ISSUE 97 · 2022 www.printitreseller.uk PRINT, MFP, SOFTWARE, SERVICES, DOCUMENT & CLOUD NEWS & INFORMATION FOR VARS, CONVERGED RESELLERS & MFP DEALERS TECH LIVE 22 PEOPLE Register to attend PAGE 16 PAGE 23 PAGE 42 VOX POP The great resignation A round-up of new hires 13 September 2022 Business Design Centre · London 22 In partnership with Print & IT Distribution Turn to pages 28 & 29
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Entries to the PrintIT Awards 2022 are now closed. I’m delighted to report that we have had a tremendous response this year and received a record-breaking number of submissions. The judges are now working away on the judging process, and we’ll announce the shortlists on September 12. In other event news, registration for Tech Live 2022 in partnership with Mobile News xPO is now OPEN, so if you haven’t done so already, please visit technologylive.co.uk and register for the free ICT channel event taking place on September 13 at the Business Design Centre, London. Sustainability performance is now an important supplier selection factor as businesses aim to meet ambitious environmental targets and reduce the impact generated in their supply chain. To this end, Quocirca has published the first independent and comprehensive analysis of sustainability strategies and offerings in the print industry. The 2022 Sustainability Leaders Study, positions key vendors – Brother, Canon, Epson, HP Inc., Konica Minolta, Kyocera, Lexmark, Ricoh and Xerox, based on their sustainability strategy, vision and completeness of offering (page 20). Data from the Labour Force Survey by the Office for National Statistics found that resignations rose sharply from the end of 2020 and significantly exceeded their pre-pandemic levels in the final quarter of 2021. Find out more about the impact of the big resignation in this month’s VOX POP – page 42. Audrey Agahan, Director of Marketing at EveryonePrint, picks the work tools she uses every day and couldn’t do her job without (page 18). This month’s Q&A is with John Reynolds, Co–Founder & Managing Director, Workplace Print and Data, and PITR spent 60 seconds with Mark Ash, Chief Revenue Office, Konica Minolta. 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] www.printitreseller.uk No part of PRINT.IT Reseller can be reproduced without prior written permission of the publisher. © 2022 Kingswood Media Ltd. Design: Sandtiger Media www.sandtiger.co.uk 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... Audrey Agahan picks her favourite work tools 20 Research Quocirca Sustainability Leaders Study 22 PrintIT Awards Don’t forget to vote 23 Tech Live 22 Register to attend 24 Conference IPIA set to tackle critical trends at autumn conference 26 Focus on: What’s New A round-up of recent product launches 30 PaperCut Grows Jamie McClunie on the drivers for new sustainability initiative 33 Opinion The case of the legal sector vs digitisation 34 Dealer Profile Office Flow is looking forward to significant growth in 2022 39 Acquisitions Y Soft acquires EveryonePrint 42 VOX POP The great resignation 48 View from the Channel John Reynolds, Co–Founder & Managing Director, Workplace Print and Data 50 60 seconds with... Mark Ash, Chief Revenue Office, Konica Minolta ISSUE 97 · 2022 printitreseller.uk Comment Register online To receive your regular FREE printed copy of PrintIT Reseller Magazine simply fill in our online registration form at www.printitreseller.uk/register If you no longer wish to receive PrintIT Reseller magazine please email your details to [email protected] Read PrintIT Reseller online at: www.printitreseller.uk Join us : Follow us @PrintITReseller Issue 97 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] Art Director: Nick Pledge 07767 615983 · [email protected] Advertising Executive: James Trim 01732 759725 · [email protected] COMMENT PRINTITRESELLER.UK 3 December 6 Royal Lancaster London printitawards.co.uk BOOK NOW
A recent research study from Epicor revealed that 96% of organisations surveyed worldwide have confidence in their ability to navigate the early stages of the ERP purchase process, from initial evaluation to requirements planning. However, 48% cited a strong need for more support and partnership from their ERP providers during the latter stages of the purchase journey – from implementation, go-live, and ongoing customer care – to ease migration and realise faster time-to-value. The 2022 Epicor Industry Insights Report surveyed more than 1,350 ERP users to reveal what is driving organisations to look for – and expect more – from their ERP providers, especially critical as organisations are increasingly presented with a growing number of options in making the move to the cloud and expanding technology capabilities beyond traditional ERP. According to the study, 82% of respondents were operating in a hybrid cloud environment, with 46% either primarily or entirely in the cloud, a slight uptick from survey findings in 2021 which saw a large increase in cloud consideration driven by the pandemic. In fact, 90% of decisionmakers indicated their move to the cloud was worth the effort, having realised a variety of transformational benefits including improved flexibility and adaptability, better security, simple regulatory compliance, and enhanced business resilience. www.epicor.com BULLETIN Epicor industry insights Struggling with technology With hybrid working models now the norm, hybrid meetings, featuring a mix of virtual and in person participants, will continue to play a vital role for businesses now and in the future. However, insights from Sharp reveal that ongoing technology challenges could have a significant impact on their success. Sharp conducted research with 6,000 office workers in SMBs across Europe to investigate the impact the pandemic had on workers’ expectations for workplace collaboration, and how they felt about the changing meeting environment. Just under half of office workers surveyed (47%) said they find it confusing having to use various different video conferencing