Print.IT Reseller - issue 91

ISSUE 91 · 2022 PRINT, MFP, SOFTWARE, SERVICES, DOCUMENT & CLOUD NEWS & INFORMATION FOR VARS, CONVERGED RESELLERS & MFP DEALERS EVENTS WORKPLACE Tech Live 2022 PAGE 18 PAGE 30 PAGE 40 VOX POP Committed to a sustainable future Adrienne Topping picks her favourite work tools Seamless sales management with our digital solutions Now more than ever, rapid credit decisions and / access to financing are essential. Find out how we can support you at:

Our award winning sustainable technology is here to stay At Epson, we are 100% committed to our Heat-Free business inkjet technology and to supporting our resellers in providing their customers with printing solutions to reduce their environmental impact. We’ve developed PrecisionCore Heat-Free technology, a uniquely sustainable alternative to thermal inkjet and laser printers. To start printing sustainably, visit Up to 96% fewer used consumables than laser printers* Up to 50% faster from ready compared to laser printers* Up to 83% less energy than laser technology* *

Quocirca’s 2022 Global Print Security Landscape report explores how print security is impacted by the hybrid workplace and the challenges businesses are facing as a result. The findings reveal that organisations are struggling to keep up with the print security demands of the hybrid workplace. Workers continue to rely on print and the distributed nature of the print infrastructure has expanded the risk environment. As a result, print-related data losses are frequent but, despite 53 per cent of respondents saying security is a top priority, few businesses have implemented key print security measures (page 20). Both COP26 and the global pandemic have increased environmental awareness, causing more people to pay more attention to climate change. It’s clear that if we are to limit the most damaging impacts of climate change, the direction of travel is firmly towards net zero. Sustainability is the topic for this month’s VOX POP (page 40). In part one of a two-part piece, a selection of the channel’s leading vendors discuss the need to cut GHG emissions and why strong environmental performance matters to both customers and employees alike. In this issue, Adrienne Topping, Group Brand & Marketing Communications Manager, Sharp Business Systems UK, picks the work tools she uses every day and couldn’t do her job without (page 18). This month’s Q&A is with Daniel Hoile, Founder and CEO, Logixal, and PITR spent 60 seconds with Phil Madders, Managing Director, PAE Business. If you’ve got any news about your business to share, would like to be included on our monthly VOX POP panel, have a compelling business success story or simply wish to comment on any industry issues, please get in touch with us at: [email protected] Michelle Ryder, Editor PRINT.IT Reseller is published by Kingswood Media Ltd., 10 Amherst House, 22 London Road, Sevenoaks TN13 2BT • Tel: 01732 759725 Email: [email protected] No part of PRINT.IT Reseller can be reproduced without prior written permission of the publisher. © 2022 Kingswood Media Ltd. Design: Sandtiger Media 04 Bulletin What’s new in printers and printing 16 People A round-up of new hires 18 I couldn’t do my job without... Adrienne Topping picks her favourite work tools 20 Research Hybrid working exposes organisations to increased print security risks 22 PrintIT Awards Feedback from the 2021 PrintIT Award winners 28 Trends Five trends that will shape digital workplaces in 2022 30 Events Tech Live 2022 33 Focus on: What’s New A round-up of recent product launches 39 One-to-one Philip Bond, CEO, Vision 40 VOX POP Committed to a sustainable future: part one 48 View from the Channel Daniel Hoile, Founder and CEO, Logixal 50 60 seconds with... Phil Madders, Managing Director, PAE Business ISSUE 91 · 2022 Comment Register online To receive your regular FREE printed copy of PrintIT Reseller Magazine simply fill in our online registration form at If you no longer wish to receive PrintIT Reseller magazine please email your details to [email protected] Read PrintIT Reseller online at: Join us : Follow us @PrintITReseller Issue 91 ISSN 2055-3110 (Print) ISSN 2055-3129 (Online) Group Editor: James Goulding 07803 087228 · [email protected] Editor: Michelle Ryder 01732 759725 · [email protected] Publishing Director, Social Media and Web Editor: Neil Trim 01732 759725 · [email protected] Advertising Director: Ethan White 01732 759725 · [email protected] Group Sales: Martin Jenner-Hall 07824 552116 · [email protected] Art Director: Nick Pledge 07767 615983 · [email protected] Advertising Executive: James Trim 01732 759725 · [email protected] COMMENT Certified HDD Erasure Certified WEEE Disposal Consultancy Customer Portal Timed Deliveries & Out of Hours Service Storage Site Survey & Risk Assessments Preparation Installation Relocation Collection Connectivity & Network Installation Tel: 0345 154 0338 [email protected] Fully Insured & SafeContractor Accredited

