For much of the managed print sector, growth has traditionally been driven by device refresh programmes, cost reduction initiatives and print optimisation. Eaton believes the market is entering a different phase, one where conversations are increasingly centred on helping customers solve risk, compliance, data governance and workflow challenges.
The company’s strategy reflects that shift. Folio1 is bringing together European-developed technologies designed to connect secure print infrastructure, scan control, workflow automation, e-invoicing readiness and compliant digital archiving into one practical proposition for partners.
At the heart of the proposition are two exclusive UK distribution partnerships, German print management specialist Genius Bytes and document management platform Zeendoc.
A European alternative
Folio1 is positioning European sovereignty as a practical differentiator for the UK channel.
As customers ask where documents are processed, who controls the technology and how systems align with legal and regulatory requirements, he says European-developed platforms give partners a clearer answer.
While sovereignty remains a complex issue, Eaton believes many organisations, particularly those operating in regulated sectors, are increasingly evaluating alternatives that provide greater assurance around where information is held and who ultimately controls access to it.
Both Genius Bytes and Zeendoc are certified European-secure and hosted outside the reach of the US CLOUD Act, providing a genuine alternative for organisations uncomfortable relying on US-based platforms.
“Cyber security and data sovereignty are huge at the moment,” he said, adding: “Together, the platforms help partners support customers with secure print environments, controlled document movement, automated approvals and searchable, evidence- ready archives.”
Building a connected portfolio
For now, Folio1 is concentrating on a tightly focused portfolio. The idea is not to create a collection of disconnected software products, but a technology stack in which each component complements the next.
“Folio1 is deliberately focused. Rather than carrying a broad catalogue we can’t properly support, we’ve chosen two complementary vendors we can enable, install and support to the highest standard – with room to grow the portfolio over time,” Eaton explained.
“We’re offering people a joined- up portfolio of things that they can pick and choose from. Some of it might suit today, some of it might suit tomorrow, but you can put it all together, or you can use them all independently,” he added.
Starting with security
The first element of the Folio1 portfolio is Genius Bytes Kappa; a certificate and credential management platform designed primarily for enterprise and public sector organisations.
“Genius Bytes Kappa is designed to allow organisations, predominantly enterprise and public sector, to automate certificates on their devices, the passwords on their devices, and any service accounts that might be floating around,” Eaton explained.
A dormant service account or forgotten administrative credential can represent a significant security vulnerability. Genius Bytes Kappa is designed to automate management processes that might otherwise rely on manual intervention.
“When you’re dealing in hundreds or thousands of devices, this is where Genius Bytes Kappa comes into play,” Eaton said. “Genius Bytes Kappa can step into that gap and automate that process for you. Flexible secure print management “We then move into output management with Genius Byte Suite, which is an enterprise-ready solution, which includes elements of business process management, which makes it kind of unique,” he said.
One of its key differentiators, he argues, is flexibility. Customers can deploy the full platform or start with a straightforward secure release environment depending on their requirements and budget.
“We have the ability to cut it down to just a simple secure release if that’s what people want at a very low entry point, so it does allow people to fit the product to them, not fit to the product.”
Eaton believes that flexibility benefits resellers because it allows them to focus on customer requirements rather than forcing a pre‑defined solution.
“That gives the reseller the ability to have an actual conversation with his customer based on what they want, rather than what he’s got off the shelf.”
The portfolio will expand this month with the launch of Genius Bytes Air, the cloud-based version of the platform.
Importantly, Genius Bytes also integrates directly with Zeendoc, creating what Eaton describes as a complete end-to-end workflow.
Security, workflow and compliance
While print remains a key component of the proposition, much of the value lies in document management and workflow automation.
Zeendoc combines intelligent capture, workflow capabilities, archiving and compliance functions in a platform designed to help organisations manage information securely.
Eaton highlights security as one of its most important differentiators. “You can’t put a document into Zeendoc and open it if it contains code. Zeendoc takes the original and creates a PDF/A out of it, while retaining the original document separately.”
