Print in the Channel - issue #11

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Issue #11

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COMMENT

Sustaining interest Sustainability is a watchword for the print channel today, with increasing numbers of customers in a range of industries seeking to cut their environmental emissions. It is something that is only going to become more important in the coming years, so resellers need to prioritise it externally and internally.

From talking to a range of people in the print channel, including manufacturers, distributors and resellers over recent months, it is clear that sustainability issues are becoming ever-more important. And the feeling is that it is only going to become more important in the coming years. A recent report by Quocira (see our news section starting on p6) highlighted that seven in 10 decision makers say it is important that suppliers demonstrate that they are reducing their own environmental impact, and the same percentage say it is important their supplier provides a range of sustainable products and services. In addition, 69% of businesses say they formally track the environmental performance of their print supplier.

and are now using things like solar panels on the roofs of office and warehouse buildings, as well as using more energy efficient devices within them to cut down on electricity use and carbon emissions. Sustainability also provides a range of opportunities for resellers in a range of sectors. For instance, in the financial services sector, businesses are under increasing pressure to deliver on ESG targets and reduce their carbon footprint. But for resellers, the demand goes beyond providing sustainable products and services to detailed reporting that can help businesses assess their current progress and develop internal strategies. Read more on p29. Other sectors, such as retail and hospitality, are also looking to become more sustainable, and printers are playing an important role in this. Point of sale (PoS) printers are vital for many businesses to operate efficiently in what are fast-paced industries, and that efficiency can save time and resources. There are also more businesses using linerless labels, which don’t have siliconised label carrier sheets, which are non-recyclable so, when sent to landfill, they contribute to CO2 emissions. Find out more on p34. Sustainability is a win-win – we all benefit from a cleaner environment, and resellers can benefit financially by taking advantage of all the opportunities it brings. As always, I hope you enjoy the issue. If there is a topic you wish to see covered in a forthcoming issue of Print in the Channel , please let me know. Likewise, if you wish to get involved in editorial – I’m always on the lookout for thought leadership pieces etc – or advertising, please drop me an email at dan@newsinthechannel.com

Dan Parton

This shows that businesses in the sector must continue to improve their own sustainability and not just stock products that are environmentally friendly. The days of being able to ‘talk the talk’ but skimping on the ‘walk the walk’ bit when it comes to sustainability are now over – greenwashing cannot be got away and can adversely impact on the bottom line. Many businesses in the sector are getting to grips with this now, which is heartening to see

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CONTENTS

News You should know p6 Lexmark Set for continued growth p11 Cloud Print Small businesses, big opportunities p16 Warehouse Scanning Mobile barcode scanners p24 Security Faith in zero trust p28 Print in Financial Services The sector relies on print p29 PoS Printers A range of opportunities p34 Business Printing The key to success p38 PoS Systems In the retail and hospitality sectors p42 People News Konica Minolta’s new CFO p44 The Stockies The 2023 Shortlists p46

Print in Financial Services – p29

Cloud Print – p16

The cloud print market is expanding rapidly as more businesses seek to take advantage of the benefits of it, including SMEs, but what are the barriers to cloud printing for SMEs and how can resellers help them to overcome these?

Financial services is still a sector that relies heavily on print to ensure the smooth running of operations and correspondence with clients. This means it can be a profitable sector for resellers.

Warehouse Scanning – p24

Incorporating mobile barcode scanners in warehouses has many advantages for businesses in terms of efficiency and

productivity, but these benefits can be lost...

Business Printing – p38

Security – p28

As cybercrime continues to rise, businesses need to be alert to the threat and take measures against it. This includes looking at their print fleet and is where Canon uniFLOW Online can help.

Business printing is facing key challenges, but manufacturers and resellers in the sector are responding to these – including through inkjet printers, according to Key Digital’s Andy Ratcliffe.

CONTENTS

Stockies AWARDS

PoS Printers – p34

p46

2023

Editorial Dan Parton 07941 979 845 dan@ printinthechannel.com Elliot Mulley- Goodbarne 07910 441 024 elliot@ printinthechannel.com Head of Sales Martin Jenner-Hall 07824 552 116 martin@ printinthechannel.com Publishing Director Justin Penn 07816 573 186 justin@ printinthechannel.com Written permission from the publisher is required before any part of Print in the Channel can be reproduced. © 2023 In the Channel Media Ltd.

