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IT
g u ide
LEADERSHIP
June 2017
E DU C ATION TECH NO LO GY The classroom tech most in demand Office digitisation The facts and figures revealed [36] JUNE 2017
A virtual world Is VR set to take over classrooms?
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A lighthouse in the fog Standing out in the IT sector
Unified communications Is this the next big thing?
IT GUIDE
WELCOME
Embracing the ever-changing face of technology Gilly Blackburn, Technology Category Director
T
he world of technology is an exciting
been around for quite some time but it is now gaining more
one to be in right now, with an ever-
attention and repositioning itself away from just a fun gaming
changing supplier and product landscape.
product to an accessory that we can use to enhance our
Although consolidation is still an overall
daily lives. As VR becomes more advanced and affordable
trend among many suppliers, one of the
it will start to play a larger part in the sectors of education
hottest topics around is HP’s purchase
and hospitality. We’re also seeing that ‘wearables’ and smart
of Samsung’s print division and the positive changes this may
homes/offices are gaining momentum; just look around us
bring to the product range.
at how many people are wearing fitness devices or have
It’s important that we embrace technology as it drives changes and efficiencies. Today, technology significantly
embraced Amazon’s Alexa in our homes! The technology market remains positive and buoyant
influences the workplace, our day-to-day interactions with
with double digit growth in disk storage, displays and
people and plays a vital role in our home environments.
telecoms where unified communication is driving change.
Alongside the invention of new and innovative technologies,
VOW is delighted to be able to support the Technology
improvements are continually being made to the products
Guide and help our customers embrace change. We
we use and the way we work. Technology simply keeps
would also like to thank our customers and suppliers who
reinventing itself.
have supported us over the years and we look forward to
Virtual reality is one such exciting area to watch. VR has
continuing to work with them.
Did you know?
86% The percentage of people who claim that a ban on printing would limit their productivity, according to a survey conducted by Epson last year.
[38] JUNE 2017
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Cyber crime is commonplace One third of companies said they were the victims of cyber crime in 2016, according to the PwC Global Economic Crime Survey 2016.
Millennials print more According to 2016 IDC research, 65% of millennials are twice as likely to print jobs that run from six to 15 pages in length than older workers.
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IT GUIDE
EDTECH
e h t f o l a i t n e t o The p t e k r a m n o i t educa Education technology is still big business but what sort of IT products can resellers sell to the education sector? NEIL WATKINS, managing director at government procurement framework Think IT, reveals more
W
ith escalating restrictions on IT budgets, and
Personally, I believe that mobile devices can and do enhance
the continuing evolution of edtech, schools
education providing schools ensure they are being properly
are increasingly making poor, reactive
monitored and managed, allowing them to focus on what they do
decisions – battening down the hatches and
best: teaching.
making only the most vital investments. For most this means sticking with their
MOVING TO THE CLOUD
established edtech infrastructure regardless of whether it is ideal,
With the DfE’s supporting guidance in January, and Microsoft’s
efficient or effective. It’s easy to say that updating your system can
impending licensing change, we have seen a rise in cloud
save you money – but proving that can be hard to do.
computing. However, while many schools we speak to tell us that
When the dust settles, one thing that steadily remains a focus
they are considering moving to the cloud over the next five years
is the influx of education technology available to schools. There has
it’s something which will, inevitably, get pushed down the list of
been a shift away from simply purchasing technology for the sake of
priorities. If schools wait and move to the cloud at a later stage the
having new resources to a need to invest in technology that is both
chances are they’ll be spending twice as much on migration costs; an
effective and efficient; helping a school’s overall performance, rather
unnerving concept, as nobody knows what IT budgets will look like
than hindering it. As such, we’ve seen the introduction of several big
in five years’ time. Therefore, now’s the time to act!
moves and considerations.
