As yet another year draws to a close, key industry players share their thoughts on what 2025 will hold for the print and IT sectors
Steve Holmes, Head of Global Sales & Channels/EMEA GM, PaperCut:
The economy appeared to be more stable in 2024 compared to the last two years, which gave businesses the confidence to gradually unlock budget and invest in IT again.
A likely driver for investment in the early part of the new year, are promising predictions from independent organisations like IDC. It indicates that, in 2025, 60% of print infrastructure within mid-to-large organisations will be either fully or partially hosted in the cloud. While this presents resellers with an opportunity to work with their customers to prepare them for a cloud-based future, for some resellers this is also an ideal moment to look closely at their business model and skill set to ensure that they are equipped and ready to take their customers on their cloud journey.
In line with that, we also expect to see the continued adoption of cloud print management solutions. We’re seeing more uptake month on month as existing leases end, and workplaces explore new cloud print management solutions.
Interest in AI was of course a driver for investment this year, as organisations consider both what role it can play in their business and whether they have the technology strategy and infrastructure to support its deployment. From a print perspective, I think that next year we’ll see AI deployed more broadly across the whole print ecosystem, from device to MSP offerings and everything else in between. With AI being so multi‑faceted, it’ll be interesting to observe how channel partners deploy it too, from using it to optimise the customer experience to helping with their own internal DE&I and ESG goals.
From a security perspective, we hope that the growing awareness of workplace print environments as possible attack vectors will see IT teams quick to update hardware and software patches, in line with the ongoing efforts made by the print sector to keep its solutions robust and protected from attacks by bad actors.
Sustainability will be front‑of mind, too. I anticipate a shift in the perception of print; rather than it being deemed ‘bad’ for the environment, we’ll see responsible, intelligent print as a positive force for sustainable good, through services like energy efficiency dashboards that show CO2 saved, and the number of trees planted relative to print output and so on. In parallel, we expect that the print industry ecosystem will form closer alliances with independent bodies to understand where and how they need to work together to plug any sustainability gaps throughout the document and device lifecycle.
Finally, Microsoft’s new Windows Protected Print (WPP) mode will likely cause consternation in workplaces around the world. It’s extremely important that the print industry works together to provide customers with a clear pathway to adoption. It’s likely that many workplaces will switch to WPP without realising the impact, so plenty of education is required through 2025 to make the transition smooth.
https://www.papercut.com/
Phil Madders, Managing Director, PAE Business:
Well, 2024 was a weird one. It almost got going but never really kicked off or reached the critical mass that I expected in terms of trends and development.
I should have predicted a new government in the UK but forgot there was an election due. It is going to have impact in 2025 as the tax payable on company disposals is increasing. This will impact entrepreneurs and may bring forward some plans to sell their companies, which given said entrepreneurs are the backbone of our channel will in turn affect our channel. Therefore, an obvious prediction is more consolidation as there will be a flurry of activity related to sales of companies to save the tax before the April deadline.
So, what will the trends an developments be for 2025? Perish the thought but if some consulting type was standing in front of a room of me and some eager execs with a fist full of Post-it notes asking what the main themes for 2025 would be, then among the words being enthusiastically offered up which would attract my attention would be: cloud, connectivity, AI, smart equipment, sustainability, digitisation, data analytics, transformation and security – what does this mean for the channel in 2025?
Connectivity is increasingly a table stakes issue, any application offered by the channel will need to connect to other systems. A quick glance at the DocuWare platform shows connectors for multiple platforms and applications all designed to remove the manual tasks that add no value to an organisation and have negative impact on the people having to carry them out. Our CPQ (Configure, Price, Quote) platform CloudQuote is great as a standalone product but join it to the ERP platform and you carve out duplication, doublehanding, inconsistency, and ramp up efficiency and productivity. These are the outcomes our customers are looking for and if you can provide them, you will win the business.
Significantly these connectors are using low code or no code to simplify integration.
In 2024, AI started to creep in, but it is still early in the journey and in terms of the impact in the channel just out of kindergarten and heading to reception. However, it is going to continue to develop in 2025 and become integrated at an equipment level – so called smart equipment, offering data on usage, supplies, and self-diagnostics to reduce downtime and increase productivity. We will use AI to analyse the data generated by the systems used to manage our customers, whether is PaperCut or CloudQuote. It will become the norm for applications to integrate AI into the reporting engine and the inner workings of the product itself.