Speciality Peripherals & Accessories Storage & Security AV Print & Scan Printer Consumables UC&C Networking & Hardware

Point of sale printers are becoming more important in a range of sectors to help businesses become more efficient in the way they process orders, which means there are a range of opportunities for resellers.

We are pleased to annouce the Shortlists forthe Stockies 2023 – the only awards where nominees and winners are based on empirical data, rather than judges’ opinions.

Cover Story: UFP Christmas Promotion – p18

It’s official, the countdown to the festive season has officially started with the launch of our HP Christmas Promotion.

Point of sale systems are evolving to meet the changing demands of businesses in the retail and hospitality sectors, including providing more data and insights. UFP PROMOTION

Lexmark – p11

Win a £50 Prezzee eGift Card with UFP!

It's official, the countdown to the festive season has officially started with the launch of our HP Christmas Promotion. During November we are offering resellers the chance to win a £50 Prezzee eGift Card !

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:

A Prezzee eGift Card can be exchanged and spent with hundreds of popular UK brands, including ASOS, Boots, John Lewis & Partners, Marks & Spencer, Primark, Starbucks, Cineworld, and many more!

Lexmark is set for continued growth in the coming years, and this is because it has a range of solutions for enterprise and channel partners that satisfy a range of needs, including sustainability.

W ith something for everyone, it's the perfect gift this Christmas!

PoS Systems – p42

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NEWS

Newland EMEA opens UK Service Centre

Newland EMEA has opened its new UK Service Centre in Swindon, which will provide local service and support to partners and end users with faster turnaround time, reducing administration and wait times for partners and end users in the region. Leading the Service Centre is field application engineer Ray Durham who has more than 30 years of experience in the AIDC industry and has been with Newland EMEA since June. With this development, Newland EMEA aims to strengthen its presence in Europe and enhance its ability to deliver AIDC solutions to clients across the region. It will also enable

Newland EMEA to improve British service contracts and provide on-the-ground local support, such as repairs, with short lines of communication, increasing efficiency and speed for partners and end users in the UK. “Our decision to open a Service Centre for the UK is the result of our efforts to bring accessible and affordable scanning solutions to the AIDC industry and the local, dynamic markets. Opening this new Service Centre marks another milestone in our mission to make scanning technology accessible and affordable to businesses of all sizes,” said Peter H. Sliedrecht, CEO at Newland EMEA.

Peter Sliedrecht ceo

newland-id.com

Lexmark products dominate EPEAT Climate+ Champion Status in imaging equipment category

Lexmark has announced that 42 of its imaging products are among the first to earn the stringent new EPEAT® Climate+™ designation from the Global Electronics Council (GEC). In all, 43 products earned the EPEAT Climate+ distinction in the Imaging Equipment product category when the programme launched on October 3. Climate+ is a new product designation from the GEC meant to connect forward- thinking electronics brands with carbon- conscious purchasers. Climate+ designated products meet progressive new requirements developed in a multi-stakeholder process meant to reduce their lifecycle carbon, potentially years ahead of the rest of the market. The products set themselves apart on the EPEAT Registry because of these climate change mitigation measures. “We are proud that Lexmark products account for 42 of the 43 imaging products that meet the stringent EPEAT Climate+ requirements,” said John Gagel, chief sustainability officer at Lexmark. “These

requirements extend beyond the products themselves to how we manage our own operations to reduce greenhouse gas emissions. Customers across the globe can be confident that by choosing Lexmark, they are making a positive choice for the environment.” Bob Mitchell, CEO of GEC, added: “By equipping individuals and organisations with valuable insights into what constitutes a climate-conscious product, EPEAT Climate+ provides a simple way to collectively recognise and mitigate carbon emissions in the lifecycle of electronics.” In addition to verified product greenhouse gas (GHG) emissions disclosures, manufacturers seeking Climate+ designation must also demonstrate their commitment to several other critical requirements. These include energy-efficient upstream manufacturing, GHG reduction targets, renewable energy sourcing and product energy efficiency standards. These criteria are designed to track and, where possible, reduce GHG emissions throughout the entire product lifecycle – from material mining to disposal. By choosing Climate+ designated products, organisations can drive change with increased transparency about public and third-party verified disclosures of supply chain GHG emissions, easing the challenge of procurement related to Scope-3 emissions tracking and decision making.

