Mid-market IT services Target mid-sized IT and services buyers within the 11-50 employee range that require integrated document management, color and monochrome printing, and multifunction devices to drive office productivity and cost efficiency.

Printing technology upsell Leverage their focus on color printers, networkable printers, and multifunction fax systems to upsell higher‑volume color printing, managed print services, and fleet optimization for larger workgroups.

Digital workflow enhancements Position integrated, networked and digital document solutions as a gateway to streamlined workflows, improved document security, and faster information access for departments reliant on scanning, printing and archiving.

Security and compliance Emphasize secure scanning, networked printing, and centralized management to address organizations seeking compliance, data protection, and reduced device‑level risk in distributed environments.

Local support footprint Highlight knowledgeable professionals and potential for on‑site servicing, rapid response, and regional implementation support to differentiate from larger offshore competitors and win local contracts.