This article first appeared in Print in the Channel magazine issue #33.
With the new year already almost a month old, it is a good time to look forward to what the rest of 2026 has in store for the print channel. Here, thought leaders from across the print channel give their opinions on what the year may bring.
While 2025 brought plenty of opportunities in the print channel – with printer fleet refreshes and growing opportunities in workflow management, for instance – there were challenges too with tight budgets for many customers and shifting priorities.
Also in 2025, security issues continued to ascend the list of priorities for business owners, as did sustainability concerns.
While these issues will continue to be priorities, this coming year looks to be an exciting one in the print channel, with the promise of innovation through AI, as well as new products coming on stream to help tempt customers into making investments.
Over the next pages, thought leaders from across the print channel give their opinions on what 2026 may bring to the sector.
Peter Holland, regional sales manager, Northern Europe, Jarltech
RFID labelling is becoming increasingly important as businesses across a range of sectors look for greater visibility, traceability and efficiency throughout the supply chain. At Jarltech, we are seeing growing demand for RFID-enabled solutions as organisations move beyond basic barcode tracking and look for real-time insight into the status and location of goods.
Adoption is particularly strong in sectors such as retail, logistics and warehousing, manufacturing, healthcare and transportation. In retail, RFID is helping to improve inventory accuracy and reduce shrinkage, while in logistics and warehousing it enables faster, more automated handling of goods. Manufacturing customers value RFID for work-in-progress tracking and asset management, and in healthcare it plays a critical role in tracking equipment, consumables and pharmaceuticals safely and accurately.
The benefits of RFID labelling are clear. Unlike traditional barcodes, RFID does not require line-of-sight scanning and can read multiple tags simultaneously, improving speed and accuracy while reducing labour costs. It also provides better data integrity and enables businesses to monitor shipments, assets and inventory in real time, helping them to make operational improvements and reduce errors.
Customers are increasingly demanding RFID labels and printers that are reliable, easy to integrate and scalable. They want printers that can handle RFID and standard label printing, deliver consistent encoding accuracy and integrate seamlessly with existing warehouse management and ERP systems. Durability, ease of use and strong vendor support are also key considerations.
AI is beginning to play a role in RFID development, particularly in optimising print and encoding accuracy, predictive maintenance for printers, and analysing the large volumes of data generated by RFID systems. Over time, this will help customers gain even more value from their RFID investments.
For resellers, it is important to highlight RFID as part of a complete solution rather than a standalone technology. This includes the right printers, labels, software integration and ongoing support. Education is key, as many customers are still early in their RFID journey.
RFID labelling is set to grow rapidly as supply chains become more complex and data driven. As costs continue to fall and technology matures, RFID will become an increasingly standard component of modern logistics and inventory management.
Rick Dove, pre-sales technical specialist, Epson UK
Epson remains optimistic about its prospects in 2026, driven by continued demand for more efficient, reliable and sustainable print solutions such as heat-free inkjet printing. As organisations place greater emphasis on reducing energy consumption and waste, Epson’s inkjet technology continues to become more relevant within managed print services and wider workplace strategies.
Customers are looking for long-term solutions that balance cost control with environmental performance. This creates strong opportunities for technologies and businesses in 2026 that can deliver consistent high-quality output while helping organisations lower power usage and minimise consumables.
One of the key challenges in 2026 will be managing increasing cybersecurity risks, particularly as print environments become more connected and integrated into wider IT infrastructures. Ensuring printers are treated as secure network endpoints will be crucial for vendors and channel partners.
At the same time, businesses will likely face growing pressure to reduce environmental impact while continuing to digitise and automate customer workflows.
Balancing sustainability goals with the need for efficiency and automation will be an ongoing challenge for the print channel as customer expectations continue to evolve.
Stuart Miller, UK&I director of channel partners, Canon
2026 will be a year of evolution for the channel, as print and IT partners continue to redefine their value through services, software and smarter integration. The focus is shifting from short-term transactional sales to more solutions-focused partnerships, creating opportunities for partners that can help customers navigate complex challenges. This evolution supports a more resilient and future-proof business model for the channel.
For the print channel, 2026 will reward partners that can move beyond hardware-led conversations to how AI, automation and connected services can deliver measurable business value. Success will come from partners that prioritise expertise and collaboration for smarter, more sustainable customer experiences.
