Toner Box Labeling Improves MPS Customer Experience

Cluttered mailroom.PNG

MPS providers looking to differentiate their solution know that toner box labeling improves the customer experience. SYNNEX recently expanded its labeling capabilities making it easier and more cost effective for dealers to offer this service.

I sat down with Bob Evans from SYNNEX’s PRINTsolv division to discuss why dealers label, how solutions providers should approach launching MPS, and what SYNNEX’s value proposition looks like in the managed print industry today.

Jennings Tinsley: What is toner box labeling and why do some end users value this service?

Bob Evans:  Toner routing labeling helps close the loop on getting the toner to the correct printer.  Having SYNNEX drop ship your toners directly to end-user saves time and money vs a reseller delivering themselves.  However, in the drop ship MPS model, the end-user typically does not have any specific advance knowledge of toner arriving at the receiving dock.  While SYNNEX has always included routing information on the packing slip, there are times that the packing slip is separated from the toner box.  By having the routing instructions on the toner, the end-user can easily determine which printer that specific toner is for.

JT: How does SYNNEX support dealers who need to offer their customers a labeling solution?

BE: Adding routing labels to your supplies order is simple. Whether you send PO’s manually, through XML/EDI, or automated ordering through PRINTsolv, our system collects the routing instructions and prints them on a sticker at the warehouse before shipment. Since this is a value added service, there is a small fee per label. You can check out our labeling flyer or contact your SYNNEX account manager for more information: SYNNEX Routing Label Solution July 2017

JT: Managed Print Services is expected to grow by 5% annually through 2021 (according to IDC). What does SYNNEX’s MPS value proposition look like today? 

BE: SYNNEX offers all of the software, services and expertise to get your MPS solution off the ground. SYNNEX’s PRINTSolv solution enables resellers to deliver automated toner replenishment or a full MPS solution.  Our integration with HP programs, means that dealers can leverage the best possible HP OEM pricing for each contract situation.  Our PRINTSolv Dashboard software provides an efficient platform to manage multiple contracts.  Access to the Dashboard can be given to end-users, so they can see their usage patterns, track toner shipments, and when devices are estimated to need the next toner.

JT: What advice can you give VARs and Office Product Dealers exploring MPS as a possible new offering?  

BE: Take advantage of the tools and services that SYNNEX offers to help you build an MPS or auto toner replenishment offering.  Use the 10+ years of expertise that PRINTSolv brings to the table to enable your value added services to stand out relative to your competitors.  Assign an MPS champion that should be sales focused to build your contract portfolio.  Once you are working with a customer in a contractual relationship, you can use the PRINTSolv tools to help you uncover additional revenue opportunities.  As example, you will be able to compare high operating cost printers and show your customer how they will save by replacing those machines with lower operating cost models.

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The Wolf – HP Secure Print Tickles the Funny Bone

Security is top of mind for CIOs around the world. HP produced a surprisingly entertaining 4 part video series that exposes the threats from unsecured printers. Aside from being funny, The Wolf videos have produced solid sales leads that led to revenue for VARs.

Part 1

Part 2

Part 3

Part 4

Top technology resellers rely on SYNNEX to help them go-to-market with HP’s industry-leading secure print solutions. Fill out the brief form below to be contacted by the SYNNEX HP Business Development team. 

SYNNEX Corporation Selected by HP Inc. to Distribute the New A3 Printer Portfolio

Major distributor provides access to highly-anticipated new offerings from global leader in print

GREENVILLE, S.C., May 8, 2017 /PRNewswire/ — SYNNEX Corporation (NYSE: SNX), a leading Technology Solutions distributor, today announced that it has been selected to distribute HP Inc.’s new A3 multifunction laser printers (MFPs). Building on SYNNEX’ extensive HP offerings, the addition of the A3 portfolio enhances SYNNEX’ line card with high-speed, intelligent, and exceedingly secure printer-copiers. As resellers and managed services providers look to establish or expand their footprints in the high-margin print services field, they can access next-generation technologies backed by SYNNEX’ signature solutions and support.

SYNNEX Corporation logo

SYNNEX has been selected as an authorized distribution partner for HP A3 printers in both the US and Canada. HP Inc. is the global leader in printing, and SYNNEX has been one of the largest distributors of HP products in North America for more than 20 years. Now, the entry of HP Inc.’s A3 MFPs into the marketplace allows resellers to deliver the latest printing innovation – transforming end-users’ printer-copier experience with innovation engineered for security.

“SYNNEX is pleased to bring the leading-edge A3 portfolio to the North American market,” said Peter Larocque, President, North American Technology Solutions, SYNNEX Corporation. “HP Inc.’s leadership in innovation, quality and reliability continues to have a significant influence on the printing market, and the addition of the A3 line provides tangible growth opportunities for SYNNEX customers.”

