PRINTITRESELLER.UK 45 VOX POP Mark Ash: Security risks are particularly prevalent in BYOD environments where devices must authenticate before being allowed access to the infrastructure, often using two-factor authentication. For us this means there is always another level of discussion we must have with customers around their security, what they expect from the solution and indeed how a proposed solution will fit into their secure environment. This assessment forms part of the initial discussions with the customer and it is our job to ensure we can show the security of the whole printing process. When required this can mean completing a full penetration test of an environment to ensure it cannot be attacked and any new vulnerabilities are actively closed with new firmware and updates. For companies like ours this also means having an even closer relationship with our partner software providers as they also have an important part to play in the security of a print solution that will be deployed. Richard Hall: UTAX continually evaluates solutions that complement our portfolio to strengthen or build on our offerings in line with industry standards and customer requirements; partnerships with solution providers such as ATI (UK) are an example of partnering with specialists in print and data streams, they offer additional functionality both over the device and print management functions. Our cloud-based solutions offer security, control [policies] and audit capability, provisioning end-user accountability to the business for users’ home working or office-based. Arjan Paulussen: Security risk and assessment services need to be continuously updated to reflect our customers' working environments. For example, the move to hybrid working means that more devices are being used – many of them not provided, managed or controlled by the organisation. BYOD has expanded to Bring Your Own Office (BYOO), with desktop/laptop computers being used alongside tablets, mobile phones, printers and other devices, mainly bought and set up by the user. This significantly impacts the overall threat landscape that an organisation has to monitor and manage, not only via direct endpoint management but also when protecting data and information security when devices connect across public networks. PrintIT Reseller: What training/support do you provide for channel partners to help them develop a strong security services and solutions offering? Kerry Rush: As part of our technology partner programme, our dealer partners can access security-focused training resources from both a technical and sales perspective, helping them support their customers in creating a secure workplace. Mark Ash: At Konica Minolta we have a number of specialist consultants that are available to support our channel partners with targeted training in relevant security threats and the right solutions to tackle them. This support, advice and training can also be extended to customers when required, in close collaboration with our partners, to ensure these security services and solutions meet the specific needs of the deployment and potential threats to the organisation. Undoubtedly as security threats continue to evolve, companies like ours must specialise in this area, ensuring that our knowledge is kept up to date with the latest security threats so we can fully support and train our channel partners and customers to meet the potential threats they will continue to face. Richard Hall: We offer regular webinar training sessions free to our partners covering our hardware and solutions portfolio. In these sessions, our experts ensure that attendees are aware of all the security offerings available on our devices and are provided with full instructions on how to utilise them. The same goes for our solutions portfolio, in that all the security functions provided by the solutions are covered in the training, so our partners are fully aware how to correctly configure the security functions. Arjan Paulussen: Through Lexmark Connect, our channel partners have access to value-added offers, an extensive range of tools, marketing and training resources. This includes the Lexmark Industry Advantage (LIA) programme which helps our partners increase their knowledge of relevant trends, challenges and terminology for stronger, more targeted communications and dialogue with their customers. Towards the end of last year, via the LIA programme, Lexmark delivered a webinar to partners to update them on the latest security technology to help protect their customers’ devices, data, and information, providing critical information and examples about how to solve real challenges including - the growing challenge of internal and external threats; adopting zero trust principles; security trends related to print; what’s new? Information Storage Device, Trusted Platform Model, and PrintCryption 2.0; how the “secure by design” approach helps customers and standard security features on Lexmark small and large workgroup devices. www.elmdalemaintenance.co.uk www.key-digital.co.uk www.ebmltd.co.uk www.visionplc.co.uk www.sharp.co.uk www.konicaminolta.co.uk www.utax.co.uk www.lexmark.co.uk Security risk and assessment services need to be continuously updated to reflect our customers’ working environments. For example, the move to hybrid working means that more devices are being used – many of them not provided, managed or controlled by the organisation Andy Ratcliffe
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