Print in the Channel – Issue #35

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Issue #35

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COMMENT

In the green Sustainability is an increasing imperative for many businesses and not just because it is the right thing to do environmentally but also that it can save money – and print can play its part.

I’ve been around in the world of work for long enough to remember when being environmentally friendly was very much a ‘nice to have’ for businesses, but as soon as the economy took a downwards turn, green initiatives would be hastily shelved – as there was usually a premium for taking sustainable options. But times change and while there is still a perception that being sustainable costs more among some, this is increasingly not the case. Indeed, being sustainable is increasingly the cost- effective thing to do – and this provides valuable assistance for print resellers and MSPs in conversations with customers on sustainable options. For instance, those purchasing printers are increasingly looking for energy efficient models. These printers not only save on energy – and therefore carbon emissions – but are also more cost effective. Not just in saving on electricity – something that would seem to be increasingly important again given events in the Middle East currently – but also on total cost of ownership through other savings. Read more on p44. Another type of printing that is becoming increasingly cost-effective, as well as being more sustainable, is

linerless labelling. Labelling is becoming more important for businesses in a range of sectors and an increasing number of them are turning to linerless labelling for several reasons, including its flexibility and sustainability – no plastic backing is used – and, as a result, the cost of it is coming down too. Read more on p28. Elsewhere in this issue,

Dan Parton

we also cover an issue that is of increasing importance to businesses that employ a hybrid workforce – ensuring that scanning remains confidential. Many employees now scan confidential documents outside of the office, so extra

care must be taken to ensure that these documents remain confidential – and resellers can help. Read more on p38. Of course, hybrid working has a sustainability aspect too – as well as often saving on costs for businesses too. All of it gives resellers plenty of reasons for customers to invest in new products. I hope you enjoy the issue. Print in the Channel is for all those in the sector, 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

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CONTENTS

News You should know p8 Product launches Epson p14 Mimaki p18 Interview: Xerox Thomas Valjak and Danny Molhoek p20 Interview: TSC Benoit Charnallet p24 Linerless labelling p28 Cover story Xerox – Q2 Offers p32 Paper p34 Confidential scan p38 Energy efficient printers p44 PaperCut Automated print deployment p49 Eagle Eye BI Scanners p52 EKM Global Remote control p54 People p55

Interview: Xerox – p20

Xerox has recently announced a new global print go-to-market structure, as the company seeks to drive growth in key areas with a partner-first approach – and there is confidence that the company can deliver value to partners and customers.

Interview: TSC – p24

TSC has experienced a couple of years of growth and change, including the acquisition of Bluebird and the launch of various new products, which are helping to grow the company in new and existing markets.

Confidential scan – p38

The rise in hybrid working means many employees scan documents outside of the office – and that can present security risks. This means that confidential scanning is a big opportunity for resellers.

Product Launches Epson – p14

Epson has launched its DS-530III duplex A4 scanner, which is aimed at SMBs and home office workers that want fast, reliable business digitisation but without the complexity.

Mimaki has launched the latest addition to its 330 series, which is aimed at sign makers and print service providers and responds to growing demand for flexible printers that can do more without compromising performance.

Mimaki – p18

CONTENTS

Demand for traditional office paper may be continuing its steady decline, but there are other parts of the paper market that are providing more opportunities for resellers. Paper – p34

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

Linerless labelling – p28

Businesses in a range of sectors that use labels are looking to become more sustainable, which is why linerless labels are becoming increasingly popular – along with the printers that print them – and this provides an opportunity for resellers.

Energy efficient printers – p44

With businesses increasingly focusing on reaching sustainability goals, office equipment forms an important part of the equation, including the printer fleet. OEMs are bringing out energy- efficient printers that can make an appreciable difference.

PaperCut – p49

Business intelligence – p52

For many businesses, everyday print issues can be major causes of lost time and revenue, but there is a solution to this – automated print deployment, as Matthew Lee, product marketing manager at PaperCut, explains.

Scanners play crucial roles in logistics, healthcare, retail, office automation and security: speeding up workflows, enabling digitisation and powering everything from automated supply chains to digital patient records.

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:

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NEWS

Epson achieves EcoVadis Platinum rating for sustainability again

Epson has been awarded the Platinum rating for sustainability by EcoVadis, a provider of business sustainability ratings for a second consecutive year. The recognition places Epson in the top 1% of more than 130,000 companies assessed globally, reflecting the company’s strong performance across environmental, social and governance criteria. In its most recent assessment, Epson achieved an overall score of 84 out of 100, placing the company in the 99th percentile of all companies evaluated by EcoVadis. The assessment evaluates performance across four key areas: environment (91), labour & human rights (89), ethics (72) and sustainable procurement (77). “Achieving EcoVadis Platinum status once again is a significant recognition of Epson’s long-standing commitment to sustainability and responsible business practices,” said Takanori Inaho, president of Epson Europe. “Sustainability is embedded in our corporate philosophy and guides how we design products, operate our business, and engage with our partners and customers.”

