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The VAR Guy FastChat Video interviews Greg Mills, VP of eCommerce at Xerox Corp. Mills describes how the Xerox eConcierge service can help VARs, MSPs and other channel partners to develop recurring revenues from print services.

"eConcierge is a Xerox service; it's a cloud-based supplies management system" for channel partners and their customers, according to Mills. "It's the easiest way for end-users to monitor their printers and purchase supplies when needed." Partners, in turn, can brand the service as their own and capture lucrative supplies revenues. Mills explains more in the FastChat:

The key point: Only about 10 percent of channel partners capture all of the printer supply revenues within their universe of opportunity. The eConcierge system allows partners to capture all of that overlooked revenue, Mills said.

For example: A $1,000 printer or a $2000 multi-function device will generate about three times to five times that amount in supplies revenue over the device's lifetime. eConcierge is designed to manage that lifetime of revenue opportunities for the channel partners.

How much money is at stake? The typical printer VAR or MSP with 50 customers supports about 12 printer devices per office. Over the course of a year, if those devices are on eConcierge, roughly $250,000 in incremental supplies revenue can be captured, Mills said.

eConcierge also supports a cross-platform strategy. The cloud-based system supports all sorts of devices and network configurations, with more coming online regularly. On the front end, Xerox eConcierge supports Windows and Mac networks. And the service also addresses key security requirements found within key vertical markets like financial services and the public sector.