Print in the Channel - #39

PRINT inthechannel.co.uk

Issue #39

Easy. Fits your work style.

Ready. Fits your workload.

Compact. Fits your space.

VIDEOCONFERENCING SOLUTIONS

In the Channel Media Ltd is the publishing and

newsinthechannel.co.uk

CLOUD RESELLER NEWS cloudresellernews.co.uk

advertising arm of Stock in the Channel,

the UK’s leading IT

printinthechannel.co.uk

search engine.

Our magazine portfolio includes 4 of the leading trade only publications...

ucadvanced.com

cloudresellernews.co.uk

healthcare solutions guide 2024 info@inthechannelmedia.com To find out about partnering with us please contact:

V E R T I C A L S

VIDEOCONFERENCING SOLUTIONS

Stockies AWARDS

Our four titles have reached an incredible milestone... ONE Powerful Publishing Portfolio.

Headline Sponsor

ISSUES

INSIGHT, INNOVATION, INDUSTRY LEADERSHIP

CLOUD RESELLER NEWS cloudresellernews.co.uk

Across every edition, we’ve brought the channel the stories that matter, the voices shaping the industry and the technology driving the future. From emerging trends to expert perspectives, our portfolio continues to connect businesses, partners and innovators across the technology ecosystem.

In the Channel Media IMPACT Four titles. One mission. 100 issues of

CLOUD RESELLER NEWS cloudresellernews.co.uk

2023

printinthechannel.co.uk

COMMENT

Blue sky thinking The cloud is playing an ever-increasing role in print in organisations large and small, which is providing plenty of opportunities for resellers and managed print services providers.

The ongoing digitalisation of businesses, with SMBs increasingly making the leap to try and keep pace with their larger rivals, means that more functions are

as often the in-house expertise isn’t there to do it themselves. Read more on p25. Another aspect of print that is gaining in popularity is recycling toner cartridges,

Dan Parton

going to the cloud than ever, including print, which creates opportunities for resellers. Cloud print management is increasingly popular for SMBs with hybrid workforces as they seek to find production and efficiency gains where they can in a

especially as many businesses are prioritising sustainability. Toner cartridges are one of the most used consumables for businesses and create significant waste if they are

just thrown away – but there are increasing numbers of recycling programmes available and resellers should get involved to help customers towards their ESG goals. Read more on p32. Elsewhere in this issue, we highlight a recent event held by PFU (EMEA) Ltd in The Vatican. There, PFU launched two new scanners, but, as Brian Fortune explains, the Vatican was chosen as a venue because PFU has been working with officials in the country to digitalise its documents – both new and old. Read more on p16. As always, I hope you enjoy the issue. Print in the Channel is for everyone working in the print channel, so if there is a topic you would like to see covered in a future issue – or you have a news story or opinion piece you would like to submit for consideration for publication – please drop me a line at dan@newsinthechannel.com. n

competitive marketplace. Despite the benefits cloud print can bring, there are still a percentage of businesses that are staying with existing solutions, perceiving that there are barriers to adoption. But resellers can step in here and show how these barriers can be overcome, and what support they can provide to that end. Read more on p46. One concern often voiced by business owners about cloud print is how secure it is. Given the ever-increasing number of cyberthreats – turbocharged by AI – this is understandable. With printers connected to the cloud and networks, they are just as vulnerable as any other endpoint in a business – in some cases more so if their security isn’t focused on enough. Resellers need to be alive to the threats and help customers to ensure their solutions are as secure as possible,

printinthechannel.co.uk

CONTENTS

News You should know p8 Product launches Sharp A4 p14 Fujifilm Apeos p44 Interview PFU (EMEA) p16 Brother UK Shaping deals p22 Cloud Print Security p25 Cover Story Unified brand first products p30 Toner Cartridge Recycling p32 PaperCut Is your customer's cloud-first strategy missing a critical piece? p36 Stockies 2026 p39 Cloud Print Management p46

Interview: PFU (EMEA) – p16

PFU (EMEA) recently held an event at the Vatican to launch new scanners and outline the next phase of its PaperStream story, as the company completes its transition to being a capture-first company.

Cloud print security is becoming increasingly popular for SMBs as Cloud Print Security – p25

businesses move away from on-premises solutions, and while it brings advantages such as flexibility and cost, there are also threats from cybercriminals, which is being rapidly exacerbated by AI.

PaperCut – p36

When organisations look to migrate to the cloud, print

infrastructure is often left behind – but this could be a mistake and something that resellers should be alive to? Matthew Lee, PaperCut, explains.