Epson’s sustainability strategy is guided by its Environmental Vision 2050, which aims for the company to become carbon negative and underground resource- free. Through continuous innovation and operational improvements, Epson is working to reduce its environmental impact while contributing to a more sustainable society. Recent sustainability initiatives include Epson transitioning to 100% renewable electricity at its global sites, significantly reducing operational emissions. The company continues to implement initiatives to optimise logistics and reduce travel-related emissions while investing in renewable energy and energy efficiency projects. In addition, Epson works with suppliers to strengthen responsible sourcing practices and improve sustainability performance across its supply chain. Epson also continues to strengthen labour and human rights policies, promote diversity and inclusion, and support responsible labour practices across its global operations. n

Mr. Takanori Inaho

epson.co.uk

New report highlights SMB print security gap

Despite growing concern among enterprise IT leaders, print security remains one of the most overlooked weaknesses in SMB cyber defenses, HP Inc’s The Workflow Wakeup report has found. A new global study of 800 IT decision makers and 2,400 knowledge workers shows that 57% of SMBs say print security is a low priority in cybersecurity strategies. Key findings from HP’s SMB study included that policies don’t work or are bypassed: 55% of SMBs see users trying to bypass print rules or restrictions, while 60% worry existing document processes could lead to a data or privacy issue. A further 50% lack visibility into who prints

what and where, while 45% are unsure if print security meets industry compliance standards. In addition, print security is often assumed: 66% of knowledge workers assume printers on the office network are secure, while 50% don't think of printers as a security threat. However, 37% do worry about printing confidential information and the wrong person finding it. Despite low prioritisation, 69% of SMBs acknowledge print security needs improvement, and 65% frequently worry about the security risks outdated systems pose. Their top five printer security concerns were: Cybersecurity risks linked to

The Workflow

Wakeu

How Unexpected Tech Can Help

Future-Proof Small and Medium Businesse

For today’s small and medium-sized businesses (SMBs), growth is often blocked by a familiar issue: digital friction.

Legacy workflows — document sharing, scanning, approvals, and formatting — pull people out of their flow, create rework,

and chip away at morale.

The good news: connected, intelligent tools such as modern devices, integrated software, and FI-enabled print and scan

can help teams stay productive. By removing mundane steps and connecting paper and digital processes, everyday

work becomes simpler, faster, and more secure. Workflows turn from a source of stress into a driver of growth.

HP surveyed business leaders, IT leaders, and knowledge workers1 at small to medium-sized businesses in four key

markets to better understand the bottlenecks holding them back and how smarter tools can help them move forward.

The research revealed three core insights about reducing operational drag and amplifying meaningful work:

Outdated systems create

Document workflows are

Modern, AI-enabled tools

digital friction that pulls teams

a hidden pain point

are part of the solution

out of their flow

Small, repeated hassles add up to

Strategically moving from legacy

big losses

systems to intelligent, connected

Instead of working smarter, employees

tools supports smarter, faster work

spend valuable time navigating

manual steps and system slowdowns,

disrupting focus and slowing growth

Audiences surveyed:

This report explores how rethinking the role of connected, intelligent tools within the

Knowledge workers

digital workplace can help SMBs save time, reduce workflow strain, and get more out of

IT leaders

every minute by removing mundane tasks and amplifying meaningful work.

Business leader

1 See the “Methodology” section at the end of the report for definitions of these roles and other survey details

CONTINUED

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097

NEWS

CONTINUED

connected printers Confidential documents being left at the printer Cloud vulnerabilities related to scanned documents Unauthorised access to print files or queues Misprinting, misfiling or mishandling materials. The data also suggests these risks are addressable when organisations put the right controls in place. Of SMBs that have adopted smart printing technology, 88% say that smart printing has made their organisation more secure. Respondents cite three key reasons: providing clearer visibility into printing and scanning activity across users and

locations (89%), meeting compliance and security standards (86%) and enforcing smart rules and restrictions more effectively (85%). “Printers are the security blind spot many SMBs overlook, and that’s a real risk to the Future of Work,” said Aurelio Maruggi, division president of HP Office Print Solutions. “If you can’t see who printed what, where and when, it’s hard to protect sensitive data. A single misdirected scan or uncollected print job can leak payroll data, customer records, or contract details, all without any obvious sign that something is wrong. Smart printing fixes this by building visibility, policy enforcement and audit trails into print and scan workflows.” n

