This article first appeared in Print in the Channel magazine issue #32
As 2025 draws to a close, it’s a good time to look back over the past 12 months –the high, the lows, the challenges and the trends. Various thought leaders in the sector give their opinions on how 2025 has been from their perspective.
Another year has zipped by, and it has been a busy one in the print channel. While the economy has remained relatively sluggish, there has been an uptick in some areas of the sector.
Among manufacturers there have been multiple product launches, with refreshes of existing models and new ones joining the range. This activity shows that there is still interest in print and customers want new and better products.
There are signs that print volumes are rising too as more people return to the office, and there remains demand for printed items.
Over the following pages, thought leaders in the print channel give their opinions on how 2025 has been for them.
Nick Taylor, head of sales for office printing, UK&I, Epson
This has been a strong and positive year for Epson. We’ve continued to see momentum through our channel-only model, partly driven by the introduction of our new Replaceable Ink Pack System devices, the EM-C800RDWF, EP-C800RDW, EM-C8100 and EM-C8101, which deliver improved, sustainable printing options for fleets of all sizes.
This year we also restructured our office print partner program to champion the success of customers driving Epson’s Line Inkjet technology, which covers many of the market gaps previously in our range. This restructure is helping ensure the resources go where they are most effective in transitioning the market from laser to heat-free inkjet technology.
In the print sector overall, 2025 has had its fair share of challenges for many. For instance, tighter public sector budgets have created a more cautious market environment, and even five years on from COVID-19 we’re seeing some suppression across certain markets. That said, one of the defining strengths of the print sector is its resilience and adaptability. Channel partners have continued to innovate and diversify, responding to evolving customer needs with a focus on efficiency and sustainability. As a result, despite the headwinds, we’ve seen encouraging success across the channel this year.
This year has reinforced three key trends in the industry. The first is the continued demand for sustainable IT and print solutions, as organisations look to cut costs and carbon emissions. Heat-Free inkjet technology continues to resonate strongly here, and is increasingly seen as a benchmark for sustainable printing. This will only grow in importance as businesses face increased environmental scrutiny as the world pursues net zero targets.
Secondly, the drive toward document digitisation has accelerated as businesses look to streamline workflows and support hybrid teams. Intelligent document management solutions from Epson and its ISV partners have been key enablers here, allowing users to capture and securely store documents directly to the cloud without manual handling.
Finally, security has become a top priority, particularly as hybrid working blurs the lines between office and remote environments. We’ve seen growing demand for hardware and document-level security features such as user authentication and secure print release, which are helping organisations safeguard data integrity and maintain compliance with regulatory standards.
While AI is not yet a core focus of the print hardware market, we are seeing its growing influence through third-party software integrations and workflow automation tools.
Stuart Miller, UK&I director of channel partners, Canon
This has been a year of steady progress and renewed focus on value. We’ve continued to help our partners evolve beyond product sales towards service-led, data-driven business models. Customers are increasingly looking for smarter, more efficient ways of working, and our focus on connected devices, predictive servicing and workflow automation has positioned Canon UK&I well to support that. It’s been a year of evolution rather than disruption, with growth coming from solutions that improve efficiency and security across print environments.
Against a backdrop of sustainability pressures, security threats and economic uncertainty, the print sector has shown real resilience. Many partners have adapted to shifting customer demands by focusing on measurable business outcomes rather than just hardware alone. Across the board, the conversation has moved from ‘what we sell’ to ‘what problems we solve’, reflected in the growth of sustainability initiatives, security tools and efficiency goals across the sector.
AI, security and sustainability have defined the print sector in 2025. AI-powered tools are now improving everything from predictive maintenance to energy optimisation, while secure digital workflows are helping customers operate more reliably and efficiently. Sustainability expectations continue to drive innovation across the product lifecycle, with customers looking for solutions that deliver more with fewer resources. As measurable impact becomes the priority, trust and collaboration between manufacturers and partners remain essential.
One of the biggest challenges for the print sector is talent. Manufacturers and partners need to invest in attracting new talent while upskilling existing teams so they can guide customers through their digital transformation journey. This requires building long-term trust, shifting the focus from purely transactional sales and developing a stronger value proposition. Economic pressures continue to create hesitation around technology investments, making it even more important for the print sector to demonstrate clear, long-term business outcomes.
AI is becoming central to how the industry operates. Data analytics is enabling remote diagnostics, predictive maintenance and automated workflows, improving uptime, reducing waste and freeing up engineers to focus on complex issues rather than repetitive tasks.