Sustainability and net zero will be a business imperative as companies set challenging carbon reduction targets. Devices manufactured using recycled material, and using less energy with a lower carbon footprint will be more in demand as will sustainability credentials through an Energy Star or EPEAT Accreditation (at the time of writing there were only 47 MFDs listed on the EPEAT website and all were Xerox). It will be interesting to compare this next year.
Security will be front and centre for every organisation. Faced with the daily drudge of phishing, spam texts, and sophisticated frauds enhanced using AI, and the potential penalties for not protecting data, our customers will protect themselves. Security and encryption will be a key feature for devices and applications on offer to them and without these they will be looking elsewhere for their suppliers.
In summary I would predict that 2025 will be a year of transformation for the channel, with a more secure, connected, and sustainable workspace. I have no doubt that the channel will rise to the challenge and 2025 will be a good year for us all.
https://paebusiness.com/
Daniel Maddox, Owner, Evolve Document Solutions:
Subscription models are the future. More businesses are opting for subscription based and pay-per-use models for their printers and copiers. We’ve seen a 25% increase in demand for these models in the education sector alone over the past year. With so many organisations aiming to be more agile, it makes sense – predictable monthly costs and access to the latest tech without the hefty initial investment.
We predict that around 40-50% of UK companies will be considering subscription models to manage their IT and print needs. Everything is moving towards flexibility and service, and this trend is here to stay.
Our document management software, Agility, is a great example of how we can meet that demand. With Agility, there’s no contractual obligation. This allows clients to scan and retrieve all their documents worldwide, backed up by the AWS platform.
Admittedly, it’s a bit more challenging to do that with managed print services. There’s the upfront cost of the device to think about. But by keeping copier lease and service agreements separate, we can create pricing models that suit our customers and our business model.
Sustainability will set us apart. Clients want greener options, and it’s not just talk – it’s a real demand. We’ve seen schools and professional services firms increasingly ask for energy-efficient devices and recycled consumables. We see over 60% of our clients are now actively seeking to reduce their environmental footprint, and print is part of that equation.
The UK government’s push for net zero by 2050 is also driving this change, and businesses are keen to align their practices with these goals. Resellers who offer energy-efficient devices, carbon offset programmes, and refurbishing options are the ones who’ll stand out. Refurbishing devices and giving them a second life is something we’ve been doing more of, and it’s making a real difference.
Hybrid working changes the game for print. Hybrid working isn’t going anywhere. That means print needs to adapt. We’re seeing more demand for smaller, versatile printers that work both at home and in the office. In the professional services sector, having seamless cloud-managed print solutions has become a must.
No one wants the headache of juggling different systems, and the focus on cloud security is greater than ever. According to recent data, more than half of UK employees are now working in a hybrid model, which means secure, cloud-enabled remote printing solutions are in higher demand than ever. If we make cloud printing secure and straightforward, we’re well-positioned to help businesses thrive in this new landscape.
IT services and document management. The days of just selling printers are behind us. More print resellers are moving into IT services and document management. In the education sector, for example, we’re seeing increased demand for integrated IT support and secure document workflows.
Businesses want integrated solutions – if we can offer IT support, secure cloud storage, and efficient document workflows alongside traditional print services, we’re not just resellers anymore – we’re partners in their digital journey.
We see around 40-50% of clients looking to consolidate their IT and print services under a single provider. This is consistent with national data on the same subject of streamlining costs and improving efficiency.
We are outstanding in the managed print services field. But, like other small businesses, we know we can’t be everything to everybody. This offers a great opportunity for collaboration. Like Evolve, we predict other providers of similar size will also see the value in alliances with local IT businesses that share the same values in transparency and support.
Creating additional revenue streams through collaboration will help businesses to create more value and become more resilient in the process. It’s definitely a big part of Evolve’s plans.
www.evolvedocumentsolutions.co.uk
Ian McIntyre, Sales Director, PCL Direct:
Security is already a major focus in the industry and, with more ways in which security can be compromised, these days, we think it will continue to be a concern for everyone, in and outside the industry, as a result of evolving technology and increased compliance. We predict that security will stay high on the industry’s agenda, next year, especially in managed print services, as digital technology and print workflows merge, opening up more opportunities for threats to find their way into.