Aurelio Maruggi

hp.com

Konica Minolta’s high-speed inkjet portfolio spotlighted in IDC report

The global production print market is entering a new phase of transformation, according to insights from the IDC MarketScape Worldwide High-Speed Inkjet 2025 Vendor Assessment. The IDC MarketScape assessment evaluates vendors in the high-speed inkjet segment based on criteria such as reliability, productivity, print quality, workflow integration and long-term vendor viability. Rather than focusing solely on speed or headline specifications, the report emphasises the importance of stable production performance and proven real-world implementation. The report also highlighted Konica Minolta’s “impressive portfolio and a road map for future products that offer very high levels of productivity and print quality based on the company's extensive inkjet technology.” It added: “Konica Minolta has achieved significant success and progress since the last iteration of this IDC MarketScape. The company has continued to evolve both its high-speed

cutsheet inkjet solutions and its adjacent portfolio with toner-based products for the document and label printing markets.” Toshi Uemura, head of industrial print business, Konica Minolta Business Solutions Europe, said: “We have continued to invest in high-speed inkjet innovation since the AccurioJet platform was introduced in 2016, steadily advancing performance and reliability based on real-world production experience. Most recently, we began rolling out the AccurioJet 30000 in 2025, and as part of our roadmap, we are continuing development toward the next-

Toshi Uemura

generation AccurioJet 60000. “These ongoing investments reflect our long-term

konicaminolta.co.uk

commitment to helping customers strengthen productivity, quality,

and operational stability as they plan for the future.” n

NEWS

Epson expands leasing programme

Epson has expanded its leasing programme through a partnership with DLL, a financial solutions partner. This collaboration will see Epson technology become increasingly accessible to businesses by removing the need for upfront investment. It also means Epson will have increased access to end of lease-term product, allowing it to process it through its reuse, refurbish and recycle programme, further supporting product circularity. Offering a comprehensive leasing solution across its portfolio – from printers to robotics – will allow Epson to better address large corporate and public sector tenders that it has previously been unable to support. Customers will benefit from support programmes run by existing Epson partners proving fleet management and maintenance. Working with DLL will support additional finance options for potential customers in harder-to-reach European markets such as Finland and Ireland. “Our leasing initiative marks an

important step in Epson’s strategy, strengthening our ability to meet large, complex customer needs with a more attractive and flexible offering,” said Rob Clark, COO, Epson Europe. “It gives organisations a way to benefit from the latest Epson technology without heavy up-front capital investment, making it easier to modernise and adopt more sustainable solutions sooner. By working with DLL, we’re also able to combine our expertise and sustainably focused products with the growing availability of Green Finance for Epson customers.” Richard Wells, head of market development, Epson Europe, added: “At the same time, we’re not handing over responsibility at the end of a product’s life. Because we manage our own innovation and manufacturing, retaining control of products when they’re returned make sense, we can keep valuable materials in use for longer, cut waste and further reduce the overall environmental footprint of our technology.” n

Rob Clark

epson.co.uk

dllgroup.com

Integrity Communications Group accelerates production innovation with varioPRINT iX3200

Integrity Communications Group, a customer communications, labels, security print and commercial print provider, has strengthened its production operations with the addition of Canon’s varioPRINT iX3200 digital inkjet press. The investment builds on a long standing partnership that spans multiple Canon devices, including the VarioPrint i300, ColorStream 6700 and imagePRESS V700, across Integrity’s UK operations. The installation of the varioPRINT iX3200 marks the latest phase in Integrity’s strategy to modernise and scale its print fleet, with a clear focus on increasing capacity, improving efficiency and ensuring reliable, consistent performance across its high-volume

production workflow. The investment also delivers tangible gains in print quality and media versatility, enabling Integrity to meet a broader range of customer requirements. The rollout of the iX3200 is being overseen by Canon’s professional services and field service teams, working closely with Integrity’s engineering and IT departments to ensure seamless integration within the company’s secure environment, including its dual on site data centres and encrypted data workflows. “Canon’s technology has played a crucial role in transforming our print operations over the last five years,” said Andrew Law, sales and marketing

integritycommunication group.com

CONTINUED

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NEWS IN DEPTH

CONTINUED

director at Integrity. “The reliability of the equipment has been outstanding, giving us complete confidence during our busy periods and allowing us to deliver consistent results for our customers.

