Education
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solutions guide sector
Public Sector solutions from Eaton
2024
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Public Sector solutions from Eaton
public sector solutions sponsors
Eaton – p6-7 Eaton is a power management company operating in some 175 countries. Its energy-efficient products and services help customers effectively manage electrical, hydraulic and mechanical power more reliably, efficiently, safely and sustainably. Northamber / Kodak Alaris – p13, 14-15 Kodak Alaris is a global technology company that, among other things, provides a wide range of hardware and software for digital imaging and information management. Its data capture and processing solutions make businesses and government agencies run faster and smarter.
Canon – p20-21, 25 Canon is a multinational company that manufacturers a wide range of items, including printers. The company has a focus on sustainability, and its heat-free inkjet printers offer an alternative to laser printers for businesses that offers quality, efficiency and value for money.
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Publishing Director Justin Penn 07816 573 186 justin@newsinthechannel.com
Published by: In the Channel Media Ltd Registered office address 14-18 Heddon Street, Mayfair, London, United Kingdom, W1B 4DA
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introduction Going Public
The public sector in the UK is huge, employing more than 5.8 million people in 2023, according to the Office for National Statistics. The public sector comprises organisations that are ultimately government-owned that are responsible for providing all public services in the UK, from healthcare and housing to refuse collection and social care services and much in between. The public sector in the UK is vast, covering everything from social care to street lighting, which means there are a multitude of opportunities for resellers.
Overall, the sector is worth tens of billions, and is potentially lucrative for resellers as every public sector organisation requires IT, technology and communication equipment to a greater or lesser extent to function.
Despite funding cutbacks to many public sector budgets over the past decade and more, there are still many opportunities for resellers. Indeed, cutbacks can even provide opportunities if the reseller can demonstrate a solution that improves efficiency and will save a public sector organisation money over the short- to medium-term. “The public sector is an enormous market and while there has been more pressure on budgets than ever in recent times, it continues to be a big market opportunity,” says Chris Bates, business unit director, print and supplies, UK at TD SYNNEX. “There is always a desire to improve efficiency and drive down costs and latterly, there has also been a strong emphasis on sustainability and the circular economy.
Dan Parton Editor: News in the Channel dan@newsinthechannel.com
“At TD SYNNEX, we’re expecting business to pick up in 2024 as buyers who have been holding back on upgrading finally relax
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budgets – in a lot of situations, an upgrade will be well overdue and if reseller can show customs
that upgrading will reduce costs and energy consumption and contribute to the circular economy, that’s quite a powerful proposition.”
Charles Damerell, senior director Northern EMEA at SolarWinds, agrees that the public sector is a very competitive market for resellers currently. “The demand from buyers is shorter selling cycles with maximum value for money,” he says. “In addition, buyers are seeking even more for their money, in terms of the value adds that a reseller can bring to enhance their offering, over a contract period. “When working with organisations in the public sector, resellers must take into consideration a range of requirements and demands, like the pressure faced to deliver on tight budgets. With limited budgets, and the fact that the public sector must show their due diligence when spending public money, buyers are clearly looking to get the best value possible – and they’re happy to shop around to get a better return on investment.” While it does take time and effort for resellers to get onto the frameworks, or the prepare tender documents often required to sell goods and services into public sector organisations such as local councils, it is well worth the effort due to the rewards it can bring.
Chris Bates TD SYNNEX
As mentioned, there are a multitude of opportunities in the public sector, especially with many organisations looking to digitalise the operations further in the coming years, as well as take advantage of the potential of things like artificial intelligence to help drive efficiency too. n
Charles Damerelll SolarWinds
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Healthcare
Distributed IT infrastructure solutions for powering the modern healthcare sector
Today’s healthcare facilities use a wide range of voltage- sensitive equipment that requires clean, consistent power at all times. Unfortunately, though, the electrical environments in these facilities often fail to provide the optimal conditions, leaving critical devices at risk of damage and downtime.