Elsewhere, security will remain a key focus. Partners will need to prioritise secure information management and compliance-ready workflows. AI will play an increasing role in predicting and preventing breaches through smarter monitoring, authentication and data protection tools.
Alongside this, efficiency and serviceability will become increasingly important, with greater emphasis on data-driven optimisation and modular, upgradable devices that extend product lifecycles and reduce disruption. This will continue to change the role of the engineer, shifting from reactive maintenance towards proactive, insight-led optimisation supported by diagnostics, data and remote services.
Sustainability will also stay high on the agenda. Customers are demanding more visibility into their environmental impact, pushing partners to prove the measurable value of sustainable solutions. From optimising device usage to reducing waste through predictive servicing, AI can help align environmental performance with operational efficiency.
The biggest challenge for businesses in the print channel will be navigating digital transformation at pace while continuing to deliver simplicity and trust for customers. As print increasingly intersects with software, automation, security and data-driven services, partners will need to help customers modernise without adding unnecessary complexity. This is especially critical as organisations juggle cost pressures, compliance requirements and sustainability goals alongside digital ambitions.
The partners that succeed will be those that can translate technology into clear, relevant outcomes. Offering personalised expertise and tailored advice will be essential, ensuring customers receive solutions that genuinely fit their needs rather than generic offerings. Transparency and authenticity throughout the buying journey will remain vital to maintaining trust as solutions become more sophisticated.
At the same time, continued investment in IT, data and AI capabilities will be non-negotiable. Partners must attract and develop talent that can bridge traditional print knowledge with digital skills such as automation, analytics and software integration. Those who fail to invest in people and capabilities risk falling behind as digital transformation becomes a baseline expectation rather than a differentiator.
Marcin Pichur, regional vice president sales, DocuWare
This year, I’m optimistic about the prospects for our business and those who operate in the broader print channel. Despite years of predicted decline, print remains deeply embedded in organisational workflows, particularly in sectors where compliance, auditability and operational certainty are non negotiable. We’re now seeing a real shift in how organisations expect print to function. More integrated, intelligent and connected to the data that drives operations. That creates a significant opportunity for those operating at the intersection of print and digital transformation.
Many of the trends that shaped 2025 will continue, especially the reliance on paper-based processes in environments where digital maturity was expected to be further along. The challenge isn’t the absence of digital tools, but the cultural and regulatory barriers that keep paper central to business operations. This is where intelligent document processing (IDP) will play an increasingly pivotal role in 2026. IDP bridges the gap between entrenched paper workflows and the need for structured, searchable and actionable data. For the print channel, this means every printed or scanned document becomes part of a real time, data rich ecosystem rather than a static record.
Security will also rise sharply on the agenda. As print fleets become more connected and data rich, organisations are demanding stronger controls, automated compliance and real time visibility. IDP strengthens this by ensuring that information captured through print and scan workflows is accurate, auditable and standardised – all critical foundations for any modern security posture.
The biggest challenge for the channel will be overcoming the misconception that digital transformation is a one-off project. Many customers still underestimate the hidden costs of manual document handling, delays, errors, compliance risks and operational blind spots. Those who reposition print as part of a broader intelligence strategy, powered by automation and IDP, will be best placed to succeed.
Ultimately, I believe 2026 will reward those who help customers bridge the gap between entrenched paper workflows and the need for data driven operations. The print channel’s future lies not in the volume of pages produced, but the value of the information those pages contain.
Deyon Antoine, product manager, ToshibaTec
We’re optimistic about Toshiba prospects in 2026, and not despite the decline in traditional print volumes, but because of it. As organisations continue to move away from paper-first processes, we’ve redefined our focus: innovating around services that deliver real business value, not just hardware.
The wider print channel finds itself at a turning point. Service-led models including cloud print management, workflow automation and IDP will define winners. Toshiba’s e‑FOLLOW.cloud SaaS platform underpins this shift, enabling secure, serverless cloud print environments for hybrid teams. In tandem, our e‑BRIDGE family of MFPs integrates natively with back-end systems like CRM and ERP, delivering seamless data capture and secure workflows.