Product Launches

Sharp – p14 Sharp Europe has broadened its A4 multifunction printer range with the introduction of a new

MPS Monitor Unstable data collectors p50 Interview Gary Organ, Fujifilm UK p52 EKM Global Software p58 People p59

Fujifilm Europe GmbH has expanded its Apeos office portfolio with the launch of the C3567 series and C3061 series, which bring compact, secure A3 multifunction printers to workplaces.

monochrome model, which is aimed at hybrid workplaces looking for a device that handles everyday print and scan requirements alongside the security that is needed to keep businesses safe.

Fujifilm – p44

CONTENTS

Fully Digital. Bigger Than Ever

Stockies AWARDS

Printer toner cartridges are one of the most used consumables for businesses and create significant waste if they are just thrown away – but there are increasing numbers of recycling programmes available and resellers should get involved. Toner cartridge recycling – p32

2026

stockies.co.uk

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

NOW INTERNATIONAL

Awards Week 30 November – 3 December 2026

Stockies – p39

Nominations now OPEN for Personalty of the Year and Reseller of the Year. Be Seen. Be Recognised. Be Global

Cloud Print Management – p46

Cloud print management continues to grow in popularity, but there are still some businesses that haven’t embraced it, especially SMBs, including those that operate hybrid working arrangements. How can resellers overcome the barriers?

Interview: Gary Organ, Fujifilm – p52

The Fujifilm Partner Conference recently took place and emphasised the company's commitment to the European market and growing its market share in the coming years – which it is backing up with the launch of new devices.

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:

Brother UK – p22

Greig Millar, chief revenue officer at Brother UK, reflects on how sustainability really influences buying decisions and who it matters most to in organisations for dealmaking teams to leverage.

printinthechannel.co.uk

NEWS

Katun announces Arivia MFP compatibility with Cartadis contactless RFID card reader

Katun Corporation has announced that its Arivia MFP portfolio is now fully compatible with Cartadis’ TCM4, TCM4-BLE (Bluetooth), and TCM4-Mini radio-frequency identification (RFID) contactless card readers. This compatibility enables organisations to implement secure, card-based authentication directly at the device, helping protect sensitive documents, simplify user access management and support compliance across MFP fleets. Cartadis' readers support multi-frequency contactless cards and emulate a USB keyboard, eliminating the need for driver installation on Windows PCs and MFPs. This plug-and-play capability simplifies deployment and reduces installation time. Cartadis also offers customisation services for the TCM4 range, enabling support for specific RFID card technologies and

USB communication protocols to meet individual customer requirements. “By confirming compatibility with Cartadis’ card readers, we are empowering Arivia users to strengthen document security while simplifying user authentication across their print environments,” said Tony Ko, Katun’s vice president of hardware and business solutions. “This interoperability ensures that our Arivia MFPs continue to deliver the security, ease of use and flexibility that our dealer partners and end users expect, while simplifying deployment and enhancing the user experience.” Amélie Brunel, CEO of Cartadis, added: “This integration demonstrates Cartadis’ ability to work seamlessly across major print platforms, providing secure, flexible and easy-to-deploy authentication solutions for modern workplaces.” n

Amélie Brunel

cartadis.com

PaperCut launches PaperCut MF 26.0

PaperCut Software has announced the general availability of PaperCut MF 26.0. The release delivers identity security and device compatibility, giving IT teams stronger authentication controls, broader hardware support and a more resilient print infrastructure. PaperCut MF 26.0 modernises authentication with unified user sessions and native SAML 2.0 support for single sign-on. In addition, a modernised central hub means users log in once and stay authenticated across all PaperCut MF components, including web portals and user clients. PaperCut MF now acts as a SAML 2.0 Service Provider, integrating with Identity Providers including Okta, Microsoft Entra ID, Ping Federate and JumpCloud. Organisations can maintain unified security standards and consistently

enforce MFA policies across every print login, with users redirected seamlessly to their external IdP and returned automatically once authenticated. As organisations adopt the next generation of ARM64-powered laptops, PaperCut MF 26.0 ensures printing keeps pace. Print Deploy now automatically detects whether a device is running Intel, AMD, or ARM64 architecture and delivers the correct driver – no manual configuration required. PaperCut MF 26.0 also introduces a visual refresh for the Embedded UI, including a new dark mode option on select platforms. As a design-only update, all existing workflows and buttons remain unchanged, requiring no user retraining. Administrators can switch themes instantly via a system-wide configuration key, with no device restart required.

papercut.com

NEWS

It also introduces two infrastructure protections: cloud-hosted features such as Scan to Cloud and OCR are now programmatically tied to active Maintenance & Support status. Unavailable features simply won't appear on screen, and administrators can issue a temporary trial license to instantly restore service if a renewal is delayed in procurement.

