October 2011
Sales, Security & Services
The Imaging Channel brings you the latest information on sales, security and services within a successful MPS offering. Also in this issue: the supplies side of MPS, a primer for VARs and interviews with Dave Kleidermacher and Alex Kinsella.
VARs are evolving along with their customers’ needs to seize the MPS opportunity. To grow their business, VARs require a new way of doing business, and for managed service providers that already have this customer base, adding managed print to the portfolio will only expand existing relationships and generate profit.
By Jim Rise
The Imaging Channel’s Managed Print Summit took place July 19 in Las Vegas. Leaders in the technology and managed print field shared their expertise with a crowd of nearly 300 dealers; IT VARs; software, hardware and supplies providers; those interested in building their MPS offering and those looking to enter the arena.
By Katherine Fernelius, Raegen Pietrucha
Security and compliance is a high-stakes topic in virtually any company today. Get it wrong, and consequences can result in a loss of business for you.
By Greer Deneen
MPS is many things. It’s a tool to deliver efficiency, to manage a budget and to optimize a fleet, but above all, it’s another way to place toner on a page. And whether or not the budget is managed or the fleet is optimized, that page must be a quality page.
By Gil Wazana
Managed print services and managed services are two different offerings; however, more and more companies who provide MPS are broadening their offerings to include more managed services, while MSP are offering MPS. In both cases, these companies are facing challenges, but they are also seeing revenue increases and more client interest.
By Raegen Pietrucha
A veteran in the print industry, JD Young was prepared to take on the challenge of offering MPS, and in five short years, the company has witnessed a revenue increase of 15 percent because it did.
By Raegen Pietrucha
Considering a move into managed services? Here’s what a former copier dealer has learned on the way to becoming one of the most successful managed services providers in the country.
By Greer Deneen
After reporting lackluster third-quarter results in August, HP indicated it was restructuring to pursue “higher value, higher margin growth categories.” HP faces fierce competition, and IPG is not invincible. Its rivals can and will take market share. HP must make some critical strategic decisions that will allow it to grow.
By Charlie Brewer