01732 759725 36 relevant and aligned to how organisations actually operate.” OEM partners also play a huge role at Key Digital. Managing Director Daniel Gilbert explains that OEMs’ ongoing training programmes and certification pathways mean Key Digital’s in‑house service and support teams are always working to the same standards as the manufacturers themselves which keeps its security delivery consistently ahead of the curve. “We’re also kept up to speed on emerging threats, whether they relate to print devices, office technology or wider networked environments. This means we can quickly translate that insight into practical guidance for our customers. Trusted advice “When we highlight potential weak spots or recommend a specific course of action, clients trust that advice because they know it’s backed by both our own expertise and the deep technical knowledge of our OEM partners,” he said. ABS Director David Lees echoes this. “Our OEM partners play an important role in keeping us aligned with the latest developments in secure print technology. They provide ongoing training across device security features, firmware management, cloud integration, and best practice configuration. This includes technical certification programmes, security‑focused briefings, and early access to emerging capabilities that allow us to proactively enhance our service offering.” ABS combines OEM training with its own in-house IT security expertise, including cyber security, penetration testing, and managed service operations. “This allows us to position OEM capabilities within a broader cybersecurity framework, rather than viewing them in isolation,” Lees explained, adding: “The result is a more complete, real-world security approach that reflects both manufacturer innovation and the evolving threat landscape our customers face.” For Evolve Document Solutions, manufacturer partnerships are vital. “We don’t just sell their hardware, we lean on them for heavy duty technical training in areas like device hardening and cloud integration,” Founder Daniel Maddox explained. Better outcomes for clients Most importantly, that knowledge translates into better outcomes for clients. “We aren’t just supplying kit; we are helping customers design secure document environments built on proven tech and practical best practice,” Maddox added. John Green, Managing Director at Commerce Business Systems agrees that OEM partners play a key role in keeping them up to date with what’s changing and what customers need to be aware of. “They provide excellent ongoing training, technical support and updates about possible risks and the solutions which helps us continuously strengthen what we are able to offer to our customers. But we don’t just rely on our partners. A lot of what we do comes from being out there with customers every day, it’s that mix of our partners’ support and our customers’ experience that shapes how we deliver security.” According to Copybox Document Systems’ Technical Director, Paul Kamlesh, one of the benefits of being an authorised reseller is that OEM partners provide ongoing training, technical support and regular updates which helps Copybox stay current with the latest security and technology developments. “Not only are we always up to date but we can confidently guide customers on best practice, make sure systems are configured correctly, and keep everything running securely over time,” he said. Opportunity to move up the value chain Martyn Williams, Sales Enablement Manager EMEA at Xerox, says security is one of the biggest opportunities for partners to move up the value chain. “We focus on enabling partners to lead security-led conversations, rather than positioning security as an add-on. That includes training on evolving threats, assessing customer environments, and articulating risk in a clear, practical way. “Access to fleet management and security toolsets enables partners to deliver ongoing services – monitoring, patching, policy enforcement and compliance reporting, rather than one‑off engagements. The most successful partners don’t lead with features. They lead with visibility and control, helping customers understand where their risks lie and establishing a structured approach to reducing them over time.” Epson’s Head of Sales for Business Print & Scan, Nick Taylor, highlights the importance of structured, accessible resources. He said: “Epson supports its UK channel through a structured partner portal and training platform, providing access to technical documentation, solution training, software guides and ongoing product updates. Our in-house pre- and post-sales services teams also help ensure we can address knowledge gaps as and where relevant. SECURITY …continued Lee Manning Nick Taylor LeAnne Foley
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