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PCRmag


TheEditor A


Channel momentum builds


n evolving channel landscape is testing partners at every level, not least because customer expectations are changing so quickly. Royal Mail’s latest assessment that the UK is lagging Europe on


out-of-home delivery highlights the pressure retailers face to keep last-mile operations tight. As Bixolon’s Dominik Pratz notes in this issue, the final handoff is becoming a decisive trust point that directly affects loyalty and long-term revenue.


Resellers are navigating a different path. Organisations are prioritising deep vertical


knowledge, and Marcin Pichur argues that partners able to integrate, advise and support over extended lifecycles are securing the highest-value opportunities. MSPs, meanwhile, are confronting hidden weaknesses. Daniel Welling warns that many providers overestimate profitability, while Scott Mann points to the rising complexity of VMware-to-alternative migrations for UK SMBs.


Education and remote working continue to evolve. Canon’s Luigi Bertino sees digital


transformation as an untapped opportunity for schools, and Pulsant’s Steve Spittal cautions that cloud-first recovery strategies are not always aligned with where workloads now reside.


Across AI, data and telecomms, confidence, sovereignty and resilience are becoming


commercial priorities. Interviews with Lenovo, HP and Ricoh Unity show partners shifting towards outcome-led solutions, stronger engagement and more collaborative ecosystems as the channel enters its next phase of growth.


ISSN: 1742-8440 Copyright 2026


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All contents © 2026 Datateam Business Media Ltd. or published under licence. All rights reserved. No part of this magazine may be used, stored, transmitted or reproduced in any way without the prior written permission of the publisher. All information contained in this publication is for information only and is, as far as we are aware, correct at the time of going to press. Datateam Business Media Ltd. cannot accept any responsibility for errors or inaccuracies in such information. You are advised to contact manufacturers and retailers directly with regard to the price of


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These issues, along with interviews with Lenovo, HP, Ricoh Unity, and more, are discussed on these pages, and I hope you find them informative and interesting.


Lynn Sencicle Editor lsencicle@datateam.co.uk Editorial & Advertising: 07793 054021


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