The Imaging Channel sat down with Gordon Snider, Director of Business Development, PrintFleet, to ask some questions.

What is your current state of mind?
I’m excited about the opportunities that the continued technical development and automation of our industry provide.

What is the greatest challenge you face today?
PrintFleet is a family-owned business with a global presence. We’ve been very fortunate to have had incredible success in attracting worldwide distribution and OEM partners. Now our challenge is to expand those relationships to the benefit of both PrintFleet and our partners. To do that effectively, we need to focus on hiring talented people, enhancing our management and leadership capabilities, and training our staff to meet the demands we will face as our company continues to grow.

What do you see as your biggest opportunity?
PrintFleet’s biggest opportunity has been and will continue to be helping our partners manage more devices. According to Photizo Group, by 2015, MPS is predicted to rise to 60 percent of a total global market of nearly US$130 billion. That’s a huge opportunity for growth, and we aim to help our partners take advantage of it.

What qualities do you look for when making key hires?
Creativity, flexibility and the ability to work with others as a team.

What would you consider your greatest achievement?
One thing I think we recognize at PrintFleet is that most startup businesses do not enjoy the success that we have. We have been fortunate to build long-lasting relationships with our partners and continue to expand our partner network. Those relationships have allowed PrintFleet to grow significantly every year, even while world economies are struggling.

If your customers were to describe your company in three words, what would they be?
Revolutionary, dynamic, leader.

Managed print services or managed services?
I’m not sure that the line between MPS and MS is as defined as it was a few years ago. I think the convergence between MPS and MS will continue in the coming years as the participants in both verticals recognize the revenue potential of a complete offering. OEMs are acquiring MS providers, and the IT/VAR/MSP channel has been promoting MPS within that community for the last few years.

Where are you investing the most within your company this year?
PrintFleet’s focus during the coming year will be dedicated to offering a product that leads the market. We will continue to add innovative products to our offering while enhancing the core product offering to meet the changing demands of a growing global market.

What is your greatest concern for this industry?
Not capitalizing on the opportunity. With the convergence between the managed services and managed print services space, competition should become quite fierce. Customers are looking for a partner to manage their environments as a whole, and the independent reseller who doesn’t capitalize on the opportunity to manage at least their customers’ imaging fleet could be in trouble.

How would your employees and co-workers describe you?
I think they might say that I think creatively and act decidedly.

Who are your favorite writers?
I really enjoy Malcolm Gladwell. I like the way his writing uses storytelling to make you see things in a different way as well as how he demonstrates that seemingly small things can have a significant impact.

Why do you hold your current business position today?
First and foremost, the reason I hold my position is that I enjoy what I do and the opportunity that PrintFleet provides its employees.

When I joined PrintFleet five years ago, the company was in a period of significant growth. That fit perfectly with my personal goal to work for a company that would allow me to develop skills that would benefit me throughout my career.

Do trends exist in this industry?
Trends absolutely exist in every industry. … The concern for this industry is not to get caught up in the “fads,” which are primarily formed by effective marketing campaigns and not necessarily on hard evidence, (so) the challenge is to decide what is a trend or fad and decide what to do with that information.

Who is your next hire?
PrintFleet is always looking for talented people in all aspects of our business, whether it’s on the technical side, sales or administration.

What is your favorite quote?
“Leadership is doing what is right when no one is watching.” — George Van Valkenburg