Konica Minolta warns that around 90% of SMBs are risking significant fines and reputational damage through serious IT vulnerabilities and data management weaknesses. The statistic comes from the company’s managed IT support services, giving a snapshot of the potential dangers to IT security amongst UK organisations. Francis Thornhill, Head of Customer & Solutions Marketing, said: “Security compliance is a key area of our assessments and whilst some businesses have seen good results, many others are lacking the right protection which is concerning – and 90% had at least one significant gap. Potential liability is an area that no business wants to face. One business we worked with was potentially facing £15m of fines, whilst another was risking an eye-watering £35m had it fallen foul of the regulator before making our suggested changes. Yet fines are only really part of the risk to business – the greatest risk is damage to trust and reputation with customers as well as complete business operations failure if systems and data can’t be recovered.” Konica Minolta’s findings are amplified by statistics released by the Department for Digital, Culture, Media and Sport (DCMS) that reveal 68% of medium-sized UK firms suffered a cyber security breach or attack during the past 12 months. BULLETIN IT and data compliance issues Gaps in zero trust implementations Fortinet’s Global State of Zero Trust Report reveals that while most organisations have a vision of zero trust or are in the process of implementing zero trust initiatives, more than half cannot translate this vision into the solutions they are implementing because they lack some basic core fundamentals of zero trust. The report illustrates some confusion about what comprises a complete zero trust strategy. Respondents indicated they understand zero trust (77%) and ZTNA (75%) concepts and over 80% reported already having a zero trust and/or ZTNA strategy in place or development. Yet, over 50% indicated being unable to implement core zero trust capabilities. Nearly 60% indicated they do not have the ability to authenticate users and devices on an ongoing basis and 54% struggle to monitor users post-authentication. This gap is concerning because these functions are critical tenets of zero trust and it brings into question what the actual reality of these implementations is across organisations. 40 billion records exposed According to research by Tenable, at least 40 billion records were exposed worldwide in 2021, a considerable increase on the same period in 2020, which saw 730 publicly disclosed events with just over 22 billion records exposed. The analysis is detailed in Tenable’s 2021 Threat Landscape Retrospective report which includes an overview of the attack path and vulnerabilities threat actors favour, plus insights that will help organisations prepare to face the oncoming challenges in 2022. Ransomware had a monumental impact on organisations in 2021, responsible for approximately 38% of all breaches and 6% of breaches were the result of unsecured cloud databases. “Migration to cloud platforms, reliance on managed service providers, software and infrastructure as a service have all changed how organisations must think about and secure the perimeter,” said Claire Tills, Senior Research Engineer at Tenable. “Modern security leaders and practitioners must think more holistically about the attack paths that exist within their networks and how they can efficiently disrupt them. By examining threat actor behaviour we can understand which attack paths are the most fruitful and leverage these insights to define an effective security strategy.” Staying on top of patching assets is difficult enough given the sheer volume of disclosed vulnerabilities, but in 2021 it was even more challenging due to incomplete patches, miscommunications from vendors and patch bypasses. In 2021, there were 21,957 common vulnerabilities and exposures (CVEs) reported, representing a 19.6% increase over the 18,358 reported in 2020 and a 241% increase over the 6,447 disclosed in 2016. From 2016 to 2021 the number of CVEs increased at an average annual percentage growth rate of 28.3%. Virtual reality investment increases Analysis by institutional stockbroking company Arden Partners reveals that £154m worth of capital flowed into the private virtual reality sector compared to less than £90m in 2020. This was driven by an unprecedented surge of investment in Q4, with the £72m raised smashing the previous record of £46m in the final quarter of 2018. In a report released in late 2021, Arden said the rise of virtual spaces, where players can create new environments to explore with other people through online avatars, has prompted technology conglomerates such as Facebook to hire thousands of employees to work on their development and focus on becoming leaders in the virtual reality space for consumer and professional services. The dangers of exposed personal data A survey by cybersecurity company NordVPN revealed that Brits are mostly worried about their financial transactions (77%), stored personal pictures (36%), and files as well as links shared with others (31%) being made public. Besides that, almost a third (28%) are afraid of exposed online conversations as well as browsing history (27%). 01732 759725 4 Francis Thornhill

0208 092 9500 Your ‘go-to’ supplier of PPE, printer and copier supplies. INKS PRINTERS DYMO INKS DYMO SHARP AT GO2 DISTRIBUTIONWE DON’T LIKE TO SHOUT ABOUTWHATWE DO... WE PREFER TO SAVE OUR VOICES FOR ALL OUR GREAT OFFERS! From OEM EOS through to OEM Copier supplies. Cost effective, reliable compatible and remanufactured printer toners through to Janitorial supplies. Printers to shredders, inks through to Dymo and Brother labelling supplies. So choose us to be the supplier you Go2! Contact us today on 0208 092 9500 for details on how to switch us on with Calidore, Prima or ECi Horizon and get the most from your ‘go-to’ partner.