The varioPRINT iX3200 is an exciting next step for us – enabling us to take efficiency to the next level while also opening up opportunities for us to diversify our offering.” n

RICOH MediaMax expands application capabilities and opens new market opportunities

Ricoh has co-innovated creative applications with its clients to enter new markets and improve environmental impacts with RICOH MediaMax. RICOH MediaMax is a customisation option that enables the Ricoh Pro C9500 digital colour sheetfed press to print on a wider range of Ricoh-approved media, with thicknesses of up to 800 microns and weights of up to 600gsm. It enables clients to win new business and enter new markets across a range of high value, high margin paperboard applications – from gift cards and business cards to POS displays, short run

packaging, luxury direct mail and book covers. To help drive and prove the ROI of new applications, Ricoh Europe has been working across the full value chain – from paper mills and specifiers to finishing partners and end clients – to disrupt traditional production models and deliver environmentally responsible alternatives to single use plastic cards. RICOH MediaMax is currently available in EMEA only for the Pro C9500 digital colour sheetfed press only. It can also be retrofitted to existing systems, enhancing the value of clients’ original investment. n

ricoh-europe.com

Fujifilm UK announces strategic partnership with BlueCrest

Fujifilm UK has announced a new partnership with BlueCrest, which provides mailing and fulfilment solutions, to deliver a more integrated print and mailing solution for customers. By combining BlueCrest’s advanced production inserters, sorters and postal optimisation software with Fujifilm’s innovative print-on-demand technology, the partnership brings together complementary expertise to support operational efficiency, high print quality and production speed. BlueCrest brings more than 100 years of expertise in mail automation. Combined with Fujifilm’s advanced print-on-demand production presses, this experience will help customers optimise workflows, improve productivity and support long- term growth across the UK’s evolving communications landscape. "We are thrilled to announce this

partnership with BlueCrest,” said Spencer Green, head of print on demand UK & Ireland at Fujifilm. “The company has an outstanding global track record, and we believe its expertise in mailing and fulfilment solutions, combined with Fujifilm’s production print technologies, will create significant opportunities to deliver added value to customers.” BlueCrest’s VP of operations UK&I, Conor Power, added: "Partnering with Fujifilm was an easy choice. Fujifilm is a recognised technology leader with a strong commitment to advancing colour reproduction and print innovation. That complements our own market- leading mailroom solutions and creates exciting new opportunities for growth. This partnership also strengthens our nationwide service offering as we continue to build our position as a partner of choice across the sector.” n

bluecrestinc.com

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PRODUCT LAUNCH Epson DS-530III duplex A4 scanner

Simple duplex

Epson has launched its DS-530III duplex A4 scanner, which is aimed at SMBs and home office workers that want fast, reliable business digitisation but without the complexity.

Digitalisation is an essential part of many businesses today, with even the smallest embracing online technology and increasingly storing and sharing documents in the cloud. Of course, to do this, documents must be scanned, and those running small businesses – especially ones run from small offices or spare rooms in houses – are looking for scanners that provide the functionality they need, but with a compact footprint. Epson has been serving this part of the market for many years and its latest launch to this audience is the DS-530III, a compact, high-speed A4 duplex document scanner designed to help small and medium-sized businesses digitise paperwork quickly, reliably and efficiently. Replacing the popular DS-530II, the new DS-530III delivers scanning speeds

of up to 40 pages per minute/80 images per minute based on A4-sized document scans at 300dpi in black-and-white or colour mode, combined with a 60-sheet automatic document feeder and single-

pass, double-sided scanning. With its compact footprint and

SuperSpeed USB 3.2 connectivity, the scanner is ideal for busy office and home office environments where desk space is limited and time is critical. Everyday use These sorts of scanners will be un use daily and to this end, the DS-530III supports a range of media, from business cards and receipts to A4 documents – anything businesses use on a regular basis – and includes Epson’s Paper Protection technology to help prevent misfeeds and protect original documents.

PRODUCT LAUNCH Epson DS-530III duplex A4 scanner

Kevin Toes

A robust 6,500-page daily duty cycle ensures reliable performance for regular, high-volume scanning tasks. The scanner is supplied with Epson Scan 2, Document Capture Pro for Windows and Document Capture for macOS, enabling users to scan directly to folders, cloud services and email. Built-in OCR and barcode recognition make it easy to create searchable PDFs, automatically name files and separate documents, helping businesses organise and access information more efficiently. Reliability without complexity The Epson DS-530III is aimed at SOHO and SMBs across sectors such as finance, public services, healthcare and professional services, where fast document capture and reliable handling of mixed media are essential – but also there may not be technical expertise so ease-of-use is vital. “Businesses continue to look for simple ways to reduce paper and work more

efficiently,” said Kevin Toes from Epson Europe. “The DS-530III is designed for users who want fast, reliable scanning without complexity. By combining high speed, strong media handling and intuitive software in a compact device, it makes everyday document digitisation quicker and easier.” The Epson DS-530III is available from April. n

epson.co.uk

The DS-530III is designed for users who want fast, reliable scanning without complexity “ ”

printinthechannel.co.uk

Smarter printing. Stronger protection.

