DIGITAL TRANSFORMATION
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“Sell the benefits, not the features, and make these tangible. It’s also sensible to adopt a phased approach, perhaps selecting a relatively simple workflow initially and, as confidence builds, expanding the solution into other areas of the business.” David adds that cost concerns, limited in-house IT expertise and fear of disruption remain major hurdles. “This is where resellers can shine – by offering tailored, scalable solutions, demonstrating ROI clearly and providing ongoing technical support,” he says. “Cloud-based platforms with flexible pricing models and low setup costs make it easier for SMBs to take the leap.” Greig adds that it is important to note that digital transformation isn’t one-size-fits-all. “Every business is on its own journey, and while some are already embracing full cloud integration, others are moving more gradually,” he says. “That’s why resellers play a vital role, working closely with customers to understand their unique needs and building tailored solutions. “Brother Cloud Solutions – integrated with Tungsten Automation’s AutoStore and Printix – enable employees to securely scan, access and share documents from any location, helping businesses to stay connected and productive. With these tools, resellers can support customers in navigating change with confidence.” Future growth There will continue to be opportunities in digital transformation in the coming years as more businesses digitalise more processes. “Undoubtedly, the volume of physical documents will decline in the coming years,” says Ian. “However, there will still be a demand to streamline processes via digital transformation. We are working hard to support our resellers, providing them with new services they can resell, and allowing them to replace the recurring
revenues lost due to the decline of paper-based workflows. “Many digital transformation projects are now adopting a volume-based billing model, where the client is invoiced per image processed or amount of data extracted, regardless of the format of the original, i.e. born digital or paper- based origin.” David adds that the digital transformation opportunity won’t fade – it will evolve. “While many businesses have made initial strides, the future lies in continuous upgrades, smarter AI integration and more refined workflow automation,” he says. “Solutions like DocuWare’s new Workflow Designer and Intelligent Insights chatbot show that innovation isn’t slowing down. Resellers should position themselves not just as tech providers but as long-term strategic partners, helping customers adapt, upgrade and scale over time. “For SMBs, digital transformation is a journey, not a destination. And, with the right tools and advice, it can be a remarkably smooth and rewarding one.” Greig says the opportunity for resellers is only growing. “As small businesses continue to upgrade and evolve, technologies that improve agility – like cloud-based scanning and workflow automation – will remain in high demand,” he says. “The role of the reseller will be to help businesses stay ahead of the curve and build smarter, more secure infrastructure for the future.”
Greig Millar chief revenue officer
brother.co.uk
“
Every business is on its own
journey, and while some are already embracing full cloud integration, others are moving more gradually... ...That’s why resellers play a vital role, working closely with customers to understand their unique needs and building tailored solutions.
”
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