Story image

A channel guide to selling printers - Part 4

10 Oct 12

For a market long predicted to be doomed, printing is looking remarkably good – albeit it’s a considerably different market place now.

Heather Wright takes a look at the new(er) face of printing in a four-part feature.

MPS me?

A few years ago, the battle was between traditional printers, multi-function devices and copiers. Then along came managed print services.

Looi says New Zealand is a ‘mature’ MPS market and adoption rates have remained stagnant at around 30% to 40% since 2008.

“Many organisations do not see the long term return of investment and benefit,” she says. “Also, decision makers tend to shift their focus to higher priority investments such as PCs and servers. Hence, this explains the sluggish uptake of MPS in New Zealand. Similar reasons do occur in other countries such as Australia.

“However, in the longer term, IDC’s view is tha the continued focus on digitising workflows and improving the end-user computing environment combined with the perennial desire to take out cost will result in greater MPS adoption.”

Last words

Tye adds that resellers looking to capitalise on the printing market opportunities should also ensure they are involved, if possible, in contracts where there are moves by government to consolidate supply.

“Also, keep up to speed with the latest developments in e-print and innovative technologies from other vendors. And finally, they must engage suppliers in the transactions, whether commercial or consumer.

"This is the key to long term sustainability for anyone selling successfully in this space,” he says.

“Understand selling managed print, know what the latest innovations are so you can easily create a selling point of difference and preserve margin, always attach and manage supplies annuities.

"If you stick to these principles, you should be able to successfully sell across the range to a wide variety of customers.”

For part one click here, part two click here and part three click here

Vertiv reveals new ‘plug-and-play’ data centre options
The new product families are said to enable the rapid deployment of right-sized, just-in-time data centre and power capacity.
Fujitsu takes conservation prize for immersion cooling system
The prize was awarded for the Fujitsu Server PRIMERGY Immersion Cooling System that can reduce power consumption by up to 40%.
5G will propel RAN market to $160b in near future
5G growth is expected to advance at a faster pace than LTE, particularly within the APAC region.
Expert comment: Google fined US$57mil for GDPR breaches
The committee examining the breaches found two types of breaches of the GDPR.
Liquid cooling key to silencing a noisy data centre
Data centre are famous for being very noisy, but Schneider Electric's Steven Carlini says liquid cooling infrastructure could change that.
Achieving cyber resilience in the telco industry - Accenture
Whether hackers are motivated by greed, or a curiosity to assess a telco’s weaknesses; the interconnected nature of the industry places it in a position of increased threat
DigiCert's QuoVadis acquisition extends PKI expertise in EU
DigiCert has now officially completed its acquisition of QuoVadis Group from Swiss security firm WISeKey International.
Commvault fully integrates backup with Cisco Hyperflex
Its IntelliSnap technology has been validated to work with Cisco HyperFlex hyper-converged systems without the need for third-party tools.