Patient care solutions include:
Hospital IT room solutions include:
SmartPro Medical-Grade UPS Fully compliant with UL 60601-1 regulations, this line-interactive UPS is ideal for use in medical facilities, including patient care vicinity. Safe-IT™ cabling Safe-IT™ Ethernet, USB, and HDMI cables are constructed from materials with antibacterial properties, making them 99.9% effective in inhibiting E.coli and staph pathogens. Medical-Grade Isolation Transformer With full UL 60601-1 regulations medical- grade listing, this transformer offers complete line isolation from input AC mains power, cumulative leakage of less
93PX UPS Ensures continuous, reliable power protection, with 20-50 % less losses than other products on the market due to its extremely high efficiency of more than 96 %. With small footprint, it leaves more rack space for IT equipment in hospital IT rooms. Rack PDU G4 A full range of PDUs from basic rack mount models to advanced models for comprehensive monitoring and control in hospital IT environments. Tripp Lite Server Racks and Cabinets – Eaton's premium-grade floor and wall mount server racks and cabinets organize and secure IT equipment for hospitals. of servers and storage. Gigabit Network Card M3 The first network management card to be UL 2900- 2-2 certified for cybersecurity, it improves business continuity by providing warnings of pending issues to administrators and helping to perform orderly shutdown of servers and storage. 9PX UPS Energy-efficient power protection for hospital IT rooms and infrastructure, it’s the perfect UPS for IT and Facility Managers concerned with energy cost and looking for a next-generation power protection solution.
than 100 µA, and protects sensitive medical electronic equipment from EMI/RFI line noise and surges.
Ethernet Network Isolator Isolate medical devices connected to an Ethernet network to protect patients from dangerous leakage currents.
Eaton.com/healthcareuk
Retail Whatever your challenges are, we have a solution for retail environments.
Retail is changing. But no two stores are the same. Retailers will use different point of sale and infrastructure technologies depending on the size and the nature of their outlet. Eaton has a solution for protecting every store from the potential impact of a power outlet, no matter what technology they use.
Point of Sale solutions include:
Edge infrastructure solutions include:
Ellipse ECO UPS A slimline UPS that’s easy to integrate with POS solutions. With built-in high performance surge protection and efficient electrical design, it’s the perfect solution to keep equipment safe and running during a power outage. Surge Protection The Eaton Protection Box safeguards against dangerous surges, spikes, and line noise. Server racks and cabinets Secure and organize up to 26U of IT hardware, rack-mount A/V equipment, and other devices while preserving back- office space. A/V video cabling Audio Video cables up to 100m with Premium double-shielded, support Ultra High Definition (UHD) 4K or 8K video resolutions. Ethernet cabling U/UTP to S/FTP copper cables (Cat5e, Cat6/6a, Cat8) up to 61m with shielded, plenum-rated, and outdoor-rated options, as well as snagless connectors.
‘Connected’ remote monitoring services of 1ph UPS Includes features such as health reports and early anomaly detection that help to mitigate downtime risk associated with critical components. VPM distributed infrastructure management Provides IT managers of distributed IT environments with the tools to monitor their power devices including all PDUs and UPSs. 5P UPS The perfect UPS to protect IT and networking devices such as servers, switches, routers, and storage devices. 5PX Gen2 UPS Provides enterprise networks and edge IT equipment with best-in-class line-interactive power protection, maximizing IT space and service continuity. With extended runtime capabilities.
Eaton.com/retailuk
public sector sustainability
The value of sustainability Sustainability – of products, services and the way a business operates is key when bidding on public sector work today and can be the difference between getting a contract and not, so resellers must give it the attention it deserves. When putting together a bid for public sector work, service and price are of course crucial, but of increasing significance is sustainability – and it is something that can be make or break for a bid. “For all Government bids, at least 10% of the scoring is now attributed to ‘Social Value’,” says Chris Milburn director of consulting at Shipley UK. “This includes green policies, environmental impact, effects on the wider community and more. That is a sizeable percentage of the scoring allocated to sustainability related evidence, so when putting together a bid for any element of the public sector this is a key component. “Certain projects will value it even more; others will value it less. A lot depends on the organisation and their goals, so a tailored approach is essential, including researching who the bid is for, what their record is on sustainability and how much you think they will value that.