John Gagel chief sustainability officer

lexmark.com

NEWS

Office workers plead for shorter meetings

Office workers say meetings need to be shortened to tackle an overload of calls and catchups that drag on productivity, according to research from Brother UK. The research, which polled 2,000 UK office workers, found that 55% complained they waste too much time in meetings, with 57% saying they only attend a useful meeting once a week. In addition, 81% are confident that shorter calls and catchups would achieve the same outcomes, creating more time to deliver their responsibilities, according to the findings. Respondents cited waffling (59%), too much small talk (48%), late joiners (31%) and people not paying attention (31%) as the worst culprits for timewasting, with 43% convinced that colleagues try and do other work during most meetings. The research, from Brother UK’s Meaningful Meeting Manifesto , also uncovered a poor standard of meeting facilitation, with 53% of respondents saying they attend too many unengaging and poorly structured meetings, with this figure rising to 67% among remote workers. “It’s clear that the UK’s meeting culture still heavily contributes to workplace productivity,” said Phil Jones MBE, managing director at Brother UK. “Bringing people together will always be an important part of culture, problem-solving, building relationships and developing new customers. Many meetings could be shorter and provide people with more free time to focus on delivery. “Our findings also uncovered that meetings that overrun and waste time have a negative impact on our morale and attitudes at work. Half of the respondents (54%) admitted

that they feel frustrated, with 27% feeling demotivated and 25% going as far to say they think less of their colleagues. “There is still work to do to right the UK’s meeting culture, even in our own business. Greater consideration on time, place and how to better facilitate calls and catchups will help nurture more productive meetings, more often.” The research found that office workers see morning, in-person meetings with strict agendas and actions notes as the most productive. Two thirds (67%) believe face- to-face meetings are more productive than meeting virtually (24%), even among staff working remotely (57%). The findings also show that 88% of respondents agreed that timekeeping is important to holding a productive meeting, followed by keeping to a strict agenda (78%), circulating actions notes (74%), putting laptops and phones away if in person (73%) and

Phil Jones managing director

brother.co.uk

keeping cameras on if virtual (61%). When asked when respondents feel most productive in a meeting,

87% say they are at their best before midday, with 9am-11am the most productive period.

Go Inspire invests in commercial print site

Marketing performance partner Go Inspire, a Xerox company, has made a £1.5 million investment in its Kettering commercial print facilities. Covering various areas of manufacturing, the upgrade includes machinery updates and equipment replacements, as well as the establishment of a new digital department, which will be supported by a cutting-edge web portal. The investment enhances and streamlines

Go Inspire’s manufacturing processes, helping it deliver better experiences, improved performance and new services to its customers. The implementation of web-to-print allows Go Inspire to expand into the digital print and short-run offset market. Powered by XMPIE, the system will streamline small-run work within the business, reducing costs and administrative efforts while expediting the manufacturing process.

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NEWS

CONTINUED

While the new machinery and upgraded equipment will help futureproof operations, investments in the web portal and the digital department mark a significant expansion in Go Inspire’s commercial print services. The company will now be able to provide digital printing capabilities, enabling clients to self- serve for small lithographic and digital printing jobs – a service that was not previously available. Go Inspire has also invested in a mezzanine floor, adding 3,883sq ft of space to its facilities to accommodate the digital presses and associated finishing equipment. This expansion ensures seamless operations and

efficient utilisation of the new equipment. “We are thrilled about these investments and their potential to transform our manufacturing capabilities and expand our service offerings,” said Danny Cook, group operations director at Go Inspire. “We now can produce short run volumes, closing the gap in the ever-changing needs of our marketing clients, specifically with the addition of the Xerox Iridesse press, allowing us to provide customers with print enhancements including silver, gold, and fluorescent. The company remains committed to delivering exceptional print and marketing solutions that meet the evolving needs of our clients.”

Danny Cook

Canon launches new A4 desktop scanner

Canon UK has launched its imageFORMULA DR-S250N, a reliable, secure and productive compact desktop scanner. It facilitates quick and easy scanning and document sharing from a range of devices, allowing businesses to meet the needs of a more flexible workplace. This A4 desktop scanner meets demand for improved collaboration across multiple working locations, facilitating rapid file sharing and keeping document-heavy workflows moving. The imageFORMULA DR-S250N provides a user-friendly and straightforward approach to document sharing with flexible connectivity options, allowing users to connect seamlessly via LAN environments or directly through USB. Equipped with powerful web scanning functionality, it removes lengthy set-up times caused by driver or software installations, reducing workflow delays. The device is easy to get started as users simply scan the QR code displayed on the scanner using their mobile device – this offers instant connection to the scanner’s browser- based application, CaptureOnTouch LITE Web. The imageFORMULA DR-S250N is also compatible with a variety of devices, including tablets, PCs, MacBooks and Chromebooks – bringing flexibility and convenience to those looking to access powerful scanning capabilities within an office or shared co- working environment. The device also features a direct scanning function, enabling users to directly set-up routine scan workflows, without the need for a PC or additional scanning software. As a result, employees can scan documents