platforms, and 53% said it’s harder to stay focused during remote meetings. Given the high reliance on technology to support meetings, it’s surprising to see that only 47% of office workers said they have received training on how to use the technology. Despite the concerns raised in the research, remote meetings provided more opportunities for many workers under the age of 30, with half stating they are more confident at speaking up in virtual meetings than face to face, and almost three in five (59%) stating that more people are able to contribute during remote meetings. www.sharp.eu Security incidents 98% of UK organisations experienced some form of a security incident in the last 12 months, according to a new report from Barracuda Networks. The data revealed that web application attacks were the most common security incident for UK organisations, with 45% encountering at least one in the last 12 months. Additionally, 29% suffered from a malicious external hardware or removable media, 36% encountered a DDoS attack, 31% had remote access compromised, and 29% encountered a compromised supply chain. www.barracuda.com Passwords are too easy to crack On average, tech professionals in the UK use weak passwords that are only 11 digits long, according to tech recruiters at Randstad UK. In a poll of approximately 400 tech professionals, more than three-quarters said they typically use passwords with fewer than 14 characters, while only 10% use passwords of more than 24 characters. Adrian Smith, Senior Director of Operations at Randstad said: “Cyber hygiene is a problem. While you expect 123456, qwerty and password to be the most popular choices with people who aren’t tech literate, you’d hope tech professionals would be making better password choices.” Randstad UK says tech users need to create longer passwords to protect their online security. A six character password, regardless of whether numbers and letters are included, can be cracked in less than three-quarters of an hour. Cyber security firms recommend using an 18 character password. www.randstad.co.uk Frustrations and challenges According to global research from IT monitoring firm Paessler, the biggest issue for IT systems administrators at work is when systems are flagged as having problems when none exist. A third (34%) say false positives are their main issue. A similar proportion, (33%) are irritated by excessive and unnecessary notifications. Management reporting is also cited as being a major frustration. Nearly one quarter, (23%) say they are being tied up with gathering information for often unnecessary reports, again acting as a distraction from their day-to-day roles. Alongside these current frustrations, IT systems administrators also have specific concerns about what lies in the future. The current frustrations are compounded with areas that they see as upcoming challenges in the next two to three years. Half say cloud adoption is the top challenge they anticipate and two in five (41%) fear the extra pressure to maintain a resilient IT infrastructure given the increased importance and size of network operations which must now deliver for both home-based and office-based employees. www.paessler.com 01732 759725 4 VOTING NOW OPEN https://printitawards.co.uk Adrian Smith technologylive.co.uk The essential show for IT and mobile resellers and providers Business Design Centre · London · 13 September 2022 22 In partnership with REGISTER NOW
23 PRINTITRESELLER.UK 5 BULLETIN Choose the energy-efficient TASKalfa Pro 15000c inkjet production printer and we’ll reforest your paper use in partnership with PrintReleaf, planting native trees here in the UK. Find out more online: Our green printer is turning heads. www.kyoceradocumentsolutions.co.uk/taskalfa-printreleaf kyocera-doc-solutions-uk kyoceraduk • 0333 015 1855 @KYOCERADUK [email protected]
BULLETIN Channel partnership Telephony solutions and connectivity provider Invosys is to become a technology service provider for Avaya Cloud Office by RingCentral and Avaya OneCloud CCaaS. As a technology service provider, Invosys will offer value-added flexible services – including project managers, sales support, installation, and a 24/7 service desk manned in the UK – into its extensive partner network as well as potential net new partners. Barry Tuffs, Sales & Marketing Director, Invosys said: “Becoming a technology service provider for Avaya is a natural next step for Invosys; as an existing Avaya professional services partner, we already have the skills and knowledge to help partners drive business for Avaya. Partners can rely on our capability and experience to simplify the acquisition of cloud solutions into their customers’ business. I believe that this, combined with Invosys’ customer services, makes a uniquely compelling offering and we’re excited to talk with existing and potential partners about what Avaya Cloud Office and Avaya OneCloud CCaaS can do for their business.” www.invosys.com Apogee supports the rowing marine Apogee has pledged £10,000 to support Lee Spencer’s next world record-breaking challenge – a triathlon of a scale never before attempted by either an able-bodied or disabled athlete. Despite having only one leg, Spencer earned the moniker ‘The Rowing Marine’ after rowing solo and unsupported from mainland Europe to mainland South America. Not only was he the first disabled person to accomplish this, but he also broke the able-bodied record set in 2002 by 36 days. Now, this July, he plans to complete The Triathlon of Great Britain, after a 22 mile swim across the English Channel from Dover, he will then travel from Calais to Land’s End as quickly as possible, where he will begin a 398 mile cycle to Snowdon. After climbing Snowdon, Spencer will cycle a further 210 miles to begin his climb of Scafell Pike, the highest mountain in England. After this, he will cycle 428 miles to John O’Groats – completing the length of the UK – then travel to and summit Ben Nevis, finally completing his journey at the Commando Memorial in Spean Bridge. This