Print in the Channel - #38

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Issue #38

Data was never the destination. It's the direction. MPS Monitor combines device and service intelligence, showing which exceptions t o act on first and how they impact your bot tom line.

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Print that brings _Excellence to life

Move people and businesses forward with Canon quality print To stand out, businesses need the highest-quality prints. From brochures to presentations, your customers can generate the materials they desire with extremely low costs and maintenance. The power to move

Get in touch to find out how Canon can support your customers’ needs b2b.enquiries@cuk.canon.co.uk

COMMENT

Safety first Security and confidentiality are crucial to any business, yet it can still so easily be neglected, especially with networked printers and printed documents if they aren’t shredded – and this is something resellers need to hammer home, especially to smaller customers.

Small- and medium-sized businesses (SMBs) really aren’t set up for the effects of a data breach. We’ve all seen headlines about big companies that have

and into their home office – and these still need to be disposed of properly to avoid potential data breaches. This is where confidential shredding comes in – and there are plenty of options

Dan Parton

been hacked and how they have lost millions due to that, but they have been able to absorb those losses and carry on. But your average

available. Read more on p36. Elsewhere in this issue, we look at a growing section of the market that helps goods to get to their destination

SMB doesn’t have the luxury of millions in the bank, and a data breach can prove fatal. This means security, especially cybersecurity, is paramount and all endpoints need to be protected as it is accepted now that cybercriminals will target businesses of any size, not just big companies. This includes printers which, as part of a network, are at risk as much as any other endpoint in a business. Yet these can be overlooked, especially by SMBs that may not have in-house tech expertise. This is where resellers have an important role in advising customers on this and ensuring they get the right solution in place. Read more on p42. Another potential security risk comes from physical documents that aren’t properly disposed of once they have outlived their useful lives. With the sustained popularity of hybrid working, employees are increasingly taking confidential documents out of the office

safely – thermal label printers. With the rise of e-commerce, demand for thermal label printers is growing across a range of sectors, and this is set to continue. But customers are exacting in their requirements – especially connectivity and sustainability – so if resellers can take that into account, there are opportunities to be had. Read more on p25. This all shows the crucial role resellers have in keeping customers safe and at the cutting edge of technology and demonstrates once again that they are not just sellers, but trusted partners. As always, I hope you enjoy the issue. Print in the Channel is for everyone in the print channel, so if there is a topic that you would like to see covered in a future issue – or you have a press release or opinion piece you would like to submit for consideration for publication – please drop me a line at dan@newsinthechannel.com. n

Coming Soon

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CONTENTS

News You should know p8 Product launches Ricoh p12 Canon p14 Fujifilm p48 MPS Monitor Print device management services p16 Zebra PartnerConnect p18 Remanufactured printers p21 Thermal label printers p25 MPS for retail and hospitality p30 Confidential shredding for hybrid workers p36 Printer network security p42 Receipt and label

Zebra – p18

Zebra Technologies’ PartnerConnect programme is 10 years old and has thousands of partners involved in it across the world. But to maintain its status at the top, it must constantly evolve to keep ahead of trends in the various markets is partners operate in.

Printer network security – p42

Printers are crucial to the running of many SMBs, which means that the security of the networks they run on is imperative – but it is still something that can be overlooked. This is where resellers can add value.

MPS for retail and hospitality – p30

As retail and hospitality businesses increasingly look for ways to become more efficient and boost their profitability, they are looking to solutions such as managed print services to help achieve this.

Product Launches Ricoh – p12

PFU has launched its Ricoh SP 2240N and SP 2230N document scanners, which are designed to deliver high quality results that streamline everyday business workflows but at a price that is affordable to businesses of all sizes.

printing Bixolon p46

Eagle Eye BI Inkjet printers p52 EKM Global MPS growth p54 People p55

Canon has added to its web-fed production inkjet portfolio with the launch of the ColorStream 7000 Series for mid-range workloads primarily aimed at business communications functions.

Canon – p14

CONTENTS

Thermal label printers are becoming increasingly popular among businesses of all sizes across a range of sectors. But customers are exacting in their requirements – especially connectivity and sustainability. Thermal label printers – p25

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

Remanufactured printers – p21

As businesses increasingly look to become more sustainable and engage with the circular economy, remanufactured products such as printers are now becoming more popular – and resellers should be getting involved with this market.

Confidential shredding for hybrid workers – p36

With many office-based employees working at home regularly on a long-term basis, they often have confidential documents in their possession – and these must be disposed of properly when necessary by shredding,

Fujifilm – p48

Fujifilm Business Innovation has launched the Revoria PC2120, which includes AI-driven automation combined with an expanded colour gamut featuring a new green toner to give professional printers even better results.

