MAKING TAX DIGITAL
Stop selling boxes. Start selling compliance: how MTD is becoming the channel’s next recurring revenue engine
With Making Tax Digital being gradually introduced for SMBs, it presents opportunities for resellers to create new revenue streams with data capture and workflow automation solutions, says Andrew Graham, channel development manager at PFU (EMEA).
Making Tax Digital (MTD) is often framed as a regulatory burden for small businesses. For the channel, however, it represents something far more significant: a structural shift in how financial data is captured, processed and submitted. For resellers, MSPs and office equipment dealers, MTD is not just another compliance story. It is a sustained commercial tailwind that is creating new opportunities around capture, workflow and recurring revenue. The MTD tailwind is real As HMRC mandates digital record keeping, thousands of SMBs and accounting practices are being forced to rethink how information enters their systems. Manual data entry, paper-heavy processes and the traditional ‘bag of
changed is the tolerance for inefficiency and error. This is where the channel has a clear opportunity. Desktop capture solutions are no longer peripheral hardware. They are the gateway to compliance. In an environment where traditional hardware margins are under pressure and print volumes fluctuate, capture-led solutions offer a route to higher-value, service-aligned revenue. Beyond print: capture and workflow take centre stage While print remains important, the real growth conversation is shifting toward intelligent capture and workflow automation. The discussion with customers changes from ‘Would you like a scanner?’ to ‘How are you ensuring MTD compliance efficiently and accurately?’ Manual entry creates transposed digits, missed VAT fields and unnecessary risk. Automated capture, combined with zonal OCR and metadata extraction, enables right-first-time data and reduces the risk of compliance errors. For the channel, this is the strategic pivot. Moving from selling devices to delivering outcomes.
Andrew Graham channel development manager
pfu.ricoh.com/global
receipts’ model simply do not scale in a world of real-time digital submissions. Every digital tax
return still starts with a physical document such as a receipt, invoice or delivery note. What has
48
Powered by FlippingBook