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MPS
20
Mark Ash,
Head of Print and
Director Business
Enterprise Team,
Samsung
New technologies, such as IoT and
the cloud, have had a significant and
positive impact on the print industry.
And with so many businesses
undergoing digital transformations,
there is a real buzz around how print
vendors will disrupt the market and
enable resellers to grow revenue. One
way could be through offering print
services at a programmatic level.
Traditionally, vendors package up
various components of their print offering,
and sell them onto the reseller as a ‘click’.
But the challenge is that this approach
favours the vendor, and doesn’t allow
resellers to benefit.
What resellers need is the ability to
configure their costs, margins and track
profitability on a contractual basis right
down to the device. Giving resellers
access to system capabilities will provide
them with more autonomy over their
offering and enable them to broaden their
service reach and win larger deals with
the assurance of a standard service level
wherever their customer is located.
The Print and MPS platform
In a bid to lead this next wave of Managed
Print Services, manufacturers should take
a programmatic look at print and offer
resellers the capabilities that vendors have.
One way to do this could be to develop
an advanced cloud platform, which can
provide a transparent view of all key
printing data for the reseller and their
customer, and can support the processing
of toner orders and maintenance requests.
This would provide the reseller with
a completely integrated back-office and
supply chain solution covering every
aspect of the MPS process, from contract
development to delivery, installation and
ongoing contract management.
These solutions can also be designed
to simplify what is an often complicated
process. Reseller customer feedback often
mentions that reseller solutions need to
‘work as they do’ and not require expert
level bespoke training. This simplification
would eliminate the need for multiple
logins to applications and databases,
and increase productivity by removing
inefficient duplicate data entry that wastes
back-office resources.
All of the benefits, none of the risk
To help resellers grow profitable revenue,
any disruptive MPS offering should give the
reseller all of the benefits of a vendor, with
none of the risk.
For example, fixing toner prices for
periods of time is a good place to start,
as it allows them to predict profit without
Print vendors should provide programmatic offerings to truly
disrupt the market, says Mark Ash, Head of Print and Director
Business Enterprise Team at Samsung
The next wave of
Managed Print Services
any unexpected vendor led price increases.
Usage of toner can also automatically be
calculated to ensure reliable profitability,
as it provides resellers the data needed
to accurately bill at agreed intervals with
all the evidence required to get payment
quickly.
What’s more, flexibility should be
offered on a device by device basis.
Resellers should be able to choose
whether to include services provided by
their vendor, or whether to maintain it
themselves, giving them more autonomy
and control over their margins.
By offering this flexibility to mix and
match ‘with’ and ‘without service’ within
a single contract, resellers can enable their
service teams to learn and expand without
having to make significant investments in
training as their business grows.
The user experience
IoT technology and the cloud can be
leveraged to enable remote fixing, in order
to create a better user experience that
ultimately keeps the customer content with
their managed print service.
One way to do this could be to develop
a monitoring technology, such as the
Samsung SMART UX, which provides
resellers with full device visibility. An easily
implemented and cheap solution, this can
reduce the service costs for the reseller.
These solutions result in happier customers
that are satisfied when devices are fixed
quickly through remote diagnostics.
This Android based technology enables
a manufacturer to take advantage of the
latest developments in mobile and cloud
support. It also means customisation for
resellers, businesses, or their clients is
quick and easy and gives unique value,
with access to over 12+ Million android
developers.
Fit to print
Put simply, giving resellers the capabilities
of a vendor offering delivers quicker
sales, outstanding service and ongoing
profitability. By providing resellers with
all the benefits of an independent MPS
solution with no investment or upfront
on boarding costs, it enables them to
transform their entire business model, and
in turn the print needs of their customers.
To help
resellers grow
profitable
revenue, any
disruptive
MPS offering
should give
the reseller
all of the
benefits of a
vendor, with
none of the
risk