PaperCut MF 26.0 automatically disables End-of-Life device types upon upgrade to protect the print environment from unmaintainable legacy hardware. An audited ‘break-glass’ path allows administrators to manually re-enable devices when hardware replacement is delayed, with the exception tracked in system logs. n

Konica Minolta launches next day national delivery

Konica Minolta Business Solutions (UK) Ltd is now offering partners next-day delivery across its office equipment, entry-level Professional Print devices, and full range of genuine consumables. This enhancement helps partners respond more quickly to customer requirements, reduce lead times and improve overall service levels. The new service is being introduced in collaboration with Konica Minolta’s authorised hardware and consumables distributor, Westcoast. The programme is being rolled out in phases and gives partners the choice to order directly from Konica Minolta, or from Westcoast, and will accept orders up to 5.00pm for next- day delivery.

to support this new initiative and is committed to supporting and growing its accredited Partner Programme network throughout the UK. “Our focus is on helping our partners to support their customers and grow their businesses,” said James Pittick, sales director at Konica Minolta Business Solutions (UK) Ltd. “Through our partner roundtables and survey we listened closely to their requirements for faster delivery, and by collaborating with Westcoast, we are significantly reducing lead times and costs.” The introduction of real-time stock visibility, held at Westcoast’s distribution centre in Hampshire, and ERP system integration means partners can better manage their customer expectations, delivery operations and cashflow. n

James Pittick

konicaminolta.co.uk

Konica Minolta is expanding its dedicated channel support team

Apogee and OBT partner Apogee Corporation has announced a strategic partnership with OBT to help customers unlock operational insight hidden within manual and paper-based processes. Despite years of digital transformation, many organisations still rely on paper

often reviewed too late to influence outcomes. By combining Apogee's expertise in workplace technology and process automation with OBT's rapid AI development capabilities, the partnership will help organisations turn that existing information into real-time insight without replacing the systems they already rely on. Together, the companies identify manual processes that consume the most time and resource before designing and deploying bespoke AI solutions

forms, handwritten notes, customer correspondence and other manual workflows to capture valuable operational information. While critical to understanding how a business is performing, that information is

Chris Owen

apogeecorp.com

CONTINUED

printinthechannel.co.uk

NEWS

CONTINUED

that automate repetitive tasks, surface operational insight in real-time and deliver measurable improvements in weeks rather than months or years. OBT is working alongside Apogee customers across manufacturing, legal, logistics and healthcare to remove the manual friction that still exists within many business processes. “As our customers increasingly look to introduce AI into their organisations, they're not asking us to replace the way

they work – they’re asking us to help them get more value from the information they already collect. That’s why this partnership is so important,” said Chris Owen, chief revenue officer at Apogee. “By combining our expertise in workplace technology and processes with OBT's AI capabilities, we’re helping customers transform time-consuming processes, allowing them to make better decisions using information that was previously locked away in manual workflows.” n

OBT AI

OBT × Apogee

Konica Minolta announces new Elite Partner

Konica Minolta Business Solutions (UK) Ltd has announced Hull-based Unity Document Solutions as its newest Elite Partner. Unity already supports a significant number of businesses and organisations in East Yorkshire and will now deliver an enhanced experience for customers who rely on Konica Minolta devices and services. “For customers, this partnership is all about delivering confidence,” said Max Kay, managing director of Unity. “Konica Minolta has a strong reputation for reliable products and excellent service, whilst we have the experience and local presence to deliver a fast and high-quality service.” Konica Minolta views the partnership as a strategic opportunity to strengthen its regional footprint with a company that brings deep local knowledge and AIDA is an intelligent AI platform that helps organisations transform the way they capture, manage and process business information, with a strong focus on automating document-driven workflows. It enables businesses to handle large volumes of documents — including invoices, forms, delivery notes, contracts, orders, patient files and correspondence — quickly, accurately and consistently; reducing manual effort, processing delays and the risk of human error. 2 AIDA End-to-End Intelligent Document Processing

a strong customer first ethos. Cameron Mitchell, business leader for the Indirect Channel, Konica Minolta, said: “There is a clear gap in the region for a dedicated Konica Minolta service partner, and Unity is perfectly positioned to fill it. Their understanding of what local businesses need is invaluable, as is the commitment we share to delivering exceptional service.” The partnership creates new opportunities for businesses to access the latest Konica Minolta technology, with Unity already identifying upgrade paths and new solutions for organisations. “We see lots of opportunities to support customers with refreshed technology and improved responsiveness,” added Max. “Alongside the quality of the product offering, Konica Minolta’s team brings a refreshing ‘informal professionalism’ that aligns closely with Unity’s own culture.” n

unitydoc.co.uk

Automation That Drives Agility and Efficiency AIDA is an AI-powered automation platform that helps organisations transform incoming documents, emails and data into accurate business actions. By combining intelligent document processing with AI agents, AIDA enables teams to automate complex workflows, reduce manual effort, improve decision- making and unlock new levels of operational efficiency.

