Print.IT Reseller - issue 86

01732 759725 VOX POP 44 ...continued for consulting on solutions for both on-premises and in the cloud with the highest security and compliance standards. “While COVID-19 may diminish over time, it has catalysed a change in business needs that MSPs need to be ready to support and embrace – those who don’t, won’t survive long-term.” Sajan Shivshanker, Chief Operating Officer, Aura : “The new normal hybrid working model has certainly brought fresh challenges but more importantly innovation to print – which is a great thing. We have helped many organisations deliver augmented print and workflow and other cloud-based solutions (such as visual communications and workspace collaboration solutions) for employees irrespective of their location without compromising agility, security and compliance. “As to whether I think this is a key differentiator – in the short- to medium- term – yes – as there is a significant investment from MPS providers to build an experienced team, proactive service infrastructure and a track record with customers. However, overtime I think a greater number of providers will offer cloud-based print solutions as an extension to their services. These cloud-based MPS solutions can provide a new revenue stream to help recoup some losses MPS providers may have experienced during the pandemic, but only if they are comprehensive and offer solutions for office, home and mobile employees. It is of greater importance to focus on the needs of customers and recognise that the pandemic has changed the way we work forever.” Tony Wills, Country Director, Canon UK & Ireland : “Over the last year, workplace boundaries have expanded, and many businesses must now support employees who are working from multiple locations – whether that’s from the office, from home, from remote locations or a combination. Whilst this has brought about many challenges, it has also highlighted the cloud’s ability to support an ever-changing working environment. “One of the most pressing and complex challenges of the hybrid working world is cybersecurity. According to a Tenable report, over 40 per cent of businesses have experienced at least one cyber-attack related to the pandemic in the last year, highlighting the challenging and changing environment that businesses are now operating in. One of the main benefits of the cloud is its ability to ensure a company’s software is up to date. In doing so, businesses can be certain they are receiving the latest updates to help mitigate risks. With cyber-attacks on the rise, being able to offer businesses peace of mind will be a crucial selling point for MPS providers that will ultimately help drive sales. “For the print channel specifically, being able to offer cloud-enabled print hardware will also be important. Research from the last year has shown that despite moving to a hybrid working model, there is still a demand for printing solutions, with 38 per cent of employees stating they missed a printer the most whilst working remotely. Cloud-enabled digital workflow solutions will allow users to print from anywhere, whilst also ensuring information is tracked and stored securely. At Canon, we’ve seen a rise in the sale of printers that are compatible with print security solutions over the last year, and we anticipate that this trend will continue. “As customers recover from the pandemic, a move to the cloud will also be able to offer a more flexible way of working. It’s clear that hybrid working is here for the long run, and MPS providers who fail to offer a strong and complete cloud-based proposition will fail to regain revenues lost from the pandemic. As a result, we would encourage MPS suppliers within the partner community to think about their long-term strategy for coping with the changing face of working environments and work closely with OEMs to leverage their capabilities so they can remain relevant to clients.” Mark Bailey, Managing Director, EBM Managed Services : “To grow after the pandemic will require flexibility, there is no doubt about that. As B2B suppliers, our growth only comes from the success of our customers. We must be able to anticipate their needs, and to really listen to them. Cloud printing services offer the flexibility craved by many businesses right now. It’s a great option, and there’s clearly room for it to grow. However, I anticipate that most providers will offer cloud printing soon – if they don’t already. Long-term, it won’t be a strong differentiator but it’s possible that in the short-term it could be the foot in the door that MPS providers need to the build fruitful business relationships that really enable growth. In that sense, it could play a very important role in the industry’s pandemic recovery.” Neil Sawyer, Director of Channel & Partner Alliances, HP Inc : “We have seen a significant uptake of printing at home, with many users looking to support their family and their work with a simple to use, low cost printing option. As the vaccination programme takes impact, we expect to see an increase in office use, but it is unlikely to reach pre-pandemic levels. A combination of office and home Cloud-enabled digital workflow solutions will allow users to print from anywhere, whilst also ensuring information is tracked and stored securely Sajan Shivshanker Mark Bailey Tony Willis