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 Channel Futures

Sales & Marketing


GreatAmerica Leasing Makes Managed Services Moves

  • Written by Joe Panettieri 1
  • March 17, 2010
GreatAmerica Leasing Corp., a U.S. commercial equipment finance company, is making multiple moves to engage managed services providers, managed print experts, and VARs that participate in HTG Peer Groups. Here are some of the emerging details.

GreatAmerica Leasing Corp., a U.S. commercial equipment finance company, is making multiple moves to engage managed services providers, managed print experts, and VARs that participate in HTG Peer Groups. Here are some of the emerging details.

First, the big picture: GreatAmerica provides financing and consulting services in all 50 states and some U.S. Territories. The company has 300-plus employees with offices in Colorado, Florida, Georgia, and Missouri, according to the company’s website.

GreatAmerica already has longstanding relationships with a range of printer companies — folks like Kyocera, Oki Printing Solutions, and Xerox. Building on those relationships, GreatAmerica will launch a Managed Print Services (MPS) Navigator planning session in April. The session will help dealers and MSPs to develop a business model and operational structure, compensation plan, and go-to-market strategy for managed print services. In some ways, GreatAmerica’s efforts sound similar to Photizo Group’s MPS Conference series.

Engaging VARs and MSPs

Still, managed print is only part of GreatAmerica’s strategy. Apparently, the financing company is planning a closer working relationship with HTG Peer Groups, an organization that includes dozens of VARs and MSPs that share best practices.

The forthcoming GreatAmerica-HTG relationship surfaced on HTG’s Twitter feed. What exactly will it involve? I’ve got a note into HTG seeking additional comment.

In the meantime, GreatAmerica’s work with the channel sounds encouraging. At a time when so many solutions providers and small business customers are stretched for cash, leasing programs can certainly come in handy.

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Tags: Cloud Service Providers Digital Service Providers MSPs VARs/SIs Sales & Marketing Strategy

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7 comments

  1. Avatar Greg VanDeWalker March 18, 2010 @ 9:23 am
    Reply

    Joe,
    Thanks for the kind words and coverage. We at GreatAmerica are very excited about the future of both Managed Print and Managed Services!

    Greg VanDeWalker
    Sr VP of Strategic Relationships

  2. Avatar Joe Panettieri March 18, 2010 @ 10:25 am
    Reply

    Greg: Never a need to thank us for editorial coverage. I’ll be in touch to learn more about your strategy and focus on managed print/managed services.
    -jp

  3. Avatar Joe Panettieri March 18, 2010 @ 11:23 am
    Reply

    Update: I just heard from a few additional sources in the managed services market, all of whom are working with GreatAmerica. More details in a few days.
    -jp

  4. Avatar Greg Walters March 18, 2010 @ 1:03 pm
    Reply

    A leasing company?

    “…will help dealers and MSPs to develop a business model and operational structure, compensation plan, and go-to-market strategy for managed print services…”

    Huh – wow – seems the MPS universe is quite large, eh?

    I wonder how this will compare to the De Lage MPS program I attended last week…no…wait…THERE IS NO DE LANGE program for MPS, is there?

    My Bad.

    This is a great idea and a great program – these “Greg’s” really are Visionaries, aren’t they?

    🙂

  5. Avatar Ed Crowley March 18, 2010 @ 3:56 pm
    Reply

    Joe, very interesting, and we applaud and encourage Great America’s efforts. They have been engaged in the MPS market for some time now and have developed a very good program. I would beg to differ with one statement of yours, ” In some ways, GreatAmerica’s efforts sound similar to Photizo Group’s MPS Conference series.”

    As I understand the Navigator program it is targeted specifically at the Office Equipment Dealers, and it is targeted at developing the dealers MPS business plan. This sounds very beneficial and very unique, but it is very different from the Photizo Group MPS Conference Series.

    Photizo Group’s MPS Conferences (San Antonio, Barcelona, and Singapore) are major industry events which attract a broad cross section of corporate decision makers / end users, IT resellers, Office Products Dealers, software vendors, and manufacturers for over 30 sessions addressing case studies, best practices, and networking sessions over a period of three days (the first day is a pre-conference workshop). The North American event also hosts the annual meeting of the Managed Print Services Association.

    So, our event is a broad, cross industry event with participation by essentially all of the major players in the market. Quite a bit different than Great America’s event. Again, the Great American event is very good, and a much needed service.

    I hope this helps clarify things and I hope we will see you at our conference!

  6. Avatar James Marcois March 21, 2010 @ 7:11 pm
    Reply

    Joe,

    I had heard that Great America Leasing Company also runs and operates an IT Company. Is that True?
    I would be interested in knowing what there IT Companies main goals are. Do they only work locally in there market or do they do business on a national level. If they do work outside there local market then wouldn’t the Leasing company be some what of a trojan horse to get to our clients? We have used GALC for years, but after the rumors of them owning an IT company we have stopped. I would like to keep using them for leasing but if they may compete with me later then no way. Anyways if you could get more info it would be appreciated.

    JM

  7. Avatar Joe Panettieri March 21, 2010 @ 8:05 pm
    Reply

    James: Thanks for the questions. I promise to track down the answers for you but it may take a few days. GreatAmerica is in the process of multiple moves and I expect a complete briefing soon… though not immediately. Stay tuned.
    -jp

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