BULLETIN Aura partners with Vega Global By solidifying its relationship with Vega, one of APAC’s largest systems integrators and managed service providers, Aura will extend its capacity to expand operations in Europe and the US, as well as reach new markets in Asia, working with some of the most recognisable brands across a wide variety of sectors. “Together the combined strengths of Aura and Vega offer greater capacity to deliver the best possible service at a global level, and the opportunity to maximise the benefits of connected workspaces which support wider business objectives,” said Alpesh Unalkat, Aura’s CEO. “Across all sectors we’re seeing an ever-increasing emphasis on strategies that connect physical and digital workspaces for better productivity, collaboration and economy for improved business resilience, agility, sustainability – and ultimately profitability – even against the backdrop of a challenging economic climate.” Matthew Deayton, Deputy CEO at Vega, added: “This partnership represents the ideal opportunity for both Aura and Vega to compete and grow in the global marketplace.” Key Digital on recruitment drive North West-based Key Digital has announced the creation of an additional 14 sales positions to be filled throughout 2022. The company, which has evolved into a national managed services provider over the last decade, saw huge success during 2021 with an 85% uplift in sales and a 324% increase in sales profits. Managing Director Andy Ratcliffe said: “We have seen a great uptake across a number of areas of our business, including our core print, data capture and process automation divisions. Having proved our adapted sales model works in this climate we are ready to add to our salesforce and scale the business. This is an exciting time for Key Digital as we deliver our services to more and more customers along with welcoming 14 new sales recruits to our team.” Apogee charity fundraiser Apogee’s Christmas Charity Advent Calendar raised a total of £4,776.93 for the Rethink Mental Illness charity. The festive fundraiser, which takes place every December, gives Apogee employees a chance to buy raffle tickets in the hope of winning a fantastic host of prizes donated by Apogee’s partners and suppliers. Mark Winstanley, Chief Executive of Rethink Mental Illness, said: “We are delighted to have the support of everyone at Apogee this year. By raising much-needed funds through their advent calendar, this money will help us support people severely affected by mental illness while raising vital awareness of the importance of mental health. Thank you so much to everyone involved.” Director of Marketing Dom Gryszan, said: “Every year, we set out to beat the target of the previous fundraiser, and I am very grateful to all those who donated and supported this great cause again this year to help us hit that target. After a particularly challenging couple of years, we are especially proud to support a charity that offers so much to those affected by mental health.” Derby-based business enjoys unprecedented growth in 2021 Sage 200 business partner, PKF Smith Cooper Systems – which is part of the national accountancy firm, PKF Smith Cooper – is celebrating a year of growth and unprecedented positive activity that has seen it increase its customer base by 20% and staff headcount by 50% in 2021. The expansion was underpinned by three acquisitions, with the software company acquiring the Sage business of Price Bailey LLP, Cellular Solutions Ltd and Sci-Net Ltd within a four-month period. Despite the ongoing fluid business climate in the UK due to Brexit and COVID-19, PKF Smith Cooper Systems continues to press forward with organic growth seeing business from both new and existing clients achieve double-digit growth. The company has also made a significant investment in a best-in-class cloud phone system, doubled the size of its Newcastle office, created a whole new client services function and completed a full re-branding exercise on the back of its parent company, PKF Smith Cooper, joining the PKF network of companies. Managing Director Chris Smith, said: “Our policy on acquisitions is about doing the right deals at the right time, so we can manage the client transitions properly without compromising our existing operation. Not only have we acquired a great group of new clients this year, but we have also been delighted to welcome some amazing new staff who have fitted in superbly to our already excellent team.” BHF 100K challenge Insight Systems has pledged to support the British Heart Foundation by taking part in the charity’s 100K Challenge. Employees are planning to get the New Year off to a healthy start by completing 100K in 37 days. Individuals can walk, swim, cycle or run to hit their target and help join the fight against heart and circulatory disease. The company is aiming to raise £100 per participant. 01732 759725 6 Alpesh Unalkat Chris Smith

BULLETIN Tech Data broadens cybersecurity offerings Tech Data has formed a new partnership with WALLIX, giving security partners in the UK access to the company’s leading identity and access management solutions. The agreement is a further significant addition to Tech Data’s cybersecurity portfolio and gives partners access to the vendor’s advanced privileged access management (PAM) and endpoint privileged management (EPM) solutions. The Tech Data security practice team will provide specialist business development and technical support to WALLIX partners and also provide full enablement for new partners. Alison Nixon, Director, Security, UK and Ireland said: “WALLIX is a valuable addition to the Tech Data cybersecurity portfolio. Identity and access management is a rapidly growing segment of the cybersecurity market, and this partnership enables both existing and new WALLIX partners to grasp that opportunity. It gives them access to the expertise that lies within our security practice and all the digital tools and platforms that Tech Data provides to support partners in developing, transforming, and growing their cybersecurity business.” Infinigate Group acquires to extend cybersecurity leadership Infinigate Group has acquired D2B Informatique. The move is a significant step in the value-added distributor’s strategy of expansion as it extends its market reach and further strengthens its position in France as a provider of innovative and best-of breed cyber security solutions and services. A key objective for the group is to continue to build its European market presence with a focus on providing hands-on business enablement for partners, through pre- and post-sales services, training, and proactive new lead generation, combined with specialist cyber security expertise. D2B Informatique will bring its competencies in cybersecurity infrastructure and established relationships to enhance Infinigate’s scale, reach and capabilities. Patric Berger General Manager of Infinigate France, said: “The growing demand from businesses for technologies which address cyber security challenges quickly, easily and with predictable costs means that we are well positioned for further growth, with our focus on customer centricity and subscription services. We are looking forward to working together with our new colleagues to build opportunities at a time when the need for specialist solutions and expertise is greater than ever.” Midwich takes majority stake in DVS Midwich has acquired a majority stake in Cooper Projects Limited, the parent company of DVS Limited (DVS), a UK-based distributor of video security products. DVS was founded in 2003 as a specialist distributor of CCTV and associated video recording technologies, in which it has developed a strong market reputation working primarily with leading global brand HikVision. In recent years, it has begun to diversify its portfolio to include complementary technologies, such as access control, intercom and intruder detection. Midwich Group Managing Director Stephen Fenby, said: “The acquisition of DVS gives Midwich access to a significant segment of the security market in which we currently have little presence, and which is expected to grow at around 8% per annum for the next five years. The knowledge and support of the experienced DVS team should help realise new opportunities for our customers in an increasingly converging technology market. Similarly, we believe that much of DVS’s extensive customer base uses or could use our core AV products in their projects. We are very excited at the prospect of supporting Tim, Gavin, David and the rest of the DVS team in accelerating the growth of the business.” TD SYNNEX reports fiscal 2021 results TD SYNNEX has announced financial results for the fiscal fourth quarter and fiscal year ended November 30, 2021. Net sales were $8.2 billion, a decrease of 3% compared to the prior-year quarter. Portfolio optimisation actions reduced net sales by approximately 3%. On a constant currency basis, net sales decreased 1%. In Europe: net sales were $4.0 billion, a decrease of 8% compared to the prior-year quarter. Portfolio optimisation actions reduced net sales by approximately 3% and on a constant currency basis, net sales decreased 5%. Integra members take the initiative Integra members have received their 2022 Initiative catalogues together with a comprehensive digikit to help them promote their own brand range to customers. Supported with a digibook and email campaigns together with web and social media assets, members will be able to grow sales and maximise their profit margins. Despite the ongoing challenges, Initiative has continued to provide dealers with an easily accessible and competitively priced range. With growing concerns about stock in the channel, distribution via Antalis, VOW and direct with suppliers, has been key to supporting members. CEO Aidan McDonough, said: “Initiative remains a strong proposition that has withstood the pressures of material shortages and rising transportation costs. It is the most extensive dealer group own brand in the industry and continues to provide an important point of differentiation for our members when it comes to customer choice. There will undoubtedly be challenges ahead but our focus is on supporting members further during 2022.” PRINTITRESELLER.UK 7 Alison Nixon

