Reseller Sales Training

Reseller Sales Training
May 2017 © 2017 Papercut Software International Pty Ltd. All rights reserved.

Small things add up to make a big difference...
Prevent data leakage with Full Page Watermarking Increased web security with HSTS Improved Web Print performance Mobility Print: Per Job Authentication Mode Subnet Filtering Site Server Support Simplified configuration of Find-Me Print Integrated scanning on Ricoh SDK/J New device support for HP and Xerox So, 17.1 has got quite a few core enhancements, mostly targeted around security. We’ve got a couple of marketable Mobility Print features and a couple of embedded updates. There’s have been a lot of international government regulations come to light recently so a few of these 17.1 security features are very timely. So we’ll take a look…

Full Page Watermarking
Increase your security of sensitive data Protecting your digital environment does not stop once a document has been printed. For years, PaperCut has helped customers change the behaviour in their organizations with watermarks and digital signatures. Full page watermarking is a further enhancement of this feature. First feature on the list is Full Page Watermarking. The main thing to note with this feature is that it’s a further enhancement of the Watermarking feature which PaperCut has had in place for a while now. For years, PaperCut’s Watermarking and Digital Signatures has helped change the behaviour in organizations, to continue to think about the document security beyond the printer.

What’s in it for you and your customers
PaperCut Partners ASCs, Resellers, Manufacturers Customers SysAdmins, IT Managers, Decision Makers Increase “wallet share” by solving two problems with one solution Fills the security gap after a document is printed Provides solution for security compliance regulations Opportunity to increase and discuss a higher price point Allows you to offer MFD + printing solution + security solution With this enhancement of such a strong security feature, it presents a great opportunity to look at how to position security with PaperCut and how we can use this to get your sales people out there, talking about it and ultimately making more money.

SysAdmins, IT Managers, Decision Makers
What’s in it for your customers Customers SysAdmins, IT Managers, Decision Makers Increase “wallet share” by solving two problems with one solution Fills the security gap after a document is printed Provides solution for security compliance regulations The security message of digital signatures to the user is relatively straight forward. This full page enhancement has been requested by some high-end government customers, but the whole exercise has reminded us about the importance of digital signatures. We all know Secure Print Release. It’s one of the key features PaperCut is actually sold on. It stops the payroll being leaked by being picked up off the printer, but the reality is there’s nothing protecting the security of that document once it’s taken back to someone’s desk. We spend so much money on protecting our digital space and s, but there’s an analogue hole that isn’t being protected. What’s to stop someone from leaving some highly sensitive document laying around on their desk, or on the train ride home. The purpose of Digital Signatures isn’t there to catch someone out even though it provides traceability if there is a data breach, the real benefit of it is to help change user behaviour. It’s not about trying to catch them out, it’s about encouraging user behaviour in an open way – letting them know you trust them, but you’ve just got a check in there to remind them that they need to be safe, that they are accountable for the security of that document and that it flows on for the life of the document, beyond the digital environment.

ASCs, Resellers, Manufacturers
What’s in it for you PaperCut Partners ASCs, Resellers, Manufacturers Opportunity to increase and discuss a higher price point Allows you to offer MFD + printing solution + security solution Cheat sheet ETA June 2017 It presents that opportunity to step outside of “Secure Print Release” and print management, and tap in to some wallet-share of security that goes beyond the printer.

How can Watermarking & Digital Signatures
Say this is the IT Budget of an organization.

Watermarking & Digital Signatures
5% - 10% of budget willing to invest on a solution PRINTING BUDGET Now they’ve got a proportion of this allocated to Printing and probably not even 10% of that is what they’re willing to spend on a solution. And over time, that’s not likely to vary, if anything it will decrease. So as a sales person, you’ve got a cap on what that customer is permitted or willing to spend. And you go back and forth until you find that sweet where you can both agree. But, imagine if you could change their thinking… Organizations now are realising the need, and even being forced to by regulations, to implement security on their digital environment.