We believe the role of the remanufacturing industry will become even more important in the UK and Europe for those looking to achieve net zero goals. Unfortunately, and in my opinion, the digital print industry does not completely embrace this concept, at all, at the moment. There are many businesses who still continue to support the manufacture and the use of products which do not comply with net zero goals or aims. For example, non-recyclable ink and laser cartridges that could, and should, be remanufactured instead.
AI has a place in manufacturing and remanufacturing but, currently, it’s a matter of taking time to see where AI could be of use. PCL Direct expects that in the future, AI will help to make the industry more efficient and adaptable, and, probably, it will become a large part of the R&D process and data-driven decisions that PCL Direct are very active in.
Our experience is that spending patterns have been changing for some time, now, with MPS being a key enabler to helping end-users integrate print and digital workflows. Priorities seem to be changing for most companies, and, with the economic climate, across the UK, in a state of flux, there could be a few more changes to come before we see things settling down next year.
Decline in print is inevitable with a more paperless approach, due to more digital technology, on the increase, and we have seen this with the increase in the use of smart devices in the education sector replacing paper-based tasks. This will continue to have an impact on print demand in the future. In the public sector, more employees now work from multiple PC monitor screens, and this reduces the need for the MFP in an open office environment, driving print volumes down in businesses.
There are fewer but faster machines being installed, with more sophisticated applications, which creates a secure infrastructure. PCL Direct expects this shift towards digital solutions will continue impacting print demand in the future.
https://pcl-direct.com
Richard King, Channel Partner Manager (UK & Nordics), iTS:
Having spent many years in the print industry, I’ve witnessed significant evolution, but now more than ever, it feels as though we are on the precipice of finally leaving the paper world and entering the digital world for good. Organisations are rapidly advancing their digital transformation efforts as customers increasingly demand and embrace digital experiences. This shift compels print industry leaders to urgently rethink their business models to adapt to this digital convergence.
Of course, this transition has been accelerated due to expectations from modern and flexible hybrid workforces, improved sustainability measures, the availability of AI, plus, easy access to cloud services. But all of this comes with challenges and complications such as heightened security requirements and the need for upskilling among print professionals. Intelligent Document Processing (IDP) is no longer just a value-add or differentiator, it has become an essential expectation across all sectors.
The launch of Microsoft Windows Protected Print Mode (WPP) also marks one of the most significant changes to printing in 20 years. These changes will have an impact on all organisations but offer a massive opportunity for trusted print professionals to navigate customers through these unchartered waters. For those that embrace these changes there could not be a more exciting time to be part of the print industry.
www.printandcopycontrol.com
Daniel Gilbert, Managing Director, Key Digital:
Within all sectors, I think we’ll see continued shifts driven by customer demands to streamline and enhance operations to be more efficient. After several years of turbulence, businesses have now realigned their medium- to long-term goals and are looking at the best ways to achieve them.
Cutting wastage, of both resources and operational inefficiencies, has to be prioritised in order for goals to be reached. As a managed service provider, we help our customers understand and reduce print waste by identifying patterns, advising on digitisation solutions and digital workflows to automate repetitive, manual tasks. The ‘digital shift’ will continue as more industry-specific and niche applications are developed and integrated into devices.
Flexible financial solutions for hardware and services will provide greater options as WFH and hybrid working models look to remain. The ongoing consolidation of print fleets will see more customers reducing hardware footprints and increasing software spend to improve staff productivity. This shift is in part a response to budget constraints and the goal to manage environmental impact by minimising device redundancy.
There is a growing preference for customers wanting to extend contracts and retain existing equipment longer rather than investing in entirely new fleets. We can more easily upgrade older devices through software updates, and our maintenance reporting platform lets us know the most appropriate devices to retain. Leaving equipment in place also provides a level of familiarity to end-users, again giving further efficiency in workgroups, a reduction in cost and reduced environmental impact. By optimising device deployment based on actual user needs and adjusting fleet composition, we can help clients eliminate unnecessary waste and become more efficient.
