The document output industry is in flux. Traditionally there have been two different channels supporting two different fleets, a copier fleet and a printer fleet. Copier dealers are on one side with developed service offerings, and printer reseller / VARs are on the other hand with their vast product offerings and IT expertise.
However, change is in the air, and a new channel has begun to emerge. This new channel is the 'hybrid dealer' channel. This channel combines the IT expertise strengths of IT resellers / VARs with the service capabilities of copier dealers.
This report shows the market dynamics within the channel including it's growth and outlook, the qualifications needed to be categorized as a hybrid dealer, the challenges in becoming a hybrid dealer, and other insights into this quickly growing channel.
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