SECURE MPS
resilience and sustainability tools, like our carbon-neutral hardware and energy monitoring, resellers can move from being box-shifters to becoming essential IT partners,” he says. Stuart notes that the basics are still the most important and effective line of defence. “Leading conversations with the importance of cyber hygiene is where we encourage resellers to start when guiding their customers, from prevention measures such as device hardening and access control, to active protection through monitoring and encryption, and proactive rehearsal,” he says. “Customers are looking to their providers, now more than ever, to be the experts to guide them when it comes to critical areas such as security. We equip our partners with the knowledge, tools and resources they need to lead these conversations with confidence. Through targeted education, curated guidance, and clear, practical content, we help them articulate how our products and solutions strengthen security and enable businesses to operate with greater resilience and peace of mind.” Kerry says resellers should highlight that managed print and document management solutions offer a unified approach to security, cloud integration, and workflow efficiency, helping organisations simplify IT management, reduce costs and adapt to hybrid work environments. “Customers increasingly expect robust security features, seamless connectivity with cloud services, and sustainability as standard, so it’s important to emphasise energy-efficient devices, recycled materials and access to sustainability dashboards,” she adds. “Additionally, resellers can add value by advising on workflow automation and the adoption of AI-driven tools that streamline document processes and support digital transformation. By focusing on these priorities, resellers position themselves as trusted partners, helping organisations stay resilient, compliant and future-ready in a rapidly evolving market.” n
workplaces,” she says. “For example, modern MPS platforms now support secure print release, user authentication, and integration with popular cloud storage services, making it easier to manage documents securely from anywhere. Solutions like print management software further enable secure, cloud- based print management, supporting a range of identity providers and promoting more sustainable print practices.” Reseller conversations With the evolving threat landscape, resellers need to position themselves carefully in conversations on MPS security with customers. “Resellers should position print as an endpoint, not a peripheral,” says Deyon. “Key discussion points include visibility and control across the estate, strong authentication and secure release, cloud-based management to simplify compliance and secure end of life processes. Explaining how AI enabled capabilities support ongoing resilience helps move the conversation towards long-term value.” Ian agrees, adding that the most successful partners put security at the forefront, leading with education and raising awareness of the risks associated with unmanaged print environments. “Print devices should be viewed and managed like any other endpoint, with consistent auditing, timely patching and clearly defined governance,” he says. “Leaving fleets unchecked introduces avoidable vulnerabilities, while proactive oversight reduces security exposure and operational disruption. Customers don’t need alarmist messaging – they need clarity, confidence, and a well‑defined roadmap for lowering risk through improved management and strong security practices.” Steve adds that customers should be reminded that in a hybrid world, every machine is a node on the network and a potential risk. “By focusing on business
Kerry Rush
sharp.co.uk
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Customers increasingly expect robust security features, seamless connectivity with cloud services, and sustainability as standard, so it’s important to emphasise energy- efficient devices, recycled materials,
and access to sustainability dashboards.
”
printinthechannel.co.uk
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