“Every bid is different, but for all sustainability is an important consideration.”
Declan Boyce, enterprise account director at Cinos, adds that as the UK government strives to meet ambitious environmental targets,
Chris Milburn Shipley UK
Declan Boyce Cinos
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including net zero emissions by 2050, sustainability and the environment are now at the forefront of every aspect of key decision making. “Within the public sector, the time for discussing how to be environmentally sustainable has passed,” he says. “The time to be taking continuous action and being visibly conscious of maintaining and improving sustainability is now.
“The onus needs to be on those servicing the public sector to amend their approaches to support this pivotal switch in focus.”
Rules for suppliers Declan notes that Defra’s Greening Government policy paper provides clear business rules for ICT suppliers. “It states that ‘all ICT suppliers commit to science-based net zero targets… and have developed carbon mitigation and adaptation strategies’. Furthermore, ‘all suppliers have circular ICT policies and strategies and products are routinely designed for durability, ease of maintenance and recycling’,” he says. “The public sector’s commitment to sustainability is clear. It is therefore crucial that companies like ours continuously review and adapt processes to ensure we meet our carbon reduction targets. Our recognition as a public sector provider extends beyond the capabilities of our solutions and services, it must be underlined by an unwavering commitment to sustainability throughout our operations, products and services, and supply chain.” Make or break Indeed, sustainability can – and should – be a ‘make or break’ factor in a bid, Declan adds. “Factors such as product sustainability and energy management are carrying much more weight across bidding processes today as there becomes increasing emphasis on supporting these areas,” he says. “There must be a mindset shift – in those who make key decisions within bids and those bidding – that monetary savings cannot be sought at the expense of long-term environmental sustainability.”
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the value of sustainability
continued
Chris agrees that social value can act as a tiebreaker. “In just the same way as other parts can make or break a bid,” he says.
“With 10%-plus attributed to it, it is a component that must not be neglected. Especially in an increasingly competitive environment, where comprehensive bids from several reputable companies are on the table. High standards across the board mean that all elements of the bid must be to the highest standard, this includes its sustainability. “It’s not just what you say, it’s what you do. What social value policies do you have in place? Is there evidence of its delivery? No stone is left unturned and public sector organisations will demand evidence that companies are putting policies into practice. In terms of not only the product/service itself, but also the related supply chain. It is a philosophy that must extend across the entire business operation, and those you do business with too. Ensuring that everything related to the bid, inside and outside your business, is ensuring the highest levels of sustainability is essential.”
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Alignment But it isn’t just about the products or services that organisations provide, but how they conduct their business themselves in a sustainable way.
“What organisations sell and what organisations do must be aligned,” says Declan. “Those organisations that advertise products that support sustainability but don’t have a strategy for reducing other key areas such as their carbon footprint have to be aware that they’re only tackling half the issue.” Declan adds that from a product standpoint, significant strides have been made in recent years toward developing solutions with sustainability in mind. “For instance, resource monitoring platforms empower organisations to oversee and manage their office technology centrally, yielding numerous sustainability advantages,” he says. “These platforms facilitate remote troubleshooting of technology issues, reducing the necessity for onsite engineer visits. Moreover, they enable organisations to regulate systems like HVAC, adjusting room temperatures based on occupancy and intelligently powering down meeting room technology during periods of inactivity.” But Declan notes that sustainability is more than just the eco- friendliness of products; it encompasses the entire lifecycle of goods and services, including the practices of the reseller and the broader supply chain. “In line with Defra’s sustainability objectives, which advocate for procurement solely from ‘suppliers who have committed to or are the process of setting science-based targets that match departmental sustainability outcomes’ resellers must exhibit a comprehensive dedication to sustainability across their operations,” he says. “This holistic approach is crucial to meet the evolving expectations of public sector buyers.”
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the value of sustainability
continued
Increasing importance Indeed, it is expected that sustainability will become an increasingly important factor when dealing with public sector organisations in the future.