Cameron Mitchell

Key Benefits of AIDA ✓ Automate document-driven processes - AIDA helps organisations move beyond manual document handling by automating the capture, classification, extraction, validation and routing of business-critical information. This reduces repetitive work, speeds up processing and allows teams to focus on higher-value tasks. ✓ Improve accuracy and reduce operational risk - By using AI to understand structured and unstructured documents, AIDA helps to reduce manual data entry, minimise errors and identify exceptions before they become costly problems. This is especially valuable in finance, logistics, healthcare, legal and back-office processes. ✓ Turn documents into actionable business data - AIDA does more than store or extract information. It transforms documents, emails and related data into usable insights that can support decisions, trigger actions and improve visibility across the organisation. ✓ Integrate seamlessly with existing systems - AIDA can

konicaminolta.co.uk

Toshiba Tec partners with AIDA Using advanced AI technologies, including document recognition, data extraction, machine learning and generative AI, AIDA can interpret both structured and unstructured information and turn it into usable, actionable business data.

Toshiba Tec has announced a partnership with AIDA (Artificial Intelligence for Document Automation), a specialist provider of AI-powered document intelligence and process automation solutions. Through this partnership, Toshiba connect with existing ERP, CRM, finance, document management and business applications. It can also be accessed from Toshiba’s MFPs, allowing users to start automating workflows directly from the point of capture. ✓ Complete worfklows with agentic AI - With its AI agent capabilities, AIDA can support decisions, apply business rules, generate summaries on communications, identify missing information and trigger follow-up actions, helping organisations to automate entire processes from end-to-end. will offer AIDA’s end-to-end intelligent document processing platform, helping

organisations streamline document- intensive processes, improve operational efficiency and deliver greater value from their information. Through the partnership, Toshiba customers will gain access to AIDA’s intelligent document processing and automation platform, which transforms documents, emails and business data

Working with Toshiba, organisations can move beyond simple scanning or archiving. Harnessing the power of AIDA, we help you create smarter workflows where documents are classified, understood, validated and routed automatically.

10 Working in Harmony with your Systems AIDA integrates seamlessly with existing business systems, including ERP, CRM, finance and document management platforms. It can also be accessed directly from Toshiba’s MFPs, enabling users to initiate automated workflows at the touch of a button.

NEWS

into actionable business outcomes. Combining advanced document understanding, machine learning and generative AI, AIDA automatically captures, classifies and extracts information, helping organisations reduce manual effort, improve accuracy and streamline document-driven processes. Unlike traditional document capture solutions, AIDA can interpret structured and unstructured information, apply business rules and trigger the next steps within a workflow. The platform integrates seamlessly with existing

processes without major infrastructure changes. It can also be accessed directly from Toshiba multifunction devices, allowing users to initiate automated workflows at the point of capture. In addition to intelligent document processing, AIDA incorporates advanced AI capabilities that enable users to interact with business information using natural language, to generate insights and automate a variety of routine tasks. Through its agentic AI architecture, the platform can coordinate multiple AI- driven actions, helping organisations move beyond simple automation towards more intelligent, outcome-based business processes. n

Product Brochure AIDA A rtificial I ntelligence for D ocument A utomation

ERP, CRM, finance and document management systems, enabling organisations to enhance existing

PFU EMEA (Ltd) launches free ScanSnap Camera feature

PFU (EMEA) Ltd has launched ScanSnap Camera, a new feature available through the free-to-download ScanSnap Home mobile app that extends the ScanSnap experience beyond dedicated hardware to smartphones. The new ScanSnap Camera enables users to capture documents, receipts, business cards and photos directly from their smartphone, transforming them into clean, searchable and organised digital files in seconds. Built on the same trusted image- processing technology that underpins

ScanSnap Camera also reflects the latest evolution of the ScanSnap experience: you no longer need a scanner to scan. Following a simple registration process, users can download the ScanSnap Home mobile app and immediately begin digitising everyday

paper, anywhere and at any time. Once captured, documents are

automatically converted into searchable PDFs, making them easy to find, edit, manage and share. Users can reorder, rotate or refine their scans before saving, ensuring every file is ready for immediate use. Scanned documents can be saved to a phone or cloud service. “The ScanSnap Camera app gives our partners a completely new way to engage customers,” said PFU (EMEA)’s GM of sales, Brian Fortune. “By making high-quality document capture freely available on a smartphone, we're helping more people experience the value of digitisation – increasing the accessibility of scanning. Our reseller partners are then perfectly positioned to introduce the wider ScanSnap portfolio for when users need greater speed, volume, reliability or functionality.” n

