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Mike Holyoake,
Group Sales Director,
Zerographic Systems
:
“We are now
seeing historic print technology resellers
moving their sales propositions further
upstream and downstream, embracing
more of the document lifecycle.
“In order to unleash the true potential
of the MFD print device, resellers need to
open up the client’s document workflow
and deliver propositions which embrace
the changing requirements of the user
and the organisation – including mobile
print, document security and cloud based
applications.”
Scott Walker,
MPS Business Development
Manager,
ZenOffice
:
“I certainly don’t
think the tables have turned. IT vendors are
also realising that strategic partnerships to
strengthen their core offering is the way
forward.
“ZenOffice already partners with some
key IT service providers which allows them
to tender for business with the added
value a managed print provider can offer.
Our core offering has changed through
growth and allows us to offer a range
of hardware including laptops, PCs and
tablets if required. IT often forms part of an
organisation’s mobile working objectives,
so we’re simply ticking more boxes for our
clients. The point is, a strategic partnership
isn’t a threat to the IT vendor…it’s a
benefit, and vice versa.”
Simon Riley,
Sales Director,
Direct-tec
:
“I didn’t find too many IT vendors moving
into our space, most just wanted to partner
with us for expertise and vice versa. We
had an IT support company that grew as
a result of the network support we gave
to clients and the fact we reacted quicker
than their current IT support company.
“Also we found some of our clients
liked the fact we did it all and they had
everything under one roof. Our typical
client sits within the SME market, and
many companies did not have their own in
house IT support, and we took advantage
of that. That started back in 2006, now 11
years on we don’t have the IT company
as such, although we still have many
technicians from that side of the business
working on our software portfolio with us.
“The reason we decided to do this is
that cloud services came in and it became
hard to compete on price. I don’t think
the tables have turned, I certainly think
there is a grey area where we cross over,
but as long as both IT and print reseller
are happy to collaborate, then we can
provide excellent solutions for clients that
we support with the help of their own IT
provider.”
Rob Cavill,
Operations Manager,
IT@Spectrum
:
“IT vendors moving into
print, with no legacy support infrastructure
in place for this specialist area, have
historically relied on manufacturer
support programmes to provide the skills,
resources and logistics required to provide
the managed services that print clients
demand and deserve.
“They have potentially underestimated
the immense added value that the client
sees in the established print vendors’ local
service offering, particularly when field-
based intervention is required, and lack the
consultative relationship-based sales skills
and experience that are required to build a
true MPS offering.
“On the other hand, print dealerships
who have invested heavily in MPS have
by default, been immersed in the IT
Services world for some time. They have
Historically IT vendors moving into print were challenging
established print dealerships’ business, but today, more print
resellers are successfully building in IT services into their offer,
this month’s panel share their thoughts on the current climate
Bringing IT to print
PITR:
Do you think the tables have turned, is it now the print channel that
poses a threat to IT vendors?
Rob Cavill,
Operations
Manager,
IT@Spectrum
Simon Riley,
Sales Director,
Direct-tec
Continued...