10% of security budget willing to spend on solution PRINTING BUDGET SECURITY BUDGET So they’ve got all this budget now that they’re spending on security; be it various legislations, firewalls and gateways, security scanning software, penetration tests or PCR compliance. Or even insurance policies and the risk around security and vulnerability. You need to ask the customer, what would it cost you if you got a document leakage? Now, stats predict that global spending on cybersecurity products and services will exceed $1 trillion cumulatively over the next 5 years. So in all likelihood, this security budget is going to keep increasing. So what if we can shift their thinking and rather than just pulling out money from the printing budget, what if we can tap in to the security spend as well. They’re spending all this money on filling a digital hole, but what if we can provide a solution that will fill that “analogue hole” as well as the digital; that will help prevent data leakage beyond the printer. That’s not only a print management solution now, that’s a security solution as well. So back to that question of “what would it cost you if you had a data leak?” It’s now not just about what printing will cost you, it’s about what are you willing to spend to fill that hole on leakage of information. With PaperCut, you can increase your wallet-share, because you’ve solved two problems with one solution.

20% of printing & security budget willing to spend on solution PRINTING BUDGET SECURITY BUDGET So as a sales person, you’ve now increased that price point by shifting their thinking. Raise the bar and shift it in to their security spending as well. Making them aware of the full benefits and by offering the MFD + print solution + security solution. That’s how you can position this feature and that’s how you can get your sales people selling more PaperCut.

5% - 10% of budget willing to invest on a solution 10% of security budget willing to spend on solution PRINTING BUDGET SECURITY BUDGET If you look at the allocated IT budget of an organization, they’ve got a proportion of this allocated to Printing and probably not even 10% of that is what they’re willing to spend on a solution. And over time, that’s not likely to vary, if anything it will decrease. So as a sales person, you’ve got a cap on what that customer is permitted or willing to spend. And you go back and forth until you find that sweet where you can both agree. But, imagine if you could change their thinking… Organizations now are realising the need, and even being forced to by regulations, to implement security on their digital environment. So they’ve got all this budget now that they’re spending on security; be it various legislations, firewalls and gateways, security scanning software, penetration tests or PCR compliance. Or even insurance policies and the risk around security and vulnerability. You need to ask the customer, what would it cost you if you got a document leakage? Now, stats predict that global spending on cybersecurity products and services will exceed $1 trillion cumulatively over the next 5 years. So in all likelihood, this security budget is going to keep increasing. So what if we can shift their thinking and rather than just pulling out money from the printing budget, what if we can tap in to the security spend as well. They’re spending all this money on filling a digital hole, but what if we can provide a solution that will fill that “analogue hole” as well as the digital; that will help prevent data leakage beyond the printer. That’s not only a print management solution now, that’s a security solution as well. So back to that question of “what would it cost you if you had a data leak?” It’s now not just about what printing will cost you, it’s about what are you willing to spend to fill that hole on leakage of information. With PaperCut, you can increase your wallet-share, because you’ve solved two problems with one solution. So as a sales person, you’ve now increased that price point by shifting their thinking. Raise the bar and shift it in to their security spending as well. Making them aware of the full benefits and by offering the MFD + print solution + security solution. That’s how you can position this feature and that’s how you can get your sales people selling more PaperCut.

Web security enhancements
Enforce secure web interface policies The importance of offering security best practices continues to increase. PaperCut has made enhancements to help meet US Government regulation standards with HTTP Strict Transport Security (HSTS). SysAdmins can now activiate HSTS with a simple check box as well as offer stricter cookie security. So, another security enhancement that is quite timely are some changes made to HTTP settings. This helps PaperCut keep in line with increasing security measures across the globe. PaperCut’s always had HTTP security, and HSTS or HTTP Strict Transport Security, is the next level up from that. Rather than just encrypting the connection, it tells the browser that every connection from now on, must always be encrypted, so it makes it a lot harder for an attacker to do what’s called a “downgrade attack”.

PaperCut Partners ASCs, Resellers, Manufacturers Customers SysAdmins, IT Managers, Decision Makers Meets government tender security requirements Provides easy implementation of added digital security There’s standards out there, such as the US Government memorandum, which require this for any tenders etc. So PaperCut now meets these security requirements as well. It’s quick and easy to implement, so it’s a nice and easy security solution for the customer.

Web Print performance improvements
Reduce Web Print server bottlenecks Significantly improve performance with less load on the Application and Web Print servers. This ones a bit of a usability improvement for the SysAdmin and End-User. Instead of the Web Print server requesting multiple jobs from a third party application when it’s just a single job with multiple copies, these changes have fixed that, so it now comes through as just one print job with multiple pages.

