01732 759725 VOX POP 46 ...continued The cloud managed print ecosystem needs to catch-up with virtual software services – hardware vendors, distributors, resellers, software solutions, logistics, financial services providers have to align does this approach limit the bandwidth usage and latency if the customer has poor connection, but it also reassures them no sensitive data will leave their environment.” www.hp.com Simon Hill, Managing Director EMEA & APAC, Vasion: “A variety of reasons for not moving to the cloud have come up in conversations with customers, but there are three types we hear most often. The first is the initial investment. Although cloud technology is generally cheaper over time, there are many ‘sunk costs’ with print servers and their management. Another concern is the perceived lack of control and availability with cloud offerings. The most common reasons, however, are security and compliance issues. “PrinterLogic is an affordable cloud-based SaaS print solution. Most companies see an RoI in just the first year of using our serverless printing platform. We also offer management features with a centralised dashboard and excellent uptime thanks to our direct IP printing infrastructure. And with segmented and segregated network services, data is secure and fits in naturally with a zero trust model. That allows companies to focus resources on other security needs without worrying about print vulnerabilities. “As humans we don’t like change. Ultimately, we need to give customers confidence and reassure them that they can trust in a true cloud-native solution over their current on-premise server products. This is the next step in the evolution of IT.” www.vasion.com Nigel Eaton, UK General Manager, MyQ: “In general, many users are talking about the cloud, but they are not sure what are they looking for. Often, they just want a serverless solution but are not aware of all its pros and cons. “End-users often expect the same range of services and feature sets as an on-premise solution would provide. However, the cloud concept is different – you can easily compare desktop Microsoft Office and Microsoft 365: it is a similar product at its core but with different functionalities and logic how to use. It is more about flexibility and resilience than about functionalities which were must-haves in the past e.g. users policies and restrictions. “We can meet the needs of all types of customers. For those who are just looking for a serverless solution, we can offer the MyQ X product installed in a private/hybrid cloud with both perpetual and subscription licensing. We are also ready to support customers that are interested in a public cloud with a multi-tenant architecture, for which MyQ prepared the SaaS product, MyQ Roger.” www.myq-solution.com Tony Lomax, North EMEA Product Marketing Manager, Lexmark: “For many businesses, moving toward cloud technology can seem daunting. Changing the attitudes and behaviours of staff to embrace a new way of working that will be fully adopted is one of the main challenges. Equally, there are concerns around the security of confidential documents and cost, as there is an initial investment in the infrastructure. “Lexmark works with customers closely to ensure the business as staff are fully educated on Lexmark’s cloud technology and familiarise people with simple processes that ensure the adoption of new technology is high. Lexmark’s security features provide that confidential information is safe and secure. Cloud printing enables secure print release across an organisation, protecting confidential output from interception and saving the cost and waste of unclaimed prints. Cloud Fleet Management also relieves the pressure and resources needed to run a print infrastructure. “Centralised data collection and detailed reporting about printing, copying and scanning across a business help identify problems and gain insights for informed decision-making. The more insights a business has access to, the more informed decisions it can make – saving time and money in the long run.” www.lexmark.co.uk Janis Kemers, VP Print & Supplies Europe, Tech Data: “A business’ commercial model, operational and financial flow are one whole package. The cloud managed print ecosystem needs to catch-up with virtual software services – hardware vendors, distributors, resellers, software solutions, logistics, financial services providers have to align. The ecosystem becomes more complex when several parties are involved to enable the desired seamless and fully flexible environment. “MPS was probably the first successfully executed as-a-service business model in the industry, but also a failure at the same time because of its complexity and lack of transparency. It has also mainly been commercialised by specialist resellers or vendors directly, and not available via a broad reseller base. “To solve this Tech Data invested in OpenMPS, a cloud-based services platform that allows resellers to offer MPS tailored to their business needs, to close competence gaps and retain their own strategy, commercial model, financial flow, and end-user relations. Tech Data enables value co-creation and does the heavy lifting by providing the OpenMPS platform to align with specific reseller requirements. “This makes a huge difference, for example, resellers no longer need to worry about complex profitability models, number of pages printed by the end-user, inventory, and operations management. Individual resellers receive exactly the support that they need, and Tech Data works with its vendor partners to secure the best conditions possible.” www.techdata.com Next issue, we’ll explore how vendors are helping channel partners to deliver dedicated cloud print management services and hear from resellers already capitalising on the opportunity. Simon Hill Tony Lomax
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