BULLETIN Datech Solutions strengthens Autodesk offering Datech Solutions, the Autodesk-focused business of Tech Data has formed an agreement with ProModel, the specialist provider of simulation-based, analytic decision support solutions. The agreement is part of a wider strategic plan that will see Datech provide select add-on solutions that enable partners to add more value and thus drive increased loyalty and customer satisfaction. Mike Appel, Senior Vice President, Datech Solutions, said: “Our agreement with ProModel enables Autodesk partners to enhance the value they offer to their customers, drive closer relationships and increase their own revenue potential. ProModel makes it easy to build realistic, effective simulation models within AutoCAD’s software tools and thus gain deeper insights and drive greater efficiency of manufacturing and construction projects. It’s an excellent opportunity for our partners.” www.TDSYNNEX. com Distology announces new partnership with Encore Distology has announced a new strategic partnership with Encore, creators of a Cyber Asset Attack Surface Management (CAASM) solution. Encore helps IT leaders to manage cybersecurity solutions and close the gaps in their defences by consolidating the data from a business’ entire security stack into one simple interface. Encore protects businesses against breaches by streamlining efficiencies and pinpointing where the biggest risks lie in one dashboard. Encore is integrated with over 40 leading security tools and this number is continuously growing to add new integrations. Encore CEO, Brendan Kotze said: “We are extremely excited about our partnership with Distology to assist in bringing the Encore offering to the EMEA Market. We believe Distology has the perfect mix of vision, passion, and specialist IT security focus, expertise coupled with a culture of excellence gives us huge comfort that their team will act as an extension of our own.” Tech Data brings tech-as-a-service to Ireland Tech Data has made its subscription service – which enables partners to offer their customers a package of hardware, software and services for a monthly fee – available in the Republic of Ireland. Tech-as-a-Service provides customers with a pay-as-you-go option for all of their technology needs. Partners can also offer their own services (or Tech Data service options) as part of the overall package. Quoting for Tech-as-a-Service is easy and the whole process can be managed online. The Ireland sales team has been fully trained, and Tech Data also has a specialist support team who are ready to answer questions and support on quotes and processing applications. Mark Glasspool, Services Director, Tech Data, UK and Ireland, said: “It’s wonderful to have Tech-as-a-Service fully available in Ireland. We’ve already had a number of enquiries and we expect to see the pipeline build-up quickly. For Irish partners, Tech-as-a-Service is a great option to put on the table, for commercial customers, for schools, and the wider public sector. It’s really easy to use and we are here to support partners every step of the way.” 01732 759725 8 Absolute appoints Nuvias European high value distributor Nuvias Group, has been appointed as a distributor for Absolute Software, a provider of selfhealing zero trust solutions. The partnership, which currently includes the UK and the Benelux region, with the possibility of further expansion into the DACH region in the future, will see Nuvias distribute the NetMotion by Absolute Zero Trust Network Access (ZTNA) and enterprise VPN products. In addition, Absolute has become a member of the Nuvias Frontier programme, a channel programme for emerging vendors and new, innovative technologies. Erik Helms, Vice President of International Sales at Absolute, said: “Nuvias has a proven track record in Europe, making them an ideal distributor to help drive our expansion plans. Their ability to lead us to the right channel partners and provide specialised pre-sales, lead generation, and marketing services will make them an invaluable part of our success. We are excited about this partnership extending from the UK to encompass the Benelux region.” Maintel forms strategic alliance with Agilitas Agilitas IT Solutions has announced a partnership agreement with cloud and managed communication services provider, Maintel. By transferring inventory management and stock ownership to Agilitas alongside the responsibility to manage the contract for an initial five years, Maintel is now benefiting from an SLA-based service that it can rely on. The partnership sees Maintel utilising Agilitas’ inventory-as-a-service solution, InventoryAssure+. The all-inclusive service provides engineering resource coupled with the provision of multi-vendor tech spares to its support customers, as well as the nationwide storage and distribution of all project stock. Maintel now has a fully flexible service that supports customers and a commercial model that enables it to control costs in line with revenue and scale according to its evolving business model and customer requirements. The partnership has also delivered Maintel a pricing model that can be utilised to retain existing contracts and acquire new customers – a model that is already proving effective following a series of new contract wins. • Mark Glasspool Mike Appel The Convergent Technology Event for IT Resellers & Providers 22 13 September 2022 Business Design Centre, London

