Someone has to bring all of this together for their customers.
Who?
Could that be your company?
Helping technology and service companies find their position in the Intelligent Workplace.
I saw how Managed Print could evolve from a product sale into an award-winning service model. That kind of transition requires a clear vision of where you want to go. That's exactly what I help channel businesses find.
Edwin Jongsma
30 years in the channel · Strategy · AI · Robotics · Sales
The market is changing structurally.
But for many channel businesses, the current position is under pressure.
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01
Workplace hardware is no longer growing. Traditional hardware growth has stalled. Differentiation is declining. Margins are under structural pressure.
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02
Print volumes keep falling. Lower volumes mean lower revenue. Lower revenue with margin pressure makes Managed Print structurally less profitable.
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03
IT is becoming a commodity. Infrastructure, hardware and standard IT services are becoming increasingly interchangeable and price-transparent.
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04
AI is beginning to replace SaaS. AI agents are taking over tasks currently done manually or via traditional software.
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05
Labour is becoming more expensive and harder to find. Labour scarcity and rising labour costs increase pressure to automate both digital and physical work.
The industrial revolution changed how we produce.
The internet changed how we work.
What will the next Workplace Revolution be?
Or has it already started?
The market is already moving
AI scales digital work.
Robotics scales physical work.
Labour scarcity accelerates both.
Four established service markets.
One next opportunity.
The strategic evolution
Managed Print & Office
From products → Recurring revenue
Managed Workplace & SaaS
From infrastructure → Lifecycle management
Managed AI & Robotics
From technology → Managed outcomes
The next market is Managed Work.
AI scales digital intelligence. Automation connects and executes digital workflows. Robotics extends automation into physical work. The opportunity is managing how it all works together.
From managing devices to managing work.
The channel already made the transition from Managed Print to Managed Workplace.
The next one is bigger. AI manages digital work. Robotics manages physical work. Together they become one managed environment.
That is Managed Work. Not the next technology. The next market.
What will your next meter measure?
Managed AI manages digital work.
Managed Robotics manages physical work.
The Next Channel manages work.
What happens when automation moves from digital workflows into physical workflows?
That's where AI, automation and robotics start becoming one managed environment.
Are you ready to manage it?
Ready for the next Workplace Revolution?
You do not need to know today whether your future lies in AI, Automation or Robotics, or a combination.
You do need to know where you stand.
01
Where you stand today
Which existing capabilities you can build on.
02
Where your opportunities are
Within AI, Automation and Robotics.
03
What you still need
To turn technology into a scalable managed service.
04
What your next step is
From technology to a scalable Managed Work business model.
Doubts are normal.
These are the questions we hear most, with honest answers.
The technology works. That debate is over. The question now is who gets to market first with a clear offer. Not who has the perfect solution in five years.
Strategic positioning takes time. Those who start understanding where they stand today will have a lead in two years that cannot be recovered.
That is precisely the point. The companies that will win this market are most likely not pure AI or Robotics players.
They are technology and service companies that already have customer relationships, contracts and managed-service expertise. Companies that understand how to extend those capabilities into AI, Automation and Robotics.
The goal is not to predict which product wins in three years. The goal is building adaptive capabilities so you can move with the market as it changes.
Those who understand their own strengths and know which positions are still open can move faster than those who do not.
The scan is relevant for technology and service companies active in Managed Print, IT, Communications, Workplace and Facilities. And for integrators including AV/UC specialists, smart-building integrators, automation specialists and robotics integrators.
The common denominator: contracts, recurring revenue, service delivery and long-term customer relationships.
The technology is different. The managed-service logic is surprisingly familiar.
Robotics introduces different technical requirements: safety, mapping, integration, connectivity, fleet management, physical service and cybersecurity.
But the underlying model is recognisable: contracts, monitoring, service delivery and optimisation. Any company already working this way will know exactly what this means.
The bigger opportunity emerges when digital automation and physical robotics become part of the same end-to-end workflow.
I've seen this transformation before.
Technology changes. The fundamentals of building a successful managed services business don't.
"One of the industry's most outstanding business and thought leaders."
Louella Fernandes
CEO, Quocirca
"One of the most progressive MPS leaders in our space."
West McDonald
AI Transformation Partner
Yesterday
Managed Print
Today
Managed Workplace
Tomorrow
Managed AI, Automation & Robotics
The destination
Managed Work
Find out where you stand.
Is your company actually ready for The Next Channel? Or are you selling tomorrow's technology with yesterday's business model?