PRINTER NETWORK SECURITY
audit trail will be provided, showing who printed what, where and when. It’s also possible to analyse the content of output, alerting key personnel when specific keywords are included in prints.” Agility It is also essential for solutions to be agile, as the threats to businesses are always evolving. “The pandemic taught us that businesses of all sizes need the agility to pivot quickly if a major event occurs,” says Stuart. “But even beyond a global pandemic, SMBs can experience rapid growth or the need to change direction suddenly to meet demand. Therefore, their print solution needs to be able to adapt, while continuing to support hybrid workplaces and the ability to work on any device type, especially in the face of a fleet refresh.” Ian adds that organisations need agile solutions to remain competitive. “IT departments are looking for print solutions that can be quickly implemented, easily and securely managed without having to invest in additional server infrastructure,” he says. “Our range of AltaLink and VersaLink devices can act as IOT devices, communicating securely with our cloud based print management, allowing devices to be managed securely for the duration of the contract without the need for on-premises infrastructure.” Reseller conversations When talking to customers about secure print networks, resellers should be highlighting several things. “Beyond the security fundamentals, they should be able to share examples of real-world consequences of insecure installations as a stark reminder of what can go wrong, and the implications of when it does; from loss of brand reputation to breaches of mandates like GDPR,” says Stuart. “They should also be able to outline how a secure install can still function without
impacting user experience or cost, while adhering to compliance regulations.” Peter agrees that resellers should
impress on their customers the importance of securing their print environment. “As this will be a
fundamental part of their data, network and ultimately their business security,” he says. “Printers and MFPs that are independently recognised and validated for their security technology will enable channel partners to differentiate their offer, add value and ultimately build trust with their customers.” Ian notes that SMB customers can find it difficult to differentiate between resellers. “Particularly when the conversation is limited to feeds and speeds and the standard functionality that all vendors offer,” he says. “It then becomes price- driven instead of value-driven. “We encourage our resellers to broaden their conversations, focusing on three key areas: security, sustainability and productivity. By applying this approach to the device, fleet, document and user, they can add value and over and above secure print functionality.” Ian adds that resellers should make sure they are comfortable having security-focused conversations with their clients in relation to print. “Do they appreciate that print devices should be managed and secured just like their other network endpoints?” he says. “What are their policies and procedures going to be around ensuring that their print related solutions are properly audited, patched and configured. How will they handle password management? Would they like to relieve their IT department of these burdens and perhaps sign up for a managed service that provides this instead? “This type of conversation opens the potential to sell other solutions and services that help the reseller replace lost revenues as a result of declining print volumes.” n
Peter Dresser product marketing manager
kyoceradocument solutions.co.uk
“
Printers and MFPs that are independently recognised and
validated for their security
technology will enable channel partners to differentiate their offer, add value and ultimately build trust with their customers.
”
printinthechannel.co.uk
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