“We are tremendously excited about the HP A3 portfolio and the overall value proposition and accompanying business opportunities,” said Matt Schotten, Vice President, Managed Print Services, ImageNet Consulting. “SYNNEX has been an incredible partner in helping us grow our traditional LaserJet and Page Wide Solutions business, and we look forward to the continued exemplary support with HP’s A3 portfolio.”

“We have trusted SYNNEX for more than 10 years,” said Rich Houghton, President, ManagedPrint, Inc. “They have been our main distributor of HP printers, MFPs and supplies. The reason we have been with them for 10 years is very simple: it’s the people. The people at SYNNEX resolve any issue we come across, and are always flexible and understanding. We look forward to continuing our relationship with SYNNEX for the new A3 product line from HP.”

The copier market has eagerly awaited HP’s new A3 portfolio, which became available through SYNNEX in early May. For resellers seeking more information on HP A3 through SYNNEX, please contact Jennings Tinsley (Jenningst@Synnex.com) or Megan Stathakis (Meganst@Synnex.com). For more information about SYNNEX, visit www.synnex.com.

About SYNNEX
SYNNEX Corporation (NYSE: SNX), a Fortune 500 corporation and a leading business process services company, provides a comprehensive range of distribution, logistics and integration services for the technology industry, as well as outsourced services focused on customer engagement strategy to a broad range of enterprises. SYNNEX distributes a broad range of information technology systems and products and also provides systems design and integration solutions. Concentrix, a wholly-owned subsidiary of SYNNEX Corporation, offers a portfolio of strategic solutions and end-to-end business services around customer engagement strategy, process optimization, technology innovation, front and back-office automation and business transformation to clients in ten identified industry verticals. Founded in 1980, SYNNEX Corporation operates in numerous countries throughout North and South America, Asia-Pacific and Europe. Additional information about SYNNEX may be found online at www.synnex.com.

Get in touch with the SYNNEX HP Print team to learn how A3 can benefit your business

Printer Security: What You Don’t Know CAN Hurt You

Bouncer

Network security is top of mind for IT decision makers today. While 90% of organizations report having suffered at least one data loss through unsecured printing, most enterprises have overlooked printing devices in their security strategy.

I sat down with Steve Daniels (HP Commercial Business Development Manager) to discuss the most common printer security vulnerabilities and what top channel partners are doing to keep their customer’s networks safe.

Jennings Tinsley: “Security is a top priority for CIOs, but printers are often left out of the security conversation. Why is printer security overlooked?”

Steve Daniels: “Printers tend to be thought of as ancillary or peripheral to “intelligent devices”. In particular medium to small organizations will view printers as “just a box”. But the truth is that printers today have the same characteristics as other devices on the network. Printers have an operating system, a hard drive, software, and an internet connection so they operate much like a PC. Think of printers as devices that traffic in confidential information and are open to the same security risks as PCs. Organizations who are taking security seriously are treating networked printers as equal citizens on the corporate network.”

JT: “What is the most common type of printer security breach? What is a quick change organizations can make to improve printer security today?”

SD: “The most common security threat is surprisingly simple. People picking up documents from the output tray that were intended for somebody else. We have all been there. You walk up to the printer and find a stack of pages somebody else printed but forgot to pick up. The documents people print are current and important. When you have a sensitive environment like healthcare, financial services or government agencies, those documents getting in the wrong hands could mean regulatory or legal trouble. The quickest way to protect information en route to a printer is to implement what’s called pull printing (also known as PIN printing). Pull printing will require the user to type in a code or scan a badge to verify their identity before the print job is released.”

JT: “The Target security breach ultimately resulted in hundreds of millions in damages and the resignation of its CEO. Can you give examples of how unsecured printers have impacted organizations?”

SD: “We have seen printer security breaches come in many forms. What is becoming more prevalent now is unauthorized access from remote devices or ‘sniffers’ attached to network cables. People who really want a way into the network will find a way through an unsecured printer or the HVAC system in Target’s case. While we can’t reference anything as high profile as Sony or Target, we can link several instances of regulatory violations (HIPPA and SEC) to unprotected printers connected to corporate networks.”

(after posting I was made aware of a recent large scale printer hack at several universities)

JT: “What is the best way to begin the conversation with a customer about secure print?”

SD: “I start with “Tell me about your organization’s printer security policy?” You are likely to get blank stares. In a recent study, nearly 90% of enterprises say they have suffered at least one data loss through unsecured printing. Pointing out this statistic will get your customer thinking seriously about which vulnerabilities may be lurking among their printing devices. When the customer recognizes that printers are equal citizens on the network, they will want to take steps to introduce security protocols on every device.”