But technology alone isn’t enough; the real value comes from combining human insight with data-driven intelligence. The future of print will be shaped by those who can harness AI responsibly to deliver measurable, sustainable progress.
Marcin Pichur, regional vice president, sales (UK, Spain, Italy, Poland) Docuware
As 2025 draws to a close, we reflect on a year of reinvention and acceleration across the print and document management sector. For our business, it’s been a transformative period.
We launched the DocuWare AI Hub, a global R&D centre dedicated to advancing proprietary AI for intelligent document processing (IDP) and enterprise content management, based on ethical and data privacy standards supporting regulations such as the EU AI Act 2025. With the opening of the Hub, we maintain our foothold as an AI leader, driving product innovation and empowering our global network of partners and customers. At the beginning of the year, we also welcomed a new CEO, Dr Michael Berger, and refreshed our leadership team, bringing renewed strategic clarity and momentum.
Sector-wide, 2025 has been a year of promise and recalibration. IDP evolved from passive digitisation into adaptive intelligence, with systems now anticipating user needs, initiating workflows and aligning with business logic. This shift has delivered measurable gains in speed, accuracy and compliance, particularly in finance, healthcare and logistics.
Challenges inevitably persisted, such as economic headwinds, rising operational costs and the pressure to modernise legacy systems. Yet resilience prevailed. Demand surged for hybrid workflows and cloud-based solutions, as organisations sought agility, compliance and responsiveness in a fast-changing landscape.
A defining trend has been the shift from large-scale overhauls to practical, scalable solutions that simplify operations and deliver real value. Rather than replacing systems wholesale, many organisations are rethinking how work gets done, delegating repetitive tasks to intelligent automation, freeing teams to focus on strategic growth and innovation.
Emerging technologies like AI are no longer peripheral. But the lesson of 2025 is clear, AI should empower, not replace. The organisations thriving today are those integrating intelligence with purpose, using automation to enhance decision-making, improve customer engagement and unlock new levels of efficiency.
Andy Muskett, director UK channel partners, Xerox
This has been a year of progress and momentum for Xerox in the UK. Following the acquisition of Lexmark, we have strengthened our core print portfolio and expanded our channel reach. We are focused on making it easier for partners to do business with us through improved tools, training and access to a broader range of products and services that meet today’s customer needs.
The print sector has shown resilience in a challenging economic climate. Alongside us channel partners have continued to evolve their propositions, extending into managed IT and adjacent services, and responding well to the ongoing convergence between print and technology.
Across the private and public sectors, customers are focused on efficiency – optimising fleets, investing in multifunction devices and seeking the right balance between A3 and A4. Sustainability, security and hybrid working remain strong drivers of investment decisions.
Meanwhile, margin pressure and slower procurement cycles have challenged growth, but partners who diversify and lead with service are seeing success.
AI is now embedded in UK channel strategies, from predictive servicing to workflow automation, helping partners deliver greater value and efficiency to end users. We’re also seeing AI play a growing role in areas such as document security, data analytics and intelligent automation, where we continue to invest alongside our partners.
We’re optimistic about the year ahead. Our focus remains on helping partners grow profitably through sustainable innovation, expanded service opportunities and stronger support across the Xerox and Lexmark portfolios. We see continued opportunity in key markets such as healthcare, education, local government and SMB, where secure, reliable print and digital workflow solutions remain vital to service delivery.
Cameron Mitchell, head of sales (indirect), Konica Minolta Business Solutions (UK) Ltd
This year has been defined by transformation, one that’s challenged the print sector to evolve faster, think smarter and collaborate more closely than ever. For Konica Minolta, it’s been a year of focus for direct organic and new business growth, but also one of strengthening partnerships, driving innovation through our channel, onboarding new print partners and helping their customers unlock new efficiencies through technology.
Overall, the print sector has remained stable with positive momentum across office and production environments. Demand for high-quality, short-run digital printing has continued to rise, while service-led offerings have helped print providers protect margins and strengthen customer loyalty. The industry’s ability to evolve from transactional hardware sales to value-driven solutions has underpinned its continued relevance and profitability and we help our channel partners along that journey.
Sustainability and enhanced security have also continued to shape customer conversations for the channel, with demand for energy-efficient, low-waste technology at an all-time high. We’ve also seen businesses increasingly bring print in-house, driving interest in solutions that deliver reliability, automation and reduced total cost of ownership.
