ONE-TO-ONE
MR: Security and compliance remain front of mind for every CTO and CISO. How is Tungsten helping partners build a stronger security story? MH: You’re absolutely right. Security is top and forefront of everything, and the beauty when it comes to Printix specifically is that it was built ground up with security front of mind, integrating into all the Microsoft security mechanisms, so users have the same access and management they do with their Office 365. We can talk about ISO 27001 compliance, SOC 2 Type 2 attestation, and that’s really key because that’s an independently audited certification that happens over a period of time. It’s not just a one-off. Again, it comes back to having that conversation with the customer, because everyone’s security needs are different. Everyone’s perception of how they become more compliant, how they become more secure, is an individual conversation. We have a huge enablement organisation that sits behind us that enables our channel to articulate that, to be able to do the discovery, to be able to articulate how we can help each of those customers with their security issues. When it comes down to print specifically, there’s a lot that is provided with print management systems or print infrastructure capabilities that is secure out of the box. And as we both know print is print. What do we do above and beyond that? That’s where our content-aware capabilities come into play. This is something that’s really resonated with our customers, and this is the ability to actually interrogate the data in the print string, to be able to look for keywords, key phrases, and then to use our automation and redaction capabilities to maybe automatically redact that out of a document before it’s printed, or even put it through to a workflow where it needs approval from the security team at that customer before it actually goes to the output device. There are a number of layers in which we can provide. But again, it’s about understanding the customer needs first and foremost. MR: How does it address data residency requirements in particular? MH: Data residency, data sovereignty
is a key thing, and we’ve spoken about some of the security requirements that we see and how we address them. But one of the things Printix is really great at in terms of data sovereignty is not allowing the print data outside of the customer’s network. It retains that within the customer network and overcomes a lot of the security concerns that customers raise with us when we first have discussions around their print requirements. Again, it comes back to having a discussion, exploring what their absolute needs are. But the fact that the data doesn’t go outside of the network is a key differentiator for us. MR: When a dealer principal asks, ‘Why should I partner with Tungsten instead of a traditional print vendor?’, what’s your answer? MH: My initial answer would be back to the dealer principal to say, ‘What’s their goal in two, three, four, five years’ time?’ Because from conversations I’ve had, it differs extremely. What I would say is, and it comes back to the point about consolidating on the number of suppliers, if you’re wanting to work with a software vendor that’s at the top of their game, that’s been around for a long time, has the heritage, is proven, is trusted by customers, trusted by partners, and can offer a huge range of capabilities across intelligent automation, intelligent document processing, print and capture, PDF, and lots more beyond that, I would say we should have a conversation. What I would also say is that later this year, we are going to redefine the print space once again when we bring to market our Print Agility capabilities. MR: That was a bold statement. Tell me more about Print Agility. MR: We’re going to be taking all of our print capabilities into one unified cloud- first offering, with Printix at the heart. Think about infrastructure first and foremost. For those companies that want to transition to cloud, they want to get rid of the IT burden and overhead of print servers and heavy IT help desk tickets. We can provide that infrastructure and help them on their journey with the cloud enabler to a cloud-first environment.
The natural addition to that would be integrating into the hardware, so adding embedded capabilities with the multifunctional devices through the Go client, enabling secure print, capture, zero trust, and everything that comes with the hardware. If you start adding layers on top of that in terms of industry-specific integrations, think content-aware capabilities, enhanced security and compliance on top of that. What we’re doing is looking at what we’re seeing in the marketplace, both from a customer and a channel perspective, and we’re creating a modular, scalable offering with Print Agility to meet that demand. So, think of infrastructure in a customer that may have been provided by a managed service provider. Think of a print reseller talking to that same customer as part of a managed print contract. They could actually be providing the hardware capabilities to integrate into that infrastructure. There could be other vendors that are delivering integration capabilities, SAP, for example, where we can add those additional capabilities on top of it. So, it’s really coming back to what we’re seeing in the marketplace, what we’re seeing our channel requirements are, and addressing that in the product. It just takes that customer journey to the next level. Gone are the days where anyone is selling to a customer and then revisiting that customer in three, four, five years’ time and offering an upgraded version of whatever they’re provided at a cheaper price. It’s about taking a customer on the journey and scaling with the customer, and really becoming a domain expert, an advisor to that customer. Because every single customer has huge challenges, and that’s only going to increase as time goes forward.
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