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:

MPS Monitor – p16

MPS Monitor is known for monitoring print fleets at scale. Its director of sales explains why the focus now is on helping dealers act on data, not just collect it.

printinthechannel.co.uk

NEWS

Vendors advancing cloud print, capture and workflow platforms, report finds

Vendors are responding to mainstream cloud print management adoption by expanding secure cloud-native services, strengthening hybrid deployment options and broadening support for distributed print environments, according to Quocirca’s Cloud Print Services Vendor Landscape 2026 . Quocirca’s report examines how OEMs and ISVs are differentiating through platform breadth, hybrid cloud support, security capabilities and integration with wider digitisation initiatives. Quocirca’s research shows that 78% of organisations now use cloud print management either extensively (35%) or partially (43%), with a further 16% actively evaluating it. “Organisations are increasingly recognising the benefits of cloud print management in reducing the administrative burden on IT teams and cutting costs related to power, maintenance and on- premise servers,” said Quocirca CEO, Louella Fernandes. “However, our study finds that concerns remain around security and reliability, pointing to a need for more customer education on the advantages and capabilities of cloud print management solutions.” The landscape highlights how suppliers are refining hybrid cloud strategies, security messaging and multi-vendor fleet support in response to persistent customer concerns around adoption. For instance, 34% say data security is a top concern. 25% are concerned about the reliability and uptime of cloud services and 22% are worried about achieving consistent printing across a multi vendor fleet. For vendors, these findings reinforce the importance of offering flexible hybrid models that balance innovation with control. The report shows that SMBs are most concerned about performance

(28%), while data sovereignty concerns peak among large enterprises (20%), creating clear segmentation opportunities for providers tailoring their propositions by customer profile. Quocirca’s analysis shows that vendors are increasingly positioning cloud print as part of a broader document workflow platform, extending into intelligent document processing, cloud capture and digital integration services. This reflects customer demand for more connected print and scan environments and supports growing investment in cloud-based document capture: ☄ 77% of organisations expect growth in cloud capture adoption, with 35% anticipating significant increases ☄ 66% expect MFP scan volumes to rise ☄ 78% are increasing digitisation efforts, and 88% believe digitisation will be critically important in their organisation by 2027. “As the drive for digitisation accelerates, cloud print management and cloud capture are converging into a unified, AI enabled document infrastructure, creating opportunities for OEMs and ISVs that can deliver integrated platforms spanning print, capture, workflow and analytics,” added Louella. The report shows how MPS providers are broadening their role as organisations look for help navigating cloud transitions. Forty percent of MPS customers say cloud transition support is a very important factor in supplier selection (up from 30% in 2024). Satisfaction levels are encouraging, with 42% stating their MPS partner has been very effective in supporting cloud migration, yet ongoing concerns about performance and security suggest providers still have an opportunity to sharpen their value proposition and customer education efforts.

Louella Fernandes

quocirca.com

NEWS

“Cloud print has reached a tipping point. Customers want the flexibility and efficiency of the cloud, but they also expect providers to deliver clear security, sovereignty and reliability assurance,” said Louella.

“The winners in this fragmented market will be those who deliver clarity, providing clear architectures, clear roadmaps, and clear value, while enabling customers to build AI ready, integrated document ecosystems.” n

Girls Who Print announces global Summer Summit

Girls Who Print has announced its Summer Summit 2026, a free two-day online conference taking place July 29 and 30, exploring the forces that shape careers, leadership and influence across the print and graphic communications industry. The conference theme, The Elements of Impact, is structured around four elemental tracks: Earth, Wind, Fire and Water, each representing a different force shaping careers, business, leadership and

participate in discussions aligned with their expertise and experience. Professionals from every segment of print and graphic communications, and all levels of experience, are encouraged to apply. “Women in print build careers the same way the elements shape the world around us, through strong foundations, expansion, and the ability to adapt and keep moving forward,” said Deborah Corn, executive director of Girls Who Print. “The Summer Summit moves from Earth, the foundation of impact; to Wind, the reach of impact; Fire, the energy of impact; and Water, the flow of impact, to provide attendees with a strategic roadmap for expanding their visibility, influence, opportunities and long- term success.” The Summit will also feature a Lunch with Girls Who Print session each day, providing attendees with opportunities to learn more about the organisation’s mission, followed by an open discussion about the morning sessions and a preview of what is still to come. The event is free to attend. n

girlswhoprint.org

influence across the industry. The Summer Summit also includes an open worldwide call for speakers and panellists. Girls Who Print members and professionals from companies sponsoring the organisation are invited to apply to