Whilst most conversations are geared around efficiency and cost, there is growing interest in environmental impact, particularly at a corporate level. Customers are frequently demanding environmental and security accreditations as part of their supplier due diligence; this, along with more environmentally sound equipment and service solutions, is becoming an increasingly important part of the procurement process.
https://key-digital.co.uk
Andy Muskett, Director UK Channel Partners, Xerox:
We expect growth in certain segments of the print market in 2025. Print will continue to evolve, and demand for additional services will grow beyond traditional MPS.
A robust sustainability strategy will also become imperative, driven by the growing demand for ESG compliance. Companies will be expected to offer sustainable products and demonstrate a genuine commitment to reducing their environmental footprint.
Artificial Intelligence will further revolutionise the industry, enabling businesses to achieve unprecedented efficiency and customisation in their print services. AI‑driven analytics and automation will allow for more precise and personalised printing solutions, enhancing overall client satisfaction.
Moreover, print-centric partners must prioritise a deep understanding of their clients’ evolving needs. A client centric approach will be key to maintaining relevance and delivering value in a competitive market.
The trajectory towards digital transformation will see partners continue to diversify their offerings. Integrating digital tools, cloud-based solutions, and innovative technologies will be essential for staying ahead in the print market in 2025. Embracing these changes will not only meet but exceed client expectations, ensuring sustained growth and success.
www.xerox.co.uk
Steve Pearce, Group Head of Marketing, Kyocera:
Zero trust. The traditional approach to print security is no longer sufficient in today’s evolving threat landscape. The growing sophistication of cyberattacks means a zero trust security model for print devices is essential in 2025. This involves treating every device as an endpoint that could potentially be exploited by cybercriminals and implementing stringent security measures to ensure the integrity of their print infrastructure. These should include airtight security policies, intrinsic security features in all devices, and additional endpoint detection and response tools.
Cloud-first. Cloud-based services have become dominant across many industries, as well as in our personal lives with the popularity of streaming services. Print-related software, however, has been a late adopter of the cloud, with major growth only seen relatively recently – our cloud-native Kyocera Cloud Print and Scan (KCPS) is a successful example.
We predict that 2025 will see cloud first approaches continue to become more popular, with cloud-native print capabilities gaining traction due to their scalability, flexibility and security benefits.
Sustainable growth. Sustainability has become a critical concern for businesses and consumers alike, and we should all be proud of the work done so far. We have seen many channel partners adopt a greener focus and offer some excellent initiatives to limit the environmental impact of print devices.
In 2025, we see our industry building this momentum further, with buyers and users further seeing the value of ESG initiatives such as using eco-friendly materials, optimising energy consumption, and implementing recycling programmes. Print manufacturers and channel partners will play a leading role here, helping make sustainability a de facto focus for more businesses, and benefiting our environment both now and in the future.
Transformational change. The print industry is undergoing a period of significant transformation, driven by technological advancements and changing market dynamics. To stay competitive, businesses must embrace innovation and adapt to new trends, including investing in emerging technologies such as AI and IoT to enhance print capabilities and build new value propositions. Additionally, fostering a diverse and inclusive workplace is essential to encourage further innovation and ensure the industry reflects the changing demographics of its customer base.
We believe that our industry is one of the best at selling services in the world. With that in mind, we are confident that partners will rise to this challenge in 2025, demonstrating the entrepreneurial spirit that they have always shown. New products and services will come to the fore, allowing further growth and success.
Commercial thinking. Despite digital transformation, print volumes and device sales are increasing, meaning print remains a vital business function. According to The Insight Partners, the digital commercial inkjet printing market is expected to grow at a CAGR of 5.3% between 2024 and 2030, driven by growing demand for high-quality, high‑volume print capabilities.
Channel partners can capitalise on this opportunity by offering specialised inkjet devices, such as our TASKalfa 15000c, alongside expert guidance to customers and a continued emphasis on building strong relationships. The print volumes in this area compared to office print are huge, meaning there is major potential for dealers to thrive in 2025, in what is a growing market segment.
www.kyoceradocumentsolutions.co.uk