“Undoubtedly sustainability will continue to be a key component of the public sector’s agenda,” says Declan. “This shift in focus is reflective of the challenge on a global scale and for the UK to meet its sustainability targets, the public sector must lead the way. Chris Howes, chief digital information officer, Defra stated ‘ICT and digital services are increasingly held up as a key component of any solution to the global climate crisis and associated targets and goals.’ “The enduring focus on sustainability is here to stay. As we continue to refine our ability to collect and analyse data, sustainable initiatives and practices will seamlessly integrate into the core operations of public sector entities and permeate throughout the broader supply chain. It is therefore crucial that resellers, along with the entire supply chain,
demonstrate an unwavering commitment to sustainability, from product development right through to procurement practices and technology utilisation.”
Chris agrees, adding that Net Zero is now a political imperative. “No public sector organisation is exempt,” he says. “Strict targets are in place, with accountability expected from leadership to deliver this. “If you are involved in putting together a bid for the public sector, sustainability must be at the very top of the agenda. This is only going to become more essential as we move closer towards net zero – organisations that comprehensively embrace this will feel the benefits in the bidding process.” n
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healthcare
Streamline healthcare operations with automated document capture In today’s healthcare landscape, providers are constantly under pressure to reduce costs and improve efficiency, all while ensuring the highest quality of patient care. Kodak Alaris, available from Northamber, can help address these challenges by automating document capture and streamlining workflows. Key challenges faced by healthcare providers: l Balancing automation and accuracy: Automating tasks can save time and money, but it’s essential to ensure accuracy is not compromised. l Meeting patient expectations: Patients expect a seamless and efficient experience, from scheduling appointments to accessing medical records. l Managing physical space and storage costs: Healthcare facilities often struggle with limited space and high storage costs for paper records.
How scanners from Kodak Alaris can help: l Capture documents quickly and accurately: With intelligent features like automatic document feeding and image enhancement, Kodak Alaris scanners can capture a wide range of documents quickly and accurately, even low-quality originals or mixed batches. l Improve patient experience: By automating document capture, staff can spend less time on administrative tasks and more time providing care to patients. l Reduce physical storage costs: Digitising paper records frees up valuable physical space and eliminates the need for costly off-site storage.
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Additional benefits for UK healthcare providers: l Integration with existing systems: Kodak Alaris scanners integrate seamlessly with popular Electronic Health Record (EHR) systems, ensuring a smooth workflow. l Compliance with NHS standards: Kodak Alaris scanners meet all relevant NHS standards for data security and privacy. l Expert support from Northamber: Northamber’s team of experts can provide comprehensive support for Kodak Alaris scanners, from installation and training to ongoing maintenance. By partnering with Northamber to offer Kodak Alaris scanners, you can help your healthcare customers overcome the challenges of digital transformation and deliver better patient care.
Contact Northamber’s award-winning team on 020 8296 7010 or visit northamber.com/kodakalaris to learn more about how Kodak Alaris scanners can benefit your healthcare customers. n
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data management
Data input
Data is more important than ever for businesses and public sector organisations alike. With modern devices creating more data than ever before, it can be harnessed to provide better services for customers – but it also requires careful management. Andy Baillie, vice president, UK&I at Semarchy, says there is an increasing awareness within public sector organisations of the power that data holds. “For these entities, managing data effectively is not just a complex challenge but an incredible opportunity to significantly enhance their impact on public services,” he says. “Data is not just an asset; it is the driving force behind more informed decision-making and policy development.” Colin Frith, head of sales and business development at Simunix, agrees. “Public sector organisations are aware of how much data can aid in the efficiency and accuracy of their processes, specifically how using data lead resources can remove ambiguity and reduce fraud.” By leveraging their vast data resources, public sector organisations can deliver better-personalised services to citizens while protecting national interests, adds Steve Bridge, VP of Channel Sales at Alteryx. “To best More data is being created by public sector organisations than ever before, and it requires careful management – and resellers have a crucial role to play in this.
capitalise on the data, automated analytics can be implemented to build workflows that give stakeholders actionable intelligence to make rapid, data-driven decisions and move organisations forward,” he says. “For this shift to
Andy Baillie Semarchy
Colin Firth Simunix
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be most effective, however, a culture of analytics and digital empowerment must be fostered among employees.”