Brian Fortune

ScanSnap scanners, ScanSnap Camera delivers the high- quality results that millions of users worldwide rely on. Automatic

pfu.ricoh.com/global

capture functionality ensures documents are scanned without the need to press a button, while advanced corrections deliver aligned, professional- quality results.

printinthechannel.co.uk

AD DPS The UK’s largest independent Dealer-only distributor

AD DPS

For over 30 years, Data Direct has been the trusted partner of choice for copier dealers across the UK. As a British-owned, independent distributor, we combine dedicated account management, industry-leading warranty support, and specialist EDI and fulfilment expertise with extensive UK stock holding to deliver an unrivalled service experience. Our commitment to excellence has earned multiple industry awards, reinforcing our reputation as a dependable, professional and forward-thinking distribution partner. Call 01189 734 564, or email info@data-direct.co.uk for more information on how partnering with us will help your business grow.

Backing dealers... ...Driving growth

printinthechannel.co.uk

PRODUCT LAUNCH SHARP MX-B428W

Keeping print secure and productive Sharp Europe has broadened its A4 multifunction printer range with the introduction of a new monochrome model, which is aimed at hybrid workplaces looking for a device that handles everyday print and scan requirements alongside the security that is needed to keep businesses safe.

Many workplaces are increasingly embracing hybrid working practices, seeking to capitalise on the benefits it brings such as increased productivity and employee satisfaction. But one potential downside of hybrid working is that it can make the office environment more complex for IT teams – including print and scan functions in multiple locations – and this can be a problem especially for small- and medium-sized businesses. Business buyers are increasingly looking to purchase multifunction printers (MFPs) that deliver quality printouts, but are simple to use, fast and, increasingly, given the growing number of cyberthreats out there, secure too.

Printer manufacturers are responding to this need, and the latest entry into the market is from Sharp Europe, which has launched the MX B428W, a A4 monochrome MFP designed to make every day print and scan tasks faster, simpler and more secure for modern, hybrid workplaces. It has been designed with a focus on the increasingly complex office environments many businesses have, with teams spread across locations, but with IT teams expected to keep devices secure and productive. Sharp says that the MX B428W combines everyday performance with practical workflow features to help user’s complete tasks quickly and confidently. Key capabilities The MX-428W has a range of features and capabilities designed to help businesses to increase productivity, from fast printing to flexible connectivity. Features include: 🌟 Fast productivity: 40 pages per minute (A4) print speed and 1200 x 1200dpi output quality 🌟 Flexible media capabilities: The device has a maximum paper capacity of 900 sheets and can handle a variety of media including cardstock, small media, and envelopes from the main tray or the multipurpose feeder

Sharp says that the MX B428W combines everyday performance with practical workflow features to help user's complete tasks quickly and confidently.

PRODUCT LAUNCH SHARP MX-B428W

🌟 User-friendly operation: a new 4.3” capacitive touch LCD with Easy UI mode, preview function to help reduce errors and reprints (preview requires optional ISD) 🌟 Stronger scanning workflows: 50-sheet DSPF, scan speeds up to 46/92ipm with status indicator, plus optional scanning for searchable documents 🌟 Cloud-ready working: easy cloud access and connectivity to support cloud-based collaboration 🌟 Mobile and flexible connectivity: standard wireless LAN, plus mobile- print support including NFC tag, QR code support, and Sharp’s mobile apps/plugins (latest firmware required for some functions) 🌟 Robust security: Trusted Platform Module as standard, plus features such as data overwriting, SSL certificate verification, user/printer authentication and audit log support 🌟 Wireless connectivity: enables easy access to Microsoft Teams, Google Drive and Apple AirPrint. In addition, sustainability concerns have been addressed with energy management features that reduce power consumption during active use or in sleep mode. This can also help to cut costs – another factor that will be a priority for many managers of SMBs.

“

Today’s teams expect printing and scanning to be as simple and secure as every other workplace task, whether they’re in the office or working remotely.

