SUSTAINABLE IT PROCUREMENT
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“For businesses, this approach can contribute to sustainability objectives, including potential reductions in Scope 3 emissions associated with new manufacturing, reduced e-waste, and increased circularity through reuse and recycling.” Refurbish option As Lynne notes, refurbished devices are becoming increasingly popular. Hayley Knott, marketing manager at KOcycle, says that giving a laptop a second life and keeping it in use for an additional two- three years can avoid the equivalent of hundreds of kilograms of CO₂ that would otherwise be generated in manufacturing a new one. “For businesses with meaningful Scope 3 targets, that's a number worth paying attention to,” she adds. “Refurbished is now a credible choice for business-grade deployments, not just cost-conscious consumers. We're seeing enterprise customers specifying refurbished as a preference, or even as a percentage of their IT procurement strategy, not just as a back-up option.” Alex says that uniform grading practices, direct-from-source supply through OEM and carrier trade-in programs, and stricter quality control have transformed the perception of refurbished and secondary devices from second best to smart procurement. “Businesses are realising they can access reliable, high-quality devices at lower cost and with better sustainability credentials,” he adds. “For MSPs managing large device estates, the commercial and environmental case is increasingly compelling. We’re seeing more and more businesses leading with refurbished as a first choice procurement strategy, not falling back on it as a last resort.” Sarah says that in the mobile and laptop space, refurbished and remanufactured devices do appear to be moving further into the mainstream, but the picture is not uniform across every category. “Within our own business, refurbished sales have
been consistent rather than accelerating sharply, and one of the practical challenges is certainty of supply,” she says. “If a customer needs equipment quickly, a new product is often easier to source. What matters most is confidence in quality, security, support and a clear route for redeployment or recycling at end of life.” Reseller conversations In conversations with customers about sustainable IT procurement, resellers should focus on certain aspects. “Resellers should approach sustainability as a business conversation, not just a technical one,” says Lynne. “The most effective starting point is to move beyond product features and instead focus on customer outcomes, particularly how sustainable IT can support ESG objectives, cost optimisation and compliance requirements. “In practical terms, that means framing sustainability in terms of total cost of ownership and lifecycle value, not just upfront price, as well as highlighting measurable impact, such as lower carbon emissions associated with device use and production, reduced e-waste and extended device lifecycles. In the public sector, the conversation should be tailored towards addressing regulatory requirements and reporting obligations, while in the private sector the focus may be more on ESG performance and brand positioning.” Hayley says resellers should be equipped with messaging that is outcome- focused, data-backed and linked to any regulation, compliance or governance requirements. “Having a trusted ITAD partner to support with education to sales communities is extremely important,” she adds. “Often, resellers will be talking to new personas and stakeholders within their clients around sustainable IT, and it is our role to equip the sellers with the right language, messaging and evidence to build confidence with the client.” Alex says resellers should move from
Contributors
Lynne Brown
xerox.com
Alex Croft
alchemyglobalsolutions .com
Sarah-Jane McGaw
westconcomstor.com
Hayley Knott
kocycle.com
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