Successful solution providers are finely attuned to clients’ needs, always prepared to meet and exceed them, and always seeking to better understand business objectives and deliver solutions to achieve real, tangible results.
Increasingly, more and more clients are recognizing the value of Managed Print Services — and Solution Providers are adding this service to their lines of business, recognizing that MPS enables enable organizations to streamline operations, control costs, improve employee productivity, secure data, and improve efficiencies all while protecting intellectual property.
However, MPS is complex, with multiple moving parts, and as such, in order to reap the benefits, a full understanding of its key components is pivotal to reaching both ROI and protection of IP.
Solution providers need to be aware of the unique business model which accompanies MPS, the key success factors – including sales competencies and client knowledge — as well as how it serves as an enabler, enhances data security, and why colour printing brings additional opportunities. Additionally, solution providers need to understand that the primary focus of MPS, contrary to the opinion of some CIOs, is not consolidation or centralization but standardization.
The fact that MPS addresses critical business issues has been the driving force behind its growth into a mature and valued offering. Organizations considering a move into this industry need to be aware that it has a different business model than a typical IT VAR and requires a new level of commitment. Help is out there. Companies such as Footprint and SYNNEX can help explain the opportunities, and once a decision to go ahead has been made, MPS peer groups exist which share practical advice about the industry and how to overcome its challenges.
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