If you're a pro in this business then you'll agree that you're always looking to keep educating yourself on what's new and different, right?
For me that's a daily barrage of email alerts from google. I probably have 30 plus alerts scheduled for every day "as it happens".
Lately I've been on somewhat of a security kick, meaning that older copiers too me are a risk on the network. That's because I know how our industry works when it comes to firmware upgrades for those older devices. "If it ain't broke don't fix it" holds true with firmware upgrades. When the manufacturer releases new firmware do we go out and update every device, well maybe some do but the majority of dealers and manufacturers do not. Thus it's my belief that many of these older mfps present a risk on the network. Some may agree and some might not.
Have you seen any of the HP security videos in recent months. If not here's one to view.
Printers and copiers are extremely vulnerable to an attack because they reside inside the firewall (hope I used the right reference there). There's nothing to stop a hacker from "plugging" in and accessing the device, once the device is accessed then it's free picking for gaining access to end points or data on the network.
The thought then becomes how does someone get inside the firewall? First thought is that you would need to be in the building, second thought would be companies that use cleaning services. Most businesses don't have a clue to the background of those employees. Thus what if one of those employees of the cleaning services was selling data or acting as a per diem for just getting access. I'm thinking it would be pretty easy money and the probability of getting caught would be low.
Thus this person could "plug" into any networked mfp and gain access through the network port or the USB port. Here's a short clip that talks briefly about that access.
Thus today I was at a net new account that was looking for four 90PPM devices. I knew there was competition but also needed to do something that made my MFP different.
Thus I asked the question to the client if they use a cleaning service. The answer was "yes". I then stated do you know the background of the employees, there I had a "no". I then explained how easy it would be for one of those employees to hack into the copier and gain access to the network. Since this client was in the mortgage industry this became a BIG deal realizing that his existing devices and new devices would be vulnerable.
I then showed him that our MFP's come with a security hatch to reduce the risk of someone "plugging" into the MFP to gain access. See the pic below.
It was my idea to include the above option as a standard feature. The cost is minimal although I price the MSRP at $300 each. This one little feature and the talk track about security puts me in the drivers seat to win. I haven't won the deal yet, however I believe I've got a great shot at getting it. Be different, be creative and most of all have something different to discuss with your client besides speeds and feeds.
Art
