bring together Xerox and Lexmark channel partners and leaders to outline their ambitious strategy to accelerate print sales across Europe.

It has been a busy time for Xerox in recent months, as the integration of the Lexmark business has gathered pace and the company has unveiled its revised management structure and renewed go to market strategy in EMEA. But now the changes have been made, it is important to communicate them to its network of partners, and to this end, partners from across Europe came together on May 11-12 in Frankfurt in Germany, for Xerox’s Western Europe Channel Forum. “It’s always a highlight to see our partners at any event, but this one was different, because we brought together what was traditionally Xerox partners with Lexmark partners for one of the first

times in the same forum,” says Matt Raab, director of global portfolio marketing at Xerox. “It was good to see the interactions and the strong engagement between everyone.” Also at the event, Xerox lifted the covers on some of its new A3 and A4 devices that will be launched later this year, along with the services that will go with them. “You felt the momentum there,” he adds. “The company is headed in the right direction, especially as we unveiled this new kind of go-to-market for Western Europe.” One of the themes of the Forum was Accelerating the Pace. “For us, that’s shifting from integrated planning into execution mode,” explains Matt. “Now

Matt Rabb

xerox.co.uk

XEROX

that we’ve got the alignment that we were looking for in Western Europe, it becomes about how we simplify that model for our partners? How do we create an environment where they get faster reactions to the things that they need from us so that they can serve their clients better? And how do we then help those partners grow? For instance, if we’ve got partners that are services-led, how do we make sure that they’ve got access to and easy ways to sell the traditional offerings? For us, it is about reducing the complexity for partners.” This desire for simplification has been driven by the market. “Anytime you talk to a partner about dealing with a global OEM, they always want it to be easier and faster,” says Matt. “Whether clients want to buy items outright or on contract, being able to serve those business needs through a partner in a clear and legible way has become more important. In most of my conversations with partners, they want things to be easier. We have put a lot of effort into complexity on the back end but ensuring it’s easy to deal with for our partners.” Increasing choice The devices unveiled at the forum aim to give partners more choice to present to their end clients. “We know that our partners are looking for more choice and more products that fit their end clients’ goals,” explains Matt. “Clients are looking for devices with a strong security offering, that are easy to deploy and manage and integrate with services and backend systems seamlessly. “We see that a lot in the workplace and when we look at the production market. Production is an environment that is all about efficiency and driving out any waste that’s in operations. In that new set of products, you’re seeing more AI-assisted setup and more automation – things that are addressing the challenges in that marketplace. And there are plenty of

challenges – costs are going up, there are labour shortages – so those become the guiding principles to anything that we develop and put into the marketplace: are we addressing those points of challenge that we know end users are having? “One of the products unveiled on stage caught people off guard because its footprint was so small. But when you look at that set of features that were packed into the device, it was something that you would typically see in an A3 floor-standing model. The integration with the backend systems and print management – such as in corporate environment where the same badge that gets you through the door gets you into the printer – all those types of things are packed into a very small footprint because what we see in the print environment is a lot of businesses still relying on print but being challenged for

Chris White speaking at the Forum

Customers are looking for devices with a strong security offering, that are easy to deploy and manage and integrate with services and backend systems seamlessly. “ ”

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printinthechannel.co.uk

XEROX

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space. They want to consolidate as much technology as they can, and not just into single devices, but also into the footprint that they’ve got as well.” Pockets of growth Matt adds that he is seeking pockets of growth in the market for A3 and production printers. “It’s no secret that the A3 print market is declining slowly at the macro level,” he says. “However, we have opportunities to grow inside that. Print remains a critical piece to a lot of types of businesses, and they are still buying printers, but there are certain drivers of purchases. For instance, clients want better security built into the product as well as ease of use – gone are the days where you train someone in the office to become the expert on the printer. People need to use it straight out of the box. It’s about simple deployment and ongoing management of it and taking the stress off IT teams that manage those technologies and endpoints.

of production that are growing such as inkjet and continuous feed label printing. We are positioning ourselves now to go after that.” Event value Events such as the Channel Forum are important for Xerox and its partners, Matt says. “For us, they’re invaluable for a number of reasons, not just the interactions that this provides our partners to have with our executives, and our executives to communicate that strategy to our partners,” he adds. “Since we’ve announced the acquisition of Lexmark, what we’ve heard loud and clear from the channel is we need a constant stream of communication. This event was focused on that, pulling everybody together to hear our message in the same room was critical for us. “Additionally, having two sets of partners that come from different worlds come together to see and hear the same message and how the company is converging, was important too. Outside of that, it’s great to see people that you haven’t seen in a while, network a little bit and have conversations over dinner or a coffee. This is invaluable as you never know what comes out of those conversations, there’s always great little nuggets of information that come out. “Then there is the value of seeing 100 partners in a week and certain themes become clear about what we are giving them and what they want – our partners aren’t shy to tell us what they want, and that’s a good thing. We encourage that open, honest conversation and transparency so we can recognise where there’s opportunities, as well as make sure that we understand that the partners understand what their opportunity is.” AI influence Of course, AI crops up in many conversations now. “It is something everybody talks about, even

“

It's no secret that the A3 print market is declining slowly at the macro level... ...However, we have opportunities to grow inside that.

