The New Sales Pitch: Cybersecurity as a Core Offering for Print Providers
Printing and packaging companies have always been manufacturers, but a shift is underway. As customer data increasingly resides in digital environments, brands are demanding robust data security from their print service providers (PSPs). This isn’t merely an IT concern anymore; it’s a fundamental aspect of building trust and securing revenue.
AI Amplifies the Stakes
Artificial intelligence is accelerating this expectation. Amy Servi-Bonner, Vice President, Consulting – Applied AI & Printing Technology at PRINTING AI, explains that AI-driven automation and integration are extending the reach of customer data, often without a clear understanding of where it resides or who has access. “Your customers already assume you have answers to these questions,” Servi-Bonner says, “and the providers who can explain their security posture clearly are the ones who will build trust faster and keep that trust longer.”
The Evolving Threat Landscape
The rise of AI isn’t just changing how data is handled; it’s too changing the nature of cyberattacks. Christian Quinn, managing principal at Fulcrum Innovation, notes that AI is making attacks harder to detect. The core issue isn’t necessarily more complex technology, but rather more convincing social engineering. “The fraud isn’t more technically complex, just the social engineering part of It’s way more convincing,” Quinn states. This means even seasoned professionals are finding it harder to identify threats, lowering the bar for malicious actors.
Less Sophistication, Still Significant Risk
Quinn emphasizes that not all cyber threats originate from highly skilled hackers. “Some of them are just flunkies…that are really quality at finding people to do stuff.” This highlights the importance of a proactive security posture, even against relatively unsophisticated attacks.
What Print Buyers Are Asking Now
The questions print buyers are asking have become more detailed and are happening earlier in the sales process. Kevin Roman, director of professional services at Canon U.S.A., observes a shift from device-centric security concerns to comprehensive data flow inquiries. Customers want to understand where their data originates, where it travels within a PSP’s workflow, and which systems access it.
A recent example illustrates this point: a PSP nearly lost a deal with a healthcare provider due to an inability to formally document its security practices, despite having sound operational procedures. This underscores the need for structured documentation and clear articulation of security controls.
Practical Steps for PSPs: Basics First
So, what can print and packaging providers do to mitigate these risks? Quinn advocates for a “basics not best” approach, starting with a baseline security assessment and implementing fundamental safeguards like multifactor authentication, reduced admin privileges, and secure remote access. He stresses the importance of fostering a vigilant culture and educating employees to recognize and report suspicious activity.
Building a Security-Ready Sales Package
Roman recommends developing a security-readiness package that outlines data flows, security controls, retention policies, and incident response procedures. He encourages PSPs to proactively leverage this information during the sales process, turning security from a potential obstacle into a competitive advantage.
The Future of Print: Security as a Differentiator
The convergence of AI, data security, and customer expectations is reshaping the print industry. PSPs that prioritize cybersecurity and can clearly communicate their security posture will be best positioned to thrive in this evolving landscape. It’s no longer enough to simply produce high-quality prints; providers must demonstrate a commitment to protecting the sensitive data entrusted to them.
FAQ
Q: What is multifactor authentication?
A: Multifactor authentication requires two or more verification methods to access an account, adding an extra layer of security.
Q: What does a baseline security assessment involve?
A: A baseline assessment identifies vulnerabilities in your systems and processes, providing a starting point for improvement.
Q: Why is it important to document security practices?
A: Documentation provides evidence of your security measures and demonstrates compliance to potential clients.
Q: Is cybersecurity expensive?
A: While some security solutions can be costly, many basic measures are affordable and can significantly reduce risk.
Did you know? A single data breach can cost a print provider significant financial losses and damage its reputation.
Pro Tip: Regularly train your employees on cybersecurity best practices to create a human firewall against threats.
To learn more about the importance of cybersecurity for your operation, watch the full webinar, “AI Changes the Rules: Why Cybersecurity Is Now a Sales Requirement for Print Providers,” here.
What are your biggest cybersecurity concerns as a print provider? Share your thoughts in the comments below!
