Managed Print: Pooling Resources

By Alison Diana  |  Print this article Print

Managed print services keep margins strong and customers front-and-center for VARs, and Xerox and HP have recently both announced new investments in their MPS organizations.

Pooling Resources

MPS is a key initiative for top-selling printer vendors such as Hewlett-Packard and Xerox, both of which are expending resources on recent acquisitions, channel programs, tools, and other initiatives designed to extend their direct and indirect MPS revenue.

In late May, HP announced it would acquire Printelligent, which has provided managed print services since 1993, working closely with HP to support VARs selling MPS to midsize customers, Scott Dunsire, vice president, Imaging and Printing Group Business and Sales Management, Solution Partners Organization – Americas at HP, told Channel Insider. Once the acquisition is finalized, VARs will be able to leverage Printelligent and HP’s expertise rather than build their own MPS infrastructures to support midsize customers, he said. This will allow providers to support multiple vendors—not solely HP models—and go to market faster, at better margins, said Dunsire.

"One of the things we’re going to bring to market, and this Printelligent acquisition allows us to do this on a world-class level, is white-glove service," he said.

Also in May, Xerox said it had purchased NewField IT, a British print consultancy and software solution provider for customers ranging from small to enterprise. NewField IT’s Asset DB software, for example, combines visual mapping of printers and copiers with a database of usage patterns in order to better monitor and manage the devices and their costs.  Xerox will incorporate NewField IT’s solutions into its existing MPS offerings, the company said.

"We’re just seeing this industry consolidate," MPS provider Barganier said.