2013: The Year of Managed Print Services (Really; Here’s Why)
... based on five emerging trends:
I’m beginning to believe managed print services (MPS) will gain mainstream success with managed services providers (MSPs) in 2013. In some ways that’s a change of heart for me. I’ve always believed in managed print services but I wasn’t sure when we’d see truly mass adoption. I think 2013 is the year. Here’s why…
… based on five emerging trends:
1. On the Agenda: The managed print services chatter started at conferences hosted by Photizo Group. But now the dialog is spilling over into MSP-centric conferences hosted by software companies. Most demos show RMM (remote monitoring and management) software platforms now managing a range of printers from all of the major printer manufacturers.
2. On One Dashboard: MSPs didn’t want Yet Another Dashboard for managed print; they wanted it integrated with RMM and PSA (professional services automation) software and dashboards. That’s been happening over the past few months. And I’ve heard from Kaseya, LabTech Software, Level Platforms and N-able Technologies regarding managed print over the last week weeks.
3. On the Network – As Endpoints: The other big MPS motivator: Amid all the questions about on-premises vs. cloud computing, endpoint devices like multi-function printers are never, ever going away. (At least not as far as I can tell…)
4. On the Emerging Market List: Yes, you can join managed print partner programs from specific printer manufacturers. But startups, with no particular printer preference, are beginning to help MSPs with managed print services.
- One example is DocuWise, which makes a proprietary managed print platform called PESO (Print Environment System Organization). DocuWise CEO Ron Harris attended Kaseya Connect 2012 last week in Las Vegas, and DocuWise claims to integrate with most of the major help desk and accounting systems.
- Another example is UniPrint, a Citrix Systems virtualization partner is promoting a managed print solution that links any device, while leveraging PDF technology rather than manufacturers’ print drivers.
5. On the M&A Agenda: I’m aware of at least one major MSP with managed print services expertise that will soon be acquired. I believe 15 percent of the MSP’s revenues come from managed print services, but that 15 percent is the most valuable revenue stream, according to the potential buyer.
MPS Adoption Stats
Admittedly, managed print services (MPS) is still an emerging market for many MSPs. Back in 2010, only about 20 percent of MSPs completing our annual MSPmentor 100 survey said they offered managed print services. By late 2011, that figure jumped to 30 percent.
My best guess: The figure will jump sharply again when we launch the sixth-annual MSPmentor 100 survey in October 2012. And then, perhaps 2013 will finally be the year of managed print services.
If I’m wrong I’ll eat crow in 2013. In the meantime, I think managed print services are nearing a tipping point with MSPs.
Joe,
As always, a very good and insightful commentary. I agree completely. 2013 will be the year of MPS for MSP’s in North America.
In fact, another example is the very successful MPS Workshop I keynoted for at the Everything Channel’s Exchange event this year. One managed services provier in the room made a very insightful statement which can be summarized as: “I was partnering with a (copier) dealer to offer MPS to my managed service clients. But then, he began competing with me by offering managed services. Now I’m offering MPS as both a defensive measure – and to capture the incremental opportunity.”
One of the major themes of our Transform 2012 conference (May 22 – Orlando Florida: more info at http://www.mpsconference.com) is the merge of managed services and managed print services markets. I am seeing that as both markets ‘gain steam’, the differences between ‘types of providers’ (MSP’s, versus MPS providers, versus Copier Dealers, etc.) becomes less and less. In some ways, services is the ‘great equalizer’ which tends to break down the differences between types of channel providers.
Again, thanks for the insightful commentary.
Ed, Please keep us posted as new trends emerge at your Transform event.
-jp
Joe,
Excellent article. Just a note, the hyperlink is incorrect for DOCUWISE. It is http://www.docuwise.net. We announced our integration at the Kaseya Connect 2012, with the Kaseya RMM, and we will be following the Kaseya integration launch with our Level Platforms integration by the end of this May, followed by announcements of integrations with industry leading PSAs. DOCUWISE provides proprietary MPS RMM amp; CRM platforms, is a manufacturer and direct distributor of print device supplies and provides a 15,000 strong nationwide tech support network for on-site print device service. The DOCUWISE MPS Partner program was built from the ground up for MSPs addressing all of the issues you discuss in your article. DOCUWISE provides the three necessities of a turnkey MPS program, RMM technology (monitoring/management), supplies and parts and nationwide on-site print device service. Most importantly we OWN the MPS RMM/CRM platform and the supplies channel, and do not rely on support from third party vendors, allowing us flexibility and responsiveness not available from other MPS options. We also provide an industry exclusive “Quick Start Quote” solution to quickly and remotely inventory an MSP’s customer’s print environment to generate an instant supplies (toner/ink) quote. We are very excited about the adoption of MPS by MSPs and your article is another confirmation of the market direction. Keith Woodard, DOCUWISE, Director of Channel Sales.
Keith,
Sorry about that. Link now fixed. DocuWise updates welcome as you hit new business milestones.
-jp
Joe – Great observations,
Let me offer this view:
Ed reports a very interesting and poignant issue – competition.
The imaging guys really do see things in a “manifest destiny” kind of way.
The good ones are figuring out there isn’t as much mystery in RMM/MSP. As a matter of fact, the imaging niche already understands how to bill AND make a profit on the cost-per-usage model. Adding a cost-per-seat line item to a CPI invoice is cake.
Eight months ago, I could see the VAR/MSP team encroaching into imaging – now, not so much.
As all these programs stir up the interest in MpS, the VAR starts to understand how challenging MpS can be. MpS is a great deal of work and demands secular change in addition to bolt-on applications.
As difficult as it was for the imaging industry to shift from box moving to MpS purity, it will be at least as challenging for the IT sector.
Remote monitoring of printers, shipping and billing for toner cartridges(vs. clicks) at 3 points is NOT MpS.
One more thing: as Windows 8, BYOD, and MDM slips into the spotlight, VARs/MSPs will find it much easier to ignore the printers, once again. Especially as they hear more and more about how print is dying – from their CUSTOMERS.
One thing is for sure, 2013 will be very interesting.
My 0.00000017 worth.
g
Greg,
Thanks for weaving in those additional thoughts. We’ll try to offer a Windows 8 reality check during Microsoft Worldwide Partner Conference 2012 in July.
-jp
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