There are many benefits that cloud computing offers schools; greater efficiency, easier access to school data, a more secure system
MOBILE DEVICES
as well as savings on implementation and ongoing maintenance
The use of smartphones in school has been a recent source of debate.
costs. All these can be implemented with no level of disruption to
Some argue that mobile devices are a distraction in the classroom
teaching and learning. By working with trusted, expert suppliers the
while others believe they can provide students with an avenue to
transition can be made seamlessly within the timeframe and budget
boost their educational experience.
available, allowing staff to focus on students’ learning.
Both current and future generations are incredibly tech-savvy;
The way in which smartphones and tablets have now infiltrated
the majority of job roles these days incorporate the use of technology
the lives of pupils and teachers alike means that being able to
in one way or another so schools must embrace it. We need to
check term dates, receive school updates, view timetables or access
encourage engaged, creative learners who understand how to get the
homework tasks on the go makes teachers’ lives a whole lot easier.
most from technology, both in the classroom and beyond, so they’re
Having worked closely with a number of schools and colleges
as prepared as possible for the 21st Century workplace.
[40] JUNE 2017
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I’ve seen at first-hand how anytime, anywhere, any-device access
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EDTECH
to school networks has dramatically improved the teaching and
IT GUIDE
Schools need to get ahead of the game now and install firm
learning experience. So, the question for those who haven’t made the
foundations on which to build future protection to create a safer
move yet is: why wait?
environment for the whole school.
INTERNET SECURITY
GAMIFICATION
The need for internet security is already well-established and will
With the help of games such as Minecraft, gamification has been
continue to grow over the coming years. Many schools have found
slowly gathering pace in the education sector, with the potential
themselves the victims of cybercrime; from professional hackers
to really enhance learning. Creativity, collaboration and problem
after money to bright students trying to hack into school systems for
solving are all core skills developed with the use of such tools.
fun, schools are seen by many as ‘easy targets’. It is rumoured that a
Minecraft aside, a number of games’ manufacturers have tried to
secondary school recently fell for a phishing email and found that
incorporate learning into their games, though none have been hugely
£1m had been removed from its bank account.
successful. Hundreds of thousands of games for education have also
Cyber-security is a huge topic, covering identity management, e-safety, web filtering, app blocking, mobile device management and safeguarding. As phishing and malware threats become more
been created by teachers and parents but these usually concentrate on small or niche areas. Minecraft is interesting, engaging and gripping and encourages
sophisticated schools need to ensure all staff are trained sufficiently
students to want to move up to the next level. Imagine a series of
and that adequate systems are in place to minimise the risks of
inter-connected games that cover a range of subjects, skills and
potential fraud and hacking.
topics, with tailored ‘levels’ based on age and ability. Such games
To avoid attacks schools should consider ‘penetration testing’ by
will enable pupils to learn at their own pace and will appeal to
an external company to find out where the real weaknesses in their
those students who might otherwise struggle with more traditional
network are. To minimise the risk of attack, staff must ensure all data
teaching and learning methods. Using the data that could be
is encrypted and secure. The recent global ransomware cyber-attack
collected from game-based learning will allow us to better prepare
on sophisticated systems such as the NHS was a grim and timely
students for future skills and work placements.
reminder of the need to keep systems secure, backed up and properly patched and upgraded. Having strict safeguarding policies, as well as educating students
While education technology has come a long way, there is still a lot that needs to be done. Undoubtedly, schools will face challenges every step of the way but, with the right understanding, efficient resources
on the consequences of cyber-bullying and how to stay safe when
and expert guidance teaching and learning can be transformed in 2017
using the internet, should also help to prevent any issues.
and beyond. I, for one, am looking forward to what’s in store.
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IT GUIDE
VIRTUAL REALITY
The real deal After hovering on the periphery for decades, virtual reality technology is becoming mainstream – especially in the education sector – as AUSTIN CLARK discovers
S
ince the 1950s virtual reality (VR) has been
teaching everything about Ancient Egypt, to exploring the
hovering on the periphery of technology
undersea world in Geography, learning a modern language
without achieving accepted mainstream
or walking through the human brain. For students, this is
application or commercial adoption.
by far the most engaging and enjoyable way to learn. It
Today, however, all is set to change as
is important for them to engage with this technology and
the latest VR developments make the
understand how it is used as it will form such a big part of
technology more accessible to more users than ever before.
the future.”
