Of course, over the past few years that “other group” has started a transition, moving its business model to tackle the same IT services that VARs and MSPs provide. The print community is rapidly converging and, in some cases, buying up existing solution provider businesses to cross the chasm. Others are simply building new practices organically. In the small city I live near, two former print-only dealers have transitioned to the full service IT services model, competing directly with established VARs and MSPs.
It’s important for solution providers to be aware of that evolution when they write off printer and copier support opportunities, especially when they don’t play a part in selecting or recommending a company that will maintain those systems. That loss of technology control could lead to the loss of a client if a customer contracts with a competitor that offers complete IT support. Executives often prefer having “one throat to choke” when their systems goes down or need attention, and rivals with a print management solution can use that specialty as a first step in securing more of a client’s services.
Of course, just because a solution provider doesn’t concern themselves with print services doesn’t mean their customers will drop them for a dealer-turned IT company. Credibility and a history of quality service create a trusting business relationship that competitors will find difficult to overcome. But why leave an opening for rivals and money on the table?
Today’s manage print services industry is thriving, with a variety of channel relationship opportunities.
Whether solution providers want to support all aspects of print services themselves, or just control the account with a formal vendor or peer affiliation, MPS programs can benefit all involved (including end users).
These are just a few of the opportunities that inspired the creation of the CompTIA Managed Print Services (MPS) Community. At their AMM session, members engaged in group discussions, workshops and other breakouts to advance a number of ongoing initiatives, each covering an area of opportunity for solution providers to excel in this segment of IT. From education and training programs to certifications and business credentials, each topic lead to some great discussions between the VARs and vendors in attendance.
The MPS Community made some significant advances this year, and expects to roll out a number of business practice-development resources over the next few months. Their efforts to date include:
- An end-user-focused website—the “What Is Managed Print Services?” portal is intended to increase the awareness and demand for MPS. This iteration was presented to group members for the first time at AMM, and is expected to be rolled out with more fanfare in the coming weeks.
- Managed Print Services Roadmap—this planning and validation tool was created by community members and designed to help solution providers position their business for greater MPS success.
- Business credentials and certifications—the MPS Community and CompTIA are reviewing and validating the needs and requirements for professional and business validation programs.
If you’re interested in learning more about the MPS Roadmap and the CompTIA Managed Print Services Community, go to www.comptia.org/membership/communities/mps.
