In this episode of Quocirca’s In the Spotlight video podcast series, Phil Carter, Director of IoT and Managed Services at Lexmark talks to Louella Fernandes about the company’s dynamic expansion into the IoT market.

Key topics include:

• The importance of focusing on outcomes and deriving true business value when planning IoT projects

• The synergies between MPS management and IoT fleet management

• The use of AI and ML to refine IoT device management

• Key target markets for Lexmark’s Optra IoT platform

For more about Lexmark and its IoT offerings, visit: https://www.lexmark.com/en_us/solutions/optra-iot-platform.html

Quocirca talks to Chris Marshall, European Director of Business Printing & Solutions, Brother International Europe to discover how it is working with its channel to help SMBs meet distributed print needs and deploy powerful working from home solutions.

We discuss the importance of management solutions for distributed print devices and the scope for Brother channel partners to build out their offerings, as well as the opportunity for A4 devices as businesses move away from a centralised A3-based model.

Topics covered include:

• The impact of COVID-19 on the SMB market

• Demand for distributed print solutions

• Brother’s support for its channel partners on the journey to MPS and value-led sales

• Returning to the office, hybrid working, and the impact on print volumes

• Brother’s sustainability approach

• Predictions for 2022

To find out more about Brother International Europe, visit https://www.brother.eu/en

Topics include:

• The impact of the pandemic on SMBs' digital transformation

• How SMBs are streamlining paper-based, manual processes with automation

• How Xerox is making RPA accessible to SMBs with its RPA solution

• How Xerox has strengthened its Managed IT Services capabilities which includes a dedicated Virtual CIO

• Xerox’s strategic approach to innovation

• Joanne’s predictions for the industry in 2022

Topics covered also include:

- Epson’s PrecisionCore technology and its benefits

- Epson’s view on HP’s decision to discontinue PageWide A3 and A4 office portfolio products

- How the company is supporting channel partners to lead with sustainability messages

- The impact of the shift to hybrid working on fleet distribution and management

- The effect of changing procurement models

- Epson’s brand partnership with Usain Bolt

- Plans for 2022 and the trends that will influence the market

For more information about Epson’s business inkjet technology visit https://www.epson.co.uk/heat-free-technology

Topics include:

• How Kofax defines digital transformation in the context of print and capture

• The challenges and opportunities for businesses as they automate key processes

• The advantages of intelligent automation: reducing security risk and improving compliance

• How Kofax is supporting the channel to develop software-based competence

• The Printix acquisition and Kofax’s channel strategy to seize the cloud print opportunity

• Predictions of trends in the print & capture and wider AI and automation market for 2022

For more information about Kofax, visit https://www.kofax.com/

As the issue of climate change grows increasingly urgent, sustainability is becoming a key factor in procurement decisions for customers of all sizes. The podcast explores how print devices and business models can evolve to support net zero ambitions and how to drive sustainability in the new hybrid workplace. It also looks at how MPS providers can integrate environmental messaging in their go-to-market strategy. Topics include:

• People, Planet & Community – the three pillars of HP’s sustainable impact strategy

• The push towards product lifecycle circularity

• How business models can become more sustainable

• How to improve sustainability in the hybrid workplace

• How HP is helping partners engage with sustainability opportunities through Amplify Impact

• The environmental rationale behind the decision to retire the PageWide office inkjet range

• Predictions for security and sustainability in 2022

For more information about HP’s sustainability strategy, visit: https://www.hp.com/uk-en/hp-information/sustainable-impact.html

As small and medium-sized businesses adapt to new hybrid working demands, the podcast examines how customer-centricity is critical for companies aiming to win SMB clients. It explores the evolving demand for IT services, how traditional managed print service providers should adapt, and what the future holds. Topics include:

• How Konica Minolta has approached the transition to IT service delivery and its strategy in Europe

• Key SMB priorities for IT services

• How to build a customer-centric culture and shift from product-out to customer-in strategy

• How to incorporate security services into MPS provider offerings

• Actionable recommendations for MPS providers who are moving into IT service provision

• Predictions for the coming year

For more information about Konica Minolta All Covered please visit: https://www.allcovered.com/