Lintec Europe invests in Mimaki UV printer cutter

Lintec Europe, a manufacturer of premium self-adhesive films for architectural window graphics, has strengthened its UK demonstration and technical support capability with the installation of a Mimaki UCJV330-160 UV printer cutter. Lintec Europe decided to replace its existing system as it needed to improve the company’s confidence in its sample

production. In seeking a solution, Mimaki’s UCJV330-160 stood out, particularly for the performance of its white UV ink on Lintec’s own films. “Our films are designed to perform at a premium level, so the print quality has to match,” explains Lintec Europe managing director, Andy Voss. “The adhesion, scratch resistance and overall punch

mimaki.com

CONTINUED

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NEWS

CONTINUED

of Mimaki’s white ink is a significant step forward. When customers are assessing our films, the printed sample has to be an accurate representation of the finished application. We simply cannot compromise on that.” The emphasis on white ink reflects a broader shift in architectural window graphics. Early commercial applications were typically CMYK based, but demand has increasingly moved towards subtler white fades that balance privacy and openness within modern workspaces. Digital printing enables fully customised graduated fades, delivering controlled visibility exactly where required, something standard off-the-shelf frosted films cannot achieve. “In many contemporary interiors, it is the white layer that defines the design,”

Andy adds. “It controls privacy, light transmission and visual impact. For that reason, the opacity, durability and scratch resistance of the white ink are absolutely critical, particularly when printing onto hard coated films where unprinted areas are designed to remain pristine.” The UCJV330-160 will be used primarily to produce in-house samples, allowing Lintec Europe to respond quickly to customer requests while retaining full control over print quality. The installation also enhances Lintec Europe’s technical support offering. As the UCJV330-160 is widely used by print service providers producing window graphics, having the same platform in-house allows Lintec’s team to offer practical, experience-led guidance to customers working with its films. n

Andy Voss

lintec-europe.com

Vasion launches Intelligent Print Automation

Vasion has launched Intelligent Print Automation (IPA), enabling organisations to leverage the File > Print muscle memory of the workforce to keep data from going dark. Every time employees click File > Print to send documents to printers, save them to PDFs or scan them to unmanaged folders, enterprise data becomes unstructured and quietly goes dark. Dark data escapes compliance controls, bypasses AI workflow and quickly becomes a liability. IPA seamlessly integrates with any application to intelligently route documents to virtually any destination, ensuring organisations’ business intelligence does not go dark again. Gartner reports that roughly 80% of enterprise information is unstructured across documents, files, and rich content, while IDC predicted that volume is set to triple within three years. As AI accelerates document creation, the broken File > Print workflow is turning dark data into one of enterprise IT’s fastest-growing challenges. “The market that was supposed to solve

this problem was full of companies rolling up acquisitions, squeezing margins, killing innovation, and calling old hosted software SaaS,” said Ryan Wedig, co- founder and CEO, Vasion. “We took a different path: a substantial, multi-year R&D investment to build a cloud-native, multi-tenant platform with fully immutable microservices that was ready for single- click AI integration. Intelligent Print Automation is here, and we built it.” This announcement allows Vasion customers to activate IPA on the infrastructure they already have, with no migration required. For existing Vasion customers, IPA sits within their existing infrastructure. For new customers, it’s a single platform entry point that replaces what would otherwise require multiple vendors and months of integration work. The entire platform is designed with best- of-class security certifications including SOC 2 Type 2, ISO 42001:2023, ISO 27001:2022, and FedRAMP® High Authorized, with IL4 expected to follow soon. n

Ryan Wedig

vasion.com

NEWS

Ricoh Europe awarded Lean & Green 3-Star certification

Ricoh Europe’s supply chain organisation, Ricoh Europe SCM B.V., has been awarded the Lean & Green Europe 3-Star certification, recognising significant progress in reducing carbon emissions across its logistics operations. The 3-Star accreditation marks a major milestone in Ricoh’s long-term commitment to sustainable supply chain transformation, reflecting measurable improvements in CO₂ reduction across its European outbound network. Over the period 2015–2025, Ricoh has achieved a 40% reduction in CO₂ intensity, demonstrating sustained progress through targeted operational and infrastructure changes. Ricoh’s achievement is underpinned by a decade of innovation across its logistics network, including: ☘ Collaboration with over 40 transport partners across Europe to drive shared sustainability goals ☘ Implementation of advanced CO₂

monitoring capabilities using tools such as BigMile, enabling detailed tracking of emissions ☘ Modal shifts from air to rail and road, alongside network optimisation and improved loading efficiency ☘ Adoption of low-emission solutions, including electric delivery vehicles and bicycle courier partnerships in several major European cities ☘ Enhanced transparency, providing customers with detailed insights into the carbon footprint of deliveries. Together, these initiatives demonstrate how Ricoh is embedding sustainability into every stage of its supply chain, while supporting customers in achieving their own environmental goals. The Lean & Green programme supports companies in making logistics processes more sustainable through a structured approach to reducing emissions and achieving recognised performance milestones. n