Simple and secure Sharp’s MX-B428W has been designed for ease of use and hassle-free printing, which allows business users to get on with the most important things – growing their business by increasing sales. “Today’s teams expect printing and scanning to be as simple and secure as every other workplace task, whether they’re in the office or working remotely,” said Ben Lake, senior product manager MFP & Printer Products at Sharp Europe. “The MX B428W strengthens our existing A4 MFP portfolio and is designed to deliver that level of reliability while making it easier for IT to monitor and manage devices across locations. “It also builds on Sharp’s long-standing expertise in print, and our continued investment in expanding and modernising our A4 line-up, so customers can standardise on devices that improve everyday productivity, strengthen security, and support modern ways of working.” n

”

Ben Lake

sharp.co.uk

printinthechannel.co.uk

PFU (EMEA)

Transitioning to the future PFU (EMEA) recently held an event at the Vatican to launch new scanners and outline the next phase of its PaperStream story, as the company completes its transition to being a capture-first company.

The Vatican may be the seat of the Roman Catholic church, but it is also a country – indeed, it is the smallest independent country in the world. This means that, as well as being a religious centre, it is an administrative centre too – with all the documentation requirements that come with that. Like other administrative centres, The Vatican moves with the times and is increasingly digitising its documents. This is something that PFU (EMEA) has been helping officials with for many years, supplying devices and expertise to aid The Vatican’s digitalisation journey. Brian Fortune, general manager sales EMEA, adds that the Vatican also has a huge number of historical documents that go back hundreds of years, and PFU is involved in the project to digitalise those. “It’s wonderful to be involved in

projects that are bringing that information to life for people,” he says. “First to secure the information should something happen. And secondly to make sure the information is accessible for everybody around the world. It’s a really interesting, exciting project to be involved in.”

Transformation Given PFU’s relationship with The

Vatican, it was an appropriate place for the company to hold an event recently to launch new devices, as well as talk about how PFU is progressing from capture hardware into being a capture vendor. As Brian explains, PFU is going through a transformation. The company was founded in the 1960s as a technology company and later was one of the first to make an 8-bit computer board. Then as technology progressed, PFU pivoted

Brian Fortune

pfu.ricoh.com/global

“

The Vatican has a huge number of historical documents that go back hundreds of years, and PFU is involved in the project to digitalise those... ...It’s wonderful to be involved in projects that are bringing that information to life for people.

”

PFU (EMEA)

again towards scanning and document capture technology and is now one the biggest IP holders in that sector. “PFU was one of the first to get involved in capture, and as a hardware vendor manufacturing document scanners we have led the market,” says Brian. “We are a premium brand, but we have always been a market leader. In 2013, we introduced PaperStream as a capture product, which we gave away with our scanners. That marked the starting point of our transition from being a hardware vendor to being a capture vendor, which is now complete and that’s who we are right now.”

easy clicks and within a couple of minutes users can build a profile for a particular capture job. For example, if I wanted to build a profile for onboarding a customer or an employee that meant scanning their passport or ID card – sensitive documents – to extract some of the content within that, then you want to capture the image, but immediately redact the image file and take the metadata for the confidential information into your application, but within two to three minutes. A regular person could easily build that profile to do all of that and to push that information into a workflow and secure it.” Brian adds that the information would be redacted but the content extracted directly into the application. “But if you’re enhancing inaccurate or poor information, you’re just amplifying issues and mistakes,” he adds. “A lot of effort has gone into PaperStream Capture for it to deliver trusted information starting at capture to ensure that we are providing AI or whatever tools you’re using with the most reliable starting point to ensure that you’re not amplifying issues or mistakes. Most companies already have all the information they need, but they don’t have it in a way which is accessible for them. PaperStream Capture supports that.” Brian adds that this is something PFU’s partner community can get involved with and take value from as well. “You cannot separate these things. If you pigeonhole yourself as a hardware or a software vendor, you’re not doing justice to the whole end-to-end piece and that’s so important with capture,” he says. “In the past, PaperStream was for our scanners but when we moved to be a capture vendor, we realised that our software had to work with every scanner, so we crossed from making software products and technology for a proprietary hardware into making it for everybody. That was the stake in the ground where we became a capture vendor. Ultimately, when partners are talking to customers about fixing the

Last year we announced that we were introducing a subscription model to PaperStream Capture, so we went from offering capture to introducing additional capabilities and features that were chargeable. “ ”

Evolution of PaperStream As Brian says, PFU has evolved to become a capture vendor, with