With the and Experience highly productive business printing with MegaTank using high yield, refillable ink tanks. Produce business-quality documents quickly with average savings of 85% on the total cost of ownership vs top 10 laser and inkjet printers* with these ever-dependable, high volume refillable MegaTank printers. * Estimated average savings when printing 1,000 pages per month over 5 years based on the initial purchase cost of hardware plus the costs of ink or toner. The comparison models in the total cost of ownership (TCO) savings include the top 10 best-selling colour laser printers and top 10 best-selling inkjet printers according to the IDC EMEA Hardcopy Tracker (Data Q1 2020 – Q3 2020). See Canon website for more details. 85% AVERAGE SAVINGS ON THE TOTAL COST OF OWNERSHIP Wi-Fi, Ethernet, Print, Copy, Scan & Cloud with ADF Wi-Fi, Ethernet, Print, Copy, Scan, Fax & Cloud with D-ADF

Kodak Alaris earns Scanner Line of the Year Award Keypoint Intelligence has honoured Kodak Alaris with the Buyers Lab (BLI) 2022 Scanner Line of the Year Award. The global information capture specialist has claimed this prestigious accolade six times in the past seven years. “After another rigorous year of scanner testing, Kodak Alaris still reigns supreme, taking home their sixth BLI Scanner Line of the Year Award in the last seven years,” said Lee Davis, Associate Director of Software/Scanners at Keypoint Intelligence. “No matter which segment you look at, you’ll find scanners from Kodak Alaris are among the top performers in each category that Keypoint Intelligence evaluates, including in the critical areas of reliability, media handling, productivity, and OCR accuracy.” This latest award follows the news that Kodak Alaris claimed the first ever BLI 20212022 PaceSetter Award in Distributed Capture and that the Kodak S3000 Series Scanner was also chosen by Keypoint Intelligence analysts as winner of the Winter 2021 Pick Award for Outstanding Departmental Scanner . 01732 759725 BULLETIN 10 Epson wins award Epson has been recognised by Keypoint Intelligence with a Buyers Lab (BLI) Pick Award for its Remote Services solution. Launched in 2020, Epson’s ERS software provides remote service solutions for office automation dealers, helping to improve the management and efficiency of business inkjet printer fleets. Enabling remote diagnostics and problem fixes, reducing onsite service requirements and securing higher first-fix rates, this free of charge software helps reduce service cost as well minimising product downtime. It also reduces travel requirements and the environmental impact of journeys made because of service call-outs. “Businesses are in constant pursuit of a ‘better, faster, less expensive’ way of doing things. They are always asking, ‘How can I do more with less? How can I be better than my competition?’ To many, the answer to both those questions and more is digital transformation,” said Lee Davis, Associate Director of Software/ Scanners at Keypoint Intelligence. Brother accelerates decarbonisation plan Brother has achieved carbon neutral status for its recycling and environment technology centre in North Wales as the business commits to reaching net zero carbon emissions globally by 2050. The site at Ruabon was certified by The Carbon Trust, which includes a calculation on the site’s scope 1 and 2 emissions determined by direct and indirect emissions from energy sources and emissions associated with vehicle use. The centre, which recycles used toner cartridges returned by Brother customers from across Europe uses 100% green-certified electricity to power the plant and a fleet of electric vehicles. Globally, Brother recycles more than 2.6 million toner cartridges every year. Brother has offset the remaining 173 tonnes of CO2e (FY2020) produced annually through the purchase of carbon credits to support the development of renewable energy projects in Kenya, Ghana, Indonesia and India. These projects include supplying clean energy for people with no access to electricity, providing 820,000 insulated fuel efficient stoves to help feed families and reduce deforestation, and making affordable water filters to increase access to safe water. Additionally, the business also makes a donation to the rainforest charity, CoolEarth, for every cartridge it receives, which are 100% reused or recycled. Brother achieved its target of being 100% zero waste to landfill across its UK operations in 2019, and runs a free recycling scheme to recondition and reuse toner cartridges. Kyocera joins RBA Kyocera Document Solutions has joined the Responsible Business Alliance (RBA) to work with the global supply chain through a common code of conduct. The RBA is a coalition of more than 190 leading companies working to improve efficiency and labour, occupational safety, environment, ethics, and management systems in global supply chains. RBA members adopt the RBA Code of Conduct as operating principles for their companies and suppliers. The RBA provides tools to assess operations and determine conformance to the code, as well as code-related capability building tools for members to use in their own facilities and with their suppliers. As a Regular Member, Kyocera Document Solutions fully supports the RBA’s vision and mission and commits to progressively apply the RBA Code of Conduct to its first-tier suppliers, to monitor its application to the best of its ability using RBA practices and tools, and to encourage and support its suppliers to do the same, therefore, establishing the Kyocera Document Solutions Supply Chain CSR Procurement Guideline based upon the RBA Code of Conduct and share it with its suppliers, and work together as a team with associates to implement fair business practices. Ricoh acquires Pamafe Ricoh customers in Portugal are set to benefit from more comprehensive digital transformation capabilities following the company’s acquisition of Pamafe. Headquartered in Porto and founded in 1998, Pamafe is a Portuguese digital services company with primary expertise in managed services, cloud solutions, and cybersecurity. The acquisition gives Ricoh customers access to these specific local capabilities, while Pamafe customers can make use of Ricoh’s broad range of digital services capabilities. Pamafe will continue to operate as an individual entity, with all employees remaining in post. Tim Griffin Roman Rudolf Tim Griffin Roman Rudolf The PrintIT Reseller and Technology Reseller Golf Society is open to everyone with events in May, June, July and September – find out more at: 2 0 2 2