Key highlights of the podcast include:

- Konica Minolta’s strategy in the digital workplace

- How Konica Minolta and its channel partners are helping customers adapt to the hybrid work

environment

- The rise of cloud print adoption and how Konica Minolta is addressing this demand

- Konica Minolta’s strategic alliances beyond printing

For more information about Konica Minolta, visit www.konicaminolta.co.uk

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Key highlights of the podcast include:

- Cloud printing and its role as an enabler of Zero Trust principles

- Ezeep's product strategy and vision

- Opportunities and challenges in the print channel

For more information about Ezeep, visit www.ezeep.com

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Key highlights of the podcast include:

- How cloud printing and capture has evolved in the past year

- MyQ’s Smart Digitial Workplace Assistant

- MyQ’s focus on workplace productivity

- Opportunities and challenges in the cloud print market

For more information about MyQ, visit www.myq-solution.com/

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Key highlights of the podcast include:

• The evolution of traditional print looking at key market trends, including cloud, security, home printing and analytics

• How MPS Monitor’s platform utilizes a DCA model and how this approach compares to the appliance approach

• MPS Monitor’s key customer based and the type of customers they serve

• MPS Monitor’s integration with Okta and how MFA/ Identity management works in the print management environment

• Challenges and opportunities in the print channel and what’s next for MPS Monitor

For more information about MPS Monitor, visit www.mpsmonitor.co.uk

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Key highlights of the podcast include:

• Applying consumer subscription models from the media industry to the B2B print world

• How the B2B2C model is transforming the user experience

• Guiding online user choices for smart printing through ‘Nudge theory’

• Driving solutions-centric rather than hardware-centric sales

• The benefits of collaborative partnerships, innovation, standardisation and openness

For more information about directprint.io, visit directprint.io

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Key highlights of the podcast include:

• Kyocera’s strategy in the US and how it compares to Europe

• Kyocera’s approach to Environmental, Social and Governance concerns (ESG) in the current climate

• The impact of print volume decline on the channel and how Kyocera is supporting its partners

• The shift to ecommerce, subscription models and cloud offerings

• Kyocera’s plans for organic growth and partnerships with IT service providers

• What’s next for the print industry and Kyocera

For more information on Kyocera Document Solutions, visit www.kyoceradocumentsolutions.us

Key discussion points include:

• How Process Fusion evolved from the merger of UniPrint and CapturePoint

• The role of print and capture in digital transformation

• Simplifying print and document capture processes

• The Process Fusion 360 Platform

• Augmenting sales channels through Azure Marketplace

• What’s next for the print industry?

For more information on Process Fusion visit www.processfusion.com

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The conversation focuses on opportunities around cloud workflow and how Y Soft’s approach combines both edge appliance and its traditional SafeQ product.

Discussion highlights include:

• Cloud print adoption and challenges in today’s Work from Anywhere environment

• Y Soft’s strategy around its OMNI Bridge platform and key customer benefits

• The difference between SMB and enterprise requirements in terms of cloud printing and workflow needs

• Examples of how Y Soft has helped customers transition to the cloud and the business outcomes achieved

• Anthony’s views on disruptive technologies and what’s next in the cloud printing space

• What’s next for Y Soft?

For more information on Y Soft, visit www.ysoft.com/en

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In the podcast, they discuss cloud-native printing in the modern workplace, examining how the cloud can help organisations deliver a print infrastructure that adapts to various office and remote worker needs across a wide range of businesses.

Specifically, Louella and Hugo discuss how Printix has taken a very different approach in the market, targeting the cloud MSP channel.

Key discussion points include:

• How and why Printix was established

• How Printix's experience with Danish customers has shaped the company's strategy

• Challenges working with channel partners across the cloud and print markets

• How Printix is focused on the MSP channel

• Opportunities around home printing and how the Printix platform supports the need for organisations to deliver secure (and trackable) home printing for remote users

• Customer examples of how Printix is being deployed across different public cloud environments (e.g. Azure and GCP)

• What's next for Printix and how the cloud print market is evolving

For more information about Printix, visit www.printix.net

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Key discussion points include:

• Changes and challenges in the print market in regards to cloud adoption in the print channel and the impact on security

• Perceptions and considerations around cloud print security in the hybrid workplace

• Customer examples of how Everyone Print has worked with organisations with stringent security requirements

• How businesses are addressing Zero Trust security models with cloud printing

• Analytics, print volume trends and what's next for the industry

For more information about Everyone Print, visit www.everyoneprint.com

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Louella and Alex discuss how Westcoast has performed over the past year, distribution excellence in the changing market, and opportunities for resellers to become true MSPs.