PaperCut Partners ASCs, Resellers, Manufacturers Customers SysAdmins, IT Managers, Decision Makers End-Users Students, employees, anyone printing Improved integration between PaperCut and 3rd party applications CPU performance improvement with less load on the App and Web Print servers Less cluttered logs with fewer print spool files Reduces wait time when using Web Print Limits confusion due to multiple jobs showing for a single release This one’s handy for the SysAdmins because it reduces the load on the Application and Web Print servers, takes away the bottleneck with few print job spool file. And it’s a better experience for the end-user as well – Less wait time for the release of the job, and it shows up as just one print job on the release station.

Improved Secure Print and Find-Me configuration
One for the SysAdmins and Resellers! Decrease configuration time and increase awareness of inaccurate settings. Improved Secure Print and Find-Me configurations. This one’s a real handy one for anyone who’s got to set up a Find-Me environment. You’ll see awareness notifications come up when a setting might be incorrect to help as the configuration goes along, instead of getting to the end, realising it’s not working and then back-tracking to try to find out what was wrong.

PaperCut Partners ASCs, Resellers, Manufacturers Saves time and confusion when configuring Find-Me Print Customers SysAdmins, IT Managers, Decision Makers More user-friendly configuration for Secure Print and Find-Me If you’ve ever had to set up a source queue, these improvements should make it a bit easier for you. Print Release now has a more prominent spot on the device page, you’ve got a search field for destination queues, and those helpful warning messages I mentioned when there’s an invalid configuration. For those customers wanting to configure it all themselves, it’s certainly more user-friendly. It helps guide them through the process a lot more and is clearer and easier to understand.

Mobility Print Updates

Live for 2 months 650 customers 20% of 17.0 customers
Mobility Print Live for 2 months 650 customers 20% of 17.0 customers Mobility Print has now been out for 2 months and we currently have just over 650 customers utilising it, which is about 20% of all customers who have upgraded to This is a great result which we are really happy with and shows people want this feature. In that time there has been about 20 updates made to Mobility Print through its automatic release process, and we would like to highlight 3 key marketable updates that have been released in that time.

Simplified mobile and BYOD printing
Making printing simple again Mobility Print simplifies the printing process for bring your own devices (BYOD) and other end- user managed devices, such as smartphones, tablets, laptops or Chromebooks. By following a few simple steps, users can quickly discover and print to any printer, without requiring the assistance of system administrators. No finding drivers and no joining domains! (use this slide to re-introduce mobility print, to recap the value of BYOD, not just mobile and when coupled with the numbers, we have no doubt that customers will buy PaperCut MF because of this feature.) The message for Mobility Print stays the same, which is keeping the emphasis around being more than just for mobile printing, but for BYOD printing. There are a lot of solutions in the market that address mobile printing, but what we have found over the years is that only 4% of printing is done from mobile devices, and the real challenge is printing from personal laptops and content creation devices, so it’s the BYOD printing problem that we are looking to solve. We are trying to make life simpler for students, who go to their campus with their personal laptop and want to print something, instead of them having to go to a communal computer in the library or print station to print it, all they have to do is connect their laptop to the campus WiFi, find the published printer they want to print to, authenticate their user details and then print in the same native experience they would if they were at home. And for users in a business environment, it’s the same story. If they want to print from a tablet, their smartphone, or even their macbook which they have brought in from home to draw pretty pictures on, they no longer need to involve the SysAdmin or IT guys and get them to setup the machine to allow printing. All they need to do is follow the same steps as before, join the network, discover the published printers, authenticate and print, to enjoy the same native print workflow as if they were on their work issued computer. Our vision is simply to have the software do the heavy lifting to provide a secure solution so printing “just works” on any end-user device, to any printer in your organization.