Konica Minolta claims no. 1 position in A3 Colour MFP market across Europe

Konica Minolta Business Solutions Europe is the market leader in A3 colour multifunction printers (MFPs) across Europe, according to the latest Financial Year 2025 (April 2025 – March 2026) market data from Infosource. The market intelligence firm reports an 18.8% market share for Konica Minolta, with more than 119,300 A3 colour MFPs sold across European markets. “Claiming the leading position in the A3 colour MFPs market is an important milestone for us and a testament to the trust our customers place in Konica Minolta across Europe,” said Torben Mowka, manager office product management, Konica Minolta Business Solutions Europe. “This achievement reflects not only the strength of our

hardware portfolio, but also the success of our broader strategy to support customers with integrated digital workplace solutions. “Our customers expect more than devices – they expect secure, intelligent, and sustainable solutions that help them work smarter. Being recognised as Europe’s No. 1 A3 colour MFP provider demonstrates that we are delivering on that promise.” The Financial Year 2025 results highlight Konica Minolta’s sustained investment in intelligent multifunction systems, cloud enabled workflows, and managed services that help organisations adapt to long-term hybrid working, rising security demands and the need for greater operational efficiency. n

Torben Mowka

konicaminolta.co.uk

printinthechannel.co.uk

PRODUCT LAUNCH RICOH SP-2240N AND SP-2230N Quality and affordability PFU has launched its Ricoh SP 2240N and SP 2230N document scanners, which are designed to deliver high quality results that streamline everyday business workflows but at a price that is affordable to businesses of all sizes.

The devices are designed for regular daily use and include things like the Paper Protection function, which includes real time image monitoring technology, prevents document damage and maintains reliable operation for uninterrupted workflows.

For small businesses trying to establish themselves in their sector, anything that can make everyday tasks faster and more efficient is welcomed. With digitalisation now standard, documents scanning is one of those everyday tasks that can consume valuable time that employees would rather be spending on higher value tasks. But some scanners can be pricey – especially for cash-strapped small businesses. To fill this gap in the market PFU Limited has introduced the Ricoh SP 2240N and Ricoh SP 2230N, two compact document scanners designed to provide efficient, reliable scanning for day to day business operations. The new devices are built on trusted Ricoh fi Series technology and offer a strong balance of quality and affordability for organisations of all sizes, with scanning speeds of up to 40 pages per

minute (ppm) for the SP 2240N and 30ppm for the SP 2230N. These scanners are designed to reduce administrative effort and streamline everyday workflows, meaning that valuable time is given back to a business to help employees focus on the most important thing – growing the business and its profits. Making everyday business workflows easier One of the key features of the SP2240N and SP-2230N scanners is how they simplify routine document tasks by delivering dependable performance that balances affordability with consistent quality, making them ideal for cost conscious businesses. It also positions them well for small businesses that might not have in-house technical expertise so

PRODUCT LAUNCH RICOH SP-2240N AND SP-2230N

straightforward – again ideal for small businesses without in-house technical expertise, or larger businesses that just want devices to work straight out of the box with no learning involved. Flexible PC-less scanning Powered by the new iiGA next generation SoC (System on a Chip), the enhanced DirectScan function delivers fast, intuitive PC free scanning directly from the device. Even in shared office environments, iiGA maintains high scanning speeds while supporting advanced image processing, including automatic image orientation. Destinations such as save locations or email recipients can be assigned to the scanner’s three on device buttons, enabling convenient one touch workflows. Scanned files can also be attached to emails immediately, allowing teams to digitise and share documents with fewer manual steps. The result is a smooth, efficient and flexible scanning experience designed for today’s collaborative workplaces. The SP-2240N and SP-2230N are

require an easy-to-use device. For instance, the devices are designed for regular daily use and include things like the Paper Protection function, which includes real time image monitoring technology, prevents document damage and maintains reliable operation for uninterrupted workflows. Meanwhile, versatile document handling accommodates standard business documents, plastic cards and A3 documents folded in half. Their compact design and 80 sheet ADF enable busy teams to remain productive, even in space restricted office environments – again, ideal for smaller businesses.

With the enhanced PaperStream ClickScan software, users can scan and save files immediately by selecting ‘Scan’ from a right click menu, with easy pre setting.