”

“When we look at production specifically, there’s a lot of opportunity for growth there. Traditionally Xerox has done a good job of serving the heartland of that production market. These launches bolster that position. During some of the plenary sessions at the Forum we talked about the production roadmap and parts

Alan Clark on stage at the Frankfurt event

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XEROX

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operator doesn’t need to know how to do certain functions.”

Future Looking to the future, Matt is bullish about the prospects for Xerox. “We’re going to accelerate the pace and focus on executing that go-to-market model,” he says. “That means strengthening those partner engagements across print, services and software solutions, the whole ecosystem that we’re creating around the workplace and around production. We are laser focused on that right now. “For the wider market, we expect to see continued demand for more secure, more efficient print devices with simplified deployment and management. Again, that’s a theme that’s been strong for some time now and it’s about positioning Xerox as a provider of that. “The future is going to be shaped by broader product portfolios and more reliance on the partner ecosystem, with the partner front and centre for their clients. Automation and AI will also heavily influence what we will bring to market to help partners. There are a lot of opportunities in the marketplace for Xerox and our partners now and in the future.” n

Thomas Valjak talking at the Channel Forum

though some may or may not know how it might apply to their business. We don’t do AI for the sake of AI: we want to deliver tangible value to the customer. What you see now is a lot of AI used behind the scenes to improve the reliability and servicing of those devices. “We also focus on the data and information moving through the device itself. What can we do with AI there, how can we make that more valuable to the business? The AI conversation is definitely here, just like it is everywhere else. “We are also looking at how we can use AI to introduce some intelligence into the product and automation so that the

We're going to accelerate the pace and focus on executing that go-to-market model. “ ”

PRODUCT LAUNCH KONICA MINOLTA

Entry for all Konica Minolta has unveiled its new AccurioPress C5080 series entry-level digital print presses, offering simple and efficient yet agile devices to print service providers taking their first steps in digital print production.

Printing at speeds of up to 81 pages per minute (ppm), the entry-level AccurioPress C5080 Series is designed to help customers take their first steps towards long-term success in digital print production.

For many print service providers, especially towards the smaller end of the market, the market remains challenging. Costs continue to rise – and are set to do so even more in the months to come – while customers are increasingly demanding in terms of short run designs to tight deadlines. This means that they are looking to the equipment they use – and increasingly this is digital – to provide efficiencies in terms of costs savings, as well as in production time without compromising on quality. A new entry onto the market that aims to address those problems comes from Konica Minolta Business Solutions (UK) Ltd. The company has launched the new AccurioPress C5080 Series, which seeks to reduce operational complexity and enable faster and more efficient productivity for print service providers. Printing at speeds of up to 81 pages per minute (ppm), the entry-level AccurioPress C5080 Series is

designed to help customers take their first steps towards long-term success in digital print production. The new series replace the AccurioPress C4080 Series, and all models can be configured with a wide range of options, workflows and finishing capabilities to deliver cost-effective, agile print through streamlined operation that is designed for ease of use and maximum efficiency. Accessible digital printing Available now, the smart entry-level A4 colour AccurioPress C5080/C5070 (81ppm and 71ppm) and AccurioPrint C5065 (65ppm) systems are designed to make professional digital printing accessible for businesses of every size. Addressing key industry challenges such as rising costs, skilled labour shortages, and increasing expectations around quality, sustainability, shorter runs and

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PRODUCT LAUNCH KONICA MINOLTA