Mobility Print: Per Job Authentication Mode
Added security through Mobility Print per job authentication mode Enhance security on shared devices which have multiple users printing from it, with per job authentication mode. Ensure the correct user is associated to each print job by enforcing authentication after every print job For customers using Mobility Print or looking to use Mobility print, you now have a couple of options to choose from in terms of user authentication. When Mobility Print was released as part of 17.0, there was only one option available, and that was to authenticate “per device”, which meant the user’s details were remembered for the device they were printing from. That option is still available, however we have recently added a second authentication option, which is “per job” authentication, which means user details will need to be re-entered for each print job, when printed to a printer which has this option turned on. This will help to provide extra security on shared devices, as SysAdmins will have the ability to enforce this higher security authentication mode on a per printer basis, so it can be set just for those printers available on a shared device and ensure the correct users are being associated to their jobs, even if a user has accidentally stayed logged in on a shared device. The set up for this is quick and easy to do and all managed from the Mobility Print interface, so you just need to find the printer you want to change and turn on “Authentication per job”.

Mobility Print: Subnet Filtering
Restrict printer access per subnet Present users with only the printers which are relevant to them, based on their subnet, with the addition of subnet filtering. To complement the new authentication mode option, we have also introduced subnet filtering, which allows SysAdmins to restrict which printers are available for each subnet within an organization. So using our shared device example, in addition to changing the authentication mode to “per job”, you can also allocate the printer to the subnet the device is on, meaning users are only presented with the printer, with “per job” auth mode selected. Subnet filtering will also allow printers to only be made available to specified groups or users. So in education for example, you might have all student devices on a different subnet to the staff devices, and want each of these groups to have access to a different set of printers. Through subnet filtering, you can restrict the student printers to the student subnet and the staff printers to the staff subnet, ensuring students don’t print to staff only printers and sensitive documents printed by staff members stay secure and away from printers accessed by students. This is also suitable for sites with different subnets across multiple locations. So if for example you are like PaperCut and have offices in the US, the UK and Australia, and each location is on their own subnet, only printers in that office on that subnet will be presented to users, eliminating confusion and potential waste of paper by printing to an incorrect printer.

PaperCut Partners ASCs, Resellers, Manufacturers Enhances Mobility Print’s capabilities in line with competitors Builds on the Mobile & BYOD story Adds to PaperCut MF security story Customers SysAdmins, IT Managers, Decision Makers Simple configuration Enhanced security Flexible configuration Better user experience These two additions were a couple of the most requested enhancement we had for Mobility Print, as they are features offered by some of our competitors in this space, so their addition should help to level up against competitors. Mobility Print is there to help enhance your overall Mobile & BYOD story, as well as your security story when presenting to customers. As the user numbers suggest it is a clear selling point, so use it as a lead feature to enhance the position of PaperCut MF against competitor products, normally you have to buy other mobile and BYOD solutions, whereas this is included as standard. From a SysAdmins perspective, the benefits are still Mobility Print is simple, secure, flexible and provides a great experience for end users.

Mobility Print: Site Server Support
Offline support for Site Servers Provide continuous availability of printing resources for users when using Mobility Print even in the event of network outages While Mobility Print could always work with Site Servers, it now supports the seamless failover of Site Servers. SysAdmins can have the confidence that their Mobility Print network will be reliably supported with PaperCut’s Site Servers. Extending the integration between online Site Servers and Mobility Print, offline mode support has been added to provide networks utilizing Mobility Print the continuous availability of printing resources that Site Servers provide.

PaperCut Partners ASCs, Resellers, Manufacturers Delivers a working solution between Mobility Print and offline mode Site Servers Customers SysAdmins, IT Managers, Decision Makers Provides full integration between Mobility Print and Site Servers in both online and offline mode This should help when positioning PaperCut MF at multi site opportunities, where Site Server is a viable solution, to strengthen the overall benefit of PaperCut MF. It is also a great opportunity to engage with customers who currently use Site Servers to get them to upgrade to 17.1 and allow them to get the full benefits of Mobility Print as standard.

Collateral updates PaperCut Tour Pages PaperCut Mobility Print Blog
For Mobility Print, when key marketable features are released, a subscribable blog post will be produced to let people know the new feature is available. These can be found on the PaperCut website in the blog area., listed under Mobility Print The release history within the Mobility Print Help Centre will be kept up to date with all release notes, whether they are major or minor enhancements. In addition, we will also be updating the Site Server and Mobility Print tour pages to reflect these changes. PaperCut is also working on some new pieces of collateral for Mobility Print, which will be made available over the next few months.

