Five years ago, the IT channel was much more segmented, with many providers identifying themselves as “generalists” or “specialists” in certain technologies or vertical markets. Point of sale VARs often collaborated with network and security professionals to build and support larger clients, while document imaging firms frequently collaborated with broad-services resellers to service their customers. Each company had its place in the value-added chain and, in most cases, they all prospered.
While those relationships haven’t disappeared entirely, a number of factors are hastening their decline, shifting the model towards all-inclusive solutions and support from a single provider. Cloud and managed services are two key contributors to that transition, as each company puts greater focus on recurring revenue opportunities and improving their own business efficiencies. Increased competition from large direct sales organizations has also contributed to the shift, as solution providers dig deeper into the true business needs of their clients.
With the latest monitoring and remote management technologies, MSPs can do more today than they could five years ago, with fewer resources. Rather than downsizing, some providers choose to expand their product and service portfolios, retraining their existing employees to tackle the tasks that used to be outsourced to collaboration partners. Not only does that add revenue to their bottom line, it gives the company more control over its critical client relationships. In today’s competitive environment, effective account management is almost as important as ensuring high quality support and solutions.
Evidence of this battle for client control can be found in the continual growth of managed print services (MPS), as traditional copier dealers and VARs converge and offer similar services. Most solution providers used to consider printers and copiers off limits, viewing their connection to the office network as the only real link to companies’ computer systems. Printer and copier dealers typically regarded the computer systems in a similar fashion. That border no longer exists, with each group expanding their capabilities and portfolios to offer complete computing and printing services and solutions.
MPS is an enabler, giving both solution providers and copier dealers the tools they need to better serve their clients. Not only can a well-developed system reduce expenses in one of the most costly areas of many businesses, but it can also improve process and employee efficiency. With a variety of MPS programs available, VARs and MSPs shouldn’t ignore this opportunity to block competitors from gaining any inroads with their customers.
Best of all, there are a number of channel resources available for those interested in offering MPS. For example, CompTIA’s Managed Print Services Community members have been hard at work developing a number of educational sessions, tools and templates. That portfolio of resources includes:
- Channel Training Sessions
- The Quick Start Guide to Managed Print Services
- A Managed Print Services Industry Roadmap
- CompTIA market research (members only)
In addition, the Community is putting the final touches on its Managed Print Services Trustmark, a business credential that validates a provider’s ability to implement and support customers with these solutions. If you’re looking to venture into MPS, consider joining the MPS Community discussions or sign up for the upcoming Trustmark program. To learn more, contact Corey Simpson at CSimpson@comptia.org.
Brian Sherman is founder of Tech Success Communications, specializing in editorial content and consulting for the IT channel. His previous roles include chief editor at Business Solutions magazine and senior director of industry alliances with Autotask. Contact Brian at Bsherman@techsuccesscommunications.com.