directly to email, shared folders and collaborative platforms such as Teams or Slack with the press of a button. The scanner offers users image processing capabilities that deliver high-quality scanning outputs. Through Contact Image Sensors, users benefit from sharper images, less distortion and improved text readability. Once a user scans a document, Optical Character Recognition can be used to create editable and searchable files for effective collaboration and document sharing. Compatible with a wide range of document types including legal sized documents, receipts, businesses cards and passports, the scanner supports a range of office tasks. The imageFORMULA DR-S250N device bolsters security at the network edge by making sure scanned documents do not remain in the scanner, minimising risks of leaked confidential data, regardless of how many individuals share the device. In addition, IT teams can easily manage users, set restrictions and customise user preference scanning settings through the active directory or Lightweight Directory Access Protocol address – ensuring strict document security. The imageFORMULA DR-S250N has been designed with sustainability in mind – renewable solar energy is used during production and its packaging can be reused and is biodegradable. Recycled plastics are also used to build the device as well as durable components, which are designed to last longer. Additionally, its 3.4kg weight helps to minimise the environmental impact associated with transportation.

canon.co.uk

NEWS

World’s first B2 perfecting sheetfed aqueous-based inkjet press launched

Ricoh has launched its Pro Z75 digital press, the first B2 perfecting (auto-duplexing) sheetfed inkjet platform using aqueous ink, accelerating the shift from offset to digital with higher print quality, faster turnaround times and fewer demands on staff following successful in-market testing. The Pro Z75 delivers the advantages of a sheetfed platform with the low running costs and high productivity of inkjet. It offers print speeds of up to 4,500 sheets per hour in straight printing or 2,250 SPH in duplex/ perfecting printing. Stainless steel piezo print heads bring 1,200dpi native resolution at all speeds with four colour (CMYK) pigment- based inks, while the proprietary drying system ensures high quality results ready for immediate finishing. The Pro Z75 also expands substrate flexibility, handling uncoated, inkjet treated and offset coated media up to 400gsm with a maximum sheet size of 585mm x 750mm. “As shorter runs and increasing demand for data-driven communications push print service providers to adapt their production strategies, we are helping them lever the latest hardware, software and data to become indispensable to their clients with the RICOH Pro Z75 as a powerful example of that commitment in action,” said Eef de Ridder, vice president, Graphic Communications, Ricoh Europe. “The result is a new level of performance that enables easier, faster and more profitable production of applications like direct mail, postcards, marketing materials and other commercial print work.”

Watch the Ricoh ProZ75 promo

The press also incorporates significant automation solutions and an intuitive control panel to reduce the need for operator intervention and improve shift efficiency. A heavy duty, offset-like build quality and advanced, durable printheads are designed to maximise press uptime and availability. Designed for print businesses managing high volumes of jobs that require reliable uptime and significant throughput capacity, the new production inkjet platform is backed by Ricoh’s Professional Services programme. Clients will have access to Ricoh’s proprietary workflow automation solutions, such as RICOH TotalFlow BatchBuilder™ and RICOH Supervisor™, plus the EDGE business development consultancy service and full-service marketing solutions such as MarcomCentral®, to maximise return on investment and business value. Orders are now being taken for the RICOH Pro Z75.

ricoh.com

Kodak Alaris announces new promotions

Kodak Alaris has launched two new promotions designed to open more

until 31 March, end users who purchase a five-year advanced unit replacement warranty (AUR) through an authorised reseller will receive the scanner for free. Kodak Alaris is also offering a discount on Kodak 3000 Series Scanners and associated service packages. End users purchasing any model in the S3000 Series (including the S3060, S3060f, S3100, S3100f, S3120 Max and S3140 Max) will benefit from an up to half price cost saving. Additionally, customers purchasing a three-year essential, three-year AUR, five- year essential or five-year AUR package can also enjoy significant savings on the RRP.

