Ingram Micro introduces new turnkey Managed Print Services
Three separate SKU service pack offerings are available. Grant said that it is possible to buy elements on an a la carte basis, but they are leading with the packages.
“Ingram Micro has spent a lot of time making sure we get the right program, with the right combination of packaged offerings for resellers to leverage,” Grant said. “We built in flexibility because partners are at very different levels with respect to MPS.”
The three service packs are Plus, Advance and Total.
“Plus is basically a toner replenishment model, which monitors the supply level, with routing being to a specific printer” Grant said. “It’s not a full version of managed print, but it is a nice way to get in with an end client with a toner replenishment model that is fairly well automated and provides ‘just in time’ supply.
“Advance is more of a true MPS offering,” Grant said. “It is an all-inclusive, cost per page model, which includes toner, monitoring device, monitoring the supply level, and help desk, There is an option for break-fix services, which some partners may not want because they have that on their own.
“The Total service pack integrates hardware,” Grant said. “It is a cost per page model blended in with printers on a monthly installment.”
The new MPS Connect professional services are assessment, quote and proposal development services are designed to help channel partners build their sales and services pipeline quickly by identifying and ultimately capturing new MPS business opportunities with existing customers and prospects.
“Our customer feedback was that some partners needed help doing assessments and closing the deal,” Grant said. “Connect installs the data collection agent and software that looks at what printing is happening and then monitors the print environment for 60 days and then makes recommendations on how to close the deal. It doesn’t do service monitoring or supply monitoring or break-fix. It just collects enough data to assess the printing environment so the solutions provider can then go to the customer and show them how to save them money.”
Grant said these SKUs should appeal to some established MPS players as well as the more obvious target — solutions providers who are only newly into the area, or who are thinking about it but have not made the move.
“There’s a lot of handholding here for those who dont know managed print, but we think there will also be appeal for guys who are also very sophisticated in the space,” he said. “Things like just-in-time supply are important for experienced guys as well. I think those guys will look very closely at our offerings and see what might fill some gaps on their line card and drive more efficiencies for them.”
Grant thinks that the fully vendor-agnostic nature of the distributors offerings will appeal to the more experienced players.
“Typically, they lead with one vendor, but they do cover other brands,” he said. “Most vendors now have their own MPS for their own branded product, and while some vendors do support multiple brands, the Ingram Micro value proposition is that we are truly vendor agnostic. The vendors want supplies and hardware to be on contract, rather than transactional.”
The new Ingram Micro offerings are available in the U.S. now, and Grant said they will be coming to Canada soon.