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Xerox: Helping channel partners capitalise on MPS market opp

By Catherine Knowles, 24 Jul 2015
FYI, this story is more than a year old

Nearly 75% of SMBs are yet to deploy a managed print service (MPS), presenting a $16 billion market opportunity for channel partners, says Xerox, the business services and digital printing equipment provider.

Four new tools in the Xerox Partner Print Services (XPPS) offering will help partners capitalise on the market opportunity - whether they are selling MPS for the first time or building on an established programme, Xerox says.

Partners can take advantage of Xerox’s three-stage MPS strategy - assess and optimise, secure and integrate, and automate and simplify - to deliver solutions will reduce costs by up to 30% annually, improve predictability and generate new, recurring revenue, according to Xerox.

The new tools include:

Enhanced Managed Supplies Service: A way for partners to provide proactive, automatic supplies replenishment for printers and multifunction printers that are not under a cost-per-page price plan to save customers time and money.

Leading channel partners that sell managed supplies services average 25% margin on managed ink and supplies revenue, which delivers an additional predictable, recurring revenue stream, says Xerox.

NewField IT e-Commerce Storefront: For partners to order and renew assessment tools and services to analyse a company’s IT infrastructure in order to develop and sell a smart MPS program.

MPS Application Programming Interface (API): A software development kit that integrates with a partner’s front or back office system to reduce administrative costs such as client billing and improve help desk and incident management metrics.

Xerox Digital Alertnatives: A desktop and mobile assistant technology that automates paper-based workflows. Partners can sign, annotato, share, save and read documents in one interface.

“With these MPS tools, channel partners can grow share of wallet with existing customers while locking out competitors, and in the process we impact our bottom line by selling more technology and services, and locking in post-sale revenue,” says John Corley, Xerox Channel Partner Operations president. 

“The new tools move beyond helping a client print for less. They automate business processes, boost employee productivity and drive security and mobility,” he says.

These services are first available to U.S. and European partners, then rolling out to Canada later this year. Xerox has not yet announced when it will be available to New Zealand partners.

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