30
PROFILE
Print Audit Europe currently has in
excess of 120 UK resellers signed
up to its newly launched Premier
programme. Last year, the firm
grew its network by some 40% and,
according to Managing Director Phil
Madders, is actively targeting further
expansion in 2015. “We’re aiming
to boost the number of members by
around 30% next year and we will
achieve that by introducing new
products and services,” he said.
The firm’s suite of products is
designed to support resellers in the
delivery of managed print services that
enable customers to reduce the cost and
environmental impact of printing and
copying.
The offering is fully scalable, from Print
Audit Facilities Manager, which remotely
collects meter readings, automates
supplies fulfilment and provides service
information across the fleet; to the top
of the range Print Audit 6, which enables
users to account for every document
produced (down to individual user level),
set limits by volume or to restrict colour
printing and, via an embedded option,
track all copy, scan and fax jobs for the
purposes of accurate internal recharging by
department.
Premier subscription plan
The entire suite is available on a software-
as-a-service (SaaS) model, including Print
Audit Premier, a new subscription plan that
provides partners with access to all of Print
Audit’s products for a low monthly fee.
Each member has a monthly allocation of
licences which can be used for any product,
including Print Audit Assessor, Facilities
Manager, Print Audit 6, Print Audit Secure
or Print Audit Embedded.
“This new model has changed our
business completely,” said Madders. “The
Premier pricing model is totally flexible.
We’ve designed it to support dealers for
whom MPS is a new area, as well as those
who require the ability to seamlessly adjust
the number of licences they deploy as
customer requirements change.”
The firm sells exclusively to the
channel and, in addition to its network
of dealers, has formed strategic alliances
with a number of leading manufacturers,
including Ricoh, Toshiba and Olivetti, so
that they can offer it to their dealers.
Madders said: “We offer the channel an
easy way to enter the MPS arena, as well
as generate additional revenue and secure
ongoing income from their existing and
potential customer base. Eighty per cent of
MPS and equipment deals are won using
user and device assessment tools and the
Premier programme allows resellers to
join at the level they want. Prices start at
around £0.50 per licence and reduce as
partners increase the number of licenses
used. They upgrade as and when they need
to.”
He added: “The licence model is also
flexible. In some products a licence is
Phil Madders, Managing Director of Print
Audit Europe, speaks to
PITR
about the firm’s
growth in 2014, its plans to expand further in
2015 and how it is creating more value-added
opportunities for partners.
Print Audit Europe has a
premier proposition
per seat, in others it’s per device. For the
dealer, the uniqueness of the way we
operate means that it’s not a headache
for them. What they use simply comes
out of their subscription, and if a single
customer reduces or increases the number
of users or the installed machine base, it’s
simple to deactivate the license and use it
somewhere else.
“In essence, the product is unimportant
to the end-user; they get automatic
upgrades as and when they’re available
so they always have access to the latest
technology. What’s important is the
service that the dealer is providing and
the value they’re bringing to a client’s
business. The ability to assure a client that
they’re not going to be faced with out
of date technology in a few months is a
strong sales proposition. Plus, it locks the
customer in; they don’t own the software,
the dealer does, which makes it more
difficult for them to leave.”
New for 2015
Print Audit Europe believes that engaging
with partners is key. In addition to face-
to-face meetings, email communications
and social media interaction, the company
is soon to introduce user forums where
partners can share ideas and best practice.
It will also be launching a number of
new products in January 2015, including
an iPad-based mapping software solution
for carrying out print audits and a new
cloud-based document management
solution.
Madders said: “The biggest challenge
facing the channel, now that it has moved
away from the traditional transaction sales
model, is how to be creative with software.
Through our suite of easy-to-use, easy-to-
install products, we can help them to add
value to customers’ businesses and ensure
recurring revenues. We’re committed
to supporting partners in moving their
business forward, developing new recurring
revenue streams and locked-in profitability.
This increases the value of their business
tremendously – if you want an example
of that, think about the Netflix model and
consider how Blockbuster has fared.”
The firm’s
suite of
products is
designed
to support
resellers in
the delivery
of managed
print
services...
01732 759725