Advanced accuracy and clear image quality

Another key feature of the devices is that advanced OCR and image processing convert scanned documents into usable data more quickly and with fewer manual corrections, reducing rework and downstream delays. Powered by PFU Clear Image Capture technology, the scanners produce clear, consistent results that support faster data extraction and improved operational efficiency. Intelligent image processing automatically manages adjustments such as paper size detection and auto rotation, ensuring accurate output regardless of document type or orientation. By reducing errors and unnecessary steps, overall processing time is shortened and workflows remain efficient. Fast and simple PC-based digitisation The new scanners offer convenient, one-click document digitisation. With the enhanced PaperStream ClickScan software, users can scan and save files immediately by selecting ‘Scan’ from a right-click menu, with easy pre- setting. Users can also initiate scanning with a single press of the scanner’s on device button, making PC-based and on-device digitisation faster and more

positioned at an affordable price, but are aimed at businesses across the spectrum. n

printinthechannel.co.uk

PRODUCT LAUNCH CANON COLORSTREAM 7000 SERIES

On stream Canon has added to its web-fed production inkjet portfolio with the launch of the ColorStream 7000 Series for mid-range workloads primarily aimed at business communications functions.

Quality and reliability Built on Canon’s latest web-fed inkjet architecture, the ColorStream 7000 series features native 600dpi printheads and highly pigmented, water-based inks with Canon DigiDot multi-level inkjet technology, delivering smooth tones and rich density that achieve perceived 1200dpi print quality on standard offset uncoated, recycled and inkjet treated papers. These are the same technologies as those implemented in the ColorStream 6000 series, supporting application continuity and a smooth transition for existing ColorStream customers. Production confidence is reinforced through a water-cooled printhead design that stabilises ink temperature during long production runs, while Canon’s pre-fire technology maintains nozzle performance by keeping ink circulating inside the ink chamber. In addition, Canon’s professional colour management helps ensure consistent colour reproduction within and across print jobs – a critical requirement for regulated and repeat business applications.

In sectors such as business communications, direct mail and book production, printing needs to be robust and reliable to deliver consistent high- quality printing time after time – continuity is often key in this sector. There are a variety of printers available in this sector, and a new competitor has just been launched into it in the form of the Canon ColorStream 7000 series. Canon’s ColorStream 7000 series, which is built on the proven strengths of the ColorStream platform, combines trusted quality and operational efficiency with the flexibility to support evolving customer requirements across business communications, books and direct mail. The ColorStream 7000 series comprises three models – the 7075, 7100 and 7127 – offering production speeds from 48 to 127 metres per minute and monthly volumes of up to 56 million A4 impressions. Available in mono and full colour configurations, customers can select a system that fits current requirements to deliver stable output and operational efficiency, and to scale with the platform over time.

Canon’s professional colour management helps ensure consistent colour reproduction within

and across print jobs – a critical requirement for regulated and repeat business applications.

PRODUCT LAUNCH CANON COLORSTREAM 7000 SERIES

Integrated workflow and operational efficiency The ColorStream 7000 series integrates into Canon’s PRISMA workflow ecosystem, with optional support for PRISMAproduction and PRISMAlytics Dashboard, an easy-to-use, cloud-based management information tool that provides multiple, comprehensive data overviews, enabling customers to optimise productivity. Together, these tools provide centralised workflow management, performance monitoring and data driven insight into press operation. Practical production features, such as waste free print pause, inspection mode and controlled print in ramps, help operators check and adjust jobs without unnecessary paper loss, while inline automation functions enable efficient communication with finishing equipment to support continuous production. A modern, serviceable platform The ColorStream 7000 series has been built on an advanced technology platform that supports long-term serviceability, reduces downtime and improves overall equipment efficiency through preventive maintenance, software updates and condition based monitoring. A network of sensors continuously tracks the press status, helping to control the entire printing process and to deliver high- quality output results, while an intuitive touchscreen user interface provides operators with clear access to production controls and online support. Sharing its core technical infrastructure with the ColorStream 8000, the ColorStream 7000 series includes Canon’s latest SRA Massive Parallel controller, delivering improved RIP performance compared with previous models. The controller’s scalable architecture allows customers to upgrade performance or transition from monochrome to colour printing as business demands change.

Built with sustainability considerations Sustainability has been considered throughout the design of the series, which uses low power in production and idle modes. The presses also feature an efficient contact drying system, which, combined with precise paper handling and ink control, supports reliable output on uncoated, inkjet treated and recycled papers and minimises energy use. The press series supports customers seeking to meet recognised environmental standards, including Nordic Swan Ecolabel and Blue Angel 195 requirements, helping print service providers to align production operations with wider sustainability goals.