Embedded Features

Integrated Scanning on Ricoh SDK/J devices
Integrated Scanning extends our existing print and copy management to features with a simple and consistent scanning workflow at the MFD display panel. New pre-configured Scan Actions ensure secure document scanning will easily integrate into your existing business processes. SDK/J is available in this release with a native app for SOP devices hot on it’s tail. This has been RiDP Certified, provides the latest PaperCut MF interface design and is also compatible on Android devices – so it will work on Ricoh SmartSDK devices. Work is in progress on developing the native app which will provide a faster and easier user experience, and look better as well. At this stage we’re estimating to get this certified and released around August this year. Currently 80,000 SDK/J devices already running PaperCut MF so our target was to provide Integrated Scanning to our existing customer base first.

PaperCut Partners ASCs, Resellers, Manufacturers Sleek, modern interface design Delivers a complete print and scan Customers SysAdmins, IT Managers, Decision Makers PaperCut MF extends the power of Ricoh MFDs Centralized deployment and management of user scanning Seamless workflow for end-users across all print, scan and copy Existing and new Ricoh customers This is a great opportunity to engage with your existing Ricoh dealers and customers and also start building up your conversations around Ricoh SOP Integrated Scanning

Resource updates The walkthrough video is available now and the tour page and embedded manual will be updated when EA goes live to help engage with your channel and customers. We will be developing a sales video for Integrated Scanning on Ricoh and we’ll sync this up with the SmartSDK release.

PaperCut MF on new HP devices
PaperCut MF provides a secure and consistent user experience on the latest HP LaserJet Enterprise large touchscreen control panels. The new HP Universal USB Proximity Card Reader and RD Ideas MFP24 USB Reader are also supported. Integrated Scanning on HP coming in second half of 2017! While not necessarily a new feature, we have been working hard on providing PaperCut MF support on the new HP LaserJet Enterprise MFPs. We’ve also added support for the newer HP card readers as well. Work on Integrated Scanning has begun and unless we get any priority fixes come up over the coming months, we’re anticipating to get this out by the end of the year.

PaperCut Partners ASCs, Resellers, Manufacturers Updated interface providing a consistent PaperCut experience Opportunity to re-engage with HP customers Customers SysAdmins, IT Managers, Decision Makers PaperCut MF on large screen LaserJet Enterprise devices Existing and new HP customers There’s been a lot of hype around HP lately with their recent Partner Conference and the release of their new range. Use this release to strike up that conversation with your HP aligned resellers and customers – yes, PaperCut works on the new LJE range, it looks awesome on the large touchscreen and we’ve got Integrated Scanning coming soon!

Resource updates The HP walkthrough video is available and again, the tour page and embedded manual will be made available at Early Access.

PaperCut MF on Xerox AltaLink and VersaLink
PaperCut MF works on the new Xerox AltaLink and VersaLink series. Integrated Scanning on Xerox coming in second half of 2017! As I’m sure you’re aware, we’ve been working on developing Integrated Scanning on Xerox devices, but the progress has been delayed slightly as our focus turned to ensuring PaperCut MF worked on the new AltaLink and VersaLink series devices. Now this is done, we’re turning our attention back to Integrated Scanning and expecting this to be available around July.

PaperCut Partners ASCs, Resellers, Manufacturers PaperCut MF support on new Xerox devices Opportunity to engage with Xerox customers Customers SysAdmins, IT Managers, Decision Makers PaperCut MF just works Existing and new Xerox customers Make sure you get this build out to you Xerox dealers as soon as possible to they can get it on to the shiny new AltaLink and VersaLink devices in their showrooms. And have that conversation with any existing or new Xerox customers about the current print management and security features of PaperCut MF, soon to be enhanced with Integrated Scanning.

Integrated Scanning SNEAK PEAK walkthrough video
Resource updates Integrated Scanning SNEAK PEAK walkthrough video To help boost engagement through your channel, we’ve done up a bit of a sneak peak walkthrough video of Integrated Scanning on Xerox. Feel free to share this to start drawing in that interest.

What’s next for 17.1 Pre-Release: Thursday 4 May ✓
Early Access: Tuesday 16 May General Release: ETA Tuesday 23 May Sales Training recording on Portal Slide deck on Portal Video resources available 17.1 Early Access Release Guide

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