MPS FOR SMBs
CONTINUED
Raising awareness But there are still some SMBs that are resistant to taking up MPS solutions, and this is where resellers have a role to play. “In terms of what’s driving and what might hold SMBs back from subscribing to a managed print service, in my view, it’s simply awareness,” says Chris. “SMBs like the idea of someone else taking care of their print estate and managing consumable replacements, with everything taken care of under one monthly bill. Partners that actively take the solution to market and extol its benefits to customers do well with managed print. “I think the secret of success with managed print in the SMB market is to keep it simple. This is why we’ve tried to make OpenMPS as easy to set-up and operate as possible. It requires no up-front investment from the partner and it’s easy to manage on a day-to- day basis.” Reseller conversations Greg says there are various benefits of MPS that should be emphasised to potential customers by resellers. “Remotely managing devices is one key benefit of MPS, particularly as IT leads seek to gain greater oversight of their decentralised network,” he says. “MPS allows IT teams to take control of security updates to bolster their defences while protecting sensitive documents. “MPS also allows them to keep track of
device usage and performance to minimise device downtime, which is one of the biggest threats to productivity. With Brother MPS, for example, we aim to have devices back up and running within four hours, with 98% of issues resolved over the phone. For the remaining 2% of cases, we dispatch an expert to fix it the next working day.” Greg adds that the cost savings of MPS are also clear. “Brother recently launched its MPS calculator tool, which allows users to work out how much they can save by moving to print- as-a-service,” he says. “All businesses need to do is input simple data about their print usage and devices, and they’ll then be given an option to contact a reseller to transform their print estate. “We recognise the popularity of procuring tech and services on a subscription basis, and we’ve moved to make sure resellers can help customers of all sizes capitalise on MPS. Last year we introduced MPS Essential, which allows small businesses to sign-up to a contract for as little £6.63 a month. “Businesses can access automatic supplies replenishment, ongoing maintenance support and options to enhance their set-up through cloud solutions. “For resellers, this means locking in recurring revenue spend from customers and being able to support businesses with the extensive expertise that helps to cement long- lasting relationships.”
Chris Bates business unit director – print and supplies, UK
uk.tdsynnex.com
OPEN MPS – see how it works
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