Key topics covered include:

• How agility has proven to be key to Westcoast’s success, helping the company grow by 25% over the past year, shifting 4 million devices

• Alex’s view on the commercial print market and how Westcoast will form a ‘centre of gravity between vendors and partners as the market adapts over the coming year

• How Westcoast applies a ‘narrow and deep’ philosophy to vendor partnerships to ensure high service quality and a strong customer-centric approach

• Thoughts on the Tech Data/Synnex merger and market consolidation impacts on Westcoast and the distribution market

• The concept of value-added distribution and why resellers must become MSPs

• Home printing and supply chain challenges and the ongoing trend to upgrade home printers

• How Westcoast is supporting sustainability across its business

• The role distribution plays in the Cloud and the success of the Westcoast Cloud business, which will generate £100 million of services in 2021

• The future outlook for Westcoast in supporting growth in the UK technology market

For more information about Westcoast, visit www.westcoast.co.uk

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In the podcast they discuss:

• How the pandemic has affected the sustainability agenda • How sustainability is embedded in Epson’s 70-year heritage • How the pandemic has accelerated Epson’s sustainability roadmap • The key Epson technologies that are built with sustainability in mind • How technology can help businesses improve their sustainability credentials • How Epson is helping its channel partners to include sustainability in their customer engagements

For more information about Epson, visit: www.epson.eu

Shivaun is one of HP’s leading security experts and, for over a decade, has defined the cybersecurity strategy for HP’s printing and imaging business.

In this podcast they discuss security challenges and opportunities in the hybrid workplace, and the strategies that HP has undertaken to help organisations mitigate print security risks.

Key discussion points in the podcast include:

• How remote working is impacting the threat landscape

• What this means for the print infrastructure

• The implications of Zero Trust security and need for Identity Access Management

• How HP is applying machine learning and AI to print security

• How HP helps its partners elevate the security conversation

• Print security opportunities and trends

For more information about HP, visit www.HP.com

In the podcast, they discuss opportunities around serverless printing and the partnership between AWS and Vasion. PrinterLogic remains a solution under the Vasion brand.

Key discussion points include:

• What is the AWS Digital Workplace Competency and what are the partner benefits?

• What benefits has Vasion gained by leveraging its partnership with AWS and the wider AWS cloud marketplace?

• What are some of the limitations around Universal Print by Microsoft that Vasion addresses with the PrinterLogic platform?

• How important is integration with Identity Access Management platforms such as Okta?

• What are the key considerations when selecting a serverless printing platform?

• What is coming next for the industry?

Watch this episode of Quocirca's In the Spotlight video podcast to discover more about how Vasion and AWS are leveraging their partnership to address the challenges of traditional print infrastructure models with serverless printing.

For more information about Vasion, visit: www.vasion.com

PaperCut provides print management software that helps businesses reduce waste, save paper and consumables, improve document security and encourage responsible printing behaviour.

In this podcast, Louella and Chris examine the evolution of edge mesh technology, the cloud and IoT and how PaperCut is reinventing cloud printing by applying these concepts to its PaperCut Hive platform. Chris provides insight into how edge mesh technology addresses the key requirements that IT departments now have around zero-trust security, particularly relevant in today’s hybrid work environment.

Looking to the future, they discuss the momentum of cloud printing and how print suppliers can take advantage of new opportunities. Chris explains the need for channel partners to take a more consultative approach. He believes that the focus should no longer be on install and configuration but rather on delivering value-added services to help businesses drive more efficient print infrastructure.

Apogee is Europe’s largest multi-brand provider of managed print services, document and process technology and outsource services.

