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Managed Print Services: Benchmarking Study 2009 Channel Programs
Photizo Group, Aug 2009, Pages: 12
The is a summary report and the focus of this report is on helping dealers who are interested in expanding their MPS business and adopting (or expanding) a professional services- based business model. The benchmark study compares 11 leading vendor programs which provide dealers / resellers with the capabilities and support services required to offer a Managed Print Services program. The report also includes dealer feedback on the actual mechanics of programs and how well they live up to expectations. The study results are part of a larger discussion focusing on the strategic planning necessary to transform your business to become a successful and accomplished MPS dealer. This target outcome of the transformation results in what the the publisher refers to as a ‘hybrid dealer’.
Why is moving to selling Managed Print Services (MPS) such a challenge for so many?
The challenge is transforming the business and underlying processes to become centered on professional business services with hardware, in effect, as a commodity, supplies and services as an annuity, and a consultative sales model. It also entails moving from providing the customer with hardware, supplies, and service to keep their fleet running to owning the customer’s fleet for them; proactively managing their printers, copiers, MFPs, faxes, and even document processes. Making this transformation is likely to affect almost every process and procedure in your business. Fortunately, there are known methods to guide business transformation, which were successfully developed by IBM and others in the early 90’s and are directly applicable.
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