Bull's Eye Awards: MSP Enabler of the Year

  • By

    Lawrence Walsh

    | Posted 2009-12-15



Xerox Managed Print Services
Since the managed services revolution of the mid-2000s, printer vendors have rolled out a series of initiatives to convert their channel from a one-time product sale to an ongoing, service-based relationship. Many of these cost-per-page pricing models failed to capture serious attention of solution providers. Xerox, though, has finally fielded a program that works. It's a combination of management software, support services and incentives that make managed print services approachable and viable for managed service providers and value-added resellers.

Earlier this year, Xerox rolled out PagePack 3.0, a suite of three managed print services programs that enable solution providers to monitor fleets of Xerox and rival printers for malfunctions, breakdowns and expended consumables. The three different applications provide managed service providers with options for supporting just homogeneous Xerox users, Xerox and monochrome HP users, and any printer device irrespective of the manufacturer. PagePack FM, the king of this suite, provides managed service providers with robust monitoring and reporting tools to give them deep insights into customers’ printer usage, consumable rates and maintenance needs.

Xerox is succeeding in managed print services not just because of the technology it’s put in partners’ hands, but also the enablement. Channel leaders such as Tom Gall and Gary Gilliam have worked tirelessly to educate partners on the value, benefits and road maps for managed print services. The commitment that Xerox is demonstrating to the model is the defining difference between it and the failures of other printer vendors. Through the program and business model, Xerox partners are reducing customers’ printing costs by upward of 30 percent, and that translates into customer satisfaction with the solution provider and profitable, recurring revenues for the partner.

For its efforts in managed print services, Xerox has earned the Channel Insider Champion Bull’s Eye Award for Managed Services Enabler of the Year.

>> Return to Bull's Eye Winners Page

Lawrence Walsh Lawrence Walsh is editor of Baseline magazine, overseeing print and online editorial content and the strategic direction of the publication. He is also a regular columnist for Ziff Davis Enterprise's Channel Insider. Mr. Walsh is well versed in IT technology and issues, and he is an expert in IT security technologies and policies, managed services, business intelligence software and IT reseller channels. An award-winning journalist, Mr. Walsh has served as editor of CMP Technology's VARBusiness and GovernmentVAR magazines, and TechTarget's Information Security magazine. He has written hundreds of articles, analyses and commentaries on the development of reseller businesses, the IT marketplace and managed services, as well as information security policy, strategy and technology. Prior to his magazine career, Mr. Walsh was a newspaper editor and reporter, having held editorial positions at the Boston Globe, MetroWest Daily News, Brockton Enterprise and Community Newspaper Company.

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