phone. Plus, their set-up workflows will look the same on any MyQ Rogerequipped MFP around the world. “SaaS is the future and MyQ Roger is already on board. It provides great flexibility and availability – users pay only for what they use, there’s no limit to how many of them can use the service and they also get a free mobile app. All our channel partners can benefit from our transparent and cloud age-ready licensing system as well as from high added value of both our product lines.” www.myq-solution.com Tony Lomax, North EMEA Product Marketing Manager, Lexmark: “Lexmark launched its Cloud Print Management offering to partners in the UK in 2020. Lexmark offers partner training and several online training courses and provides information through the PartnerNet scheme to support its partners. “Lexmark’s partner portal offers access to various tools and resources to keep partners informed. Dealers can go in and gather information about all of Lexmark’s offerings – products and brochures and can also complete training courses on print management and the other Lexmark offerings. “We also have BSD partners who are already well advanced in delivering a click charge-based managed print service. Still, we have built in CPM, which means they can deploy, monitor and manage printing estates differently, lessening the financial burden of sending engineers out to set up devices, apply firmware upgrades etc.” www.lexmark.co.uk Janis Kemers, VP Print & Supplies Europe, Tech Data: “Tech Data is currently working with global print providers and vendors to enable the two-tier channel to offer cloud print management services. Large enterprises do business directly with vendors, but this is much more complicated for SMB resellers, and this segment of customers cannot be neglected; they depend on IT distributors to give them access to cloud print services to become a player. Tech Data is helping to change this by providing an easy-to-engage platform that the resellers can use. “From a distribution perspective, the service infrastructure must be integrated with vendor systems and host cloud print services to enable resellers to offer service on consumption or subscription basis to their end customers. Transaction billing and invoicing needs to be aggregated and reconciled. This is a complicated commercial and technical process of integration, and resources need to be prioritised; with strategic impact and business size taken into consideration.” www.techdata.com PrintIT Reseller: How are you planning to (or already) capitalising on the opportunity to deliver dedicated cloud print management services? Mark Bailey, Managing Director, EBM Managed Services: “Our consultancybased approach has always allowed us to speak with our clients on a level to see their business succeed with our business becoming the main supplier for anything technology-related in the workplace. “Having this approach allows our clients to use our consulting services to ensure their cloud print services are correct for their business and not just the nearest fit. We have partnered with several cloud print services to ensure our clients have the best choice available to them. “However, sometimes we find not all our clients are suited to or require dedicated cloud print and the cost may outweigh the benefits for a smaller SME environment.” www.ebmltd.co.uk Craig Pratt, Regional Sales Director, CMYK Digital: “As a CSP and SaaS provider it makes absolute sense to demonstrate the benefits and to drive our clients down the route of adopting a cloud print management strategy – so we are already capitalising on this opportunity. “Those businesses that have adopted Having this approach allows our clients to use our consulting services to ensure their cloud print services are correct for their business and not just the nearest fit cloud services internally will have naturally seen a decline in print, in some cases eradicated paper processes. However, some sectors still rely heavily on paper-based processes but still require a robust and accessible way of being able to work with documents, share and collaborate once that paper-based process returns back to a digital format. Therefore, it’s vital that we can continue to provide an integrated solution that pairs both environments together, whilst there’s still demand for print. “That’s where our expertise around cloud services and cloud print management allows our clients to take advantage of embracing cloud services. We can all see the shift now among print hardware and print software vendors, who are all developing their equipment and services to be deployed into cloud environments and to also integrate seamlessly into cloud offerings.” www.cmyk-digital.co.uk James Overton, Director, SOS Systems: “We are lucky, in that we offer some of the leading products with regards to cloud printing, which automatically adds credibility to our name and our offering. Most IT leaders understand that onsite print infrastructure is expensive to maintain and resource-heavy. “On-premise doesn’t really suit the new hybrid working environment. This means there does seem to be, in general, an appetite to move to cloud printing. Our expertise means that we can be trusted to help our customers make the migration to cloud printing possible and easy, and we are actively promoting that message across our marketing channels.” www.sossystems.co.uk PRINTITRESELLER.UK 45 VOX POP Mark Bailey James Overton Craig Pratt Tony Lomax
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