Cover story uniflow online strengthens print and remote support… the zero trust way. When trust became the risk A print job appears …quietly, anonymously, too easily. For years, it was fine. Print just “worked.” But in today’s networks, anything unverified is exposure. The risk isn’t print itself, it’s blind trust.

(Quocirca 2025) 56%

of organisations experienced a print-related data loss incident last year.

Support at the speed of cloud Security isn’t just about blocking threats, but keeping business moving. uniFLOW Online enables authorised remote access, even within micro-segmented Zero trust networks. IT teams and resellers diagnose and resolve issues from anywhere, delivering fewer interruptions and lower costs. One canon. One secure ecosystem Thanks to the integrated design of Canon’s hardware and software, we’re able to apply security, protect workflows, and support cloud-first workplaces with:

Print, fluent in zero trust This shift, led organisations to Zero Trust.

Here, nothing is trusted by default and everything is verified. Every user. Every device. Every print job. Zero Trust isn’t a label. It’s a discipline. uniFLOW Online brings those principles into everyday print and scan:

Least Privilege Access

Assume breach

Verify Explicitly

- High productivity - Robust Security - Sustainability - Seamless user experience

Built for modern networks Canon’s ecosystem is designed for micro-segmented Zero Trust environments. Modern networks aren’t open spaces, but segmented zones. uniFLOW Online operates seamlessly inside these environments, controlling print traffic, access, and risks.

This creates a true ‘One Canon’ ecosystem that allows resellers to access everything they need. from hardware, paper, software, to service - all from a single place. Recognised by the industry In 2026, Canon’s integrated approach was recognised across both hardware and software categories. now prioritise cloud-based print management solutions. (Quocirca Print Industry Trends 2025) 22%

It’s not just secure in theory. It’s engineered for how your networks work today.

• A complete ecosystem • A secure foundation

Because performance, protection and design are strongest when delivered as One Canon.

one canon. one cloud. one secure ecosystem built for modern printing.

Power your organisation with award winning innovation.

Scan here

uniFLOW Online 2025

Canon Europe Ltd. 2026 A3 Line of the Year Award

Canon i-SENSYS X C1538iF II

Canon imageFORCE C1333 Series

PRODUCT LAUNCH MIMAKI UJ330H-160

Flexibility and versatility Mimaki has launched the latest addition to its 330 series, which is aimed at sign makers and print service providers and responds to growing demand for flexible printers that can do more without compromising performance.

For sign makers and print service providers, flexibility is key. Customers increasingly want small print runs on a variety of media provided in tight timescales, so the ability to quickly switch between media is vital. With this in mind, Mimaki has launched the UJ330H-160, a hybrid UV inkjet printer designed to help sign makers and print service providers expand their print capabilities within a small footprint. The UJ330H-160 joins the roster of Mimaki’s well established 330 Series and brings the series’ advanced image quality and productivity into a versatile hybrid configuration. Developed in response to growing market demand across EMEA for flexible, investment-conscious production environments, the system enables seamless switching between roll media and rigid substrates in one platform. “In today’s printing industry, companies need to be more agile than ever,” says Arjen Evertse, director of sales at Mimaki Europe. “They are expected to deliver diverse applications with fast turnaround times and uncompromising quality, often within limited production space. With the UJ330H-160, we provide a hybrid UV printing solution that enables customers

to do more with one system, without sacrificing performance.”

High-definition output The UJ330H-160 has a range of features for print providers. For instance, the newly developed conveyor belt transport system ensures stable feeding of various roll materials without wrinkling or sagging, including previously challenging substrates such as thin window films, fabric and synthetic leather. For rigid materials, the integrated vacuum functionality and lock roller units enable reliable handling of large and thick media up to 50.8mm, including aluminium composite panels and foam boards. Mimaki’s UV inks deliver strong adhesion and excellent scratch resistance on these demanding substrates, helping businesses produce a wider array of applications in-house and reduce outsourcing. Low- temperature UV curing technology further expands substrate compatibility, including heat-sensitive materials. Powered by Mimaki’s 330 print engine, the UJ330H-160 delivers high-definition output with smooth gradients, uniform solid fills and high-density white for impactful backlit and window graphics. Clear ink expands creative possibilities further, enabling gloss and matte finishes as well as textured and embossed effects. Thanks to LED UV curing technology, the system requires no warm-up time and is ready to print immediately, supporting faster job changeovers and consistent productivity. With practical production speeds of up to 14m² per hour when

Mimaki has launched the

UJ330H-160, a hybrid UV inkjet printer designed to help sign makers and print service providers expand their print capabilities within a small footprint.