opportunities for its channel partners to drive sales of Kodak E1040 Scanners and Kodak S3000 Series Scanners. The offers, available exclusively through its distribution partners Midwich and Northamber, will run until 31 March 2024. Ideal for desktop use in small- to medium- sized businesses, branch offices, reception and admin desks and enterprises with remote workers, the E1040 Scanner provides superior image quality and a simple user interface for fast, reliable document capture. From now

kodakalaris.com

printinthechannel.co.uk

NEWS

Corporate sustainability goals influence print supplier selection

the solutions – and suppliers – they select. “However, they are not always able to get the data they need from vendors. There is a clear need for vendors to offer more clarity around the sustainability credentials of their products; demand for relevant data and analysis will only increase in the future and vendors that can’t offer it will lose their competitive position.” The study found that the most common strategies implemented to reduce environmental impact around the print infrastructure are focused on reducing paper consumption, including adopting digital workflows (44% of respondents) and using paper from certified sources (40%). Only 31% of companies are using remanufactured or refurbished hardware or leveraging environmental analytics. Companies view digitisation of paper-based processes as a central pillar of sustainability – 70% say it is important to achieving their objectives, second only to the adoption of a cloud platform, rated important by 75%. “The pursuit of a less-paper workplace is nothing new, and limiting consumption through pull printing and process digitisation is a logical focus area,” said Louella. “However, companies should explore the entire range of options for reducing the impact of the print infrastructure from cradle to grave. With many businesses embarking on significant investment in workplace technology to meet hybrid, distributed working requirements, now is a great time to modernise the print infrastructure with a view to meeting sustainability goals, as well as improving efficiency, security and reducing costs.” While there is consensus around speeding up sustainability initiatives, companies are starting from different levels of maturity. Most organisations are still developing their strategies: 42% report they are just starting their sustainability strategy and a further 34% have several initiatives in place. Just 19% of organisations report they have a fully implemented company-wide sustainability strategy, dropping to 11% among SMBs. A company’s level of sustainability maturity is evident in its responsiveness to broader issues such as ESG legislation. The EU’s Corporate Sustainability Reporting Directive, for example, has impacted 60% of surveyed companies overall, rising to 86% among those that have fully implemented a sustainability strategy. “Whatever their level of sustainability maturity, companies should explore print infrastructure modernisation as a win-win for meeting sustainability goals,” said Louella.

There is growing urgency among companies to implement sustainability strategies and it is increasingly influencing print infrastructure buying decisions, according to Quocirca’s Sustainability Market Trends Study 2023 . Seven in 10 decision makers say it is important that suppliers demonstrate that they are reducing their own environmental impact, and the same percentage say it is important their supplier provides a range of sustainable products and services. Notably, 69% of businesses say they formally track the environmental performance of their print supplier. But despite the rising focus on sustainability, decision makers say a lack of data from vendors about the environmental impact of printers and MFPs is a barrier to achieving their corporate sustainability goals. Also, while 80% say they are willing to pay a premium for products with environmental features, the cost of such products is still cited among the top three challenges faced by organisations attempting to reduce their environmental impact. Key findings also include: l 46% say their sustainability goals influence their choice of supplier to a great extent, and a further 49% say it influences choices to a moderate extent l 77% are accelerating their sustainability strategies l 62% say sustainability is important to business performance now, and 85% believe it will be important by 2025 l Improving operational efficiency, saving money and meeting industry standards are the top three drivers for implementing sustainability initiatives l Sustainable consumables, device energy efficiency and product longevity are the leading product selection criteria l 31% of organisations are extremely satisfied with sustainability information provided by suppliers. “A combination of stakeholder expectations and the implementation of legislation such as the corporate sustainability reporting directive are prompting organisations to speed up their sustainability initiatives,” said Louella Fernandes, CEO, Quocirca. “This is driving a broader cohort of decision makers to put more emphasis on the sustainability performance of

Louella Fernandes director

quocirca.com

LEXMARK

Mark of quality Lexmark is set for continued growth in the coming years, and this is because it has a set of solutions for enterprise and channel partners that satisfy a range of needs, including sustainability.