Duncan Smith

canon.co.uk

Proven performance The ColorStream 7000 series

“

complements the high end ColorStream 8000 series, offering a balanced solution for customers looking to modernise or expand mid-range production with confidence. It reflects Canon’s long-term strategy of offering clearly differentiated platforms that address distinct production needs, supported by a consistent, high- quality service and workflow ecosystem. “In the mid-range production volume segment, customers are not looking for promises – they are looking for proven performance they can build a business on,” says Duncan Smith, country director, production at Canon UK & Ireland. “That is where the ColorStream 7000 series stands apart. It brings together the trusted quality and reliability of the ColorStream platform with the service, workflow integration and flexibility print service providers need to compete with confidence.” n

In the mid-range production volume segment, customers are not looking for promises – they are looking for proven performance they can build a business on

”

printinthechannel.co.uk

MPS MONITOR

When data needs direction

MPS Monitor is known for monitoring print fleets at scale. Its director of sales explains why the focus now is on helping dealers act on data, not just collect it.

Ask Mark Kouwenberg, director of sales at MPS Monitor, where the real work of a printer fleet management platform begins, and he says it does not start with features, it starts with the dealer. “It is about helping dealers with where they really struggle: contract profitability, service optimisation, finding those exceptions,” he says. “That is the major difference between MPS Monitor and the legacy products, the old code bases, the unstable data collectors.” It is a useful way to frame an industry that has, for years, sold dealers more visibility than they could ever act on. “There is a lot of data, but it lacks direction,” Mark says. “Dealers are overwhelmed with data, but they lack clear priorities.” Data, in other words, was never the destination. It is the direction, and the difference shows in contract margins, in service costs and in the exceptions a dealer manages to catch before they become a problem.

Why this matters now The timing is not incidental. The economics of managed print services (MPS) have shifted. Service teams are getting smaller while fleets are getting larger, and market consolidation is concentrating more devices under fewer roofs. “Fewer technicians must support more devices, more accounts and more complexity,” Mark says. The manual, device-by-device workflows that once kept a service operation running simply cannot keep pace with those numbers. It is mathematics, not preference. A dealer cannot hire its way out of a fleet that is growing faster than its headcount, which is why Mark describes the destination plainly: “The future of managed print services is remote first, fully automated and driven on exceptions.” From monitor to manage This is the shift at the heart of the platform. Most dashboards are good at one thing and silent on the next. “Dashboards show you what happened, they rarely tell you what to do next,” Mark says. MPS Monitor’s answer is to combine device intelligence and service intelligence, work by exception, and rank what matters by cost and impact rather than by volume of alerts. In practice that means surfacing contract profitability and coverage so a dealer can see which accounts are quietly losing money. For instance, there is the patented Supplies Intelligence Dashboard, which gives a customisable consumables outlook, so toner and parts are ordered before a device runs dry, not after a service call.

Mark Kouwenberg

mpsmonitor.com

MPS MONITOR

The pain of the migration is temporary. MPS Monitor runs a ‘white glove’ migration:... ...a dedicated technical manager who supports you every step of the way.”

Also, there is a Fleet Health Analysis that benchmarks real-world usage against recommended monthly volume for each device, so over-worked and under-used assets are easy to spot. The common thread is direction. The platform does not just report the exception, it tells the dealer which exception to act on first, and what it will cost to ignore.

“If we change something on our data collector, it always has an external code review first,” he adds. Then there is the move itself. Migration is the step dealers dread. “The pain they live today is permanent,” he says. “The pain of the migration is temporary.” MPS Monitor runs a ‘white glove’ migration: “a dedicated technical manager who supports you every step of the way.” It is answering a need. “We get migration requests coming in on a daily basis,” he says. Growth as a consequence Founded in Italy in 2010, MPS Monitor now monitors over 3 million devices globally for over 4,500 active dealers, with clients in 75+ countries and over 55 billion pages processed every year. The team is around 40 people across several offices, including the UK, and support is offered on a same-day or next-day basis. The business has been growing at 20- 30% year on year. The platform supports all makes and models, including Zebra label printers and large format devices. Mark is careful about the order of cause and effect. Growth is not the pitch. It is what happens when a platform solves the problems dealers actually have: profitability, service and knowing which exception to act on first. The data was never the destination. It only ever pointed the way. n

“

Growth is not the pitch. It is what happens when a platform solves the problems dealers actually have: profitability, service, and knowing which exception to act on first.

What dealers expect, and why they migrate

The contrast with legacy platforms is what makes the case. Older systems often share recurring limitations: dated code bases, less reliable data collectors, infrequent updates, limited support and weaker security. What dealers want instead is straightforward: reliable data, integrations into their ERP and CRM systems, security and compliance they can prove, fast support and a migration that someone else manages for them. Security has become a differentiator rather than a footnote. “For us, security is about transparency,” Mark says. “Security is actually a sales argument.” MPS Monitor holds ISO/IEC 27001, SOC 2 Type 2 on the product, and CSA STAR Level 2, and the platform is GDPR compliant. Transparency is built into how that is shared: customers can view the certificates in the portal, with the SOC 2 documentation available under NDA.