gargantuan undertaking will be done to raise money for The Royal Marines Charity. As well as donating £10,000 directly to The Royal Marines through charity auction, Apogee will also be participating alongside Spencer, with teams providing support for every step of the land events. www.apogeecorp.com Softcat to serve Scottish public sector Softcat plc has been awarded a place on the new Scottish Government Technology Peripherals & Infrastructure framework. The national agreement allows all Scottish public sector organisations, including central government, local authorities, NHS and emergency Services, universities and colleges, and third-sector organisations, to purchase hardware installations and network solutions. Split into two lots, Lot 1: IT Equipment Catalogue and Lot 2: IT Complex Infrastructure Projects – the contract will last for two years, with the option to extend by a further two. The competitive tender process allowed Softcat to demonstrate its ability to align with the framework’s key objectives, including maximising efficiency and collaboration, embedding sustainable procurement and delivering value for money and social value to communities throughout Scotland. www.softcat.com Award win for DoiT International Multi-cloud software and managed service provider, DoiT has received the 2021 Google Cloud Global Sales Partner of the Year award. DoiT was recognised for its achievements in the Google Cloud ecosystem, helping joint customers maximise their value from the cloud by streamlining operations through intelligent technology, expert consultancy and unlimited support. As a global sales partner of Google Cloud, DoiT focuses significant effort on increasing awareness and adoption of Google technologies and services. The company expanded considerably in 2021, establishing teams in Canada, Ireland, the Nordics, Estonia, Spain and more, and introduced Flexsave technology and Kubernetes analytics capabilities in its technology platform. DoiT’s Flexsave enabled an average 17% cost savings for customers after adoption, delivering immediate, measurable value for customers. www.doit-intl.com 01732 759725 6 ASL helps CMAT accelerate DX ASL Group has helped St Thomas Aquinas CMAT (Catholic Multi-Academy Trust) which comprises of 21 primary and secondary schools, to improve productivity, centralise printing and enhance digital operations. St Thomas Aquinas CMAT approached ASL to see how new technology solutions could ease the pressure on its IT environment. CMAT purchased uniFLOW Online, Canon’s cloud-based software which helps to avoid data breaches and enables print costs to be tracked to deliver immediate productivity gains. It also purchased 27 devices from Canon’s imageRUNNER Advance portfolio which allows print from anywhere functionality as well as full document security and controlled print management through uniFLOW Online. Three months prior to ASL’s support, St Thomas Aquinas CMAT’s IT department had over 116 tickets raised. Now, thanks to the new Canon solutions, this has been reduced to just 16. The new technology has also allowed for all printing, copying and scanning costs to be assessed, tracked, and charged accordingly. This enhancement in print process optimisation has helped CMAT to reduce overall printing costs and decrease paper waste. www.asl-group.co.uk Lee Spencer
BULLETIN PRINTITRESELLER.UK 7 Green portal Integra Business Solutions has launched a carbon footprint calculation portal, powered by Compare Your Footprint, to help members measure and report on their carbon emissions. The ‘Green Initiative’ portal provides dealers with an easy-to-use dashboard together with ‘scope’ guidance and support to take them through the process – from collating and recording data to calculation and benchmarking. For members to be able to develop a carbon reduction or net zero strategy for their businesses, measuring emissions will be the first step. The portal, once populated with the relevant data, will provide all the information they need to analyse areas for improvement and reduction. For any businesses also working towards certifications, for example B-Corp and ISO, the portal provides a reliable data repository that can be used to update and audit measurements. Marketing Director, Sian Haskell, said: “We’ve been helping members in their sustainability journey through various initiatives together with our long standing partnership with The Planet Mark. This portal is another component within our ‘Green Initiative’ programme designed to support dealers when it comes to reducing their carbon footprint and illustrating their commitment to corporate social responsibility.” www.integra-business.co.uk Exertis adds to cloud services offering Exertis has partnered with BitTitan, adding the vendor’s fully automated SaaS solution, MigrationWiz, to its cloud portfolio. BitTitan’s secure, fast and scalable MigrationWiz enables customers to quickly migrate email, files and other workloads from a wide range of source and destination endpoints. BitTitan has customers in 188 countries and has migrated 25 million users. By partnering with BitTitan, Exertis is giving new and existing customers the tools to operate in the cloud more effectively and provide enterprise-reliable migration capabilities to their own end customers. Cloud Services Director, Rik Hubbard, said: “We are pleased to add another great vendor solution to our cloud platform, and in doing so, help our partners to deliver best-in-class managed services for their end customers. With our ever-growing portfolio of cloud vendors, bolstered now by BitTitan, Exertis is bringing a cloud toolkit to market which resellers can rely on to move customers to the cloud with ease.” www.exertis.co.uk Midwich appointed Zoom master agent Midwich has joined the Zoom master agent referral program in the UK and Ireland with further group territories being announced soon. The agreement forms part of Zoom’s partner referral program, which is the cornerstone of the video communications platform’s go-tomarket