October was a good month for Lexmark – the global imaging and IoT solutions company was recognised as a leader for its managed print services and cloud print services by global print and market insight research firm Quocirca. In its Managed Print Services Market Landscape 2023 report, Quocirca highlighted Lexmark’s industry expertise, deep sustainability focus and comprehensive security approach. It also recognised Lexmark’s small and medium businesses (SMB) MPS offering, which was expanded in February with the launch of MPS Express, a solution for SMBs to streamline their document management processes and free them from day-to-day printer management. Bringing enterprise solutions to the channel For Arjan Paulussen, Lexmark’s managing director for Western Europe and English- speaking Africa, this is pleasing. “Some of the enterprise grade solutions that we’ve had for our direct customers for a while we’re now bringing to the channel, such as MPS Express. Basically, MPS Express provides that entire enterprise grade managed print services offering to channel partners that don’t have the time and/or investment available to build their own infrastructure. It’s costly to do that, so we package that up, including monitoring, management, proactive delivery of toners, etc, which enables the channel partner to go to their end users and essentially sell it as their MPS solution. “With Enterprise customers, you’re looking

at hundreds or thousands of units, but this solution works from one or two devices. It is a tremendous capability and we’ve had a lot of good feedback from our channel partners so far. It’s a good example of AI analytics and machine learning combining to turn something that is enterprise grade into a true value add for our channel partners. We have numerous partners onboarded already, they’re now going out and selling it successfully.” This is indicative of the confidence in Lexmark currently, as the business takes advantage of the more favourable market conditions currently. “Over the past couple of years there were massive issues around logistics and component availability - as there was for the rest of the industry – leading to us having to really forecast accurately because shipments often became much more expensive, we tried to protect our customers and channel partners from that,” Arjan says. “But we’ve come out of that period in a strong position and we’re on a path of continued growth.” Arjan adds that the impact of the pandemic wasn’t as great on Lexmark as it was for some in the sector. “We’re more in the front office side of the industry, and for many people there was simply no choice to stay at home because they had to continue to run banks, retail stores in person,” he says. “So compared to some manufacturers that are more focused on the back office, our decline was less. “Now we are looking at strong growth. We have a model in place that aims to protect our existing accounts, and then we look to expand the business with those existing accounts through introducing new solutions and new technologies, for instance, there is a lot of focus on IoT right now where we can offer more value to those customers. For enterprise and channel partners we have some strong growth initiatives in place and this year we have endeavoured to reward our channel partners in a more meaningful way for the new business that they bring into Lexmark.”

Arjan Paulussen, managing director,

UK, Western Europe & English-Speaking Africa

lexmark.com

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LEXMARK

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Customer retention This growth strategy involves customer acquisition but also retention – and the latter is a big emphasis for Lexmark, with many customers staying loyal to the business for more than 10 years, according to Arjan. This longevity is down to a combination of reasons, he adds. “Everything has to click; if you do well in one area you can’t fall over in another,” he says. “It starts with technology. We manufacture our own technology, so we can very quickly act on questions from our customers and tweak things or do things differently. We’re also doing a lot of great work around AI and data analytics and how we monitor and manage print fleets – enterprise and channel – our devices have literally hundreds of sensors that give us data. And when you fold that in with algorithms, we can predict when a device will fail. “This means that when a technician is going to see a customer, we make sure to check whether any components are expected to fail and we’ll fix it so the customer doesn’t have an issue, although we rarely have issues with our fleet. Add in value added projects and initiatives and that customer becomes a customer for life.” Long relationship But it isn’t just customers that have long- standing relationships with Lexmark – Arjan has been with the company for more than 20 years. “I am fortunate to have been able to work in three different continents in that time,” he says. “I spent 17 years in the US, there was some time in Australia running the Lexmark business there and I’ve been back in Europe now for the past three. I’m originally from the Netherlands, and we left there in 1999, I thought that would be a two- or three- year gig, but it was 20 years later we returned

to Europe. “Lexmark has transformed quite a bit in that time,” says Arjan. “We like to say that we now create cloud enabled imaging technologies and IoT solutions and those help our customers to realise their business outcomes. We started as a spin off from IBM, but we’ve always taken an industry approach to the market and we combine that industry expertise with our proven technologies and that combination helps our customers to accelerate their business transformation. “As managing director for Western Europe and English-speaking Africa, part of my role is to run the business in the UK, which is one of Lexmark’s biggest markets in Europe. It’s been traditionally a very strong market for us. For instance, our contract renewal rate for managed print services is in the high 90s percent. “We enjoy a very strong indirect part of the business as well, where we work with channel partners and our partners enjoy the combination of the technology that is always robust and reliable and they can count on, combined with strong channel programmes to help them go to market.” Sustainability Another key for Lexmark, in the UK and around the world is sustainability. The company has a goal to become carbon neutral by 2035. “Since 2005, we’ve reduced our emissions by 62%, which is massive,” says Arjan. “We set a goal in 2015 to reduce our energy consumption by 20% by 2025 and last year we surpassed that and achieved a 26% reduction. “Externally, there’s a lot of focus on sustainable design, the efficient use of our devices and then at the end of the life, the responsible reuse through recycling or remanufacturing devices. Print is a churn industry – every three, four, five years, the device is picked up, sometimes it goes to a landfill, sometimes it’s recycled or there’s the secondary market. But Lexmark devices are manufactured to be robust with metal frames inside and such like, so they last seven, eight or nine years. We’ve even seen examples of devices that have printed millions of pages and been in the field for 18 years. We call this intentional engineering; we design and manufacture our devices to last a lot longer. “The environmental benefits of keeping a device in the field longer are big. We’re now

