01732 759725 34 SECURITY In a landscape where print is now deeply embedded in connected workflows, partners need a compelling, well‑informed security narrative that stands up to scrutiny. Security is no longer a bolt‑on, it’s a core part of the value proposition and the right support, training and intelligence from OEM partners can make the difference between a reseller who simply sells devices and one who delivers a robust, security-led service that customers can trust. OEM partnerships are essential OEM partnerships are essential to maintaining a credible, up‑to‑date security offering. John Rivett‑Carnac, Managing Director at Managed Print Solutions said that the company’s OEM partners play a critical role in strengthening its security offering. “They provide ongoing technical training on device security features and best practices, access to security frameworks and deployment guidelines, firmware updates and vulnerability management support and presales and solution design expertise for complex environments.” This collaboration helps Managed Print Solutions stay ahead of evolving threats while delivering secure, compliant and future-ready print solutions. “We combine this manufacturer expertise with our own hands-on experience to deliver practical, business-focused security outcomes for our clients,” Rivett‑Carnac added. Carbon Group works very closely with its OEM partners Canon and Epson, and cloud software providers. Digital Services Director Ryan Green said that their training goes well beyond basic product knowledge. “It covers secure device architecture, data encryption, user authentication, cloud security and how print fits into zero trust environments. “We also get early access to security updates, roadmaps and specialist support, which is critical as print becomes more connected. Our role is then filtering that vendor input, cutting through marketing claims, and turning it into practical, defensible solutions that stand up to scrutiny from IT and security teams.” Structured technical training Michael Field, Managing Director at Workflo Solutions says that partnerships go well beyond hardware supply. “Each partner provides structured technical training that keeps our engineers current on device security architecture, covering hardening procedures, firmware management, encrypted communications and access controls.” He continued: “We also have access to dedicated pre-sales and specialist security support, which is invaluable when working with complex or regulated customer environments. Critically, we receive early access to security bulletins and vulnerability advisories, so we’re proactively protecting our customers before threats are publicly disclosed, not reacting after the fact. That partnership-enabled, proactive posture is a core part of how we deliver a managed service that genuinely earns our customers’ trust.” FUTERA CEO Lee Manning concurs: “Our OEM partners play an important role in maintaining a strong security capability. That includes ongoing technical training, certification programmes and early access to new security features within their platforms. “We work closely with them to understand how device-level security, firmware updates and platform developments fit into real-world customer environments. That allows us to translate vendor capability into practical, deployable solutions. Two-way relationship “It is also a two-way relationship,” Manning said, adding: “Feedback from our customers and engineers helps shape how those technologies are applied, particularly in complex or mixed environments. That combination of vendor support and real-world experience ensures we continue to deliver solutions that are secure, Security isn’t just a talking point anymore; it’s a board-level priority that shapes buying decisions across every sector. For channel partners, that means expectations have never been higher. Customers want more than devices, they want assurance that their print infrastructure is secure, compliant and aligned with modern cybersecurity standards Building a more secure print ecosystem continued... David Lees Paul Kamlesh
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