Award Winning Digital Solutions: > Online tools providing / access and quotes > Electronic documentation > E-signature giving you remote access and convenience > Automated decisions on credit submissions > Close deals quickly anytime, anywhere Please visit our Privacy Notice at to understand how SFS will use your data Providing you with flexibility and support using our digital solutions We understand that now, more than ever, rapid credit decisions and / access to financing are essential to proposing new business and managing your portfolio. Your digital solutions need a digital finance partner –

01732 759725 12 BULLETIN PAE Business adapts to rapidly changing market PAE Business has created a new go to market strategy that will ensure its partners will have the correct toolset to increase sales, promote themselves better, reduce costs and protect their profitability. The company will deliver this via two new channels: PAE Business Channel – will offer cloud-based solutions including EveryonePrint’s OEM agnostic cloud print management and Upland’s solutions enabling web forms, business workflow, and content management via the cloud. PAE Business Services – will offer services for partners from its industry renowned device management solutions, onsite print management, portal-based marketing tools and adaptable auditing solutions, TCO calculator, business analytics and business intelligence dashboards. Both channels will be supported supported by a comprehensive professional service offering to ensure timely delivery on the project for the client even if the channel partner does not have all the necessary skills in-house. Kaspersky retains top spot Kaspersky has once again been recognised as a Champion in the Canalys EMEA Channel Leadership Matrix, receiving a 93.5% satisfaction rating. This saw it rank highest among all cybersecurity vendors included in the matrix and secure the number one position for the third year in a row. In its analysis, Canalys praised Kaspersky for its “impressive benchmark scores” which “reflect its loyal partner base.” This is testament to the support Kaspersky has given to its partners in the past 12 months, in response to their changing needs and customer demands. Updates to the United Partner program have included introducing rebates, simplifying deal registration and rebate processes, and the launch of a dedicated enterprise program. In addition to the recognition in EMEA, Kaspersky also maintained the top spot for customer satisfaction in the APAC region for the second year running. ECI names customer recognition award winners ECI has announced the winners of the first ever Customer Recognition Awards, an event designed to showcase greatness across the distribution, field service and LBMH sectors. Aligning with ECI’s ‘CODE’ – crave greatness, own the outcome, deliver awesome and embrace community – nearly forty businesses were shortlisted across the four categories. Global hygiene and health company, Essity, were chosen as winners of the ‘crave greatness’ award with judges impressed that despite the challenges of 2021, Essity maintained their commitment to employ graduates and start apprenticeships across Europe. Having invested heavily in supporting their workforce and being shortlisted for an Investors in People award on 2021, managed print service experts Logixal were triumphant in the ‘deliver awesome’ category. The ‘own the outcome’ award went to Heatons Office Supplies. Throughout the pandemic Heatons donated care packages to hospices and donated FFP2 respirator masks and safety spectacles to Arrowe Park Hospital. Hampshire-based Coomers were crowned winners of the ‘embrace community’ award. Gartner recognises Alibaba Cloud Alibaba Cloud has been recognised for its critical cloud abilities of compute, storage, network and security among global cloud service providers on the newly released 2021 Gartner Solution Scorecard for Alibaba Cloud International IaaS & PaaS. Alibaba Cloud’s IaaS & PaaS offerings were recognised with the third highest overall solution score of 81% among all evaluated international vendors in this market. Alibaba Cloud scored 86% in the required criteria in the 2021 scorecard. It also met 74% of the preferred criteria and 58% of the optional criteria respectively. This marked the third consecutive year that Gartner has published a Solution Scorecard about Alibaba Cloud. widens its support, the leading print management solution for Google Workspace, has announced additional support for Microsoft Azure and Microsoft 365. This expansion of services will see move away from a Googlecentric ecosystem to support over 5,000 printer models via Google Workspace and Microsoft 365 across Chrome, Windows, and Mac operating systems. is feature-rich, compatible with all leading printer manufacturers and provides a consistent print experience across all devices and platforms. The platform is zero touch, once installed, no configuration is needed for new devices or end-users; security is built-in, local network printing ensures prints jobs never leave the customer’s network; and it also delivers full, real-time print analytics. The addition of Microsoft support is part of a wider growth strategy for the company which will see it target an additional quarter of a million users under management in the UK in 2022. Founder and CEO David Jenkins said: “A lot of the customers that we're talking to at the moment are pure Microsoft, they’re looking to migrate their on-premise infrastructure to the cloud and in terms of print, we're part of that equation for them.” David Jenkins