Whereas it was once the preserve of the military, aviation and gaming sectors VR is now being used by managers,
THE TECHNOLOGY
instructors, coaches and even warehouse staff, who claim
As you would expect with a technology that is finding way into
increasing benefit from immersive experiences.
the mainstream, developments in hardware and software –
And then there’s education, where the technology is
usually app-based – are rapid. As a result, Sevenoaks School’s
really starting to gain a foothold. The myriad articles, studies
Innovation Team has been closely following the development
and conference presentations being made available on an
of immersive technologies and exploring its many potential
almost daily basis attest to the great success of 3D immersion
teaching applications. Currently the school is piloting the HTC
and VR technology in classrooms. Many classes have used
Vive, Samsung Gear VR and Google Cardboard and will begin
VR tools to collaboratively construct architectural models or
trialling the PlayStation Morpheus and the Microsoft HoloLens
experience recreations of historic or natural sites and other
at the end of 2017.
spatial renderings. Teachers have also used VR technology
For dealers, the opportunity lies in being able to work
to engage students in topics related to literature, history and
with school IT managers to successfully roll-out cost-
economics by offering a deeply immersive sense of place and
effective solutions – and to help to overcome barriers to
time, whether historic or evolving.
implementation. Many devices require powerful smartphones
One school using VR successfully across a range of
or tablets to enable usage, which all need setting up whether
subjects is Sevenoaks School in Kent. Students experience a
they belong to the school or pupils are using their own.
very different perspective in subjects such as art and design
Technological developments are, however, moving usage
and philosophy with VR headsets. In art classes, students have
away from phones to peripheral devices like handheld
been creating three-dimensional paintings and then walking
controllers and sensors – something which dealers need to
through their artwork. Pupils have also been using VR to put
be aware of. Schools need to buy right and buy once, so
the French philosopher Descartes’ ‘dream argument’ to the
solutions need to be future-proofed.
test in their philosophy lessons. Graeme Lawrie, director of innovation at Sevenoaks
VR is rapidly becoming more advanced and affordable meaning that it will start to play a larger part in education
School, told Education Technology: “The educational
– and other sectors for that matter – creating openings for
applications of immersive technology are endless – from
dealers who keep abreast of the latest solutions.
[42] JUNE 2017
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IT GUIDE
D I G I T I S AT I O N
Paper meets digital Digital transformation in enterprises of all sizes is accelerating. What’s driving the change and what can dealers do to help their customers along their digital journey?
POOR WORKFLOWS
PAPER FIRST
43% of workers admit it is difficult to route
70% of organisations recognise the importance of paper
documents to the relevant people.
digitisation as part of their overall information strategy.
TIME-CONSUMING
WHAT’S FIRST?
One third of office workers say that finding
The most common areas to be digitised are records
relevant documents is difficult and time-
management (41%), claims processing (32%) and accounts
consuming.
payable/receivable (30%).
ERROR-PRONE 48% of back-office workers say that information management is error-prone due to manual steps. MPS SHOWS THE WAY Organisations with the strongest digital maturity are most likely to have already invested in MPS. TIME-SAVING Over half of organisations save time and increase
BEST-IN-CLASS
productivity on day-to-day tasks – totalling, on average,
40% say managed services provide access to document
5.4 hours per week per employee.
domain expertise and best-in class technology that may not be resident within the organisation.