PaperStream is at its heart, and this has evolved too. “Last year we announced that we were introducing a subscription model to PaperStream Capture, so we went from offering capture to introducing additional capabilities and features that were chargeable,” says Brian. He adds that there are certain facets of the technology that sets it apart from rivals on the market. “Various companies have sold document capture solutions for years, but it can be quite expensive and lengthy to deploy, train and manage, and we wanted to deliver a solution that was much more accessible,” he says. “Accessibility for us isn’t just about price, it is about use. You can be the smallest company in the world and pay a lot of money for a software product, but if you can’t use it, it’s not accessible. Our licence model is an annual subscription, with no limits to the amount of capture you do or documents you scan. “PFU offer state-of-the-art technology for extraction and redaction of confidential information within that all of which is easy to deploy. For instance, we have utilities within the product that help users to easily build profiles through a series of

CONTINUED

printinthechannel.co.uk

157

AD NORTHAMBER

RICOH fi Series scanners help businesses digitise documents quickly, accurately and securely, making them ideal for organisations looking to improve productivity, reduce manual processes and support digital transformation initiatives. The Right Scanner Every Business

HEALTHCARE Faster access to patient information:

GOVERNMENT Modernise paper- heavy services:

BANKING & FINANCE Process documents with confidence: Banks, building societies and financial advisers process thousands of applications, agreements & compliance documents every day. High-speed scanning, exceptional image quality and dependable paper handling help accelerate customer onboarding while supporting digital record management.

From patient registration forms and referral letters to medical records and insurance documentation, healthcare providers need fast, reliable capture of critical information. RICOH fi Series scanners help reduce paperwork, improve record accessibility and support efficient patient administration

Whether processing applications, licences, correspondence or archive records, public sector organisations need dependable document capture. RICOH fi Series scanners help improve service delivery while reducing paper storage and streamlining document workflows.

Whether your customer needs a compact desktop scanner or a high-volume departmental solution, there’s a RICOH fi Series model to suit almost every document capture requirement. Speak to the award-winning Document Management team for expert advice on selecting the right solution.

020 8296 7010 | northamber.com/ricoh

020 8296 7066 | northamber.com/ricoh

AD NORTHAMBER

for Workflow

HUMAN RESOURCES Simplify employee document management: Employment contracts, onboarding paperwork, right-to-work/identification documents and personnel files can all be digitised quickly and consistently. RICOH fi Series scanners help HR teams spend less time filing and more time supporting people.

EXPLORE THE RANGE

printinthechannel.co.uk

The Northamber PLC (Group)

PFU (EMEA)

CONTINUED

issues they have, they don’t want to do that in the context of telling customers all their purchasing decisions of the past are out of the window because you can only use our hardware.” Scanners Also at the event, PFU launched two new scanners, the SP2230N and the 2240N – see issue 38 of Print in the Channel for more information on those. “These products have state-of-the-art hardware technology packaged and available at an entry-level price with entry-level scanning speeds,” says Brian. “But the technology used is the same technology that you would receive if you were buying high- end products. “These devices are aimed at SMBs and companies with hybrid workers. We are giving users a simplified experience as well; we have a one-touch direct scan to application, as long as you’re plugged into your network. You can use it as a USB device and have full functionality and control of the device, or just simply set it up with predefined buttons to push the information that you’re capturing directly into your cloud- based application or to a network

level scanner. If a user is moving from understanding their scanning needs are greater than their printing needs, and in the past they’ve used an MFP for scanning on an ad hoc basis, and you’re thinking you need a dedicated device, these are perfect transition devices for that.” Stable market PFU has launched these scanners into a market that is growing, according to Brian. “Demand for scanners in the range where these new products are positioned is growing and that signifies that more people are requiring the need to capture,” he says. “There’s a lot more digitally native processes these days, which is great because it speeds up everything that we do. But there are a lot of processes that are still paper-heavy. “Most companies, when they have a digitally native process for onboarding or for customer engagement, will also have paper-based process because they recognise that they can’t do everything digitally. Therefore the demand for scanning hardware itself is still there, and in this area, it’s growing. At the same time, the demand for printing is probably slightly decreasing in this area. At some point people are looking at whether they need an MFP or do they need a scanner for capture and a printer for printing. “That’s what we see happening in the market: everything is being broken down into components now. MFPs are great for ad hoc scanning, but the minute you have a process that is dependent on capture, a dedicated scanner is ideal for that. A scanner is ideally paired with PaperStream Capture Pro and Pro Premium, which are accessible because it’s a really low-cost subscription model with no limits. “These are technologies that historically have attracted very high ticket prices, but it’s affordable now with PaperStream Capture Pro. Once you’ve extracted the information, you can redact the image

“

There’s a lot more digitally native processes these days, which is great because it speeds up everything that we do. But there are a lot of processes that are still paper-heavy.