PRODUCT LAUNCH MIMAKI UJ330H-160

“The UJ330H-160 represents the next step in our UV strategy,” Arjen adds. “It combines versatility, stability and advanced UV printing capabilities at a competitive price point, helping customers future-proof their business in an evolving sign graphics market.” Sustainability commitment Reflecting Mimaki’s ongoing commitment to sustainability, its eco-friendly ELS- 170 UV inks are SVHC- and CMR- free, contributing to safer working environments and supporting compliance with evolving European regulations. Mimaki is exclusively distributed in the UK and Ireland by Hybrid Services and the company’s sales director, Andy Gregory, says: “The introduction of the new hybrid model delivers a powerful combination of Mimaki’s wide format UV printing and flatbed technologies in a device that offers real-world productivity gains, low energy consumption and Mimaki’s latest and most sustainable UV inks.” The UJ330H-160 will be available from April and will be showcased at major industry exhibitions across Europe, including FESPA Global Print Expo 2026 and in the UK at Crewe Alexandra FC’s Hybrid Lounge on April 15. n

configured with white ink and up to 22m² per hour when configured with 2x CMYK inks, the system balances premium image quality with reliable commercial productivity. Easy operation Ease of operation is central to the machine, with automation features including the automatic adjustment function, which helps maintain optimal print conditions without requiring specialist expertise, ensuring consistent output. Combined with RasterLink7 RIP software for advanced UV effects and the PICT cloud-based monitoring tool for real-time production visibility, the UJ330H-160 supports more efficient and controlled workflows.

Arjen Evertse

mimaki.com

“

[Companies] are expected to deliver diverse applications with fast turnaround times and uncompromising quality, often within limited production space.

”

printinthechannel.co.uk

XEROX

Forward together Xerox has recently announced a new global print go-to-market structure, as the company seeks to drive growth in key areas with a partner-first approach – and there is confidence that the company can deliver value to partners and customers.

Xerox recently announced its redesigned global print go-to-market structure, which unifies sales engagement, sharpens regional focus and aims to drive growth across key solution areas. The redesign is part of Xerox’s ongoing reorganisation after the company acquired Lexmark last year and drive to make the expanded company as successful as possible. At the same time, Xerox announced a raft of leadership appointments to reinforce the new structure, including installing Thomas Valjak as Western Europe Channels and Partners lead and Danny Molhoek as Western Europe Managed Accounts lead. Danny will oversee the team that will target specific accounts, focusing on the larger, corporate customers that Xerox deals with. Meanwhile, Thomas’ role involves leading Xerox’s partner engagement and driving sales opportunities together

with its partners into the SMB space and others that aren’t corporates. “We are going in with the entire Xerox portfolio to try to establish relationships, understand their problems, needs and requirements, and see what from within the Xerox portfolio we can position for them moving forward,” he explains. Partner-first strategy Xerox’s new structure is part of the company’s partner-first strategy to drive sales. “This is about strengthening our partner-first approach,” says Thomas. “Our partners bring additional capabilities that complement Xerox’s strengths, allowing us to deliver more complete, outcome-led solutions for customers. “Where customers choose to work with a partner, we fully support that model, using direct engagement only where it’s specifically required.” Danny adds that the teams are working with Xerox’s entire product portfolio,

Thomas Valjak

xerox.co.uk

“

Our partners bring additional capabilities that complement Xerox’s strengths, allowing us to deliver more complete,

outcome-led solutions for customers.