Another key trend has been the continued blending of hardware and software. Workflow, print management and finishing automation are now central to how partners create value turning traditional print sales into end-to-end solutions.
Like many sectors, print has faced challenges in 2025, from rising operational costs and talent shortages, to the pace of digital transformation and environmental pressures. Customers are demanding greater efficiency, security, transparency and sustainability. For many, this means doing more with less at a quicker pace. For suppliers, it requires continuous innovation and agility. The partners who have thrived are those who’ve embraced change, invested in new solutions that enhance capabilities and strengthened collaboration with vendors and customers alike.
AI, automation and predictive analytics are now making a tangible difference, improving service efficiency, uptime, and customer experience. But while technology drives transformation, it’s the strength of our partnerships that fuels progress.
Heidi Boller, general manager EMEA, Katun
This has been a year of growth and transformation for Katun. We strengthened partnerships and expanded our comprehensive portfolio of hardware, consumables and MPS services. In October, we launched the Katun Collects recycling program in Europe, reinforcing our commitment to the circular economy.
Looking to the sector more widely, the imaging industry has continued to evolve rapidly in 2025. Customers are increasingly seeking reliable, customer-focused partners that can help simplify operations and enable them to concentrate on growing their businesses. Success in this environment requires agility, innovation and a strong commitment to delivering value.
Over the past 12 months, businesses have been focused on accelerating growth while simplifying operations. Environmental sustainability remains a key area of focus in Europe where regulations and the circular economy shape purchasing decisions. Customers increasingly prioritise energy-efficient devices and solutions that reduce waste, such as remanufactured or refillable supplies. Security has also become critical; MFP features like encryption, secure print release and user authentication are helping businesses protect sensitive data, maintain compliance and operate efficiently without disrupting workflows.
But the print sector continues to face declining volumes due to the shift toward hybrid work and digitisation. Businesses that embrace innovation and adapt to this changing landscape are navigating these challenges more successfully, while those relying on traditional approaches face greater difficulty maintaining growth and operational resilience.
In addition, the rapid adoption of AI and emerging technologies is transforming our industry and creating new opportunities. At Katun, we’re investing in innovation to deliver best-in-class products, services, and support for our partners, today and into the future.
Gary Organ, head of device technology sales (office) UK, Fujifilm
For Fujifilm’s print business, 2025 has been a year of strategic growth and robust foundation building, despite the challenging market headwinds. In the office segment, we launched a new range of Mono machines and hosted a highly anticipated pre-launch event for devices arriving in early 2026. Crucially, we have brought on 16 new resellers this year, with more poised to join, solidifying a powerful network for 2026. On the production side, the launch of our new Super Colour technology has been revolutionary, setting a new performance benchmark.
Overall, the traditional office print sector has faced a very challenging year. This difficulty is largely traceable to the prevailing economic and political uncertainty in the UK, which translates into more cautious purchasing decisions across the board. Conversely, we have observed a discernible area of growth in digital print within the commercial arena, indicating where new investment is flowing.
Security and sustainability continue to be top of most customers’ and partners’ agendas. Data security continues to become more important with continuous examples of breaches. Similarly, customers are seeking technology that not only delivers the highest quality but also genuinely adds value to their sustainability objectives. We find that many organisations are frustrated with their legacy technology, and this dynamic has created significant opportunities for us to help them achieve these dual goals.
One enduring challenge is the need to stand out in a crowded market. The way customers consume goods and services today is different from even five or 10 years ago. This demands that our channel partners remain highly relevant and distinct. At Fujifilm, we address this by leveraging our strength as an established brand with a long heritage, which is now vigorously expanding into the UK market. This provides our partners with market-leading reliability alongside new, exciting products to discuss with their customers.
AI will continue to have an impact on the sector. Not only from the consumption of print but also how manufacturers and partners utilise AI to run their businesses in a more agile manner that will allow them to be more competitive. There will be greater demands for seamless integration into business systems to accelerate efficiency. We are seeing a gap emerge between what companies do at either end of the spectrum. We see interesting developments where organisations have been talking about moving more towards print in a time when data security is such a concern.
At Fujifilm, we have tech we are preparing to launch in 2026, which we believe will be groundbreaking, so keep your eyes peeled.
