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they currently stand rather than mandating rigid or hasty migrations. To achieve this, vendors must offer complete deployment choice across on-premise, hybrid, and cloud-native frameworks, giving businesses full autonomy over their migration timeline while ensuring stringent zero trust data sovereignty controls. From a commercial standpoint, flexible subscription structures should uncouple software licensing from physical hardware refresh cycles, empowering organisations to reallocate active licenses between on-premise and public cloud environments mid-contract without incurring financial penalties. Ultimately, by managing underlying operating system changes and driver maintenance behind the scenes, vendors ensure that print operations stay secure, dependable and entirely seamless for end-users. Rachel Pollard: I think vendors have got quite a big role to play in this. There is so much information for customers to understand, and sometimes they don’t even know what questions to ask. Vendors need to give the dealer channel the information and the support we need so we can explain things properly to customers. Training us is really important, but so is having somebody there, from the vendor, when we need help with an installation, or when something doesn’t quite go to plan. Paul Kamlesh: Manufacturers and vendors do need to support the customer and the dealer properly. If you’re moving someone to a new system, you need to know there’s someone there to help if you run into a problem. We already get exceptional support from the manufacturers, and that gives us confidence. We then pass that confidence on to the customer. Nobody wants to be told, ‘That’s your problem now,’ after they’ve bought something. We still work with the belief that people buy from people, whether that’s Copybox working with the manufacturers or our customers working with us.
vendors should focus on removing complexity from cloud adoption and acting as a trusted partner through the deployment and beyond. Whether a customer is taking their first steps towards a more cloud-based environment or looking to transition to a new supplier, it is important that suppliers guide the process and provide clear, reliable information throughout. To do this effectively, partners need access to up‑to‑date resources and support from vendors, enabling them to deliver the highest level of service and ensure smooth implementation. For example, Kyocera partners benefit from access to a dedicated partner portal, with access to Kyocera experts that provide the resources they need to support customers at every stage of their journey. Ultimately, the role of a vendor like Kyocera is to simplify the transition, minimise risk and help customers maximise the long-term value of their cloud investment with tailored migration planning, user adoption support, security guidance and ongoing optimisation. Andy Johnson: Moving to the cloud is no longer a question of if, but how. Vendors need to go beyond providing technology and help customers navigate the entire journey, from assessment and migration through to security, user adoption and ongoing optimisation. The channel is often the trusted adviser, so vendors that invest in partner enablement, training and strong technical support make it easier for partners to deliver successful outcomes. Ultimately, customers want a low‑risk path to the cloud, and vendors have a major role in providing the tools, expertise and confidence to get them there. Stuart Brookes: Vendors play a critical role as strategic guides during cloud transitions, helping organisations demystify evolving IT environments and eliminate technical complexity. This begins with a supportive, incremental roadmap that meets customers where
Stuart Miller
Mark Asbridge
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