2 0 2 2 At each event there will be a prize for Overall Highest Score for the Day, Longest Drive and Nearest the Pin. At the final event the top 6 players from the first three rounds will play for Overall Golfer of the Year 2022. All other players will still be able to play for Overall Highest Score for the Day, Longest Drive and Nearest the Pin. The PrintIT Reseller and Technology Reseller Golf Society is open to everyone; Resellers, Dealers, VARs, System Integrators and Vendors – the maximum number of players being 72 at each event. The top two players from each of the first three events will play to become the Overall Golfer of the Year 2022 at the final event taking place at the Warwickshire. The Golf Society is open to everyone no matter what your handicap is... so don’t be shy. Come and join us. & The four events for this year... The First round will take place at Belton Woods Golf Resort on the 12th May. The Third round will take place at Wyboston Lakes Resort on the 14th July. The Second round will take place at The Welcombe Golf Resort on the 9th June. The Final round will be played at the Warwickshire on the Kings Course on the 22nd September. The is cost per event is £99 per player or £396 per four ball + VAT. SPONSORSHIP If you would like to discuss the opportunities available, please call Martin on 01732 759725 or Paul on 07887 944433, email [email protected] If you would like to join us at any of the events please email [email protected] or call Paul on 07887 944433

01732 759725 14 BULLETIN Upland Software acquires Objectif Lune Upland Software has acquired Objectif Lune. The move expands its global document workflow product library by adding the capability to modernise complex, paper-based documents for large volume print production as well as automated delivery across web, email and mobile platforms. Upland’s document workflow products – which include AccuRoute, FileBound, InterFAX and Upland Intelligent Capture – improve productivity and reduce costs by enabling digital transformation for any size business across industries such as healthcare, financial services, legal, government and education. “We have long invested in the document workflow category and with Objectif Lune we can support even more of the document lifecycle for our customers,” said Jack McDonald, Chairman and CEO of Upland. “This means we can help businesses produce more sophisticated paper documents where they are still required, replace paper with digital delivery where desired, and enable document digital transformation without requiring companies to change their legacy systems.” Ricoh teams with Intuitive Ricoh has signed up to resell the Intuitive for PaperCut MF Dashboards from data visualisation tools provider, Intuitive. As an advanced reseller, Ricoh will deliver Intuitive for PaperCut MF, a pre-integrated BI solution which is delivered with a complete set of standard configurations. The solution can be installed and enabled within a few hours at a significantly reduced cost and with superior analysis capability when compared with comparable business intelligence solutions. Roger Stocker, Intuitive CEO said: “Intuitive for Papercut allows organisations to identify opportunities to improve the efficiency of their print management infrastructure. It gives extra visibility to monitor the effectiveness of print management policies and rules. We are also seeing our partners use this data to identify opportunities for further digital transformation with their customers. This makes it a great valueadd solution for PaperCut resellers, and we’re delighted to welcome Ricoh UK as an advanced reseller of our print management dashboards.” Intuitive dashboards provide an essential value-added layer to show if print management cost reduction policies are effective. Users can see clearly where print demand is coming from, with the latest available usage data for multifunction devices, leading to shorter and more effective decision cycles. The dashboards show CO2 produced as well as paper and electricity consumed by printing so can be used to communicate environmental impact to all print users. Regular monthly reporting is automated and personalised for different budget holders. Brother UK bolsters labelling range Brother UK has strengthened its labelling range by striking a new partnership with barcode software vendor TEKLYNX to help resellers serve growing demand in the category. TEKLYNX designs software that provides an interface for users to create custom labels and set them as default rather than reconfiguring the settings whenever they need to print, which saves valuable time. The new agreement means the software is now fully-native with Brother’s entire suite of thermal labelling solutions, rather than simply being compatible and unable to offer the full suite of benefits. The partnership covers the rugged, mobile RJ range through to the industrial-grade TJ models, which meet the high speed and volume requirements of firms that operate within retail and manufacturing supply chains and make up most of the demand for specialist solutions. The businesses say the move will support resellers in capitalising on market growth. According to analyst VDC, the automatic identification (Auto-ID) category is forecast to grow by 9% in 2021 due to the increasing need for the specialist labelling solutions. Ged Cairns, Head of Category – Auto-ID at Brother UK, said: “Versatile devices that meet a wide range of customer requirements are key to providing resellers with the best means of tapping into the growing demand in the labelling category. This agreement is the latest in a string of new initiatives designed to strengthen our labelling range. These aim to enhance model performance, provide new procurement options through hardware-as-aservice platforms, and boost our footprint in the market via new channel partnerships.” • Thales and Gamma expand partnership Thales has announced that Gamma has selected its Eco-SIM cards in a drive to become more sustainable. Expanding on its partnership with Thales, Gamma plans to deploy EcoSIM across its network of channel partners and business mobile customers. With 4.5 billion SIM cards produced every year – amassing to 20,000 tonnes of plastic – Thales’ Eco-SIM, developed in partnership with Veolia, is made from 100% recycled polystyrene recovered from discarded refrigerators. This next step in the partnership acts as a force for sustainability within the telecoms market, offering a green plastic supply flow to Gamma. Thales has provided SIM cards, applications and device management services to Gamma since 2016. The switch to Eco-SIM provides an opportunity for both companies to enhance their ecological transformation and contribution to a circular economy. Thales’ carbon offsetting programme also ensures its Eco-SIM is certified carbon neutral, and as a result, supports Gamma’s long-term commitment for safeguarding the environment reflected in its certification as a Carbon Neutral company. • Roger Stocker