Adjacent growth markets are equally promising. Our A‑BRID-powered industrial barcode and label printers bring smart, PDF-first printing and cloud-managed fleet visibility to logistics, retail and manufacturing, embedding print into mission-critical processes. For Capex-prioritised sectors, we’ve also enabled leasing solutions to unlock access to these platforms during budget uncertainty.
Throughout 2026, major trends will include:
🔥 Deeper adoption of cloud-enabled document services, for automated scanning and archiving
🔥 Continued expansion in barcode labelling, a strong recurring revenue stream driven connectivity, integration and PDF-first print
🔥 AI-powered digitisation, transforming MFPs into intelligent capture and workflow hubs that facilitate end-to-end business processes
🔥 Security and compliance, steered by identity-centric access controls, alongside robust hybrid-cloud options
🔥 An emphasis on sustainability, with a circular-design ethos, longevity and eco-smart toner recycling.
However, this transformation carries challenges; hybrid work, cloud migration and AI-driven expectations raise the bar on security and governance. Shrinking margins in hardware will force vendors to embrace services, automation and sustainability strategies. Success hinges on evolving from device vendors to transformation partners, trusted providers who deliver cloud, security and intelligent workflow outcomes.
In 2026, it won’t be about print it will be about positioning print as a gateway to digital transformation. With our integrated Toshiba ecosystem from e‑FOLLOW.cloud and e‑BRIDGE MFPs to A‑BRID powered label printers we’re confident we’ll continue empowering customers with measurable value in an AI-powered, data-driven world.
Andy Muskett, director UK channel partners, Xerox
We’re confident about 2026. We’re focused on protecting our core print business while expanding into complementary services that help partners diversify and build sustainable growth. The Lexmark integration has broadened our portfolio and enhanced our ability to support partners across a wider range of customer needs. With greater scale and deeper expertise, we’re well positioned to support partners in a changing market.
For the wider print channel, 2026 will bring adjustment and opportunity. Market consolidation continues, creating space for stronger, more agile partners to differentiate themselves. Partners aligned with vendors offering stability, portfolio breadth and clear vision will be best placed to succeed. SMB customers particularly want simplicity, reliability and value, including streamlined fleets, secure devices and solutions that improve efficiency rather than just adding technology.
The convergence of print and IT will accelerate. AI, automation and analytics are becoming embedded in managed services, enabling predictive maintenance, better usage insights and more proactive support.
The real opportunity lies in using these tools to deliver smarter, more differentiated services that improve customer experience and operational efficiency.
Sustainability remains central. Customers increasingly focus on reducing waste, digitising workflows, and meeting ESG commitments through durable hardware, remanufacturing, cloud management and hybrid working support.
This coming year, adaptation is the biggest challenge. Partners must evolve their business models, skills and offerings more quickly as consolidation continues and expectations rise.
Balancing cost pressures with investment in new capabilities, AI-enabled services and sustainability solutions will be critical. Success depends on choosing the right vendor partnerships and focusing on service quality and long-term value over short-term volume.
The channel’s role is expanding. Those embracing change will find real opportunity, and we’re committed to supporting partners with the products, programmes, and platforms they need to build future-ready, profitable businesses.
Cinzia Gandini, general manager EMEA, Katun
I am very positive about the prospects for Katun in 2026. While 2026 will continue to bring change across the industry, it also presents significant opportunities for growth. At Katun, we remain focused on helping our partners succeed in a complex market. With nearly five decades of experience, a robust portfolio, and a dedicated team, we deliver solutions that combine efficiency, sustainability, security and cost predictability. With our Arivia MFPs, workplace solutions, OEM-equivalent supplies, and award-winning support, Katun is well positioned to drive meaningful, long-term growth for our partners.
The print industry will continue to evolve in 2026 as customer expectations shift and print volumes stabilise at lower levels. Companies that embrace change, listen closely to partners and focus on genuine customer outcomes will be best positioned to succeed. Sustainable growth will come from building true 360-degree partnerships, helping customers streamline operations and integrate solutions effectively, rather than solely selling devices.
Many of the trends that emerged in 2025 will continue into 2026, gaining momentum and shaping the direction of the industry. Customers and partners will increasingly prioritise simplicity, security, intelligent automation and sustainability. These trends reflect evolving expectations and technological advancements. Success will require agility, with businesses able to respond quickly to changing demands through informed decision-making and flexible strategies.