Harnessing the power of data also aligns with customer demands. “Customers in the public sector are progressively seeking solutions that offer automated analytics capabilities to derive insights and tackle challenges more efficiently,” says Steve. “Analysts within the sector are crying out for self-service platforms that facilitate collaborative working on analytic workflows and applications across organisations. “There is a particular focus within the public sector on compliance, data security and enhanced encryption measures. Compliance on these fronts increases the scalability of self-service data analytics platforms within the public sector – boasting visibility, control and audibility to make analytic governance more achievable. Resellers selling into the public sector should be conscious of these requirements and seek out the right data analytics solutions to meet them.” Reseller solutions This is just one of considerations that resellers should have when selling to public sector organisations. “Resellers should offer solutions that align with stringent security principles and compliance standards as mandated by central bodies,” says Steve. “Data analytics products for the public sector should be AI-ready and future- proof platforms with the data quality, data security and governance mechanisms that IT needs while providing the accessible AI and NLP interface to enable everyone to utilise data quality checks that identify potential data preparation anomalies, easily transform and standardise data based on data quality rules, and confidently deliver the insights. Putting human ingenuity front and centre as they work alongside machines to amplify intelligence and solve problems the business needs will enable quick, confident and data-driven decisions making.” Andy adds that resellers should offer a comprehensive, unified data platform approach. “This encompasses four core components: data management, data intelligence, data governance and data integration,” he notes. “It’s important that these solutions are not only robust but also align with the public sector’s intricate
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data management continued
procurement processes. Resellers must navigate these complexities with a clear understanding that compliance with specific standards and frameworks is non- negotiable when dealing with governmental entities.”
Maurice Uenuma, VP & GM Americas at Blancco, adds that it is important for resellers to help organisations to ensure encryption of data in storage and in transit. “This can be via encryption and key management tools, and will require a way to protect the systems in which their data is processed and stored, alongside the networks through which the data is transmitted,” he says. “This could be with a variety of cybersecurity solutions, like vulnerability and secure configuration management tools, endpoint protection platforms, intrusion detection systems and firewalls. “However, as these technology stacks grow, public sector organisations will have to make sense of this complex environment, architect new solutions, and implement new capabilities, via consulting and managed services. Finally, they will require a way to simplify their environment and reduce the threat surface, by permanently, verifiably, and provably erasing data that is no longer needed. This will need to be done with via data sanitisation tools that ensure deleted data is completely unrecoverable. “How public sector organisations manage their data will be one of the most important factors in how effectively they accomplish their missions in the years to come. Yet often with limited resources, these organisations will be relying on resellers to provide the solutions, support and advice for how to get data management right.” Charles Damerell, senior director UK&I, SolarWinds, adds that resellers should offer comprehensive solutions. “By focusing on services that support the examination of data, resellers can empower their customers to derive valuable insights and make informed decisions.
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“Public sector organisations are inundated with vast amounts of information, making it essential for resellers to offer solutions that streamline data and facilitate meaningful analysis in a cost-effective way.” Increasing importance As technology advances, and even more data is produced, the management of it is only going to become more important for public sector organisations in the future. “Data is evolving into an asset class of its own within the public sector,” says Andy. “Its role as a potential monetizable asset could reshape the landscape of public sector financing. However, as data grows in importance, it’s critical that solutions remain straightforward. “Balancing the complexity of data with the need for simplicity in its handling is going to be one of the defining challenges for public sector organisations in the coming years. Ensuring the use of data is intuitive and manageable, without sacrificing the responsibilities and obligations that come with public data stewardship, is essential to using it effectively.”
