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 Channel Futures

Cloud


Barracuda

Xerox Gives Hardware as a Service A Boost

  • Written by Joe Panettieri 1
  • September 21, 2008
At last, Xerox is paying serious attention to hardware as a service (HaaS). The multi-function printer giant plans to support a growing list of managed services platforms, MSPmentor has learned.

The effort, which includes such partners as ConnectWise and N-able, could transform HaaS from a niche solution into a mainstream managed services offering, MSPmentor believes.

Xerox Pagepack Could Boost Managed Service ProvidersAt last, Xerox is paying serious attention to hardware as a service (HaaS). The multi-function printer giant plans to support a growing list of managed services platforms, MSPmentor has learned.

The effort, which includes such partners as ConnectWise and N-able, could transform HaaS from a niche solution into a mainstream managed services offering, MSPmentor believes.

The strategy calls for Xerox to write to a range of managed services APIs (application programming interfaces). Here are the details.

Publicly, Xerox says it is now writing to ConnectWise’s professional services automation (PSA) platform APIs. Xerox disclosed some of that initial work during the ConnectWise Partner Summit in Orlando last week. The effort will allow MSPs to manage Xerox devices from within ConnectWise’s PSA system.

Privately, one Xerox partner says the printer company also plans to support N-able’s managed services APIs, with more details expected to surface in October. Longer term, Xerox is committed to supporting additional managed services platforms — assuming the platform providers are committed to assisting with the work, the Xerox partner says.

When asked about platform support beyond ConnectWise, a Xerox representative attending the ConnectWise Partner Summit had no comment.

Defining Moment?

Assuming Xerox does write to a range of managed services APIs, this could be a defining moment for the HaaS industry.

Generally speaking, HaaS allows customers to pay MSPs a flat monthly fee for their ongoing hardware needs.

In many cases, HaaS has been misrepresented or mispositioned by hardware companies that were simply trying to hype leasing services. In other cases, hardward companies developed promising HaaS efforts — but they didn’t support open standards.

If Xerox and other printer providers start to support managed services APIs, it will make it easier for MSPs to promote and support HaaS programs for multi-function printers, copiers and other document management devices.

Tags: Cloud Service Providers Digital Service Providers MSPs VARs/SIs Cloud

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6 comments

  1. Avatar Lane Smith September 22, 2008 @ 5:17 pm
    Reply

    Joe,

    I think that this is great news, we have worked with Xerox and their PagePack program very much and the solution is excellent. The whole that we saw was the lack of integration to the RMM and PSA tools.

    I do have to say though that this is not a HaaS solution rather it is a SaaS solution. You still need to buy the printers up front, the PagePack offering is a SaaS based billing solution for the printers.

  2. Avatar Joe Panettieri September 22, 2008 @ 5:24 pm
    Reply

    Lane: To your credit, I know Do IT Smarter has been in the market more than a year describing how PagePack can benefit VARs and MSPs.

    I do think PagePack paves the way to Haas, but can’t argue with your point of clarification stating that the current approach is SaaS.

    Please keep us posted as you see trends with PagePack. I know several VARs that rave about it, but it seems like Xerox has been hit-and-miss with the marketing and branding efforts so far.

  3. Avatar StuFinancesTech September 23, 2008 @ 10:52 am
    Reply

    Lane, does the PagePack/SAAS offering work regardless of whether the printers are leased or not? It seems that it would and that it would lead to a more HAAS type offering especially through use of master leases or true FMV leases….

    Stu

  4. Avatar Lane Smith September 23, 2008 @ 6:49 pm
    Reply

    Stu,

    It does not matter how the hardware is purchased just that it exists..

  5. Avatar William Waas September 26, 2008 @ 9:03 am
    Reply

    This is a great opportunity for Xerox Partners.
    – The margins and recurring revenue are very attractive, they are 3 year deals with 2 extension years and the margin is north of 25%
    – It is a no risk offering for the Partners and their customers, it does not matter how much ink coverage there is on a page.
    – You lock out the competition from your accounts and retain the realtionship throughout the term of the agreement
    – Typically your customers are buying printers/MFP from someone, just not you.
    Bill

  6. Avatar Joe Panettieri September 26, 2008 @ 9:40 am
    Reply

    William: I agree. This is a great opportunity for XRX partners. But it’s also a great opportunity for XRX to start getting its messaging right regarding managed services and recurring revenue.

    PagePack is a smart strategy. But XRX has not executed on that strategy very well. XRX keeps marketing their hardware — which is fine — but they also need to more aggressively promote and position the PagePack program.

    Most VARs and MSPs have never heard of PagePack. Do IT Smarter, the Master MSP, held a series of luncheons last year where Xerox described PagePack very effectively. But I haven’t heard much about PagePack this year.

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