”

folder location. We’re offering high level of technology with a simplified user experience and an affordable price. “It does everything you want to do in terms of image enhancement and capturing information. Users can upgrade to

PaperStream Capture Pro if they want extra levels of extraction and redaction capability. “It’s a

great entry-

PFU (EMEA)

file again, which talks to the whole idea that capture is the first layer of security. Most people, when they’re thinking about security, start thinking about their archive or their document management solution. By that time, the information is already in the organisation and you might have missed your opportunity to secure the information at that point. These are things that PaperStream Capture Pro and Pro Premium can address.” Future Brian is looking forward with optimism for PFU. With the company redefining itself as a capture vendor, they can offer full end-to-end seamless capture solutions. He adds that PFU has launched PaperStream Solutions Partner Program, a programme for partners to get involved in that journey. “We have hundreds of resellers that sell our hardware and software, but for those looking at becoming capture specialists and delivering solutions around capture, we have the PaperStream Solutions Partner Program, where we have created exclusive technology solutions around PaperStream, including integrating integrating third-party elements,” he says. “We’ve built connectors for different types of software products, so you’ve

got seamless integration between scan, capture and then the onward technology so the information never leaves the workflow. It’s pushed automatically into the application. “ Brian adds that this means partners that want to get involved in capture can benefit from exclusive commercial arrangements, technology support and technology. “This includes exclusive access to connectors and exclusive access to technology solutions such as ScantoPaperStream eSignature,” he says. “Where we’ve done the end-to-end capture of the document and extracted all the forms, we can push the document to a tablet where it can be securely signed using an EIDAS v2 signature, which makes it legally admissible. That’s available to our partners as well.” PFU is looking at other ways the company can add other document-related security features for partners. “It’ll help people who are already specialists in the area or who want to become specialists in the area to have a different type of conversation with their customers,” says Brian. As PFU completes its transition to a capture-first company, continuing to move with the times, it – along with its partners in the channel – is ready to meet the next challenges in the market. n

“

We have hundreds of resellers that sell our hardware and software, but for those looking at becoming capture specialists and delivering solutions around capture, we have the PaperStream Solutions Partner Program...

”

printinthechannel.co.uk

BROTHER UK

The new role of sustainability in shaping deals

Greig Millar, chief revenue officer at Brother UK, reflects on how sustainability really influences buying decisions and who it matters most to in organisations for dealmaking teams to leverage.

Sustainability has been a key part of resellers’ conversations with customers over the last decade, but is it meaningful enough to swing customer purchase decisions? New data from our Tech Trust Index suggests something more nuanced. We spoke to 250 UK IT decision makers (ITDMs) and 250 channel professionals and found that, while sustainability still matters, it ranks behind operational fundamentals when buyers decide who they trust and buy from. Dependable products (49%), good customer support (43%) and transparent pricing (36%) emerged as the strongest drivers of trust for customers from vendors. By comparison, only 15% of respondents said sustainability claims significantly increase trust on their own. At first glance, that may seem surprising. Sustainability is one of the defining challenges facing businesses today. Customers face increasing pressure to demonstrate responsible procurement practices, so vendors are investing heavily in circular economy initiatives as a result. Devices are being eco-designed

CONTINUED to reduce energy consumption, last longer and improve repairability and remanufacture-ability. Meanwhile, it could also reflect changing perceptions of sustainability and its value to customers. A brand acting in the best interest of the planet feels inherently trustworthy. But are customers less interested in the corporate responsibility aspect of sustainability, and more interested in sustainability as a matter of compliance, efficiency, resilience and cost control? That’s the useful nuance for dealmaking teams. Our findings do not mean sustainability matters less. If anything, it highlights how sustainability has become a non-negotiable expectation, built into how organisations assess suppliers. Buyers are becoming increasingly discerning but, in a market full of environmental claims, organisations are jaded and want evidence that vendors are delivering instead of making empty promises. Building trust through MPS Nearly three quarters (74%) of ITDMs said emotional factors such as trust and confidence now matter more than cost or specifications when making technology decisions. Customers increasingly look beyond promises and ask a simple question: can this supplier demonstrate they are delivering on their commitments? Managed print services (MPS) are a good example of how sustainability commitments can be translated into meaningful action.

Greig Millar

brother.co.uk

“

Customers face increasing pressure to demonstrate responsible

procurement practices, so vendors are investing heavily in circular economy initiatives as a result.

”

AD Is your Printer Fleet Management platform still earning its place? The 7 most common challenges (Managed) Print Services providers encounter with their current Printer Fleet Management platform

Unstable DCAs and no alternatives

Poor support and long response times

No future strategy or clear roadmap

Features that don't work

Inaccurate data

Poor ERP/CRM integrations

No security certifications

Read here how other dealers navigated the switch

Migration is a temporary pain while staying with your current platform is a permanent one.