”

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ZEBRA

Making the connection Zebra Technologies’ PartnerConnect programme is 10 years old and has thousands of partners involved in it across the world. But to maintain its status at the top, it must constantly evolve to keep ahead of trends in the various markets is partners operate in.

This year marks 10 years since Zebra Technologies set up its PartnerConnect programme. The aim then was to unify its global channel partners under a single, comprehensive programme designed to foster growth, profitability and success for the entire ecosystem. A decade on, it’s fair to say it has achieved its aim, with more than 10,000 partners active in PartnerConnect across the world across many different categories. “We’re very proud of the programme,” says Greg Williams, VP channel EMEA at Zebra Technologies. “Our business is very channel-centric and therefore PartnerConnect needs to be at the centre. We have regional owners of the programme that maintain the success of it. “Fundamentally we make sure that we’ve got good clear lines of responsibility and ownership and accountability with our channel. At the same time, it’s a growth vehicle.” Greg adds that it is a diverse programme. “One size doesn’t fit all,” he says. “If you’re trading with a partner in

the Middle East, they’re very different to one in Europe and therefore it needs to be tailored to the local geography. Also with specialisations, whether that be partners in our core businesses like scanning, printing and mobile computing, they have a very different need, whether that’s commercial, technological or enablement need, from partners that are in a more advanced space. It’s making sure that we’ve got specialisations and differentiation across the spectrum.”

Greg Williams

Reacting to trends It is also about reacting to trends.

zebra.com

“There’s a consistent theme of ease of doing business or removing friction that I heard from the channel,” says Greg. “Many end users and therefore partners need to ensure they can access the right technology quickly, therefore it’s imperative that we make that process as frictionless as possible for everyone and is something we are constantly working towards.” Greg adds that there are still opportunities for partners that resell hardware, but these are reducing, while those for software are increasing. “Whether that’s an organisation that has their own software or an independent software vendor (ISV) track in our PartnerConnect program, we’re seeing a lot of ecosystems built, with partners partnering with an ISV to deliver the outcome that the customer wants,” he says. “Customers are also increasingly asking for outcomes. They’re not buying a piece of hardware, a piece of software, and some services, they’re saying, ‘my problem statement is… and I don’t mind

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what hardware, software, and services fix it, but I’m going to hold you, the channel partner, accountable for fixing it.’ The fix being the outcome that it generates, which is typically the ROI, the saving, the cost removal or profitability or revenue enhancement. Our partners must evolve to be more proactive and outcome-based, which brings a lot more complexity and challenges for them, but ones that Zebra can help with.” Maintaining growth Evolution is critical to the success of PartnerConnect too. Greg adds that Zebra is the market leader, with the most channel partners, but he is careful to note that the company does not take this for granted and works hard to maintain – and further grow – that position. Part of this evolution involves taking in stakeholder feedback. “We did this at the beginning of the year,” says Greg. “I interviewed several of our key internal stakeholders from CEO down, and I selected a group of north of 20 partners and disties externally and asked them what’s working and not working and how can we improve. I recorded those conversations so I could pull out areas where we need to continually evolve. That feedback was golden for me, so we can now make some tweaks in Europe and feedback to the global PartnerConnect organisation to evolve the entire programme.” Close relationships and regular feedback are key for Zebra, and something Greg is keen to develop further in his role, which he was brought into last year when Tim Stoddrd, GM of Zebra in Europe, made some structural changes to put more focus on the channel organisation and asked him to run a consolidated channel organisation across EMEA. Historically, Zebra’s channel operation has been led by regional sales managers, who dealt with channel partners from small to very large. “It was a lot to do, and

it was imperative that we had enough focus on the respective go-to-markets, whether that is end user sales, channel sales or distribution sales,” explains Greg. “One of the objectives of making the change was to put the focus on the channel organisation and the distribution organisation, which is incredibly important. Globally, north of 80% of our revenue goes by the channel, and that’s true for EMEA too. Out of that channel number, more than 90% is delivered by distribution. “It’s imperative that we focus on the disties and the channel. We’re only five and a half months into this journey, but I’m seeing the benefit of giving the channel a voice at the top table and putting a spotlight on channel organisations to make sure that it’s managed appropriately with channel expertise.” AI role For disties and the channel alike AI plays an increasing role, and Zebra is ready for this. Indeed, a recent report by the Wall Street Journal listed the top 10 technology organisations that are ready for the emergence of AI and Zebra was number 10 on the list. “This was an unbelievably proud moment,” says Greg. “I see AI has multiple benefits. “We’ve also recently launched Partner Assistant, an AI tool that all our registered partners have access to and gives them at their fingertips access to everything from service details to product comparisons, and it’s constantly learning, as you would expect. We’re starting to get a lot of adoption of that tool and repeat users of it. “Outside of that, we’ve built a go-to- market strategy around AI tools which we’ve offered to our partner community and our ISVs, which enables them to build on-device AI applications using our enablers, onboard feeds from our AI platform into their own platform, which we're starting to see a lot of pick-up of. “We’re also starting to build out various blueprints, which are chargeable assets,

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We've recently launched Partner Assistant, an AI tool that all our registered partners have access to and gives them at their fingertips access

to everything from service

details to product comparisons, and it's constantly learning...

