PRINTITRESELLER.UK 43 remain a top barrier, particularly for organisations with complex compliance requirements. There’s also a knowledge gap; many businesses are unsure how to transition from legacy infrastructure to cloud-native or hybrid models. PrintIT Reseller: Quocirca reports that cloud print management expertise is an important MPS supplier selection factor, how do you help your channel partners differentiate and capitalise on the opportunity to deliver cloud-first MPS? Danny Molhoek: Lexmark offers a specific cloud-based MPS programme for channel partners, called MPS Express. It provides small and medium businesses (SMBs) with a solution to streamline their document management processes and free them from day-today printer management. MPS Express stops short of a fully-customised enterprise managed print services solution, is packaged with services that meet the needs of a small-to-mid business customer through a partner and provides a turn‑key cloud-based solution. It enables channel partners to minimally invest in their MPS infrastructure and still create a competitive offering for end customers. The programme includes services, support, proactive replacement of supplies and remote management capabilities, meaning that small businesses don’t have to worry about managing their print infrastructure – especially when they do not have internal IT resources. In addition, the new Lexmark Cloud Services (LCS), also serve as an advanced simplicity and security. Updates to the software and to security are done in the background and in real-time, so business owners can be confident that their print solution is always optimised for maximum productivity and security. That’s especially useful for SMEs who may not have the in-house expertise – or time – to manage that themselves. Another driver for organisations of all sizes, is that cloud-based services are tailormade to support today’s hybrid working models. Finally, cloud-based print’s subscription-model pricing gives customers more flexibility and control over how they pay for their service Some of the barriers to cloud-based print management include concerns over data security, and the complexity of migrating to the cloud. That really needn’t be a concern, given how many print solutions are now cloud-ready and how many resellers are skilled and qualified at guiding their customers along their cloud migration journey. In fact, in PaperCut’s case, we use the same platform as Google Workspace; with many SMEs now moving to Teams and Google Workspace, they needn’t have any worries about migration issues. George Davies, Product Marketing Manager, Sharp UK: Cloud-based print management is gaining significant traction across industries, with adoption accelerating particularly among SMEs and mid-sized enterprises. The shift is being driven by a combination of operational, financial and strategic factors. Businesses are increasingly seeking scalable, subscriptionbased solutions that reduce capital expenditure and simplify IT management – especially in hybrid working environments where flexibility is paramount. Security and compliance are also major drivers. With distributed workforces now the norm, organisations need robust solutions that ensure secure printing across multiple locations. Features like zero trust architecture, encryption and secure print release are no longer optional, they’re expected. At the same time, sustainability is becoming a core consideration. Hybrid cloud print solutions help reduce paper waste, optimise usage and support ESG goals, with many businesses exploring carbon neutral options. However, the path to adoption isn’t without its challenges. Concerns around data protection adoption. When it comes to addressing these barriers, business leaders must understand that successful migration requires a level of investment from all employees, particularly in terms of data protection. It’s crucial that all staff are trained in the security of cloudbased systems and understand how to maintain cyber hygiene when working on-premise and cloud environments. Denis Slavin, Business Development Sales Director, Partner Channel, Ricoh UK: We’re seeing strong momentum across both enterprise and SME sectors, with cloud-based print management now a primary requirement for many organisations. Feature parity with legacy on-premise solutions is a key expectation, particularly around advanced capabilities such as print auditing, user behaviour monitoring, and quota management. One notable trend is the growing demand for proactive security monitoring. For example, tracking printing and scanning activity by departing employees to mitigate the risk of data leakage. As cloud print platforms continue to mature, these kinds of advanced features are increasingly being matched, or even exceeded, compared to onpremise solutions. This development is helping to overcome historic resistance and accelerate broader adoption. Stuart Brookes, EMEA Regional Lead and Head of Sales & Channel, PaperCut: The key drivers for most industries considering moving to a cloudbased print management solution, typically centre around ease of use, VOX POP continued... George Davies Denis Slavin
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