One of the main challenges in 2026 will be redefining the role of print in today’s workplaces. As customer needs become more complex, OEMs and partners will need to show how their solutions drive efficiency and integrate seamlessly into broader workflows and IT systems. While this shift presents challenges, it also creates opportunities for those who can deliver meaningful, end-to-end value and adapt their approach to each customer’s unique requirements.
Rowan Jeffreys-Hoar, director of partner channel, Ricoh UK
Following a year of great results and growth we’re entering 2026 with real momentum. We’ve just launched the Ricoh Unity Partner Programme in the UK to help redefine partner collaboration and accelerate growth for our partners. As market consolidation continues and service-led, subscription-based models mature, partners will see new opportunities for recurring revenue and stronger, long-term customer value.
What will really matter is how confidently businesses approach this change, seeing transformation as an opportunity to strengthen their offer rather than a reaction to short-term pressure.
AI has a growing role to play in improving workflows and enabling predictive maintenance, helping reduce downtime and deliver a better day-to-day experience for employees.
Partners that use these technologies to drive practical, real-world outcomes will be in a strong position, especially as customers ask tougher questions about value and how print fits alongside digital.
Sustainability will remain high on the agenda, continuing to broaden beyond environmental impact alone to include wider corporate responsibility goals. More and more customers are looking for solutions that genuinely support their ESG ambitions, and those who can clearly demonstrate progress, not just intent, will stand out and build stronger, longer-term relationships.
Too often, print, digital and IT systems are still managed separately, creating inefficiencies and unnecessary risk. Print needs to sit comfortably within broader IT and security strategies, supported by analytics and automation that help close gaps and improve resilience.
At Ricoh, our role is to help partners bring these elements together using automation, cloud-native platforms, and secure integrations to simplify document processes, protect data, and turn information into something genuinely useful.
Many of the challenges facing the channel come from familiar pressures: Fragmented workflows, inconsistent security approaches, rising costs, tighter margins, skills shortages and the pace of technological change.
Skills gaps, particularly around cybersecurity and workflow automation, mean businesses will need to invest not just in technology, but in people and partnerships too. Success will increasingly come from smarter, service-led models, deeper customer relationships, and a continued move away from selling individual products towards delivering integrated solutions that support long-term growth through better workflows and data-led insight.
2026 looks set to be a year of cautious optimism and there is an opportunity for resellers who can act as trusted advisors, helping customers make sense of complexity and clearly connect technology decisions to business performance.
Graham Foxwell, product marketing lead, Kyocera Document Solutions UK
We are cautiously optimistic about 2026. Growth is coming from cloud print, AI-native content services and security centric MPS, all areas where Kyocera operates and continually invests, including Kyocera cloud-based business solutions and Kyocera Cyber Security. We are also seeing specific demand in education and healthcare for A3 and workflow integration.
For partners that pivot toward services, software and security 2026 will be a good year. Hybrid cloud print remains the dominant model and buyers now rate cloud expertise as a key MPS selection factor, although IDC still signals flat to slight decline in overall services revenue, which reinforces the need for value added offerings such as our cloud capture, storage and print management product suite – KCC, KCIM and KCPS. Security is a big question for businesses putting their data in the cloud – our expertise in this area, backed by a UK-based 24/7 Managed SOC, means we can support partners wanting to offer managed cyber security services to their end customers.
At Kyocera our continuations include AI across service, capture and print security, along with identity centric, zero trust approaches and serverless or hybrid cloud print. New momentum includes end to end automation around production inkjet and more rigorous, data backed sustainability reporting that influences device choice and MPS contracts.
In terms of challenges, persistent page volume decline is no longer a ‘might be’: it is definite and cannot be ignored, and together with margin pressure it is driving long-lasting market shifts, while hybrid migrations and ICT skills shortages add complexity. Cyber risk is rising, including deepfake assisted social engineering and higher breach costs in mixed fleets. Customers will start to scrutinise sustainability claims, which means partners must provide credible environmental data. Many organisations are not geared up to support emissions reporting, but Kyocera can help; for example, we are already helping educational customers with verifiable hardware and operational information through their leading climate action partner.
