MPS: What Makes it Tick?By Alison Diana | Posted 2011-06-08 Email Print
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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.
The Make-Up of MPS
Like other services, MPS consists of several components—and revenue opportunities.
Traditional IT providers and copier dealers are vying for MPS contracts, sometimes partnering, sometimes acquiring one another, executives said. VARs have networking expertise and IT know-how; copier businesses understand print. But most experts agreed that printers and copiers, plus supplies, increasingly are becoming the bailiwick of IT departments, and moving farther from office managers and procurement departments’ spheres of influence because of their networking and integration capabilities.
"This really is a race against the copier and printer
companies. Our bet is on the IT channel," said HP’s Dunsire. "Solution
providers definitely give us that avenue. They’re excited."