initiative, designed to cultivate successful partnerships by educating, enabling and empowering partners to develop, promote and market their Zoom-based services and solutions. As a Zoom master agent, Midwich will gain access to valuable benefits and operational efficiencies including access to represent Zoom’s entire product suite; ongoing commission on Zoom’s products for the life of the customer; simplified and streamlined sales engagement; and no-cost tools and resources to ensure partner success. To support the partnership, Midwich has invested in a dedicated Zoom team, led by Phil Ashby, the newly appointed General Sales Manager – Zoom Alliance. Ashby moves from his Key Account Director Sales role which he held for several years to lead a team of Zoom product and licensing experts at Midwich. www.midwich.com Tech Data launches software store Tech Data has launched its latest software store, giving HPE partners an easy way to get alerted when post-warranty opportunities are coming up for Pointnext Tech Care Services and thus maximise their business potential. By registering on the software store, HPE partners get access to advanced information on upcoming warranties that are due to expire where there will be an opportunity to sell HPE Pointnext Tech Care Services. This is shown on a simple dashboard displaying customer details of all the warranties that are due to expire in the next 90 days. It thus gives partners plenty of time to contact the customer and provide a quote for a Pointnext service. Andrew Stuart, HPE Business Unit Director, UK and Ireland, Tech Data said: “The software store for HPE Pointnext post-warranty opportunities is a really valuable tool that our partners can use to maximise their business. They can generate quotations and process orders automatically and because it’s remarkably easy to use, it will save HPE partners an enormous amount of time.” Tech Data’s software stores are tried, tested and proven to be effective. There are already pages devoted to a number of software vendors, each one making it easy for partners to be alerted to upcoming renewals and take action to ensure they capture the business. Tech Data partners can easily access the software store pages through their normal log-in to the Tech Data InTouch e-commerce portal. www.techdata.com technologylive.co.uk The essential show for IT and mobile resellers and providers Business Design Centre · London · 13 September 2022 22 In partnership with REGISTER NOW Andrew Stuart Rik Hubbard
BULLETIN Printer installation service Tech Data has launched an installation service for printers and multifunction devices that partners can use to offer more value to their end-user customers and drive additional services revenue. Provided by qualified and trained engineers, the end-to-end service includes options for pre-delivery inspection, testing, network installation and training. Printers and MFPs can be delivered and installed as instructed and all waste packaging will be removed. Customers and partners will also have access to a dedicated support line with escalation to a Level 2 support desk included. The installation service can be provided as part of a Tech-as-a-Service (TaaS) offering, allowing it to be paid for as part of a subscription package of products and services. It can also be offered alongside Tech Data’s OpenMPS managed print services proposition. Chris Bates, Business Unit Manager, Print and Supplies, UK, at Tech Data, said: “Tech Data is committed to providing best-in-class service and with the print installation service we intend to grow and enhance that reputation. It provides partners with a simple and cost-effective way to add value for their customers without having to commit additional resources. When combined with our OpenMPS service, partners can extend their managed services offering even further.” www.techdata.com 01732 759725 8 Expanded European partnership Exclusive Networks has signed an extension to its existing contract with Tenable. The new agreement expands the existing partnership in France, Central and Eastern Europe and Africa, to now include the United Kingdom and Ireland, Germany, Nordics, BeNeLux, Iberia and Italy. Working with its specialist ecosystem of cybersecurity partners, Exclusive will focus on channel development and enablement, energising existing partners, recruiting and onboarding net new partners and generating end-user demand that will drive further growth in distribution-led business for Tenable in the region. www.exclusive-networks.com Exertis renews sponsorship Exertis has extended its main club sponsorship status of Basingstoke Town Community FC for the 2022/23 season. The agreement solidifies Exertis’ prominence on the Basingstoke Town kits. Exertis’ logo will be on both the home and away shirts, which now extends to all the club’s teams (16) which includes over 200 players. This year, thanks to a new deal between the community club and new technical teamwear supplier Hope + Glory sportswear, Basingstoke’s adult kits will be made from 100% recycled bottles and a tree will be planted for each one sold. Furthermore, Basingstoke Town Community FC have decided to join Exertis in supporting Mental Health UK as its chosen charity of the season. Exertis UK Managing Director Paul Bryan said: “Continuing to support local sports, and the wider community, is an opportunity which we relish. Basingstoke Town had a great journey in their 2021/2022 campaign, and we’re pleased to be supporting them for the upcoming season.” Basingstoke Town Chairman, Jack Miller, added: “Exertis has been a real asset to the community club and it’s fantastic that it’s joining forces with us again. We’re absolutely delighted to be partnering with Exertis again as we look to build on this growing relationship for the good of the football community in Basingstoke as a whole.” www.exertis.co.uk Spicers returns OT Group has announced the return of the Spicers brand to the wholesale office supplies market – alongside the recruitment of a new group operations director. Since