PRODUCTIVITY BOOST 65% of knowledge workers say that automating and optimising collaboration, routing, and approvals saves time, increases productivity, and reduces errors. BOOST EFFECTIVENESS BROAD BENEFITS
Managed service providers – dealers in this case
Businesses further along their digitisation journey
– must do more to help organisations overcome
report increased profit, customer retention and
barriers to digital success.
improved employee engagement. REDUCE CONFLICT 37% say there are competing IT and/or digital transformation initiatives and 35% say that disparate systems that are not integrated. THE POTENTIAL IS HUGE While 44% of enterprises have implemented
PROVE ROI
organisation-wide policies to control and manage paper
One-third (34%) say there is no clear return
and digital information, just 15% report that paper and
on investment or a visibility into the cost of
digital workflow integration is very effective.
document workflows
Sources: IDC Digitisation and Workflow Automation Survey, 2016, Quocirca/HP Digital transformation: Bridging the paper and digital gap
[44] JUNE 2017
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IT GUIDE
D ATA S E C U R I T Y
PROTECT & PROSPER
Data security is a hot topic at the moment. CLAIRE CULLY, technology product manager at VOW, tells AUSTIN CLARK why this is good news for dealers
D
ata security is never far from the news
greater control over their personal records. This might involve
at the moment. Last month’s WannaCry
writing new processes and manuals, retraining staff and updating
Ransomware attacks, allied to older but not
systems. She also recommends focusing on the hefty financial
forgotten attacks on big name businesses such
punishments underpinning the regulations when it comes to those
as Talk Talk, Tesco Bank and Vodafone, show
all-important sales conversations.
just how important it is for organisations of all sizes to protect data. The much talked about GDPR implementation next May has
“The main message, and the one which will affect customers most, is the potential fines companies could face should they experience a data loss whether through fire, flood, system failure or
further brought the topic to the fore, which is no bad thing according
theft. Fines under the new GDPR legislation will be much greater
to Claire Cully, technology product manager at VOW. “GDPR and
than they are under the current Data Protection Directive 95/45/EC;
data security is a hot topic and that’s good news for dealers because
under GDPR organisations affected by a data breach will face fines of
there are plenty of related products they can sell,” she explains. “For
up to €20 million, or 4% of their annual global revenue (turnover, not
example, dealers should be looking to sell more encrypted USB
profit), whichever is greater. Serious data breaches MUST be notified
and SSD devices because they significantly reduce the risk of a data
to the national supervisory authority as well as the individual whose
breach. By storing sensitive data on hardware-encrypted memory
data is at risk.
devices dealers minimise the risk of their customers’ data being stolen or illegally accessed. “Article 32 of the new GDPR regulations states that you
“In addition to implementing new policies and procedures organisations need to take practical measures such as supplying employees with secure encrypted devices where data is exposed to
may not be required to report a data breach to the individual
risk (e.g. through travel). A lost or stolen laptop or USB stick need
concerned if you can demonstrate that you have ‘implemented
not lead to a penalty if it has been encrypted with a validated product
appropriate technological protection measures’. This means that,
– and we have a range of encrypted products to suit these needs.
if measures have been taken to protect lost or stolen data via an
“Finally, dealers should look out for products with FIPS
encrypted device, it may not have to be reported and, therefore,
certification for ultimate, government-level security – the standard is
the business may avoid potential administrative costs, fines and
a good selling point.”
reputational damage.” Claire points out that dealers can also advise customers to adopt a suitable set of processes and policies aimed at giving individuals
[46] JUNE 2017
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Data security will, no doubt, remain centre stage until the GDPR implementation deadline of May 2018 – and demand for security products will likely build between now and then. Don’t miss out!
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IT GUIDE
U N I F I E D C O M M U N I C AT I O N S
VOW is reporting strong sales growth in telecoms, where unified communication (UC) is driving change. AUSTIN CLARK asks two pioneering companies in the UC space what’s driving this growth, what product features are in demand and how dealers can capitalise on that demand? WHAT ARE THE UNIFIED COMMUNICATIONS (UC)
“IT departments need to be able to integrate new UC systems
OPPORTUNITIES FOR B2B RESELLERS AND WHAT
with many other software applications used across the business.
PRODUCTS ARE CURRENTLY IN DEMAND?