JT: “HP talks about being 3 to 5 years ahead of its competitors when it comes to printer security. Can you talk about HP’s secure print differentiators?”

SD: “In the past few months HP brought to market 3 key features that give us a solid competitive advantage when it comes to printer security. All three of these features come standard on every new enterprise class device. The security features include HP Sure Start, Whitelisting and Run-time Intrusion Detection. Sure Start is a BIOS protection that validates the BIOS at every boot cycle. Whitelisting validates the firmware to ensure only known-good HP code is present. Run-Time intrusion detection looks for anomalies during complex firmware and memory operations. If an attack occurs, it shuts down the device and reboots.

HP offers a free security assessment for customer who want to know if their printer fleet has vulnerabilities. The Quick Assess takes about 1 hour and covers up to 20 HP printers or MFPs. At the end of the assessment the customer gets a risk report showing what percentage of devices are vulnerable and recommendations for how to address.”

To view a replay of SYNNEX/HP’s print security webinar CLICK HERE

To schedule an HP Quick Assess, contact the SYNNEX HP Business Development team: hpipg@synnex.com

New HP DesignJet Line Ideal for Rugged Work Environments

hp designjet worksite

HP launched five new DesignJets this past November – The T730, T830 Multifunction, T930, T1530 and the T2530 Multifunction Printer series.

I had the opportunity to travel to Phoenix, AZ and see these new solutions first hand. The buzz surrounded the new T830 MFP. I believe it’s going to be a sweet spot for those small businesses looking for a multifunction unit to fit their work environment without giving up performance and quality of prints.

Without a doubt DesignJets and the AEC market have gone hand in hand. HP has added the “rugged case” as an option for the new T830 MFP and T730. Everything in our world evolves around efficiency and being mobile – the rugged case allows your customer to do just that. Don’t miss out on the chance to bring value to the table when meeting with your AEC and design customers. Being able to understand what’s needed in your customer’s rough environments (dust, etc.), and recommend a durable solution just might close the sale for you.

What’s next?

Out with the old and in with the new! The double edge sword with DesignJets is their life cycle – they go on forever, so it’s crucial to get familiar with the new models and target refreshes across your customer base. Check out this great overview here on “Why upgrade your HP Large Format Printer”.

As always, your SYNNEX HP team is here to help you place these new DesignJets with the right opportunity. We have healthy levels of inventory and are ready to answer your questions and grow your business this year. Let’s discuss your 2016 initiatives.

Onward,

Anna Wrice

Get To Know Us

 

 

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

Size Matters: Why HP’s New Printers Are Small

Honey I Shrunk

Much like Rick Moranis’ character from “Honey I Shrunk The Kids”, HP is shrinking the size of its new printers. In a press release Tuesday HP announced its new line of LaserJet printers and JetIntelligence branded toner CLICK HERE.

But is smaller better?

Here is what you need to know about HP’s spring new product introductions:

  • COMPACT: Lets face it. Printers take up a lot of room.

Big Guy

When channel partners ask me for a printer recommendation one of the most common criteria they give me is “make sure its not too big”. HP’s new lineup of color printers and MFPs are up to 41% smaller than competitive products. What does this mean for your customer? More functionality without cluttering their work-space. A friend who works at HP described the big product reveal from internal training: An HP M276NW (current device) was sitting on the table. The trainer lifted up the device (just a shell) to reveal the new replacement product inside. That’s a powerful visualization of how the new M252, M277 and M552 are so much more compact.

M277DW

  • FASTER First Page Out: Your customers are tired of standing there waiting for the printer to warm up

Wait

The new line-up of LaserJet printers and MFPs offer fastest-in-class  output. This means your customers are getting first page out 48% faster than competitive products and 36% faster output. Less time waiting for the darn thing to start up, more time getting work done!

  • HIGHER Page Yields: Stop replacing cartridges so often

cartridge

The biggest piece of news to come out of the press release is actually about toner. Every new LaserJet product will use a newly formulated toner called JetIntelligence. The cartridges are filled with ColorSphere 3 toner that melts at a lower temperature. This means less energy used and 33% more pages per cartridge. With new anti-fraud technology you know you’re getting reliable HP OEM toner. (SHHHH! don’t tell the compatible guys that JetIntelligence is impossible to re-manufacture)

If you want to read more about the new LaserJet and JetIntelligence products click the “LaserJet Spring ’15 Launch” tile in My HP Sales Guide 

Spring NPI

SYNNEX caries the full line of HP LaserJet and JetIntelligence Products. Contact the HP Business Development Team at SYNNEX for more information:

Jennings Tinsley: 864-349-4784 / jenningst@synnex.com

Liz Kinney: 864-373-7378 / lizk@synnex.com