”

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where we work with a customer and a partner on an outcome they want, and we’ll build tools that delivers that outcome. “One completed example is a blueprint called Picture Proof of Delivery with FedEx. The challenge was twofold: FedEx wanted to speed up doorstep deliveries while also improving proof of delivery. Complaints had arisen when parcels were reported as undelivered, and the existing photos were sometimes blurred or lacked enough background detail to show clearly where a parcel had been left.

Future Looking to the future, Greg is focused on ensuring that Zebra maintains and grows its market position. “We are making sure that we’re listening to our customers, partners and disties to understand what their futures are,” he says. “When you’ve got many of the top customers in each of the core verticals, that informs our roadmap going forward, which is important and gives us an opportunity to get the partner voice into the roadmap, which is imperative. “Many partners are evolving, whether they’re onboarding new technologies, new people with technological skills, or acquiring rival businesses, to make themselves look as attractive as possible to the market, or, for some, external investors. “One common theme I’m seeing is recurring revenue and as a service models. It’s imperative that the software assets that we’re building and launching not only deliver value to the partners – i.e, it solves a customer’s problem – but it also becomes attractive to the partner because it gives them a recurring revenue model. If they can bolster their balance sheet with X thousand pounds of recurring revenue on an annual basis, that makes them look a lot more attractive to external investment or acquisition.” Greg adds that Zebra had strong Q1 earnings, bolstered by numerous strong product launches. “There are more launches to come, which will help with the evolution of our partners,” says Greg. “We also plan to continue to expand our partner network into new areas with automation, as well as continually adding new sales resources to ensure that we can cover more partners and customers. “We’re building out a model to ensure that we can cover as broad a portion of the market as possible because as good as the market share that we have currently is, there’s always more to get.” n

Privacy was another important consideration. FedEx needed the data- capture process to comply with local regulations, including the ability to blur people or personal information on labels. Crucially, this had to happen on-device, without relying on a cloud connection, because delivery drivers work in areas with limited connectivity. “Zebra’s AI blueprint addresses this by guiding the driver as they capture the delivery image. The system can recognise whether the parcel is in the correct safe- place location and whether there are any privacy concerns. A visual indicator shows whether the image is acceptable, and any personal data is automatically blurred by the AI before the proof-of-delivery image is completed. “There’s huge potential with AI and that’s informing a lot of products now, and customers are demanding it, whether it automates functions or analyses the data it produces.”

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There's huge potential with AI and that’s informing a lot of products now, and customers are demanding it, whether it automates functions or analyses the data it produces.

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REMANUFACTURED PRINTERS

Second life, first option As businesses increasingly look to become more sustainable and engage with the circular economy, remanufactured products such as printers are now becoming more popular – and resellers should be getting involved with this market.

With sustainability becoming an increasing priority for many businesses, they are seeking different ways to reduce their carbon footprint, as well as engage with the circular economy. One option that is gaining traction in the market currently is for remanufactured devices, including printers. Richard Wells, head of market development at Epson Europe, says demand for refurbished and remanufactured printers is growing. “This is driven by customers’ increasing focus on sustainability, value and circular economy principles,” he says. “Epson’s own programmes, such as the availability of refurbished printers through authorised channels, reflect sustained customer interest — particularly in education, public sector, and cost conscious business environments where lifecycle value matters as much as upfront price. “This trend aligns with a broader industry shift towards extending product

life and reducing waste, as organisations look to balance environmental targets with financial pressures. Epson’s Environmental Vision 2050 goal is an example, which emphasises extending product life and reducing waste as part of wider sustainability goals.” Craig McCubbin, managing director at Brother Industries UK, agrees that demand for remanufactured products – consumables and devices – continues to rise. “This is particularly as vendors invest in and develop new technology to make the process more accessible,” he says. “European markets seem to be further ahead than the UK in adopting remanufactured devices. In France, we know that public sector tenders are clear in specifying remanufactured printers – it won’t be long until this extends to the UK, which we’re already ramping up capability for and where demand for remanufactured consumables is strong.”

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Remanufactured printers contribute to waste reduction, lower raw material use, and reduced carbon impact, by keeping products in circulation for longer rather than replacing them prematurely.

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