All kinds of tech hardware helps to facilitate the usage of the UC
Paul Dunne, country manager UK&I, Plantronics: “More and
platform, including practical devices such as headsets which have a
more people are conducting business while on the move or in noisy
key role to play and shouldn’t be left until the end of the deployment
environments, as such protecting the integrity of the communication
to be discussed. Poor quality headsets, purchased due to budget
chain has become paramount. Resellers and vendors have already
constraints, can create problems for the end-users as they can lead to
come to appreciate that the communications interchange is only
a lack of confidence in the UC application. This negatively impacts
as good as the weakest link in the chain. This in turn has driven
adoption. This drives users back to their desk phones or mobiles,
demand for high quality headsets that come equipped with noise
pushing up CAPEX costs rather than reducing them.”
cancelling and smart technology. Such headsets remove unwanted background sounds making the call process feel much more like a
PD: “With regards to UC headsets, the four key features in demand are:
natural face-to-face conversation.
• Multi-device connectivity – Ability to work seamlessly across PC,
“[Plantronics has a headset that] was designed for enterprise
mobile phone, tablet, Bluetooth-enabled desk phone and smart watch,
workers in an open office or other loud environments, who want
• Active noise cancelling – To reduce distracting background sound
to eliminate background noise on calls or during focus time. The headset includes intuitive smart sensor technology, audio alerts, wideband audio and hi-fi stereo sound to significantly enhance the calling experience. It has also been rigorously tested with the predominant collaboration solutions from Microsoft, Cisco, Avaya,
in noisy environments so users can focus on calls or work, • Ease of use – Plug and play functionality, which requires no software or installation, • Portability – Ability to take calls quickly and comfortably whether stationary or on the move.”
and Huawei to ensure users have the best possible experience when using these applications.”
HOW CAN RESELLERS SELL MORE UC PRODUCTS? WHAT ARE THE MAIN SALES MESSAGES?
Nigel Dunn, managing director EMEA North, Jabra: “Unified
PD: “A UC headset is more than just an innovative device; it is a
communications technology has played a significant role in the
catalyst for intelligent and flexible working that can help businesses
increasingly popular ‘work anywhere, anytime’ culture. For resellers,
operate more efficiently and more economically. Resellers should
the biggest and most profitable opportunity is hardware-based. Serious
look beyond the device and highlight these benefits to bring UC to
thought should go into the additional hardware requirements that
life for customers.
customer need to successfully rollout UC infrastructures. Supporting
To add to this, with many businesses today becoming more
devices such as headsets, small or large-scale conference speakerphones
dispersed – operating across multiple offices and on the road –
or web-cams/video conferencing help to drive overall UC adoption
resellers can tap into their evolving requirements for worker flexibility.
and support ROI for companies deploying the technology. This gives
UC headsets are ideally suited to helping employees collaborate
resellers the chance to cross sell from their range of new portfolios and
efficiently when working in different buildings or when on the road.”
grow their businesses through a one-stop-shop strategy for customers.” ND: “The biggest opportunity for resellers is to link-sell audio devices WHAT TECHNOLOGY IS MOST IN DEMAND?
and other UC-related peripherals when selling the UC solution.
ND: “One of the dominant players in the UC environment is
Discussing device requirements at this stage helps to lock out the
Microsoft Skype for Business, however other UC applications are
competition and secure budget for better quality devices. It also highlights
gaining popularity as people look for ‘custom-builds’ to suit their
the importance of peripheral devices within the overall adoption of the
organisation or UC platforms.
technology and, vitally, helps resellers gain incremental business.”
[48] JUNE 2017
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U N I F I E D C O M M U N I C AT I O N S
IT GUIDE
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IT GUIDE
SALES ACADEMY
A lighthouse in the fog Selling technology solutions is a competitive business. How can dealers stand out in this crowded market? Dealer Support finds out 1. DEFINE THE PROPOSITION
most respected tech brands in the
5. EVOLVE
What are you selling? Is it just a box
world. By identifying and working with
The tech market is crowded so it’s easy
packed full of the latest shiny tech or
them you’ll guarantee that both your
for businesses to get lost. Successful
are you actually selling a solution, an
work and your business is elevated,
businesses evolve to survive and move
answer to your customer’s problems? In
simply through association.
with technology. Try to be as clued-up
today’s complex, multi-layered IT world
as possible about the work you’re doing
it’s most likely to be the latter and
3. BE THE BEST
and shift accordingly. If you find a niche,
that means, when selling, you need to
It sounds obvious, but if you create
that’s great, but don’t let it become a rut
clearly define your proposition.
high-quality work, each and every time,
that you get stuck in.