Paragon’s acquisition of OT Group and Spicers Ireland in May 2020, a seven-figure sum has been invested into the group and the evolution of its dealer provision, in anticipation of the reintroduction of the 200-year-old Spicers name to the market. This funding has fuelled the digital transformation of finance, operations, and sales order processes across the group – as well as automation in the firm’s Ashton and Dublin warehouses, and further development of its SmartPad procurement engine. The redefined proposition centres around the user experience – and how to streamline operations in a digitally-first world. The rebrand further bolsters OT Group’s commitment to becoming the market-leading service provider for businesses across the UK and Ireland. Joining the OT Group board to assist with the next chapter for Spicers logistics is Group Operations Director, Martin Weedall, who joins from Evo Group, where he has worked for the past 31 years. “We’ve taken a 200-year-old brand and made it fit-for-purpose in a constantly-evolving wholesale market,” explained OT Group CEO Andrew Jones. “Our Spicers team has over 100 years of collective industry experience, are in constant dialogue with dealers, and understand what our market needs from their suppliers. “As such, our new model provides a costeffective, digital-first solution for dealers. As we continue on our journey to become ‘best-in-class’ we pride ourselves on being customer focused – something which sits at the core of Spicers as we seek to deliver the right products, at the right price, and at the right time.” www.spicers.co.uk VOTING NOW OPEN https://printitawards.co.uk Chris Bates
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Quick quote calculator Tech Data has launched a quick quote trade-in calculator, giving partners a fast and easy way to generate instant indicative quotes for customers on the potential value of used or end-of-life equipment. The tool is available to partners on Tech Data’s InTouch e-commerce platform. The only information needed to generate a trade-in quote is the name of the device and memory capacity. This will provide an indicative offer almost immediately. As well as making new purchases more attractive and affordable, encouraging customers to trade-in devices helps with sustainability. All traded-in devices are either recycled or refurbished, and data is securely wiped, so nothing goes to waste and customers are fully protected. Mark Glasspool, Services Director, UK and Ireland, Tech Data, said: “Our trade-in services are really popular and growing fast – and the quick quote trade-in calculator makes it an even easier and more attractive option. As well as saving money, everyone wants to reduce our impact on the planet. Partners are already giving customers value on their aged and unused devices and knowing that their old devices will go back into the circular economy and have a second life – or be ethically and properly recycled – is an additional and very attractive bonus.” There is no minimum quantity for trade-ins. www.techdata.com 01732 759725 BULLETIN 10 Platinum celebrations for IBS IBS Office Solutions has achieved Platinum Partner status with RISO UK. RISO partners who are invited to become a Platinum Partner enjoy the highest levels of benefits and sales, technical and marketing support across the entire RISO product ranges. Caleb Southwell, IBS Managing Director, said: “I’ve been in the industry a long time and pride myself on being the best. To become a Platinum Partner is important because geographically no other partner has achieved this status so it’s a bit of kudos for us to say we are selling RISO and we are doing it well.” Founded more than 25 years ago in Henley on Thames, IBS Office Solutions Ltd is a familyowned business that provides copy, print and solutions services to businesses, schools, political parties and local authorities. It also offers educational and office supplies through its stationery division, and audio-visual solutions for interactive learning. Russell Long, Head of Sales at RISO, said: “We are very proud to have IBS as a RISO dealer and they clearly understand the benefits of a successful partnership. We are delighted that they have earned the Platinum status and we know that together with RISO support, they have solid foundations for further business growth.” https://ibs-uk.net/ Charity partnership Exertis has set a target of £125,000 to raise in its newly formed charity committee’s inaugural year and unveiled its official partnership with Mental Health UK. Mental Health UK brings together the heritage and experience of four charities from across the country who've been supporting people with their mental health for nearly 50 years. The Exertis charity committee is split into two broad categories – fundraising and volunteering – each with sub-committees to support them in achieving their strategic goals. To celebrate the launch of its charity committee, Exertis has launched ‘Ride to Exertis Almo’ – an initiative where staff will amass distance by peddling on bikes to reach a goal of 1,750 miles, which is the equivalent of halfway between Exertis UK and Exertis Almo’s Philadelphia headquarters. Simultaneously, staff at Exertis Almo in America will also be accumulating 1,750 miles by riding on bikes and will be raising money for the American Foundation for Suicide Prevention to raise awareness of the importance of mental health in their own community. www.exertis.co.uk Best workplace DoiT International came in at no. 15 on Fast Company’s annual Best Workplaces for Innovators list, which honours organisations and businesses that demonstrate a steadfast commitment to encouraging innovation at all levels. www.doit-intl.com Arrow launches smart terms Arrow Electronics is calling on its channel partners in the UK and Ireland to make the most of the support on offer to secure new business and protect liquidity in the current economic climate. The company has launched Arrow Smart Terms, which can help businesses manage cash flow