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Seville, Spain
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Seville, Spain
Seville, Spain
+(34) 624 816 969
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PFU, the scanner division of Ricoh, has made it clear that document digitalization is no longer a mere technical issue but a strategic matter for organizations. In a context where efficiency, automation, and information control are priorities, the partner channel positions itself as the true engine of this transformation. The company is firmly committed to its partners, promoting a model that allows them to address a business growing at a rate of over 22% annually in Spain.
Silvia Ustárroz, PFU's Partner Manager for Iberia, points out that this growth is directly linked to the rise of artificial intelligence. Sectors such as healthcare, legal, public administration, logistics, and education are clear examples of how AI will drive digitalization this year. In the educational field, for instance, the transformation involves moving paper-based information at digital speed through the digitization of exams. Although there is a return to paper, processes like corrections and content delivery must be streamlined. “Can you imagine a university entrance exam corrected in 4-5 days? That can only be achieved if paper information moves at digital speed,” says Ustárroz.
PFU promotes a paradigm shift in the channel: moving from selling products to selling complete digitalization solutions. This implies that partners evolve toward a more consultative profile, capable of adding value from prescription to implementation. Data quality has become a strategic factor, and with the arrival of AI, this challenge takes on a greater dimension. “If data is deficient, AI not only reproduces errors but can amplify them,” warns Ustárroz. Therefore, PFU equips the channel with real tools to compete and grow, helping them train in solutions and become consultants rather than mere sellers.
In this context, PFU has launched PaperStream 6.0, a software that has evolved beyond traditional capture to become an open platform focused on managing user experience and data quality from the source. It includes improvements such as cognitive OCR and automation features like batch separation when detecting envelopes. This evolution aligns with the need to integrate document capture into broader automation processes, as discussed in our guide on Implementing Generative AI in Workflows.
On April 15, PFU launched the PaperStream Solution Partner Program, aimed at integrators and value-added resellers seeking recurring revenue streams. This program, integrated into the Imaging Channel Program (ICP), offers a structured model oriented toward solutions. Partners can market complete proposals combining Ricoh's fi Series scanners with PaperStream Capture Pro, integrating with third-party applications or external platforms via specific connectors. This allows adaptation to different environments and needs, generating higher margins and sustainable revenue.
PFU defines itself as a 100% channel company, and any evolution directly applies to them. “Our channel is key to us, and we always support, evolve, and protect them. We consider them collaborators and partners,” says Ustárroz. Pure hardware is a weight-based transaction, and globalization has worsened the situation. Customers seek solutions to their problems with ease of technological interaction. Therefore, solutions must offer a comfortable and simple user experience, generating more revenue and margin. This consultative approach is similar to what other companies are adopting, as seen in the article on Cloudera and its partner ecosystem.
PFU redirects its focus toward customer experience and data quality, maintaining its commitment to the value channel. Document digitalization, driven by AI, requires partners to transform into consultants capable of guiding companies in their digital transformation. With PaperStream 6.0 and the new partner program, PFU provides the necessary tools for the channel to evolve and thrive in a rapidly expanding market.
Original source: ComputerWorld. Analysis and adaptation by ForgeNEX.