How resellers can benefit from managed print services
In fact, print is the largest unknown cost for many – and, if it is uncontrolled, it can represent a significant drain on resources. This is supported by a recent report from analyst, IDC which found that daily utilisation of output devices can be as low as three percent and that companies can have up to ten times more output devices than they need.
According to Naser Shashaa, programme manager for the Imaging and Hardcopy Devices group at IDC MEA and Turkey: “The majority of IT managers remain unaware of the number of hardcopy devices (printers, copiers, and multifunctional peripherals) in their organisation. Less than half routinely track hardcopy costs across the company and only a few have assessed their imaging and output infrastructure with the primary objective of optimising their hardcopy deployment.”
Fortunately, print vendors are now implementing solutions – under the umbrella term, managed print services - that address these issues. These offerings allow organisations to monitor and track print usage, helping them to achieve cost reductions, improved workflow, productivity and operational efficiency, enhanced security and reduced environmental impact.
The chief goal of a Managed Print Services (MPS) implementation is to cut the total cost of ownership associated with an unmanaged print environment by first assessing the current set-up to gain an insight into existing usage.
Other key elements include helping the customer to achieve tighter control of and visibility into their printing as well as managing the volume of documents flowing through an organisation and minimising costs. For the end customer, this approach drives efficiencies, for the vendor it builds loyalty and provides a fail-safe revenue stream over a fixed term contract.
However, it is not just vendors and end users that can gain from MPS implementations, print resellers can benefit too. Market demand for MPS is on a rapid growth path. Resellers need to ensure they have relevant offerings in place to respond to this demand.
Shifting Perspectives
Today’s print resellers operate in a highly competitive environment. They may be fortunate enough to retain consumables revenues from the hardware they sell. With MPS, however, consumables are supplied as part of a long-term agreement to which the customer signs up. So offering MPS allows resellers to tap into a guaranteed revenue stream over a contracted timescale.
Adding MPS to their portfolio also allows resellers to improve their strategic market position, typically enabling them to make existing accounts more secure and win incremental business.
