Customers Increasingly Look for Printer Security – Not Speeds and Feeds

CRN reports that managed security services has become a key opportunity for Xerox and its resellers, as explained by Xerox executives and resellers at  Xerox’s first-ever Security Summit that it held earlier this month.

Printer and copier/MFP security is said to quickly becoming a key way that Xerox can drive its document-imaging strategy  forward.

According to Xerox’s Mike Feldman, he “absolutely” expects managed security services to continue being an integral part of the Xerox managed print services (MPS) portfolio as Xerox sales agents and dealers look to add more value to their sales accounts.

Steve Hoover, Xerox CTO and senior vice president, told CRN: “Partners tend to sell into smaller businesses that may have unsophisticated support staffs. If you built a lot of capabilities but they’re not being utilized, have you really helped people? We put a lot of emphasis on ease of use. We put in a security software agent to walk people through and easily implement the security features that are on the device. We have gotten a lot of really positive feedback from our partners and resellers about that. That helps them provide that to their customers, and that’s a real differentiator.”

Terry Greenan Jr., vice president at New York-based multi-brand dealer Greenan Business Products, said that the rise of Internet of Things-enabled devices has made customers become more aware of  printer security, stating that “security can be the gateway to net-new business as executive-level decision-makers become more involved in technology purchase decisions.”

“[Security] actually leads a lot more than speeds and feeds. Businesses can deal with spending a little more if it’s going to save them from a big loss or a big data breach. If you’re leading with that, you’re selling more value,” Greenan said.

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