Specialism: Print and document management
Key vendors: PaperCut, Foldr, Square-9, AiDA, KPAX
Revenue: £10.1m (+30%)
Headcount: 22
Active reseller/MSP base: 300-350 active partners across its regions
When adding in the contribution of 2024 Swedish acquisition NordicDoc Solutions, this print and document management specialist is now a £10m-revenue business, it told us.
UK accounts for its year to 31 July 2024 show flat revenue of £7.8m and an average monthly headcount of 22.
Document security and compliance solutions have provided a growth hotspot for the Basingstoke-based PaperCut ally this year, Sales Director Ben McKean revealed (see Q&A below).
“The churn at the top creates fantastic opportunities for specialists like us”
Quickfire Q&A with Sales Director Ben McKean
What’s your top priority over the next 12 months?
Significantly growing the Selectec Flow side of the business by recruiting and activating more MSP/IT channel partners. We need to mirror our print success in the digital document workflow space.
What’s the most under-rated facet of your business?
Our in-house special projects team. They provide that critical customisation and integration support that gives our partners a real competitive edge, going well beyond standard technical support. That’s a huge value-add.
Name a vendor or technology area that’s been a hit for you in 2025
Document security and compliance solutions. Securing unstructured data and ensuring regulatory compliance is a major pain point for end-users, particularly with the rise of hybrid work. Our partners working in these areas are building on the platforms we’ve introduced to tackle these challenges.
Are you expecting to grow in this calendar year?
Absolutely. We’re forecasting solid growth, driven by our core PaperCut business and the targeted expansion of our Selectec Flow portfolio into the IT channel.
What distribution news story most grabbed your attention in 2025?
The ongoing ownership changes and consolidation among the major players in UK logistics and distribution, like the Royal Mail/Collect+ deal. It shows that even the biggest, most established firms are actively having to redefine their models and ownership to adapt.
3 of the 4 largest companies in this report have changed ownership in the last 12 months (or are about to). What does that say about the market?
It signals a clear market pivot. Established models are under pressure, and capital is looking to invest in – or acquire – businesses that can either scale their market power or inject high-growth technology and digital capability. It’s an environment of both risk and enormous opportunity, which is why we’re strategically focused on Selectec Flow’s tech portfolio.
How do you feel that one company featured in this report took out a full-page New York Times ad in March blasting the term ‘distributor’?
It’s great PR, but I find it potentially short-sighted. We’ve been a software distributor for over 40 years. The term isn’t the problem; the value you add is what matters. We’re a strategic partner that offers specialist knowledge, support, and integration expertise – we choose selective distribution based on capability, not just volume. If you adopt a “stack ‘em high, sell ’em cheap” model, then sure, run the ad. For us, ‘distributor’ is just the starting point of a much deeper, more valuable relationship.
On a scale of 1-10, how optimistic are you about the IT distribution market right now?
I’d say an 8.
The churn at the top creates fantastic opportunities for agile, specialist players like us to step up and deliver real value to the partners who feel lost in the shuffle of those big mergers. We’re well-positioned to leverage the shift towards software and services, and bring real value to our channel partners.
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