and provide the flexibility needed to negotiate and close opportunities. The increasing importance of protecting working capital along with the effect of mounting inflationary pressure on the end customer was highlighted at a recent briefing for MSP customers. Arrow brought together economists from the Bank of England and representatives from Hitachi Vantara and Arrow Smart Terms to talk about the state of the economy, its impact on business and the support available from Arrow to mitigate uncertainty. Arrow Smart Terms is designed to support channel partners to meet the payment demands placed on them by customers. Available for subscription, support, and hardware, it provides the opportunity to match the deferred payment terms covering the period beyond standard terms for periods as long as five years. arrow.com Caleb Southwell and Russell Long Mark Glasspool technologylive.co.uk The essential show for IT and mobile resellers and providers Business Design Centre · London · 13 September 2022 22 In partnership with REGISTER NOW 13 September 2022 Business Design Centre, London
Secure future-ready ongoing revenue – physical and digital. ©2022 Xerox Corporation. All rights reserved. Xerox® is a trademark of Xerox Corporation in the United States and/or other countries. Changes in work trends can seem relentless. But you can rely on Xerox to adapt with unique, compelling and profitable products that meet your customers’ challenges. PHYS I CA L New compact, multifunction printers: ready for any workplace and built for ease of setup with advanced document capabilities in a touch. D I G I TA L New powerful simplicity: our exclusive Print & Scan Experience offers users hassle-free everyday use and makes scanning a breeze. New seamless tools: users can subscribe to workflow tools from the print driver to make their work lives easier and yours more profitable. Learn how Xerox can strengthen and differentiate your business today at xerox.co.uk/prps
01732 759725 12 BULLETIN Kyocera partners with PrintReleaf Kyocera has partnered with PrintReleaf, a move that will enable its customers to contribute to a reforestation project in Ireland that plants an equivalent volume of trees correlating to the paper usage in Kyocera’s devices. In addition to collecting monthly data on customer print usage, Kyocera will automatically and certifiably plant trees in Ireland based on total paper consumption. Reforesting is done by PrintReleaf at a rate of 8,333 sheets per standard tree, as detailed in the PrintReleaf Standard, and 100% net survivability of the trees is guaranteed. kyoceradocumentsolutions.co.uk Thales accelerates cybersecurity development Continuing its cybersecurity expansion strategy, Thales has announced the signature of an agreement to acquire OneWelcome, a European leader in the fast growing market of customer identity and access management, for a total consideration of €100 million. OneWelcome’s strong digital identity lifecycle management capabilities will complement Thales’s existing identity services. Headquartered in the Netherlands, OneWelcome provides cloud-based customer identity and access management for highly regulated industries, empowering them to securely connect customers as well as business partners to their online services. With 100+ employees and customers across Europe, the company is experiencing strong growth of over 30% year-on-year. Philippe Vallée, Executive Vice-President, Digital Identity and Security at Thales said: “The acquisition of OneWelcome is fully aligned with our expansion strategy within the cybersecurity space. OneWelcome’s talents and expertise in customer identity and access management complements and strengthens our authentication and data privacy portfolio as well as our plan to provide a trusted and frictionless digital experience. Nowadays, as we see a rapid increase in amount of data, cloud migrations, and new compliance mandates, it’s essential to offer secure, adaptive and convenient solutions that help our customers in both private and public sector to classify, protect, and control the access to their sensitive data regardless of where it resides.” www.thalesgroup.com Xerox acquires Go Inspire Xerox has acquired print and digital marketing and communication services provider Go Inspire, to grow its global digital services presence. Go Inspire serves customers throughout Europe, the Middle East and Africa (EMEA). “We’re focused on widening the scope of Xerox’s digital services and customer engagement services,” said Darren Cassidy, UK & Ireland Managing Director and Senior Vice President, EMEA Global Document Services at Xerox. “Go Inspire’s capabilities will support the transformation of our transactional and direct mail services into multi-channel communications, accelerate growth in EMEA and create new avenues for us to help current and new clients.” Patrick Headley, Chief Executive Officer at Go Inspire, added: “We are thrilled to join the Xerox team and eager to contribute to the growth of Xerox Digital Services. Together with Xerox, we will expand the portfolio of high value services for our expanding client base throughout the UK and beyond.” www.xerox.com Platinum status Ringdale, the provider of FollowMe, has been awarded Platinum Solution status by Keypoint Intelligence. Experienced analysts at Keypoint Intelligence put FollowMe through an extensive evaluation process before awarding it their coveted Platinum Solution status. In achieving this status, Keypoint Intelligence recognises how the FollowMe enterprise print management portfolio is hitting the mark for both technical and business requirements for the modern workplace. “The FollowMe solution portfolio is an outstanding print management and data loss prevention platform available for all the leading OEM brands,” said Keypoint Intelligence’s Jamie Bsales, Principal Analyst, Smart Workplace & Security. “For enterprise and public sector customers looking to address document security and compliance challenges Ringdale’s FollowMe Enterprise Print Management is