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tight deadlines, these next-level machines offer a simple setup, consistent output and highly efficient operation. Intelligent media sensors – including the IM-104 and IM-105 – enhance print quality and efficiency, and assist users in selecting the correct paper type, for seamless operation. Additional software solutions, which include Konica Minolta’s new IQ-601 intelligent quality optimiser which delivers exceptional colour control and consistency, full colour profiling, sheet file detection and proofless inspection, further elevate production capabilities. Konica Minolta’s enhanced engine modifications maintain superior output and align performance with the latest industry standards – helping to give users confidence from day one. Intuitive job submission, easy file handling, automated presets and streamlined maintenance all contribute to a better user experience. Integrated colour management, on-press calibration and end-to-end workflow reduce setup, offering a unique value proposition. Along with booklet making, a comprehensive range of finishing technologies further supports efficient, high-quality production. These include Konica Minolta’s TU-510e, the world’s first inline trimming unit. This four-edge trimmer, creaser and perforator enables full bleed finishing support for banners, booklets, direct mail and dedicated

business card cutting options. The enhanced capabilities of the TU-510e make it an ideal companion for the AccurioPress C5080 Series. The new presses are offered with the option of three alternative controllers – the AccurioImage IC-613, the IC-421 Internal Fiery® Controller or the IC-321 Fiery Image Controller. New benchmark With these new printers, Konica Minolta aim to make high quality production print available but without the high costs. “The AccurioPress C5080 Series sets a new benchmark for entry level production print, delivering superb colour quality, rapid turnaround, reduced waste and consistently reliable performance,” says Malcolm Smith, category manager – professional print at Konica Minolta Business Solutions (UK) Ltd. “It’s designed to make high quality digital print accessible, intuitive and efficient from day one. With smart automation, simple set up and the trusted reliability of Konica Minolta technology, these systems give customers, whether public and private sector inplants or commercial printers, the freedom to expand their print capabilities, explore new revenue opportunities and build a strong platform for future success.” n

Malcolm Smith

konicaminolta.co.uk

“

The AccurioPress C5080 Series sets a new benchmark for entry level production print, delivering superb colour quality, rapid turnaround, reduced waste and consistently reliable performance.

”

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FEATURE

A refreshing change Office printer fleet refreshes have often been put off by businesses in recent years, but as more people return to the office, some are now taking the plunge and investing – although they have certain requirements that resellers need to be alive to.

OFFICE PRINTER REFRESH TRENDS

Since COVID hit six years ago and turbocharged the rise of hybrid working, many businesses have put off refreshing their office printer fleets. But now, as more people return to the office on a regular basis, and print volumes increase, the overdue printer fleet refreshes are back on the table – but customers’ needs are changing. Tony Ko, vice president of hardware and business solutions at Katun, says the company is seeing growing demand from businesses looking to refresh their printer fleets. “But the discussion today goes far beyond replacing hardware alone,” he notes. “Organisations are prioritising modern technology that is intuitive to use, built with advanced security features and designed to support sustainability goals.

traditional print room,” he says.

Trends Within the push for printer fleet refreshes, there are certain distinct trends among customers, which resellers should be alive to. For instance, Tony says that customer demand is evolving across the A3 and A4 segments. “Growth is driven less by device size and more by how technology supports the broader workplace experience,” he says. “Businesses are looking for solutions that help them operate more efficiently, manage costs, and gain greater visibility into their print and workflow environments. “There is also increasing interest in technologies that can automate routine tasks, strengthen document security and support hybrid work models. Rather than investing in standalone hardware, organisations are prioritising integrated workplace solutions that can scale with their needs. Katun’s Workplace Solutions portfolio offers a variety of leading tools to help businesses simplify their operations.”

“

the discussion today goes far

beyond replacing hardware alone... ...Organisations are prioritising modern technology that is intuitive to use, built with advanced security features and designed to support sustainability goals.

“They also want the flexibility to integrate their fleets with leading workplace solutions that enhance

productivity and streamline workflows. As businesses continue navigating hybrid work environments, tighter budgets, and increasing compliance requirements, their focus is on connected, efficient technologies that simplify operations, reduce costs and deliver a better overall workplace experience.” Greig Millar, chief revenue officer at Brother UK, adds that print remains essential for many organisations. “Particularly for customer-facing documents, presentations and reports, so businesses want devices they can trust to deliver reliability and performance without adding complexity,” he says. “As a result, we’re seeing a great opportunity to supply colour printing, as teams aim to bring work to life with high-quality, vibrant content.” Chris Bates, business unit director – print and supplies, UK and Ireland at TD SYNNEX, says quite a few organisations are probably looking for a new, fit-for- purpose print solution in 2026. “That could mean more smaller printers that are easily accessible and on-hand to workers, rather than located in a

”

Chris adds that most customers are now running smaller batch jobs for office working with the first print-out being the important one. “They want easy connectivity and devices capable of meeting their everyday office printing needs,” he adds. “There is still a need for ‘traditional’ office print devices, but we can offer multiple options now – for example, TD SYNNEX offers the VASION print service,

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