CONVERGING MPS AND MANAGED IT
For managed print services providers, decreasing print volumes means that some are looking to diversify into providing other services, such as managed IT, to ensure they can keep customers and revenues.
With print volumes still significantly down on pre-COVID levels, managed print services (MPS) providers are increasingly having to diversify their service ranges to ensure they can keep revenues high. Research by Quocirca in 2024 found that with eight in 10 businesses planning to roll out AI-powered PCs in the next 12 months, many are also looking to refresh their print fleet at the same time. “This presents an enormous opportunity for MPS providers that can broaden their offering to adjacent IT services and provide customers with AI solutions and advanced services to support the hybrid work environment,” said Louella Fernandes, CEO of Quocirca at the time. But while there are growing opportunities today, it follows a trend that has been developing for some time. “Over the past 20 years, I’ve watched a clear pattern emerge: as the demand for printed materials has declined, forward- thinking MPS providers have sought to diversify, and managed IT services have become the most logical next step,” says Nathan Charles, head of customer experience at OryxAlign. “These providers already have strong customer relationships and a trusted presence in the client environment, which gives them a head start. However, that’s where the familiarity ends.” Nathan adds that MPS providers are moving into IT services now than ever before. “The convergence is largely driven by shrinking print volumes
and rising demand for holistic digital infrastructure management,” he says. “MPS providers see IT services as a viable growth path, while some MSPs are cautiously eyeing print as an add-on. However, the shift is more commonly from print into IT rather than the other way around.” Moving into managed IT But while more MPS providers are moving into providing managed IT services as well, the move is not easy. “The transition is anything but simple,” says Nathan. “Selling and supporting IT services is a different world. It requires a deeper bench of technical expertise, continuous monitoring tools, cybersecurity acumen and a culture shift from break/fix to proactive management. Barriers include recruiting the right talent, changing operational models, retraining sales teams and earning credibility in a more complex service space.” Chris Bates, director – print & supplies, UK & Ireland at TD SYNNEX, agrees that while managed print and wider managed services market is growing, it’s not an easy gap to bridge in either direction. “Most of the mature businesses active in both areas are quite focused and specialised and their services are quite mature and sophisticated,” he says. “While you can see how print might sit with network management and vice- versa, and diversifying in this way would provide a way to expand and grow business, it would take a lot of effort, time
Louella Fernandes CEO
quocirca.com
Research by Quocirca in 2024 found that, with eight in 10 businesses planning to roll out AI-powered PCs in the next 12 months, many are also looking to refresh their print fleet at the same time
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