PRINTITRESELLER.UK 37 “Partners are also supported with security‑focused documentation, including security whitepapers for Epson Device Admin, Epson Print Admin and Remote Services, enabling them to design and deploy secure print solutions with confidence.” Detailed security conversations Brother UK’s Chief Revenue Officer, Greig Millar, says that security conversations are becoming more detailed, and Brother wants to make sure partners have everything they need to support their customers. “Our role is to give them practical ways to approach it. That includes assessment tools that help identify risks and turn them into clear recommendations, as well as training that focuses on how to position security in a commercial context.” Brother provides a combination of online resources and in-person training, covering both technical implementation and how to position security with customers. “The aim is to move the conversation away from theory and into something tangible, where customers can see both the risk and the value of addressing it. When that happens, security becomes a driver of better decisions rather than a barrier to them,” Millar explained. Through the Toshiba Partner Programme, resellers have access to training and resources covering print security assessments, secure device configuration, zero trustaligned print architectures and compliance-led positioning, all backed by practical tools and clear guidance. Toshiba’s Head of Indirect Sales, LeAnne Foley, says Toshiba puts a lot of emphasis on helping partners talk confidently about print security, not just sell hardware. “Our aim is to help partners position themselves as trusted print security advisors, delivering higher value solutions that match how customers work today.” Develop UK supports channel partners with practical security training, sales enablement and ongoing technical support. Solutions Sales Manager, Andy Johnson said: “That includes vendor-led certifications, real world use cases, and help building repeatable security services, so partners can confidently position print and document security as part of a broader cyber offering.” www.mps-uk.co.uk www.carbon-group.co.uk www.workflo-solutions.co.uk www.futera.co.uk https://key-digital.co.uk www.absabetterway.co.uk www.evolvedocumentsolutions.co.uk www.commercebusinesssystems.co.uk www.copyboxdocumentsystems.co.uk www.xerox.co.uk www.epson.co.uk www.brother.co.uk www.toshibatec.co.uk www.develop-uk.co.uk SECURITY https://uk.access4.com BUSINESS BRIEFING The Dial Tone Is Dying. The Opportunity Behind It Isn’t. Every print reseller and MSP has lived through the moment a reliable category stops paying what it used to. Hardware and consumables have taught this lesson for years. The same pattern is now showing up somewhere partners were quietly eyeing as a natural next step, the carrier voice market. Across the sector, legacy voice is being deprioritised by the carriers that used to sell it. Compensation is being trimmed, channel teams supporting it are shrinking, and while existing contracts are honoured, fewer providers are investing in growing that line further. Meanwhile, the conversation customers actually want to have has moved on. It is no longer just about a dial tone. It is about how voice, UC, CX and UX work together, and increasingly how AI sits across all of them to automate routing, surface customer insight and remove friction from every interaction. That is a much richer opportunity than legacy voice ever was, but it exposes exactly why a single carrier relationship is the wrong foundation to build it on. A carrier retreating from voice was never going to lead on UC, CX, UX or AI integration. Print focused partners chasing bigger deal sizes with existing customers need a platform built for that breadth, not a legacy voice line dressed up as a growth strategy. This is the case for vendor agnostic delivery. Access4 gives partners the ability to sell best of breed voice, UC, CX and UX solutions, with AI capability layered in, across a choice of vendors through one pane of glass. No single carrier’s shrinking ambitions can cap what a partner offers. SASBOSS makes that breadth commercially workable, automating provisioning and billing across every layer so complexity never lands on the partner’s desk. The partners who win the next phase will not be selling voice. They will be selling the whole conversation, and doing it on a platform they chose deliberately. Jonathan Walker, CEO UK & Ireland, Access4
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