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MPS
20
The print industry has long focused
its efforts on promoting managed
print services (MPS). Not only does
MPS allow end-users to benefit from
greater flexibility and control over
their print solution, it represents
secured long-term revenue and
opportunities to provide additional
services for vendors and their channel
partners.
MPS has traditionally been tailored
to corporate customers where end-users
have a wide-range of complex print
requirements and are typically provided
with a high end multi-function device by a
value added reseller.
At Brother we’ve aimed to make it as
easy as possible for MPS to work for end-
users, while also making it easy for channel
partners to implement. This has seen us
develop MPS solutions for the channel
that provide partners with a choice of
highly flexible corporate and public sector
offerings as well as solutions for end users
that require a more simple solution.
Establishing larger MPS
environments
MPS requires a bespoke customer-centric
service, especially when it comes to
agreements at the corporate end of the
market. This means tailoring solutions
and services specifically to the print
environment and the customer’s needs.
While most vendors will approach the
market with an off the shelf, or one size fits
all approach to managed print, at Brother
we don’t think this is enough. For each of
our MPS agreements, once Brother and
the channel partner have understood the
Phil White, Managed Print Sales Manager at Brother UK, explains how Brother
has created MPS solutions that suit both large corporates and small and medium
size businesses, allowing the channel and customers to make the most out of
managed print.
Brother’s MPS:
breaking the mould
customer’s requirements, the services are
developed to fit the specific needs of the
customer.
At Brother we only sell our MPS
offering through the channel and we give
our partners as much support as possible
when it comes to developing these
agreements.
Our end user sales team, pre-sales
technical teams and MPS specialists offer
a range of tailored support from project
management through to installation as
well as recycling. These services can be
delivered in-house or by channel partners
themselves, creating nine opportunities
for channel partners to develop their own
revenue streams within a Brother managed
print service.
We’re proud that we haven’t sold
the same MPS solution twice to any of
our corporate customers – our service is
incredibly flexible and truly tailored. In
essence, alongside channel partners we
can deliver a truly bespoke solution.
At your side
Brother’s ‘at your side’ ethos also provides
support throughout the pre- and post-
sale process to ensure end-users get the
best from their managed print service
agreements.
Our three-stage implementation
process for new customers sees us assess
their print environments, transition to the
new managed print service agreement, and
then continually optimise the service to
ensure maximum value is delivered to the
customer. During the assessment stage, our
end user sales team and pre-sales technical
teams work alongside the customer and
channel partner to ensure data is collected
and customer needs are understood and
considered when designing the solution.
Following this, our project management
team support the transition from the
customer’s original system to the
Flexibility is key to Brother MPS, we understand
that end customers and partners have different
requirements. The modular approach to MPS
at Brother means partners and customers can
choose the types of service they require from
us and tailor the solution to their unique needs.
Phil White,
Managed Print
Sales Manager,
Brother UK
