Why your Customers Pay too Much to Print (and how to be the Hero)

Printer Dollar

Research shows 80% of organizations do not know how much they spend on printing each month. Eric Wederbrand (VP of Print Product Management at SYNNEX Corporation) knows why printing costs are so mysterious and what solutions providers can do to help.

I sat down with Eric to discuss what resellers should look out for to identify opportunities in their customer base. For partners considering whether or not to develop a Managed Print Services (MPS) offering, Eric emphasizes market-leading resources available from SYNNEX:

JT: What causes print spending to go overlooked for so many organizations?

EW: If you ask any business owner how much they want to spend they will say “I don’t want to spend anything on printing”. Print is viewed as a nuisance. Combine this with the fact that most companies are highly decentralized in how they pay for print and you’ve got an environment where printing costs are a mystery. Large enterprise customers are being fought over by the manufacturers and well established dealers. The medium end of SMB is big enough to pay attention to print cost, but is still largely overlooked by the big players. This is where PRINTSolv and our HP Page+ Powered by PRINTSolv offerings have found a sweet spot. Business owners at the small end of SMB don’t want the hassle of another contract.

JT: When IT directors discover they are spending too much, what are the most common culprits?

EW: The culprits have been the same for 20 years: too many devices and too little governance. There is no rhyme or reason to why a device is placed and who is printing what. If there is not a compelling reason for “Why is this printer here?” it’s probably wasting money.

JT: What is the quickest, easiest way to get a snapshot of how much an organization is spending?

EW: Engage PRINTSolv. Our team can help you set up a DCA (data collection agent). The DCA software sits on the network and monitors who is printing what. This will give you a snapshot of how much is being spent and where adjustments can be made to save money.  (ON DCA RELUCTANCE) This is really an older argument that comes down to the selling motion. Are you worried about data leaving the firewall or are you just not interested? I have found that most objections fall into the second category, so it’s important to qualify upfront. When we look at public sector, it depends. The fed space is locked down, state and local is hit or miss, and education is thriving.

JT: For companies who determine they are spending too much, are there any small changes they can make to reduce cost right away?

EW: Local device consolidation is first and most important. This means removing the unnecessary personal desktop devices and redirecting to more efficient departmental devices. People will complain about having to walk a few feet to pick up their prints, but there are ways to convince decision makers that behavior can change. Put a box of donuts on top of the departmental printer. Take a picture of the empty box at the end of the day. Now you’ve got photographic evidence for the CFO that people will in fact walk to the copier! The second area is moving to just-in-time supplies. It’s silly for the customer to pay good money to have toner sitting in a supply closet.PRINTsolv (printsolv-overview) has a support staff of 20 people who manage fleets all day long. They are there to ensure the toner gets to the customer when it’s needed. Customers can take that money sitting in the supply closet and re-deploy towards something more profitable. Same goes for man hours spent managing printer fleets. Let PRINTSolv take away that burden.

JT: Where have you seen channel partners delivering the biggest impact in managing print cost?

EW: There are three areas: automation, analytics and solutions that drive improvements in behavior. Solutions providers who are focused on leading with that message are winning deals and delivering results for their customers. We (PRINTSolv) have the people and the platform to make our partners competitive. We challenge ourselves to be the most efficient MPS offering in the industry.

To learn more information on how SYNNEX can help you succeed with Managed Print Services (MPS), contact PRINTSolvFieldSales@synnex.com

Advertisements

Leave a Reply

Fill in your details below or click an icon to log in:

WordPress.com Logo

You are commenting using your WordPress.com account. Log Out / Change )

Twitter picture

You are commenting using your Twitter account. Log Out / Change )

Facebook photo

You are commenting using your Facebook account. Log Out / Change )

Google+ photo

You are commenting using your Google+ account. Log Out / Change )

Connecting to %s