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A strategy of
encouraging
customers to
stop printing
might
appear an
odd tack
for a printer
reseller...
mps
www.printit
reseller
.co.uk
Print.IT Reseller 29
Moore joins Balreed
Balreed has appointed Mark Moore as Head
of Strategic Accounts to satisfy increasing
demand for its Managed Print Services from
larger organisations. Moore was previously
Sales Director at Danwood, where he played a
major role growing the corporate and strategic
accounts client base.
www.balreed.com
MPS Accreditation scheme
Canon has announced an extension to its pan-European Partner Programme
with the launch of a new Managed Print Services Accreditation scheme.
Building on Canon’s Partner Programme, launched in early 2011, the new MPS
Accreditation scheme has been developed to help identify and develop Canon’s
leading partners and demonstrate the high standards those partners are achieving in
Managed Print Service delivery, technology and customer care.
Accreditation is assessed through a rigorous audit process managed
independently by Photizo and accreditation status lasts for 12 months.
The scheme allows partners to take advantage of Canon’s experience in the
field of MPS and provides appropriate training and support to ensure they have
the skills required to attain accreditation. This includes the development of a joint
business plan to agree shared targets for the year, access to Canon’s PartnerNet
communications portal for marketing and sales support, as well as eligibility for the
Canon Premier Partner Club, which rewards top performing partners with exclusive
access to Canon Europe’s management team.
www.canon.co.uk
Cutting the cost
With Epson’s new professional printing service package, Print and Save,
businesses can make significant savings when compared to supplies and
service bought separately. Available for Epson inkjet, laser and large format
printers, this three-year contract helps keep printing budgets under control.
For a fixed monthly fee, Print and Save includes a resource of pre-determined
printing supplies for the duration of the contract, access to a dedicated web portal to
request supplies with free shipping and full on-site warranty for three years.
Epson says that using this service helps prevent overstocking, ensuring that
businesses do not pay for unused supplies. It also offers peace of mind and prevents
any unexpected costs such as service charges and repairs, as these are included. In
addition, businesses can choose to purchase new printer hardware alongside Epson
Print and Save, spread hardware costs with monthly rental payments or add this
service to current Epson printer fleets.
www.epson.co.uk
Xact Document Solutions expands
Nottinghamshire-based Xerox concessionaire and accredited managed
print service provider, XACT Document Solutions Ltd, has opened its first
Southern sales office in Romford, Essex as a base to continue its rapid
growth in London and the surrounding area.
XACT provides Xerox solutions into retail, hospitality, manufacturing, printing
and professional service businesses across the U.K.
Toni Gibiino, Commercial & Marketing Director of XACT, said: “Working closely
with Xerox has really helped us drive our Complete Managed Print Service and we
look forward to bringing this offering to even more customers from our new base.
The range of document management solutions we now offer really adds value to
organisations looking to take control of their budgets and reduce operating costs.”
Just recently, XACT facilitated one of Europe’s largest installations of Xerox
ColorQube devices into major sports retailer Sports Direct Ltd. “A tailored approach
to client strategic objectives has been a significant reason for our success over the
last 20 years,” said Gibiino.
www.xact.uk.net
that the support offering by Xerox removes
that requirement. “We can tap into Xerox’s
global infrastructure and expertise – for a
small fee,” says Spence.
In order to promote a change of mindset
from box shifter to service provider, Spence
says that Bytes has changed its commission
plans. “We pay on service agreements as
opposed to hardware sales, that’s a surefire
way to make sure your team understand the
value of MPS.”
Guaranteed revenue streams
OKI Print Optimizer MPS solutions also
encompass basic print services all the way
up to more complex managed print services.
“Our MPS programme is entirely flexible to
meet the needs of the customer,” says Rob
Brown Business Manager – MPS.
“Dealers selling MPS get guaranteed
revenue streams, tied in for the duration of
the contract. It protects their customer base
and secures incremental revenue,” says
Brown.
A basic service includes three, four or five
years’ service contract – helpdesk; onsite
engineers on a next business day SLA; all
parts and consumables delivered direct to
site on a next business day basis – wrapped
in a fixed cost per page/predictable and
manageable monthly fee.
“From there we can then bespoke
everything,” says Brown. “SLAs may include
seven day a week services, four-hour
response times, automated IT consumables
fulfilment, monthly and quarterly service
and effectiveness evaluation reporting for
example.”
Brown says that the OKI MPS Partnership
programme is very popular with its
dealers: “We don’t sell direct and so aren’t
competing against partners. However,
whilst we don’t sell direct we do provide all
services required to sell and support an MPS
solution, from comprehensive onsite print
audits to understand in detail the customer
requirements, through to bespoke client
proposal documents, installation services,
contract management services and all other
required services such as consumables
delivery and MI reporting.”
Whilst OKI doesn’t sell direct, it does
service directly. This means the dealer does
not have to take on or develop their own
expertise or resource to become an MPS
solutions provider, they simply draw on OKI’s
experience, expertise and resources to deliver
basic or full blown MPS contracts, across all
sectors, from SMB to enterprise and retail to
public sector.
www.xerox.com, www.bytes.co.uk,
www.oki.co.uk
In brief...