“

Since 2005,

we’ve reduced our emissions

by 62%, which is massive. We set a goal in 2015 to reduce our energy consumption by 20% by 2025 and last year we achieved a 26% reduction.

”

Watch Lexmark Sustainability

LEXMARK

offering programmes to our channel partners to promote the use of our devices for a longer duration. Think about extended warranties for not four years, but for seven or eight years. That’s exciting; it’s a shift in thinking, because when you look at the channel partners, a lot of times things like pay plans are set on that churn. But there’s tremendous benefits from a sustainability perspective.” Arjan adds that Lexmark is also a leader in having post consumable content in its devices. “We want to have 50% of PCR plastics in all our devices by 2025,” he says. “For Lexmark it is now 39%, which is well beyond any guidance from whatever government institutes you’ll find. Over 90% of the materials are already with 60% PCR. Add to that the cartridges where 100% of the material is recyclable, we really have a fantastic sustainability story. We need to go out and sell that story a little bit more.” Digital transformation As mentioned, Lexmark is also a leader in cloud print, and looks to help customers and channel partners with their digital transformation journey and adoption of cloud technology. “We run cloud strategy workshops with our channel partners, which we started this year,” says Arjan. “The reason we’re doing that is that we find that everybody talks about cloud, but it’s important to have a strategy. Channel partners are all in a different evolution of the journey; some are at the beginning, some are a lot more sophisticated, and it requires a different approach. “We have a lot of offerings with benefits. We have cloud fleet management, that is a platform that helps with monitoring,

management, replenishment, things like that. Underneath that platform are add-ons such as cloud print management, which is essentially a follow me solution. We also recently introduced a translation assistant on the cloud, where you can use your multifunction device with a document that you have, for example, in English and translate it into another language.” Security is another priority for customers, Arjan notes. “Cloud security continues to be of tremendous importance and there are big opportunities for channel partners in this,” Arjan says. “We’ve seen digitisation, especially over the last couple of years, but as a report from Quocirca noted, 70% of companies remain highly dependent on print and of those companies, 79% expect to increase their security spend around print over the next year. “The message to the channel partners is make sure that you have these discussions, make sure you talk to Lexmark about our capabilities that are built into our cloud offerings, for instance. This is where the whole cloud strategy comes into place because you have these different building blocks and security is critically important and will remain so.” Arjan is confident about the future for Lemark in the UK, anticipating that growth will continue, with the company’s range of solutions for businesses large and small. “It’s a very busy vibe,” he says. “Things like AI are coming in and there is cloud adoption that’s changing the market. “I’m excited about Lexmark, we’ve made very significant investments into our managed print services platform and we are ready to push our growth in the UK and elsewhere.”

“

This is where the whole cloud strategy comes into place because you have these different building blocks and security is critically important and will remain so.

”

printinthechannel.co.uk

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printinthechannel.co.uk

15 03

CLOUD PRINT

Small businesses, big opportunities

The past few years have been tough for businesses of all sizes, but small- to medium- sized enterprises in particular have found it difficult as they don’t have the resources to fall back on that larger businesses often do. As a result, many have been striving to find efficiencies where they can to keep up with their rivals. One way to do that has been through adopting cloud printing solutions, especially in businesses where hybrid working has been established. “The demand for cloud-based printing has continued to accelerate following the adoption of hybrid working by SMEs across various industries,” says Richard Stewart, workspace portfolio marketing manager at Canon UK & Ireland. “For SMEs, cloud printing has unlocked the ability to print remotely and stay connected to their team, from any device or location.” Phillip John, category manager – office at Konica Minolta Business Solutions (UK), agrees that demand is growing among SMEs. “The feedback we have from our customers and partners reflects a growing interest from SME customers, with cloud print being