”

XEROX

Plenty of opportunities This new strategy is launched into a European print market that is still strong with plenty of opportunities for manufacturers and resellers to grow, according to Thomas. “One needs to look beyond a traditional office environment,” he says. “We have all been in this industry long enough to know that we don't print as much as we did 10- 20 years ago. But on the other hand, in certain sectors, not only is print pervasive and staying, but it's increasing. For example, a printed page is not necessarily a printed email. A printed page can be the address label of parcels being sent out. It's clear that through e-commerce and the like, that volume has exploded. There's lots of opportunities in different applications and sectors in addition to classical office print.” Danny agrees, adding that Xerox is planning to invest in specific label and packaging devices moving forward because that's a growth industry. But that doesn’t mean to say there won’t be new devices aimed at the office environment too, he adds. Thomas adds that there will be announcements on new devices and services from Xerox later in the year and further into the future but, understandably, remains tight-lipped about specifics. “We will make those announcements at the right moment,” he adds. “But internally, we're really excited about what is coming.” Sustainability is key Another key pillar of Xerox’s go-to-market strategy is sustainability, especially on the channel side, adds Thomas. “With the acquisition of Lexmark, Xerox now brings together both A4 and A3 capabilities within one organisation,” he says. “What was previously a supplier relationship on A4 is now fully integrated alongside our A3 expertise.” “Our engineering and design philosophy is to build devices that last

noting that new devices will be added soon. Some of these were previewed at The Future of Xerox Production Print , a four-day event for commercial print providers, channel partners and industry leaders across Europe, the Middle East and Africa, which took place at the Xerox Innovation Centre in Uxbridge in February. “Coming from Lexmark, what really stood out to me was the breadth of the Xerox portfolio, spanning digital services, marketing services, AI, IT and a comprehensive print range,” Danny says. “We’re expanding beyond traditional print to offer customers a wider set of services. “For partners, that means access to the full Xerox portfolio, helping them maximise opportunities and deliver more value.” Thomas adds that Xerox will work with partners to enable them to deliver value to customers. “Like Danny said, we have a lot of capabilities that we can apply directly,” he says. “The goal is that we bring software solutions and services capabilities to our channel partners so they can take them to customers large and small. “It’s a true partnership, we don’t prescribe how partners should operate, and we actively incorporate their feedback. It’s a two-way approach focused on maximising the value we deliver to customers.”

Danny Molhoek

xerox.co.uk

“

The goal is that we bring software solutions and services capabilities to our channel partners so they can take them to customers large and small.

”

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XEROX

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seven years or more. Xerox is consciously designing and manufacturing devices for roughly twice the average industry lifecycle, which is typically around three to four years. This reflects a strong focus on reliability and sustainability. “For example, new devices can include up to 70% post-consumer recycled content in some models, and we exceed Blue Angel requirements by a significant margin. “These devices are also designed with serviceability and the ability to stay up to date in mind, including hardware features, security and compatibility. “This enables customers to deploy devices for longer in the field, reducing the need for frequent replacement and delivering clear sustainability benefits. “In addition, Xerox technologies allow us to provide partners with data that demonstrates carbon dioxide avoidance, based on fleet optimisation, energy savings, footprint and document workflow improvements.”

future for Xerox. “We want to position Xerox as the partner of choice,” says Thomas. “We want to become the preferred go-to print and document workflow and solutions company. We're excited and motivated internally as we bring the Xerox and Lexmark organisations together and move forward with the expanded product portfolio that we will bring to market via channel and directly to end user customers. “We will be working with our channel partners to maximise value, and drive opportunities with a partner-first mindset and collaborating with our channel partners wherever we can.” Danny agrees, adding that an immediate priority is to ensure the integration of Lexmark and Xerox goes as planned. “We have our work cut out for us, but it's very exciting," he says. “We’re one team, Lexmark and Xerox, working together. There’s real energy around the capabilities we’re bringing together, and how we move forward as a single organisation. It’s a challenging market, but we’re well positioned and ready for it. Bring it on.” n

“

We're excited and motivated internally as we bring the Xerox

and Lexmark organisations together and move forward with the expanded product portfolio that we will bring to market via channel and directly to end user customers.

”

Future Thomas and Danny are bullish about the

The drive for data-driven decisions

85% of UK warehouses are expected to be automated by 2030, which is incredible given that 90% worldwide are said to rely on manual processes for planning and other critical processes. Manual inventory checks and siloed data should be a thing of the past. They limit insight, reduce performance and increase risk. Automated inventory delivers greater stock accuracy, improved efficiency, reduced labour reliance and significant cost savings. Warehouse automation is on the cusp of a technical revolution, with AIDC solutions en - abling compliance, optimised workflows and real-time visibility and traceability across logistics, retail and industrial environments. TSC Auto ID combines thermal printing expertise with enterprise mobile computing (EMC) through its Bluebird port - folio enabling more connected, data-driven supply chains. Rising complexity, from geopolitical instability to labour shortages, is driving demand for agile, data-driven supply chains enabled by AIDC solutions. TSC’s scalable platforms integrate barcode and RAIN RFID, enabling a seamless shift from pilots to enterprise deployment, reducing risk and protecting margins. TSC’s industrial, mobile and desktop barcode printers, combined with its RFID encode-during-print capabilities and verification technologies, ensure data accuracy at point of label creation. By pairing its EMCs for real-time scanning and validation, retailers acquire stronger inventory accuracy, faster returns processing and improved BOPIS reliabil - ity. Effective track and trace starts with data integrity, and that starts with printed tags and labels. Contact TSC about its Trade Up incentive, enabling upgrades to newer TSC or Printronix Auto ID printers through trade-ins and rebates. As one of the few OEMs offering 8-inch industrial devices, TSC provides resellers with clear upgrade paths and strong sales incentives.