an excellent choice.” Eric Crump, Director of Strategic Alliances, Ringdale added: “Our teams continuously focus on bringing new innovations with the nextgeneration printing platform, designed for the modern workplace. We are proud this work has been recognised by Keypoint Intelligence with the Platinum Solution status again this year. This independent perspective helps ensure we are delivering the best for enterprise customers and partners compared to the evolving market.” www.followme.ringdale.com Outstanding achievement Following comprehensive testing by Keypoint Intelligence independent labs, MPS Monitor DCA 4 has been honoured with a Buyers Lab (BLI) Outstanding Achievement Award. Keypoint Intelligence’s analysts and lab technicians conducted extensive testing and research activity. This included both hands-on lab tests and a review of third-party security testing that MPS Monitor had performed with the help of specialised security firms before and after DCA 4’s initial release. The result of the analysis proves the quality, security and richness of features within DCA 4, and highlights the improvements that MPS Monitor has implemented in its DCA core technology, making it “a leading-edge data collection agent that is equipped to deal with the worst security threats and to provide efficient, simple and versatile data collection”. Nicola De Blasi, CEO of MPS Monitor, said: “Over the last 12 years, MPS Monitor’s DCA has been installed in more than half a million customer networks, and is currently used by thousands of dealers to manage more than 1.2 million printing devices across 60 countries. We are thrilled to see DCA 4 perform so strongly and in line with expectations during the tests.” www.mpsmonitor.com Nicola De Blasi Eric Crump
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01732 759725 14 BULLETIN Sponsorship initiative Kyocera has announced a new sponsorship initiative with fitness wear brand Keep Attacking. Founded by former soldier Brian Wood MC, Keep Attacking motivates anybody to break out of their comfort zone and reach their fitness goals. In addition to offering high quality fitness apparel, it hosts a range of intense offroad running events, drawing in fitness enthusiasts and adventure lovers with a passion for pushing boundaries. This partnership underlines Kyocera’s commitment to promoting active lifestyles and good mental health. President & Chief Executive Officer Rod Tonna-Barthet, said: “With Keep Attacking, we have found a partner with values, ethos and goals that perfectly align with Kyocera’s. Fitness apparel is just one aspect of Keep Attacking. Moreover, it’s an attitude and a lifestyle, underpinned by Brian Wood’s story of perseverance and will to succeed. Keep Attacking’s emphasis on both physical and mental health really resonated with us when we first began liaising with Brian and his company, so we’re delighted to be on board.” kyoceradocumentsolutions.co.uk Sustainability recognition Konica Minolta has been included in the FTSE4Good Index Series, one of the most well-known sustainable investment indexes in the world, for 19 consecutive years. The company has also been named to all of the five responsible investment (RI) indexes adopted by Japan’s Government Pension Investment Fund (GPIF). These five indexes are the FTSE Blossom Japan Index, the FTSE Blossom Japan Sector Relative Index, the MSCI Japan ESG Select Leaders Index, the MSCI Japan Empowering Women Index and the S&P/JPX Carbon Efficient Index. This is the sixth consecutive year for Konica Minolta to be listed on all of these ESG indexes since the GPIF first adopted them. www.konicaminolta.com Security competency status Tenable has achieved the application security distinction in the Amazon Web Services (AWS) security competency for its cloud-native vulnerability management solution. This designation recognises that Tenable has demonstrated and successfully met AWS’s technical and quality requirements for providing customers with a deep level of software expertise in application security to help them achieve their cloud security goals. Ray Komar, Vice President of Technology and Cloud Alliances said: “Tenable is proud to be an APN Partner to achieve the application security distinction in the AWS Security Competency. Our team is dedicated to helping companies achieve their security goals by combining our vulnerability management expertise with the range of powerful security tools AWS provides.” www.tenable.com Are we experiencing the death of the Job board? As experienced recruiters, we have weathered many storms and fads in recruitment. Some of these have become mainstays within the recruitment industry and have held staying paying for a while now, whilst others have had to adapt and change. Since the 90’s move towards digital streams the job boards seemed to easily eclipse the more traditional method of printed job advertisements. By posting your jobs online you had much quicker access to candidates and therefore speeding up the whole recruitment process. It seems that the recruitment landscape is yet again set for a shift. With cost increases for businesses coming across the board, companies like Total Jobs tripling their fees and diminishing returns with advertising response, it does make you question whether this could be the death of the job board? Linkedin and other social media channels have made candidates more accessible if you have the right business tools to push your employee brand. With the amount of time people spend on social media sites both personally and professionally it does seem that it could finally eclipse online advertising. However, we have to be cautious where social media is concerned. People can just as easily be turned off by how brands interact via social media or what employees have to say about the company on social channels. Networking, both in person or online seems to be seeing a resurgence, and Recruiters have seen more of a move towards a headhunting approach to engage with candidates. Candidates want to feel that they are special (who doesn’t?). They also want to feel that their skill sets are valued by potential employers, rather than just being another employee. Being approached by a company or recruiter directly makes candidates feel valued for what they can add to a business. If you are struggling to recruit direct or have questions regarding recruitment strategy, give Max Levenger or Lynsey Arnold at Henley Executive on 0333 567 4888. https://henleyexecutive.co.uk BUSINESS BRIEFING - RECRUITMENT