Dom provides insight into HP’s acquisition of Apogee in 2018, which has enabled Apogee to remain an independent subsidiary, complementing HP’s innovation and experience with Apogee’s agility and service delivery capabilities.

Assessing the past 12 months, Dom and Louella address key opportunities and challenges across the channel. Dom provides insight into growth seen in the public sector and the acceleration of cloud services and digital transformation initiatives.

They explore the emergence of the hybrid work environment, risks to the channel supply chain and an ever-increasing focus on security. With sectors such as legal, finance and insurance retaining the need to adhere to strict policies and guidelines, there are clear opportunities for the channel to shift from a traditional Managed Print Services model to a Managed Workplace Services model. This will enable them to address the secure document workflow requirements needs in the new hybrid workplace environment.

Watch the In the Spotlight video podcast to find out more about channel opportunities, challenges and how Apogee has adapted its business to respond to changing customer requirements.

In the podcast, they focus on ‘Reimagining Future Workspaces’ and discuss workplace transformation strategies, particularly in light of the challenges of COVID-19.

With the pandemic having accelerated digital transformation, they explore how Aura’s offerings around workspace innovation is helping MPS providers prepare for the ‘new normal’ of the hybrid work environment.

While this new normal promises increased productivity, greater access to talent, reduced costs, and better employee experiences, Louella and Alpesh agree that remote working can stifle creativity and collaboration.

With this in mind, they explore the shift in focus to reinvigorate the future workspace to enable better collaboration. They also consider opportunities for MPS providers to expand their offerings to support enhanced collaboration tools for today’s distributed workforce. This includes a shift in focus from traditional MPS contracts to broader digital transformation, including workflow, software, digital integration and document management.

They also discuss some of Aura’s more unique solutions around immersive experiences, which has seen an increase in demand. Alpesh also provides insights into the increased demand Aura has seen for workplace consultancy as well as sustainable solutions.

Join the In the Spotlight podcast to find out more about new workspace initiatives and opportunities for the print channel

In the podcast, we examine how data and analytics can help managed print service (MPS) providers move up the value chain and drive increased revenue. We also explore key industry trends, including security, cloud and sustainability, and take a post-pandemic look ahead at the print industry across various industry sectors.

Sharing customer examples, Roger explains how the Intuitive platform helps print manufacturers and their partners deliver in-depth analytic insight into print and digital business processes for their customers. He also discusses how over the course of the pandemic, Intuitive has acquired over 100 new global partners in the last 12 months.

Louella and Roger explore what the return to the office will look like and how Intuitive is supporting industries that need to maintain control and visibility of their data and endpoints in the new hybrid environment. They also discuss the need for increased security and control over home printing, particularly pertinent in industries like social care and financial services.

With analytics providing opportunity to deliver better business outcomes for customers around print and digital business processes, they discuss how this requires a change in mindset for traditional suppliers in the industry.

There is no doubt that if print industry players are serious about post-pandemic recovery and moving up the value chain, they need to reinvent. Join the ‘In The Spotlight’ video podcast to discover the critical role analytics can play in the future success of the channel.

In the podcast, they examine the emergence of the smart connected workplace and how channel organisations can capitalise on its opportunities. They also lift the lid on key trends in the industry and exciting new developments and innovations at Xerox, including 3D printing, sensors, sustainability, multifunction devices, IoT, AR and more. Kicking off the conversation, they focus in on the future of the traditional office and its transformation into a hybrid environment amid the global pandemic. Is speculation over the death of the office exaggerated?

Sharing Xerox customer examples, Mike sheds light on how the company supports organisations with their digital transformation journey across a range of industries. This includes work around digitising analogue processes, automation, and the introduction of multifunctional devices, sensors and apps.

With sustainability high on the agenda, Mike and Louella also take a look at how Xerox is offering expanded services around evaluating the environmental impact of the smart office. They discuss innovation around reducing energy, cleantech, Print Relief and Xerox’s Print Awareness Tool (PAT), which uses gamification features to encourage users to improve their printing behaviour.

It’s clear that embracing innovative technologies will ensure channel partners can differentiate themselves in the print industry and move up the value chain.