An industry-winning solution for Managed Print Services Looking for a modern, full-featured and integrated solution to manage your fleet? With more than 1.000.000 printing devices monitored MPS Monitor has proven to be the leading Cloud Solution to help dealers and Managed Print Providers in their journey towards innovation, service excellence and cost control. Take the chance to download the Migration eBook to know more. • Cloud based pay-per-use platform • Multi-platform, Clustered DCAs • ISO27001 and SOC2 Type 1 certified system • ERP integration with most standard platform • MS Power BI Embedded Analytics • Predictive Supplies Intelligence • Full HP SDS 2.0 Integration Activate a free trial on

01732 759725 16 BULLETIN : PEOPLE Tech Data promotes Jason Boxall Tech Data has promoted Jason Boxall to the role of Senior Vice President, Advanced and Specialised Solutions, Europe. He succeeds Miriam Murphy who leaves Tech Data at the end of January to join NTT Ltd as CEO, Europe. Boxall, who will sit on the European executive board, now holds overall leadership responsibility for Tech Data’s advanced solutions operations and technology portfolio – which includes solutions for infrastructure, hybrid cloud, software, analytics/IoT and cybersecurity – as well as the specialised businesses Maverick AV Solutions and Datech Solutions. Exertis appoints IT Director Exertis has appointed Jawad Bhatti as IT Director, Data & Analytics. Bhatti will take on responsibility for overseeing the integrity of Exertis’ master data through maintaining business intelligence capabilities for the wider business. Bhatti has specialised in data and insights for twenty years, covering the full data lifecycle and specialising in delivering data solutions for all kinds of businesses, regardless of size or industry. Reporting into Liz Greenwood, UK IT Director, he will oversee a team of three. McCullough to lead SolarWind’s global channel business SolarWinds has appointed Jeff McCullough as Vice President, Worldwide Partner Sales. In this newly created role, McCullough will be responsible for leading SolarWind’s global channel business, partner development and strategic partnerships, with a particular focus on building a partner program strategy to support global go-to-market teams, while accelerating the company’s routes to market across cloud service providers, global system integrators, distributors and resellers. McCullough has previously held VP channel roles at Park Place Technologies, NetApp, Quest Software and HP. Solarwinds has also strengthened its European leadership team with the appointment of Laurent Delattre as Vice President for EMEA Sales. Based in France, Delattre previously held positions at Pulse Secure and Trend Micro. Leadership transition LogicMonitor has announced a planned leadership transition with the appointment of former President Christina Kosmowski as Chief Executive Officer, and the ascension of former CEO and founding executive Kevin McGibben to Executive Chairman. Coming off a record 12 months of 50%+ year-over-year growth and a market opportunity expected to exceed $100 billion by 2024 according to IDC, this planned leadership transition marks a new phase in the company’s trajectory. As part of the transition, LogicMonitor is announcing the appointments of two additional C-level executives with experience guiding hypergrowth companies, including Carol Lee as Chief Financial Officer and Will Corkery as Chief Revenue Officer. IBM hires new General Manager Ana Paula Assis has been appointed General Manager for IBM Europe, Middle East and Africa, succeeding Marta Martínez Alonso, who is retiring after 19 years. In her new role, she will be responsible for the business operations, driving revenue growth, client satisfaction, and employee engagement across EMEA. Former Snow Software MD joins ITAM Mark Flynn, former Managing Director of Snow Software, has joined the ITAM Forum as Commercial Director. Commenting on his appointment Flynn said: “Although the Forum is a not-for-profit trade body, it still takes money to do all the exciting things we have planned, and it will be my role to ensure we have sufficient funds for all these great things to happen.” New Commercial Director for Rebuyer Rebuyer has appointed experienced sales and marketing specialist Geoff Burns as Vice President of Commercial Activity. The Sunderland-based company was at the forefront of efforts to bridge the digital divide during COVID lockdowns and has since expanded to become a major player in the green tech market, accepting hardware from companies across the UK, including desktops, laptops, servers, tablets and mobile phones, which it wipes and fully refurbishes to prevent from being sent to landfill. Industry specialist Peter Walsh joins Digital ID Global industry specialist Peter Walsh has joined Stockport-based Digital ID as its new Head of Mobile and Enterprise Solutions, bringing an unrivalled array of knowledge and experience in the ID and security industry. In his new role, Walsh will manage all aspects of the mobile solution for the company, including the development of a team to meet the anticipated demand. He will also work to progress and improve ongoing relationships between Digital ID and the HID PACS (Physical Access Control) team in the UK. Jawad Bhatti Christina Kosmowski Peter Walsh