The Internet of Things (IoT) is a
word will spread. New business, repeat
Finally, not all technology is
good example. Many businesses quickly
business…it will happen! Work to
successful, so try to learn to measure
jumped on the bandwagon as the media
become a trusted supplier by delivering
your progress with new products and
cooed about smart fridges because they
meaningful solutions. Honesty,
solutions as quickly as possible and
viewed IoT as the next gold rush. They
motivation and commitment to your
don’t be afraid to change course – you’ll
rushed out to sell the latest devices and,
customers is crucial.
have given it a go, which gives you an
for the most part, hit a brick wall because
advantage over many dealers.
they didn’t understand how to speak
4. EMPLOY SPECIALISTS
the right language. End-users wanted to
When it comes to new technologies and
know, before any technology was bought,
platforms you need to be a specialist.
what IoT meant to them, how and where
Yet, especially for those diversifying
to invest, what the return on investment
from a traditional office products base,
would be and, fundamentally, how it
it’s difficult to learn every new skill. To
would boost their businesses. Those
smooth out and speed up the process of
businesses who held back until they fully
becoming a specialist, try to recruit the
understood IoT, and could therefore
right people. Pay attention to interesting
sell solutions that really resonated with
businesses and identify key talent. If
buyers, achieved much more.
budgets, or the risks involved, don’t warrant recruitment look to partner with
2. BRAND MATTERS
a vendor who can share the expertise
Through wholesalers such as VOW
and work with you on projects. Just make
dealers have access to some of the
sure you’ll retain your customers.
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Organisations handle and deal with a vast amount of information every day It’s crucial for organisations to take care of confidential information to comply with the Data Protection Act. The penalties are damaging enough, but there could be far more reaching consequences on the company’s reputation. In fact, when confidential material falls into the wrong hands, the damage incurred can often be irreparable.
NEW European General Data Protection Regulation Every day businesses deal with sensitive and confidential information : reports, business plans, financial data, customer pricing, names and addresses, credit card details etc
Data Protection Act
COMPLIANT DUE DATE 25 MAY 2018
The UK Data Protection Act requires anyone who handles personal information to comply with a number of important principles. Failure to comply with an enforcement notice is also a criminal offence, and the commissioner has the power to impose a penalty of up to £500,000.
General Data Protection Regulation - EU 2016/679 The GDPR changes the concept of personal data, expanding its definition to include people’s IP addresses and online identifiers, as well as forcing companies to gain people’s explicit consent to use their data. Superseding the UK’s outdated Data Protection Act, which was drafted in the 1990s. The GDPR now looks at any company that suffers a data breach will face a fine of up to €20 million or four per cent of their annual global turnover, compared to a maximum existing penalty of £500,000. The new regulation also aims to make it easier for citizens to find out what data companies hold on them, and giving them more details about how their data is handled and what it is used for.
The GDPR is a long 4 Keep data accurate document but here and up-to date. are some things we’ll 5 Keep data secure. need to do: Process all data fairly 6 Respect people’s right to opt out at any and lawfully. time. 2 Inform people when 7 Do data protection their personal data has been collected and get impact assessments when doing something their consent. new. 3 Only hold data which 8 Be ready to deal with needed. 1
the new rights created by GDPR – like the rights for people to see the data held on them, to move it, to correct it and to have it deleted.
you trust – and even then have a proper written agreement in place. Deal with problems like potential data breaches quickly. 11
Make sure we destroy data when it 12 Remember: GDPR isn’t needed any more – applies to hard copies and do this securely. and electronic data. 10 Make sure you only share data with people 9
KEEP IT CONFIDENTIAL
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