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What the customer wants


New research from Brother highlights what customers look for in a scanner

Brother UK is encouraging resellers to develop a more solutions-based approach to scanner sales to meet strong demand in SMEs for technology integration.

Scanner use is most common among business functions like customer comms and accounts payable
Scanner use is most common among business functions like customer comms and accounts payable

In a recent survey of 400 decision makers and IT purchasers in SMEs with fewer than 250 employees, quality and speed were ranked as the most important purchasing criteria, followed closely by network connectivity and a simple user interface.

However, the ability to integrate with electronic document management systems also ranked highly, reflecting the need for improved efficiency in document capture/workflow to support the needs of a more mobile, flexible workforce and growing compliance requirements.

Commenting on the findings, Nick Gosden, Head of Scanner Category at Brother UK, said: “These findings confirm the trajectory of the scan market, with businesses seeking integrated solutions rather than products that stand in isolation. With scanner use most common among business functions like customer communications and accounts payable, scanners have to have a role within workflow strategies and need to include features like cloud connectivity and integration with internal systems to drive efficiency.”

He added: “There’s a clear opportunity for resellers to broaden their scanner offering into a solutions-based approach. The findings show that in order to do that, it’s more important than ever for the channel to have a robust understanding of potential end-user environments and where different scanner models can add value to access potential growth.”

Brother’s survey revealed that SMEs scan an average of 114 documents per day, 39% of which are digitised to meet confidential, legal or regulatory standards. Almost half (44%) of respondents scan directly to a network server; 27% scan to the cloud; and 19% to a document management system.

Almost half (45%) use a dedicated scanner, compared to 34% who use a floor-standing MFP and 21% who use a desktop MFP.

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