01732 759725 42 and support tickets fall by 30% to 40% on a basic pull print setup. With more advanced queue deployment in place, that reduction in printing-related IT tickets can reach 80%. That’s the opportunity for the channel: this isn’t a marginal efficiency improvement; it’s a genuine reduction in operational overhead that resellers can quantify and sell on. Layered on top of that, Microsoft’s move to Windows Protected Print, which removes print drivers entirely in favour of IPP-based printing, is going to force a lot of organisations to re-evaluate their print environment over the next 12 to 24 months whether they’re ready to or not. Partners who understand that shift now, rather than scrambling when it lands, have a real window to lead those conversations. John Green, Managing Director, Commerce Business Systems: I think customers just want things to be easier. They don’t necessarily come to us asking for cloud print; they come to us because they’ve got a problem they need sorting. If the cloud can make things easier to manage and give them more flexibility, then that is where the opportunity is. More people are working from different places now, so customers need their systems to work wherever their staff are. I do think it is inevitable that customers will lean more heavily towards the cloud eventually, though. Daniel Gilbert, Managing Director, Key Digital: The biggest opportunity lies in transforming cloud print management from a standalone service into an integrated digital tool. Customers are increasingly seeking solutions that link directly with tools like Microsoft Teams and SharePoint to eliminate manual steps. Triggering workflows from print devices to automatically become part of a larger operational flow carries real productivity benefits. This is critical for supporting hybrid work environments and those operating in co-working spaces. Using the cloud to the best of its abilities allows that flexibility, ensuring that productivity isn’t hindered by location. The main driving force behind customer demand is the need for a unified and secure experience that maintains, or even improves, productivity. Peter Shackleton, Head of End-User Sales and Managed Print Services Lead, Brother UK: Demand is being driven by organisations looking to simplify how they manage print and reduce the burden on IT teams, particularly as employees continue to work across different locations. Moving print management to the cloud can reduce the need for physical print servers and the administration that comes with maintaining them, while making it easier for IT teams to manage users and devices wherever they are based. Security is another important factor. Businesses need to know that documents remain protected wherever people are working, and cloud print management can give IT teams greater oversight of their print environment and control over who can access sensitive information. For the channel, the biggest opportunity over the next 12 months is helping customers move from traditional server-based print setups to cloud-managed environments that are simpler to run. Partners can help customers understand where cloud print will make a practical difference, support the move and provide ongoing expertise once the solution is in place. That gives the channel an opportunity to build longer-term customer relationships around services and support. Andy Johnson, Solutions Manager, Develop UK: The real opportunity for the channel is in helping customers simplify IT. Organisations are under pressure to do more with less, and cloud print management removes the complexity and cost of maintaining traditional print servers while improving the end-user experience. Demand is being fuelled by hybrid working, cloud adoption and a growing preference for subscriptionbased services. For dealers, this opens the door to recurring revenue opportunities, stronger customer retention and the ability to bundle print management with broader workplace and IT service offerings. Stuart Miller, Partner Channel Director, Canon UK & Ireland: The biggest opportunity for the channel lies in helping customers solve broader business challenges through services rather than standalone products. As organisations place greater emphasis on seamless workflow integration, efficiency and flexibility, there is increasing value in connecting print, scanning and document management into a wider information ecosystem that supports digital transformation. For partners, this creates an opportunity to move beyond short-term product sales and build longer-term, value-led customer relationships based on ongoing services and expertise. PrintIT Reseller: Security, reliability and data sovereignty remain major concerns for end-users. How are you addressing these challenges when discussing cloud print and document infrastructure solutions with customers? Toni Gibiino: We address these concerns at the beginning of the conversation, rather than treating them as technical details to resolve later. Customers need to understand where their data is held, how it is encrypted, who can access it and what happens if connectivity or a cloud service becomes unavailable. That requires a proper assessment of the customer’s environment, including identity management, access controls, device security, data residency, compliance requirements and business continuity. It also means being transparent about the responsibilities of the customer, the technology provider and the service partner. Cloud does not automatically make an environment secure. Security comes from good architecture, appropriate controls and ongoing management. Our role is to translate those technical considerations into a clear risk and operational model that gives the customer confidence in the solution. VOX POP …continued Rachel Pollard Paul Kamlesh Stuart Brookes
RkJQdWJsaXNoZXIy NDUxNDM=