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A vision shared

Leading Managed Printing and Managed Document Solutions provider Vision is partnering with HP to provide organisations with innovative printing technology combining easy operation, advanced functionality and world class security

HP launching new range of Laserjet and PageWide MFPs
HP launching new range of Laserjet and PageWide MFPs

HP has been the leader in office printing for decades, without ever having a significant presence in the A3 market. All that is set to change following its acquisition of Samsung Printing Business (including more than 6,500 printing technology patents), the launch of a new range of Laserjet and PageWide A3 and A4 MFPs and the establishment of an experienced partner network.

HP has such confidence in its ability to meet the print and document needs of today’s businesses and public sector organisations, it’s targeting a 20% market share of the A3 market by 2020. There are several reasons why this ambitious goal is achievable, starting with the quality of the reseller network it has assembled, including Vision.

This fast growing provider of managed print and document services has been managing customers’ print requirements since 1985, providing solutions from Canon, Ricoh and Samsung and servicing them through a nationwide network of field-based service engineers and network specialists.

Vision’s growth and success were recently recognised in a list of Europe’s 1,000 fastest growing companies compiled from 2012-2015 data by the Financial Times and Statista. This, and its position as a Samsung Global Partner, are an obvious attraction to HP as it seeks to make its mark in the A3 MFP market.

Attainment of the highest level of HP Partner Accreditation is testament to Vision’s nationwide reach, proven servicing capabilities and long history of success in helping organisations implement more efficient printing and document processes.

HP is clearly excited to have a company with Vision’s experience as a partner. Neil Sawyer, HP’s UK & Ireland Channel Director, said: “We are delighted to welcome Vision to our partner network. Since launching our extended range of A3 and A4 multifunctional devices, HP has been actively working with Vision to develop a formidable customer proposition based on their fantastic reputation in the print sector. Vision will undoubtedly play a significant role in the deployment of HP’s broad range of office and print room solutions to a wide number of customers across the country.”

Vision is just as enthusiastic about the relationship, recognising in HP a partner with the broad product range and expertise to meet the needs of customers and prospects as they transform their document processes through digitisation.

With the largest print acquisition in its history, HP is not just gaining Samsung's product range.
With the largest print acquisition in its history, HP is not just gaining Samsung’s product range.

Chief Executive Philip Bond said: “We continually review Vision’s go-to-market strategy and value proposition to ensure we remain competitive and market-leading. From considerable engagement with HP’s global team, we have established some significant synergies with HP’s market plans as they commence the integration of Samsung’s printing business. We have a comprehensive business plan to potentially double in size by 2020 and this exciting new partnership will help strengthen our market position as we continue to execute on our plans for growth.”

He added: “The HP brand is widely respected in the technology market and we’re looking forward to building an exciting and successful business partnership that helps Vision continuously compete and win in our core markets of Managed Print and Managed Document Solutions.”

Respected brand
There are good reasons why Vision’s customers, too, should welcome this partnership.

For Chief Operating Officer Mark Smyth, these start with the reassurance provided by the HP name.

“HP is an established and recognised global brand that’s highly respected in the business-to-business and corporate space and we firmly believe this will help Vision make further impact within the corporate and public sector market,”

Another is the breadth of HP’s range. In addition to market-leading printing technology, Vision MPS customers now have access to a diverse range of A3 products with a total of 54 SKUs, offering customers higher levels of customisation and security with optimised device uptime.

High availability
When HP announced its new A3 devices it promised to shake up the existing $55 billion market and transform business printing by delivering technology that’s simpler, more reliable and easier and cheaper to service than competitor models.

HP is delivering on this through a combination of innovative product design and improved device monitoring. For example, its cloud-based Smart Device Services (SDS) technology provides advanced diagnostics, device-specific troubleshooting and remote remediation capabilities to ensure that devices are always available when customers want to print, copy or scan.

Smyth is impressed with this aspect of HP’s new technology, aimed at potentially reducing running costs. Economical operation is a particular benefit of HP PageWide devices, which Vision will also be going to market with.

This game-changing inkjet technology combines a page-wide printhead, fast-drying inks and a flat paper path and offers a high speed, economical alternative to laser MFPs for organisations that value low running costs more highly than print quality.

“PageWide is a cost-efficient, high performance technology for organisations that need entry-level colour print quality at high speed. It is very cost-effective and that gives us the potential to reach new customers,” he said.

Smyth expects a great deal of interest from Government and public sector organisations, a market that Vision knows well thanks to its position on three purchasing frameworks – the National Education Printer Agreement (NEPA); Crown Commercial Service (CCS), incorporating Yorkshire Purchasing Organisation (YPO) and Eastern Shires Purchasing Organisation (ESPO); and the Crescent Purchasing Consortium (CPC).

“Because of their responsibilities, public sector bodies are very cost-conscious. Running costs for them are far more significant, which makes PageWide a very interesting proposition for that market,” he said.

World class security
Another aspect of HP MFPs that Smyth expects to resonate with Government buyers is their world class security. With GDPR regulations coming into force in less than a year, this should be a major consideration for all organisations.

“MFPs need to be secured like any other intelligent network device, not just to protect print data and printed output, but to prevent cyber-criminals from using print devices as a way into an organisation’s network and IT infrastructure,” he explained. “HP uses a combination of hardware and firmware to ensure that this ‘back door’ remains firmly locked and alarmed.”

Embedded security features on HP devices include: HP Sure Start BIOS, which validates the integrity of the BIOS at every boot cycle and restarts the device using a safe ‘golden copy’ of the BIOS if it discovers a compromised version; whitelisting to ensure only authentic, good HP code is loaded into memory; and run-time intrusion detection, which helps protect devices while they are operational and connected to the network by checking for anomalies during firmware and memory operations and by rebooting in the event of an intrusion.

Other security features include built-in encryption to protect data stored on the hard drive, secure erase to remove sensitive information from the device and the ability to disable ports and protocols to prevent unauthorised access.

Future plans
Vision is currently three years into a five-year plan to double in size by 2020. It hopes to achieve this goal by continuing to develop its core business of managed print and document solutions, whilst also services, client retention and service excellence.

Production print is a fast growing part of Vision’s business that offers considerable scope for an even deeper relationship with HP.

In a recent interview with PrintIT Reseller, Neil Sawyer pointed out that one of the benefits HP resellers enjoy is HP’s commitment to growing both its core business – transactional and managed print – and other areas of operations, including production print and 3D print.

“Our future strategy is looking beyond what the market demands today to what we know they’ll be demanding in the future. A good example would be the investment we’ve been putting into 3D printing; we genuinely believe that is a game-changer for the future,” he said.

In choosing a managed print services provider, public and private sector organisations must think about their current print and document needs and how those requirements might change in the future, whether as a result of business growth, digitisation or the changing needs of their customers. The partnership between HP and Vision, in which both parties are committed to improving the efficiency of printing and document processes, ensures that customers will always have access to the best technology, knowledge and expertise, whatever the future brings.


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