01732 759725 44 VOX POP PrintIT Reseller: Channel partners say they want more support from vendors as they seek to diversify. How are you helping partners to upskill and expand into new areas such as cybersecurity, digital transformation and IT services? Andy Muskett: Cybersecurity continues to be a hot topic for organisations of all sizes. Xerox has a comprehensive security offering and a proven track record in making our hardware and solutions compliant with the most rigorous security standards. Whether it is the security on the device, using the latest encryption standards, security of the device providing integrations into popular SIEM systems such as Splunk or LogRhythm, or document security with our EDM solution, DocuShare, or our print management solutions such as Xerox Workplace Cloud, we can offer market-leading security and compliance. Our powerful security toolkit – Workplace Cloud Fleet Management – gives partners the tools to help them generate new revenue streams, empowering them to offer chargeable services based on security auditing against a pre-agreed policy and automatic remediation of devices that fall outside this policy. These tools can also be used for password management and firmware/patch updates, increasing productivity for partners and their clients. We give partners’ technical and sales resources access to experts through our Community of Practice sessions, providing the opportunity for direct communication with developers to improve products, participate in open forums, share new developments and take feedback to improve the solution. In addition, we’ll be making CareAR (an augmented reality solution) and RPA offerings available for our partners to resell, allowing them to expand into new markets that complement their print and other IT offerings. Stuart Miller: In order to strengthen their service proposition to customers, resellers need to stay on the front foot of new and emerging technologies, which is where manufacturers can play a key role. Building a strong relationship with a trusted manufacturer – that has expertise across a well‑rounded portfolio – can be a reseller’s greatest asset. Canon’s extensive portfolio is backed by a team of experts from engineers to cybersecurity professionals, which allows us to provide partners with market-leading training and tailored advice so that they are prepared for any situation. For example, Canon’s team of security experts are able to educate partners on how to best use Canon’s cloud-based software, uniFLOW Online, which integrates customer workflows under one secure infrastructure. With Canon providing hand-in-hand training, partners are able to diversify their expertise and break into a range of markets, such as the legal and financial sectors, by offering secure cloud printing software. Our channel also offers an extensive range of learning and development (L&D) programmes via online courses, face to face training and webinars. The course catalogue covers product training, soft skills workshops and personal development topics. Greig Millar: Resellers are responding to tenders that are asking for ever more detail about how they can support potential customers’ security requirements and digital transformation ambitions. A significant part of this is proving that the hardware being provided is compliant and compatible with a firm’s existing security solutions, which is where we work hand-in-hand with partners. We’re able to help respond to tender questions on behalf of resellers to demonstrate how devices will integrate seamlessly into their infrastructure - outlining all relevant specs and certifications, which allows partners to focus on nurturing the relationship. We also support partners with a breadth of guides via our BrotherZone platform, which hosts toolkits and training videos on every aspect of our tech and services. We’re also working with specialists like Tungsten Martin Fairman continued... LeAnne Foley Resellers are responding to tenders that are asking for ever more detail about how they can support potential customers’ security requirements and digital transformation ambitions
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