Frankly, I've been surprised (shocked?) by the slow/bumpy transition to managed print services. Companies like Xerox seem to start -- then stop -- their MSP education efforts. There's no continuity. There's no call to action. But then I read about a Synnex/PrintSolv event to help resellers become managed print services experts. And I realized: Managed print services are an unavoidable destiny.
You'll find a great recap of the Synnex/PrintSolv event on a blog called Death of the Copier (I love the blog's name, by the way). Apparently, 60 resellers spent two days with Synnex and PrintSolv, learning about the managed print services market.
The blog recap lists all the traditional excuses/barriers to successful managed print services. But one thing is clear: Resellers can either make the move to managed print services and profitable applications like document management, or they can go out of business as their hardware margins get squeezed.
Print More Profits
I realize some portions of the managed services market are hyped. But managed print services seems like a no-brainer opportunity, especially since so many printer and copier customers already lease the hardware. Moving those customers from a lease relationship to a hardware as a service (HaaS) relationship sounds logical to me... but many vendors and resellers still haven't gotten the message.
Memo to Xerox, Hewlett-Packard and the rest of the printer market: Start educating your resellers about managed print services, or watch your reseller channel suffocate.
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