The original source file remains available and, in the case of Microsoft Office documents, can still be edited through Microsoft’s online applications.
Beyond security, Zeendoc provides a broad range of document-centric capabilities. These include OCR, indexing, e-signature functionality and certified document distribution.
Eaton said: “It’s got a Rolls Royce level OCR engine powered by ABBYY Vantage. You can index a document, you can e-sign a document, you can send a document to somebody as a certified original for compliance.”
The solution is also designed to be deployed quickly and is cost-effective. A one-year licence costs around £1,800. That includes three-days’ professional services, and it’s set up within days, not months.
To encourage adoption, Folio1 is offering a one-year trial arrangement with a nominal setup fee. “Zeendoc comes with a one-year trial licence, which the customer can exit after one month, paying only a setup fee of £150,” Eaton said. That fee includes time with a technical architect to help configure the system around the customer’s workflows and operational requirements.
A channel-first route to market
Folio1’s approach to market is 100% channel-led. “People buy from people and we feel that the channel own those relationships, so we will never engage directly,” he confirmed.
In addition to recruiting partners directly, the company plans to work with respected industry professionals operating as sales agents, helping extend market reach through established relationships.
“We’re talking to people who are well-respected and well-known, and saying to them, ‘Come in as our agents’,” Eaton explained. The model is designed to give experienced industry figures an opportunity to generate commission income while helping Folio1 build awareness in the market.
At the same time, Eaton makes it clear that partner recruitment remains fundamental. The company is also engaging with manufacturers and exploring opportunities with partners to extend reach into larger enterprise accounts.
Turning scans into recurring revenue
Perhaps the most distinctive aspect of the Folio1 proposition is SCAN-BANK, an exclusive programme designed to help partners monetise document scanning activity. Eaton believes scanning remains an under-utilised revenue opportunity for much of the channel.
“We’re giving people options to earn money from new and interesting things, but also by monetising the things they’ve been giving away free for 20 years, which is scans,” he said.
Powered by Zeendoc, SCAN-BANK creates a recurring revenue stream linked to customer scan volumes. Partners receive an upfront margin on software sales and ongoing payments based on scanning activity.
“SCAN-BANK is very much designed around giving partners that annual recurring revenue that they quite frankly lack today,” he added.
The programme pays enhanced revenue during the first year and continues generating income throughout the life of the customer relationship. Importantly, Eaton believes the model helps partners protect existing managed print services accounts while creating additional value around document capture and workflow.
Folio1 also includes protections designed to reward partner investment. “If a customer comes to us with an ONE-TO-ONE opportunity, they will own it,” he said. “There is a pledge from us that we will never attempt to take a customer from a customer.”
Furthermore, SCAN-BANK entitlements remain linked to the partner that originally developed the opportunity. “If one of your competitors takes that off you, we will not offer them SCAN-BANK.”
Aligned with market trends
Eaton believes the company’s arrival coincides with several major market trends.
The first is growing demand for multi-vendor environments. The second is increasing concern around cybersecurity and data sovereignty. The third is the need for new recurring revenue streams at a time when traditional managed print revenues remain under pressure.
“I think that’s sometimes it’s having the right thing in the right time in the right place. The products we’re bringing to market address security and compliance, and they are hot tickets right now,” he said.
Eaton points to the growing regulatory pressure facing organisations and their leadership teams.
“When the new UK Cyber Act comes into force this year, the fines will be 4% of global turnover, and senior executives can be held personally responsible for breaches. Cybersecurity is becoming increasingly personal if you’re a CIO or a CISO, and when things get personal, they want to know solutions exist.”
For Eaton, that is ultimately where Folio1’s opportunity lies, enabling partners to move beyond discussions about devices and print volumes towards higher-value conversations around risk, governance, automation and compliance, while creating new recurring revenue opportunities in the process.
