Managed Print Services

Posted on Mar 24 2016 - 10:05am by John Peters
RATING

At Green Light, Commercial Operations Director Paul Roberts led a workshop promoting the opportunity within MPS for the independent reseller.

Roberts joined the Evo Group as Commercial Operations Director in December 2015 with a brief to build a commercially sound MPS offering for the channel. He has racked up 20 years’ experience within the market and was formerly with

 Green Light, Commercial Operations Director Paul Roberts

Green Light, Commercial Operations Director Paul Roberts

Balreed (now Apogee).

VOW initially introduced a Managed Print and Document Services programme in September 2014, signing partnership agreements with 78% of the resellers who attended the launch event.

At the time, the wholesaler structured the initiative in consultation with the MPSA (Managed Print Services Association) to provide a more flexible and accessible solution, with improved invoicing, reporting and communication tools. The initiative was designed to help resellers derive all the benefits of a brand-agnostic, customer-focused Managed Print Solution capable of delivering cost savings of up to 25% to their customers.

Commenting on the scheme’s progress so far, Roberts said: “We have a number of reseller-led MPS contracts in place and are currently working with a variety of resellers to maximise current and future opportunities.”

During his presentation, Roberts said that since joining the company his focus has been on right-sizing and ‘operationalising’ the MPS category for the channel to support sustainable growth, explaining that VOW has increased the size of its business development team to further maximise the opportunity for conversion.

He said: “We are building a robust operational and commercial platform to offer MPS through our direct and wholesale channels. Additionally, by dedicating highly experienced business development managers to our wholesale channel, we can align relevant expertise. Improving and strengthening our portfolio of suppliers will broaden our offering, further enhanced by UK and global support as required.”

VOW’s MPS methodology is designed to provide resellers with a seamless and professional approach to cross- and upselling and, by bridging the experience gap, help them win MPS opportunities. The wholesale model should provide dealers with an uncomplicated way to move into the MPS market, increase revenue streams, fend off transactional competition and achieve longer term security.

“This increase in business development headcount lets us provide an even higher level of support to our resellers, shortening the MPS learning curve and managing the ‘up skilling’ process. Dedicating resources to the wholesale channel allows complete focus and maximises the conversion of opportunities,” Roberts explained.

Recent developments include access to a comprehensive finance package through HP Enterprise Financial Services, which offers a number of funding models as a flexible alternative to cash sales.

Roberts added that the wholesaler is expanding the number of OEM relationships to provide a wider portfolio of hardware, software and services.

“We are in the process of fine-tuning our portfolio of hardware and software suppliers. At present, we are working with KYOCERA, HP, OKI and Xerox to build mutually beneficial partnerships that meet the requirements of our reseller channel. In addition to the hardware relationships, we are in the early stages of identifying innovative software partners that will positively differentiate us from the rest of the MPS market,” he said.

With contraction in both the OP and EOS markets, MPS provides dealers with the potential to plug revenue gaps and increase wallet share. VOW’s offer, according to Roberts, will enable resellers to secure customers and expand the services they currently provide.