printinthechannel.co.uk

TSC

Growth and change TSC has experienced a couple of years of growth and change, including the acquisition of Bluebird and the launch of various new products, which are helping to grow the company in new and existing markets.

For TSC Auto ID, the past 18 months have been busy to say the least. In November 2024, the company acquired Bluebird and, since then, has also launched a range of new products into various print markets. But for Benoit Charnallet, product sales manager EMEA at TSC Auto ID, the busyness is only a good thing, as it means that the company is growing and providing more products to more customers. The acquisition of Bluebird has made a big difference. “It also operates in the auto ID space, but with a different portfolio,” Benoit says. “And that’s making a big difference as it enables us to maximise the synergy between the brands and deliver fully integrated Auto ID solutions, connecting data capture, labelling and mobility across entire workflows.”

It also means TSC has access to Bluebird’s partners, expanding their reach too. “It's a win-win situation,” he adds. “We have a good opportunity to grow our business and provide opportunities to our channel partners to do the same. “For end users, we are providing a new alternative to some other offers that are already in the market. There are very few companies out there that can provide printing solutions and enterprise mobile computers (EMC) – and we are one of them. It's not just about selling a product, you must provide the service, the maintenance, the access to spare parts too – all these things are very important. “By enriching our portfolio, we can offer our customers in the channel a complete one-stop shop concept. “Our ecosystem is further strengthened through integration with labelling and

Benoit Charnallet

emea.tscprinters.com

“

. There are very few companies out there that can provide printing solutions and enterprise mobile computers (EMC) –

and we are one of them

”

TSC

data management software such as BarTender, ensuring seamless data flow across enterprise systems.” New products TSC has announced a raft of new and improved products, models and accessories into the market in the past 12 months, including adding RFID functionality to its MB241 Series industrial label printer and expanding the scope of its TH DH Series, including 2-inch 6.5-inch OD (outer diameter) direct thermal printers with optional HF RFID functionality. These additions fulfil the growing demand for printing diverse and application-specific media while enhancing adaptability across multiple industries and working environments. “The two-inch printer is for applications like patient identification, or books in libraries,” says Benoit. “It's a new market for us, a new technology. It's also showing that our RFID offer is expanding, covering more markets.” RFID demand As these launches show, demand for RFID is growing. “The first main market to use RFID was retail,” explains Benoit. “Many key retailers are now using it because it's very efficient, especially for things like inventory management. Its use is also growing in transport and logistics and industry. That's just two more markets where we are promoting our products.” Benoit expects demand for RFID to continue to increase. “With the volume of orders growing, and the production process improving, the price is going down, which also helps support the development of this technology,” he says. “In retail, for example, RFID's becoming a standard, which means there is a huge volume used. The return on investment for this technology is easy to calculate and helps to make it an easier sell for partners.”

Another growing market is for 2-inch and 4-inch OD direct thermal printers with HF or UHF RFID functionality. “The HF market is more specialised than UHF,” explains Benoit. “The bigger volume is on UHF, there are more applications as you can read hundreds of tags at the same time, and the distance of reading can be very long, so users can deal with a massive number of items quickly and efficiently. HF is more contactless, it's to identify something close and can be read by a mobile phone or HF reader. In healthcare, for example, it can be used for producing things like labels for identifying blood samples. “Also, UHF is sensitive to liquid and metal, whereas HF isn’t, so it can be used in a range of different applications. “Our HF reader is an interesting product and quite innovative. For TSC, it represents additional business as it's a new market that we are addressing.”

“

With the volume of orders growing, and the production process improving, the price [for RFID] is going down, which also helps to support the

development of this technology,

”

Sustainability Sustainability continues to be an

increasing consideration for customers – and TSC too. “Sustainability is something which companies are more concerned about and this is driving demand for products like linerless labelling as it saves a lot of waste,” says Benoit. “Linerless labelling also brings other benefits such as more flexibility and better printer capability as, with the same consumable, you can print different sizes of labels. You also have the benefit of improving capacity with the same volume. You can have 40% more labels on a roll

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