01732 759725 16 BULLETIN : PEOPLE CEO and leadership change Softcat has announced a future organisation change it intends to make to ensure continued effective leadership and orderly succession over the medium term. Graham Charlton will assume the position of Softcat CEO from 1 August next year following eight years as Chief Financial Officer. He will succeed Graeme Watt who will become NonExecutive Chair of the Softcat board as Martin Hellawell steps down. Further changes taking effect from 1 August 2022 include Richard Wyn Griffith taking up the position of Chief Commercial Officer running vendor alliances, cloud, cloud alliances and marketing. He also picks up responsibility for multi-national sales, customer experience and the ownership of some key strategic areas such as Softcat’s digital and data strategies. Anthony Cowen has been appointed to the position of Chief Revenue Officer, further consolidating sales ownership. Cowen now looks after solutions sales and services sales, as well as existing responsibilities for corporate and public sector sales and sales operations. www.softcat.com Key channel hire for Rubrik Rubrik has named Lisa Roberts as Director of Channel and Alliances for UK&I and Emerging EMEA. She will be responsible for delivering on Rubrik’s channel strategy, driving continued growth opportunities with existing partners, developing new strategic partnerships and expanding its channel operations into emerging markets in EMEA. Roberts takes up the role with immediate effect and will be a key leader in Rubrik’s Global Channel and Alliances team. The appointment is the latest development in Rubrik’s evolving channel strategy and is the second major channel hire so far this year following Ghazal Asif, who joined as Vice President, Global Channel and Alliances in February. www.rubrik.com New role for Peters Stuart Peters has been appointed as the new Territory Manager for UK and Ireland, with a remit to drive continued growth in the region and spearhead local market opportunities and initiatives. Peters joined Kaspersky in 2021 and worked as Enterprise Channel Lead, managing and overseeing the company’s channel partner strategy across global markets. In his new role as Territory Manager for UK&I, he will focus his efforts on growing regional business opportunities across targeted industries – from financial services to automotive and logistics, establishing a stronger presence in the UK channel and spearheading a solid business strategy to recruit more partners and customers across the B2B portfolio. With strong regional partnerships key to Kaspersky’s success in the UK and across the globe, Peters will also look to strengthen existing relationships and partner support, as well as forge new ones to address specific, industry-focussed needs in the region, harnessing advanced cybersecurity planning solutions such as threat intelligence and incident response services. www.kaspersky.co.uk Hardwell takes on consultant role Integra Business Solutions Ltd has announced the appointment of Phil Hardwell as a consultant to the group. He will be predominantly focused on business development but will also play an advisory role to the Integra team, utilising his extensive commercial knowledge within the UK and ROI market. Aidan McDonough, Integra’s CEO, said: “I worked with Phil in the late 90s and am delighted to be working with him once again. Phil has a vast experience within the industry having previously worked for Integra as Purchasing Director and latterly at Nectere. Phil is a true professional and will be a great support to the team.” www.integra-business.co.uk Exertis leads inclusivity efforts Exertis has appointed leads for its newfound Employee Resource Groups. The ERGs consist of three divisions – women, people from ethnic minorities, and LGBTQIA+ communities – and the chair for each division will drive support for, and progression within, their respective focal point. Gemma Walters chairs the ERG division for women; Manpreet Bath is leading the ERG for people from ethnic minorities; while Holly Chatton leads efforts to support LGBTQIA+ colleagues. www.exertis.co.uk Four new hires at LastPass LastPass has announced four new hires to its executive team. The expansion brings experienced talent to the company and highlights LastPass’ commitment to investing in innovation and a seamless user experience. Joining LastPass is Christofer Hoff as Chief Secure Technology Officer, Lora Rodstein as Senior Vice President of Human Resources, Pegi Wheeler as Senior Vice President of Operations and Rob Charlebois as Chief Marketing Officer (CMO). www.lastpass.com Ex Softcat MD joins Content+Cloud Content+Cloud has appointed former Softcat Managing Director Colin Brown to its board as a Non-Executive Director. A veteran in IT services, Brown brings more than two decades of senior leadership experience and expertise to his role and will advise on Content+Cloud’s growth roadmap. Prior to joining Content+Cloud’s board of directors, he was the Managing Director at Softcat plc. During his eight year tenure, he oversaw rapid growth and was part of the leadership team that brought the organisation to its IPO, resulting in Softcat’s listing on the FTSE 250. Before this, he drove the adoption and deployment of Microsoft technology as General Manager of UK services for Microsoft, which followed his position as CEO at Computacenter Germany. www.contentandcloud.com Stuart Peters Gemma Walters Holly Chatton Manpreet Bath Lisa Roberts
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