MFPS
sector, including emerging technologies, client preferences and security threats. “This allows you to offer relevant solutions and insights to your clients,” he says. “By effectively communicating these qualities and tailoring their approach to individual client needs, you can maximise your selling opportunities for MFPs and establish yourself as trusted advisors in the print/ document management landscape.” Russell adds that resellers can maximise their selling opportunities for MFPs by tailoring value propositions for each customer. “Highlight how MFPs can specifically address their unique challenges and help to achieve their business objectives,” he says. “To do this, resellers must move away from the ‘copier’ mentality and instead position MFPs as comprehensive solutions that connect, enable and empower the modern office environment. “Resellers should focus on adopting a consultative selling approach. This will involve identifying customer requirements beyond basic printing needs and delving deeper into their customer workflows. Resellers should identify aspects like scanning workflows, understanding document destination, accessibility requirements and frequency of use. Additionally, compliance considerations are essential, ensuring scanning workflows adhere to relevant legislation.” Future The future for the MFP sector looks bright, with the promise of further innovations in the machines to come. “There will always be a need for print and MFPs are already at a stage technologically where they are integrating with cloud services, enhancing accessibility and facilitating collaboration among users,” says Deyon. Deyon adds that manufacturers will strive to develop more energy-efficient devices, use eco-friendly materials, and implement recycling programmes to reduce further the environmental impact of their products. There will also be a focus on security. “As manufacturers we will focus on enhancing the security features of our devices as security threats are ever evolving,” he says. “We could see AI and machine learning technologies play a significant role in the future of MFPs to automate tasks, improve document management processes and enhance the overall user experience.” James adds that AI-powered features like intelligent document routing, self-diagnostics,
and predictive maintenance could help to optimise MFP performance and user experience. Continued growth The MFP sector is expected to see continued growth, driven by several factors, adds James. “There will be increasing demand for efficient document management solutions: businesses will continue to require efficient ways to print, scan, copy and manage documents, making MFPs a valuable Workplace Assistant platform,” he says. “As client demands shift towards security, connectivity, and cloud integration, MFPs will adapt with advanced features to cater to these needs.” Specific sectors such as SMBs will continue to be key drivers of MFP demand due to the challenges they face in the hybrid working environment in which they operate, he adds. Challenges to face But James warns that the MFP sector will also face challenges, such as competition from alternative printing technologies. “Digital document workflows could potentially impact traditional printing needs,” he says. “Environmental concerns will continue to influence purchasing decisions, so we need to develop eco-friendly MFPs with features like lower energy consumption and recyclable components etc. “Overall, the MFP sector is expected to adapt and evolve to meet the changing needs of businesses and clients. Xerox is focusing on security, sustainability, productivity and user experience to ensure the continued relevance and growth of this market in the future.”
Digital potentially impact traditional printing needs. “ ” document workflows could
Deyon Antoine product marketing manager
toshibatec.co.uk
printinthechannel.co.uk
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