Rowan Jeffreys-Hoar, director of partner channel, Ricoh UK
While 2025 had its difficulties as wider economic challenges put pressure on business budgets, the year has been transformative for Ricoh and our partners. Together, we’ve helped organisations advance their digital maturity, particularly in secure, sustainable information management. Our cloud-first, AI-enabled solutions continue to address growing customer demands for automation and sustainability.
There is much to be proud of but if I had to highlight one project, it’s our partnership with Agilico to extend the lifecycle of our technology and support Agilico’s net zero targets. This is one of many fantastic partnerships where we innovate and drive growth together.
I look forward to bringing Unity, our new partner programme, to the UK in April 2026. The initiative is designed to redefine collaboration, enhance experience and accelerate growth for our partners.
Looking at the print sector, traditional print volumes have stabilised, and we’ve seen significant growth in subscription models and digital integration. Providers have shifted from hardware-based offerings to comprehensive solutions including analytics, sustainability tracking and workflow automation. Those embracing digital transformation have fared best. Elsewhere, security has become a baseline requirement, embedded in every technology decision.
AI is having a transformative impact, becoming an affective productivity tool. From intelligent document classification to predictive maintenance and workflow optimisation, AI is amplifying human expertise – allowing teams to focus on higher-value, strategic work.
AI has moved beyond experimentation to deliver tangible value through automated workflows, data-driven decision-making via platforms like Ricoh Smart Integration, and smart document processing. Our DocuWare solution leverages leading AI technology, enhanced by our acquisition of Natif.ai.
ESG credentials have emerged as genuine business drivers, with sustainability becoming a competitive differentiator as companies prioritise energy efficiency and circular economy principles, as evidenced by the popularity of Ricoh’s CE range of printers, manufactured using recycled and reused components to reduce environmental impact.
In terms of challenges, cybersecurity threats remain critical as connected devices become targets for sophisticated attacks. Balancing sustainability commitments with cost pressures has required innovation across supply chains and product lifecycles. The shift toward digital, service-based models continues to reshape traditional revenue streams.
Success now depends on boldly embracing transformation opportunities. At Ricoh, we support customers in diversifying, innovating and building sustainable businesses with solutions that help them evolve, digitalise and create competitive advantage.
Trevor Maloney, product marketing manager, Kyocera Document Solutions UK
Well, 2025 turned out stronger than we’d dared hope. Funny how that works sometimes, you think the market’s stagnant and then you launch a range of devices that meet the growing demand for enhanced security features, and you hit a ‘sweet spot’ of market need. The Kyocera ECOSYS PA2101/MA2101 A4 colour MFP and printer ranges and TASKalfa MZ7001 series of SRA3 mono and colour MFPs launched this year have done exactly that.
Overall, the print sector in 2025 has been steady, mostly. Print volumes aren’t exploding but organisations still rely on print, it’s not going anywhere overnight. The twist is what buyers now expect. They’re not just buying a box that spits out paper. They want secure and environmentally sound solutions and that is a big shift from even five years ago.
Other trends have included:
🌈 Sustainability: Long-life devices and low-energy models have become the expectation. People assume their kit should last, use less power and create less waste
🌈 Reliability: There’s a clear preference for machines that keep running with minimal fuss. Fewer parts to replace and fewer stoppages are now seen as basic requirements rather than nice extras
🌈 Inkjet growth: Production inkjet continues to gain ground especially for commercial, short-run or variable data work where speed and flexibility genuinely matter
🌈 Endpoint security: Printers are now treated like any other IT endpoint. Organisations want stronger encryption, secure authentication, better data protection and secure release options to stay on top of compliance
🌈 Simplifying document tasks: Many customers want scanning, storing or sending to be more straightforward and they’re taking small but deliberate steps into digital transformation.
The past year has also brought a shift in what customers look for. Sustainability is now a clear priority, and many organisations want partners that can help them choose devices that support their environmental plans. Dealers are being asked to show how their approach aligns with the customer’ goals, which is encouraging more constructive conversations; in turn channel partners rely on their vendors for deeper insight and expertise.
There is also growing interest in value beyond the print engine. More businesses want guidance on the software and tools that sit around a device and how these can help them manage documents better or strengthen security or give them clearer oversight of usage. As a result, dealers are working more closely with customers to understand what they need day to day and to recommend the right mix of technology and support. AI is creeping in, quietly but meaningfully and is adding additional benefits to traditional MFP and print devices.
Customers want more choice, clarity and long-term value and the sector has been evolving positively to meet that.
