PRINTITRESELLER.UK 37 ONE-TO-ONE by model, name or location. The other key element with the cloud-native technology is that we can provide digital solutions that leverage AI. As an example, a healthcare organisation in the US had a manual process where people check in for a procedure, taking that paper form to a digital form and obtaining their signature is a simple step we can do within our platform. We then looked at what the medical institution was doing when that document came in. They were gathering other notes and taking data from their ERP system and then providing that to a consultant who had to read all that information and make a judgment call on the correct procedure. We now use an AI engine called Comprehend, which will read all of that information and create a summary page for the consultant. Then when you move further down that process, you need to store that record for a certain period of time. But with PII, there’s certain information you can’t hold. So, we had to look at how we remove the PII information and redact it, so we passed that to another AI engine that redacts the document and brings it back in before storing it. There are certain things we can do within the platform, so electronic forms, digital signatures, workflow, but there are other things where we can pass documents out, bring them back, and then move them along the workflow. That’s where we’re leveraging AI to help us on the journey towards making digital transformation attainable for everyone. www.vasion.com partners and we can do joint marketing events. I’m also currently working with several partners to look at how we help them with demand generation. MR: I believe that Vasion is undergoing the process to achieve FedRAMP certification. Could you explain a little bit more about that? AB: Yes, we are, initially I thought of that as very much an American certification, but actually it’s important to other regions too. This isn’t just a certification or a badge, it’s a year of development in the US, 90% of our development team are rebuilding the code to meet the stringent requirements of the US federal government. So that’s 12 months of heavy development work, all of the heavy lifting is now done, then it has to go through sponsorship, and we put that forward for the FedRAMP approval, which we’re expecting imminently. We believe we’re the only software vendor to achieve that. The code that we’ve already built that’s gone for certification is the same code that all of our EMEA and APAC customers use, so the architecture built for the US federal government is in place for every EMEA and APAC customer. MR: How does AI play in your offering, and what plans are in place to expand the use of AI tools? AB: We’ve recently added our own AI engine to our platform - VAI, which is Vasion AI. So, for example, you could go to VAI and request a report on all HP printers across your network, then you could ask it to rename all devices there’s a little bit more planning and control around how that’s rolled out, but overall, it’s extremely easy to deploy. When you move into other products, like our advanced security add-on, then you’re dealing with vendors’ hardware and firmware, there’s more complexity, but it’s still very easy to roll out. With Vasion Output, where we deal with ERP systems and print, the product is easy to deploy, but there’s more complexity working with ERP systems. It’s critical print. It can’t go down. MR: And the revenue potential? AB: It’s a very different model to traditional print partners, where the page volume can go up and down and it can vary their earnings. This is an annual recurring revenue model, so partners can build their ARR year on year. They can add additional software and crosssell across the wider platform, upselling the licenses they’ve already sold. The potential to add services is huge when we move into content management, electronic forms and workflow. MR: What areas in particular will you look to support partners in? AB: Although the product and the platform is intuitive and scalable, we still need to onboard partners, we need to train them and we need to provide them with marketing collateral. So, we’re investing quite heavily in a partner training program. We’re also working with our marketing team, we have a huge amount of collateral that would benefit our partners, so we can co-brand or rebrand those assets to help our To watch the full interview, please scan the QR code
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