particularly useful for those looking to support hybrid working and/or to easily and cost- effectively expand their device fleet,” he says. “Looking at the trends we would expect this to continue growing as SMEs become more aware of the flexibility benefits. Arjan Paulussen, managing director, UK, Western Europe and English-speaking Africa at Lexmark, adds that SMEs are continually seeking innovative ways to enhance efficiency and adapt to the challenges and opportunities posed by hybrid working models. “This is where cloud printing steps in as a game- changer,” he says. “Cloud printing offers SMEs a lifeline to enhanced productivity and adaptability for the new way of work that empowers SMEs to thrive in the digital age. “SMEs are increasingly recognising the value of cloud printing and there has been a notable rise in demand for cloud printing solutions, driven by the need for flexibility, scalability and cost-effectiveness. The benefits of cloud printing have been clearly recognised over the past few years because of changing working conditions and are now an imperative for business of all sizes.” Cloud label printing Paul Vogt, Loftware VP Partner Strategies, says that demand for cloud printing in the label sector is growing among SMEs too. “It is the fastest growing segment of the label printing sector,” he says. “Businesses of all sizes, SMEs included, must optimise their supply chains. They must meet growing demand and mitigate against ongoing disruptions and economic headwinds. Cloud printing helps them to meet the demands to scale, and to add a high degree of flexibility too. Cloud technology also delivers agile and reliable supply chain operations to mission-critical label printing. “Labelling software providers are responding with out-of-the-box cloud label design print and manage functionality. Printer manufacturers

Richard Stewart workspace portfolio marketing manager

canon.co.uk

CLOUD PRINT

Businesses of all sizes, SMEs included, must optimise their supply chains. They must meet growing demand and mitigate against ongoing disruptions and economic headwinds. “

”

are responding to the growing demand by adopting and driving cloud technology. “Epson is the latest to announce that its label printers are cloud-connected, for example. Additionally, warehouse management system (WMS) providers are responding. Label printing is a critical function of such solutions, and all the leading WMS providers are moving to the cloud.” Paul adds that customer demands for cloud print solutions in labelling may continue to evolve in response to changing business needs and technological advancements. For example, supply chains cannot afford recalls anymore. “Cloud labelling and printing helps to shore up labelling and eliminate data errors,” he says. “Supply chains must be transparent. All participants in their supply chain need to see where products came from and where they are going to. Only cloud technology can deliver that completely.” Sustainability is another consideration, Paul adds. “Today’s consumers see themselves as catalysts for change,” he says. “More of them are intertwining sustainability into their purchase decisions, effectively forcing SMEs to implement and use sustainable business practices that meet or exceed customers’ expectations around environmental, social and governance,” he says. “As they look to meet these needs, SMEs will turn to cloud technology for their label printing operations and gain higher levels of overall supply chain sustainability, improve product traceability, dramatically reduce label errors and much more.”

the jump to cloud printing, in the office or for labels. “The prime barrier to cloud print adoption is a lack of awareness,” says Paul. “Small businesses don’t realise that cloud printing is as available as an app on your phone. It’s that easy! Cloud technology means that users can log in when and where they want to design, share and print supply chain labels. Businesses often think they need IT resources to implement cloud print technology, however this is not the case. “Another concern that we see is with data security. In fact, data is more secure when printing from the cloud than when printing from a business’ own network. Cloud-based solutions that are built on platforms like Microsoft Azure are architected to be the most flexible and secure cloud computing environments available today. Paul adds that some businesses also believe the cloud is expensive. “In fact, the opposite is the case,” he says. “Cloud reduces manpower hours, the burden on IT, and the need for extra PC and server hardware.” Arjan adds that while most SMEs are recognising the value of moving their operations to the cloud, many still need help with hurdles. “This can depend on the business sector and region,” he says. “Notably, concerns around security, maintenance and costs are burdening SMEs. “Added costs to a small business’ tech stack are always a concern to owners. However, moving to the cloud makes operations significantly more affordable for small businesses. Business owners need more awareness and education on the benefits of the cloud so that they are empowered to make decisions that will ultimately benefit them in the long run. SMEs who let concerns

Philip John category manager – office

konicaminolta.co.uk

Clearing barriers But that said, many SMEs have still not made

CONTINUED

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