As UniPrint launches the latest version of its UniPrint Infinity managed print solution, PITRcaught up with UniPrint Director of Sales & Marketing David Fung to find out about the company’s activities in the UK.
UniPrint is a printing virtualisation specialist that offers a single PDFbased universal printer driver on the application server enabling ‘any platform, any device’ printing from all makes and model of networked or locally attached printer. The driver provides a single virtual print queue and compresses data by up to 90% to reduce bandwidth requirements and speed up application access.
Since introducing its universal print driver, UniPrint has developed additional functionality so that its UniPrint Infinity solution now offers Virtual Desktop Infrastructure Printing, Citrix/Microsoft RDS printing, mobile/BYOD printing, cloud printing and secure pull printing. Together, these capabilities make it possible for customers to speed up printing, reduce print costs by 35% and improve data security.
In 2012, UniPrint opened a technical sales office in Cardiff to drive expansion in the UK and provide the channel with pre- and post-sales support. In the UK, it currently has a distribution agreement with Prianto, about a dozen active resellers and, according to UniPrint Sales & Marketing Director David Fung, hundreds of customers.
Fung told PITRthat the company’s strategy in the UK was to increase sales by targeting specific industries. “We want to replicate our success in North America in the UK. So, over the last 18 to 24 months, we have been focusing on verticals,” he said.
Banking & finance is one area where it has had success. Standard Bank Offshore, for example, is using UniPrint Infinity to provide a more reliable, slicker printing solution for users of thick and thin clients in its Jersey and Isle of Man offices (200 and 110 employees respectively) and smaller, remote operations in London (15), Mauritius (35) and Johannesburg (25).
The UniPrint Infinity solution, implemented to coincide with the bank’s move to a XenApp 6.5 environment, has speeded up print throughput, improved print quality and cut costs. Previously, output was slow and printed documents were often missing pages. Eliminating this problem alone has helped the bank save money. Standard Bank is also trialling secure printing in a number of locations.
Good for healthcare
Another vertical sector of importance to UniPrint is healthcare. Following successful projects in Canada and the USA, UniPrint is now targeting NHS organisations, a number of which have shown an interest in Infinity, especially for its ability to provide secure printing to doctors, nurses and support staff who are increasingly mobile and may use tablets and other mobile devices to access electronic medical records.
“We are talking to different regions in the NHS about Secure UniPrint,” said Fung. “Making sure that the printer follows the healthcare worker is a huge challenge, especially in the virtualisation world.
How do you make sure that healthcare workers print to the printer closest to them? To allay privacy concerns, you don’t want patient records to appear on the wrong printer. Also, you want to track who prints what and make sure that no one else has access to the prescription you have just printed.”
As well as ensuring that the printer follows the user, with the option of pull printing and encryption, UniPrint’s printing virtualisation and print stream compression technologies increase printing speed. This is a major selling point for users in remote locations, as is Infinity’s support for secure, mobile and cloud printing.
Fung says that by providing such extensive functionality, UniPrint Infinity addresses the changing priorities and concerns of customers with a streamlined, centralised solution that is consistent with key trends in business today, including the replacement of desktop computers with mobile devices or thin/zero clients and greater emphasis on data security.
Commenting on today’s mobile computing trends and the rise of Apple in particular, he said: “The mobile is here to stay. A lot of people use Mac as their mobile devices and in a virtualised environment. Mac is very stringent in terms of how it prints, and now, with our additional features, you don’t have to buy an AirPrint-compatible printer in order for that Mac or iPad to print natively. With our software you can make any printer – including some of your legacy printers – Airprint-compatible.”
Fung added that growing concern about data security was yet another reason why customers were attracted to UniPrint Infinity: “I was talking to a CTO over lunch in New York City and he was saying that the US Government was asking financial companies: Are you sure that your entire organisation is secure, including when you print? Is that print job that travels over the network encrypted? Is it secure? Can anyone tap into your print stream? How do you make sure the end device is secure? How do you make sure the print file you store on your computer is encrypted? All this opens up a whole new opportunity for companies like ourselves who focus on secure printing and mobile printing.”
A new opportunity for UniPrint – and for its resellers.