Steve agrees. “Throughout an organisational data journey, it’s crucial to maintain solutions that are intuitive and straightforward, enabling broad workforce participation in data analytics,” he says. “By democratising data through solutions that make analytics accessible for all, regardless of technical background, widespread adoption will be easier to achieve, maximising the potential of data and analytics to develop actionable insights for problem-solving in the public sector. Resellers have an important part to play in working collaboratively with public sector partners to make data-led working ambitions a reality for public sector organisations.” n
Maurice Uenuma Blancco
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Are you selling _Into the public __Sector? canon has ___A deal for you
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professional audiovisual
Enhacing the workplace
Trends and Technologies in Public Sector Pro AV
As public sector organisations navigate the ever-evolving landscape of professional audiovisual (Pro AV) solutions, they exhibit a keen interest in embracing trends and technologies that align with their unique communication needs, security requirements, and operational objectives. The Pro AV market is witnessing a notable transformation driven by advancements in communication, collaboration, and user experience technologies, prompting public sector entities to explore innovative avenues to enhance their workplace environments. According to Mark Minall, VP of Defence, Intelligence and Government - Lightware Visual Engineering, “public sector organisations place a premium on straightforward, dependable, and cost-effective solutions that meet their communication needs without unnecessary complexity.
“They prioritise solutions that work seamlessly, minimising downtime and user frustration. Reliability is paramount, ensuring uninterrupted communication during critical meetings and presentations.
“In addition to simplicity and reliability, public sector organisations also emphasise security and compliance with relevant standards and regulations. Solutions must adhere to security standards such as Secure by Design, providing robust protection against cybersecurity threats.
“Furthermore, there may be requirements concerning the country of origin for equipment, with a preference for products
Mark Minall Lightware Visual Engineering
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not originating from certain regions, such as China. These considerations ensure that public sector organisations can confidently use and deploy solutions that fulfil their operational needs while upholding the appropriate security and compliance standards.” Forward facing While an easy life is what these organisations are after, it is not at the compromise of innovation. According to Minall, these are the priorities for public sector organisations as they look at innovative ways to become more productive: Shift from Hardware to Software Codecs Public sector organisations are embracing the transition towards software-focused platforms such as Microsoft Teams, Zoom, and Cisco Webex. This shift reflects the growing demand for adaptable and interoperable technologies in hybrid and remote work environments. Certified hardware ecosystems tailored to specific software platforms facilitate seamless integration and offer advanced capabilities such as AI- driven noise reduction, prioritising simplicity for end-users while enhancing meeting experiences across diverse environments. Extended Reality and the Metaverse Although the public sector may not be at the forefront of Metaverse adoption, there is a rising interest in leveraging augmented reality (AR) and extended reality (XR) technologies for immersive collaboration experiences. Exploring these technologies presents opportunities to enhance communication and collaboration within public sector organisations while maintaining simplicity for users. Touchless Devices and Gesture Control The COVID-19 pandemic has accelerated the demand for touchless AV technologies, including gesture and voice control, to improve accessibility and hygiene in meeting spaces. These solutions automate meeting processes, reduce shared surface interactions, and offer convenient ways to adjust settings using personal devices, aligning with the public sector’s focus on workplace safety and efficiency.
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professional audiovisual continued
The Rise of Artificial Intelligence (AI) AI and machine learning (ML) are integral components of modern AV solutions, automating tasks, enhancing user experiences, and optimising meeting environments. Public sector entities can leverage AI-driven functionalities such as biometric recognition and natural language processing to streamline operations and improve decision-making processes, all while ensuring simplicity for end-users. Remote Control and IoT Integration With the proliferation of remote and hybrid work models, IoT devices and remote management software play a crucial role in monitoring and controlling AV equipment from anywhere. This enables real-time insights, troubleshooting, and software updates without on-site intervention, maximising uptime and simplifying management for public sector organisations. Environmentally Friendly and Secure Devices Sustainability and security are paramount considerations for public sector organisations. Integrating eco-friendly lifecycle management and secure controls into AV solutions ensures compliance with environmental regulations and data protection requirements while maintaining simplicity and intuitiveness for users.
Additionally, solutions such as data diodes are gaining attention for their ability to protect against cyber threats by ensuring unidirectional data flow and isolating sensitive networks from potential breaches. To conclude, Minall said “Public sector organisations are eager to explore innovative trends andtechnologies that enhance collaboration, communication, efficiency, and security. “By prioritising simplicity and aligning with the appropriate security standards, these entities can leverage advancements in the AV landscape to create safer, more productive, and environmentally sustainable work environments.” n
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