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

5 Things to Know to Survive the HP Separation

by Liz Kinney

I’m sure many of you have heard that HP is splitting into two completely separate companies on November 1. If you’re wondering whether or not your company will be affected, let me clarify: you will and your initial reaction might be something like this:

Liz Blog

But, don’t worry! SYNNEX has you covered with 5 simple things you should know to help avoid stress during “separation season.”

  1. HP Location ID– Remember when you finally remembered your Location ID? Well get ready for a new one! On August 1, all partners were assigned new location IDs. Partners will keep their existing Id for Hewlett Packard Enterprise and receive a NEW LOCATION ID for HP, Inc. SYNNEX has received the new partner HP, Inc. location IDs. You can call your HP Business Development Team for yours, or refer to the Partner Portal for your new Location ID. It will be visible through a “widget” which pulls up and shows you your unique ID.
  1. New domain for the HP Unison Partner Portal
  • Let it be known that starting November 1, 2015, HP will have two separate portal URLs. The bright side? You can use the same login for both!
  • The portal for HP, Inc. will stay the same: partner.hp.com. The NEW PORTAL for Hewlett Packard Enterprise is going to be partner.hpe.com- it’s all about the ‘e.’
  • Be sure to click the proper path when accessing deal registration and other information on Partner Portal:

new portal

  1. LEARN THE LINGO HP, Inc. (commonly referred to as “Inc-ers” around our office) Refers to all things printing and personal systems-related.
    1. Printers
    2. Ink/toner
    3. Workstations
    4. Notebooks
    5. Laptops
    6. Desktops, etc

Hewlett Packard Enterprise is a completely different publicly traded company that encompasses the following product lines:

  1. Servers
  2. Storage
  3. Networking
  4. Software and
  5. Services
  1. Deal registration changes
    1. Big Deal/ SmartQuote IDsNO CHANGE TO BIG DEAL NUMBERS (have mercy- they didn’t touch our big deals!). All of your existing and new big deals include your new location ID.
    2. Deal Registrations (NBO, SSR, and Target) – these deals transitioned to a new prefix system:
      1. HP, Inc. – all HP, Inc. deals will be recognized by an H number
      2. Hewlett Packard Enterprise deals will be recognized with F at the beginning.

5. Reporting: One of the most common questions we have gotten before and after the operational split is “Are my numbers being reported properly?”

  • YES – SYNNEX was ready to go from Day 1 (Aug 1). With the new location IDs loaded in our system, reporting to HP, Inc and Hewlett Packard Enterprise went off without a hitch.

Lean on SYNNEX’s HP Business Development Team for all of your HP support!!!

Lean

How will PageWide XL Impact the Large Format Channel?

by Anna Wrice

Cheetah

I don’t know about you, but the PageWide XL product launch comes up in every conversation I’ve had recently about large format printing. HP has created overwhelming buzz and anticipation in the channel for “the fastest large-format production printer”. But the big question remains:

How will PageWide XL actually perform?

I had the opportunity to see the new PageWide XL line in action at HP offices in Alpharetta, GA. I was completely taken aback by the print speeds compared to legacy devices. The designs/outputs were flawless, without a single smudge. No jams, just quality prints that were ready in a minute. Yes, a minute! That is twice as fast as competitive LED products in the market today.

Only time will tell if the PageWide XL portfolio will live up to the chatter, but I can tell you this: HP has projected a solution that will force a new level of innovation on the production-printing market. My money is on this technological giant delivering us a star.

pagewide xl

Two ways I believe PageWide XL will impact your business:

  • GROWTH in Established Markets: (Who says you can’t get all the business?) HP is targeting print studios, architects, engineers, reproduction houses, and technical teams with these speedy large format devices. This is not your average monochrome machine! The pigmented inks allow your architect and engineer customers to print those sharp lines and smooth grayscales they desire, but also provides your graphic customers with the dark blacks and vivid colors they need.
  • Saving your Customer’s Time: (Because aren’t we always running out of it?) PageWide gives you the highest productivity from start to finish. HP’s SmartStream software will cut your job prep by 50%, the embedded Adobe PDF Print Engine 3 will process your complex jobs faster and the print speeds…

PageWide Print Speeds

GUESS WHAT?

SYNNEX has been chosen as a distributor of HP’s PageWide XL – For more information please contact me, Anna Wrice, at 864-349-4002 or drop me a line at annaw@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

Do You Have Too Many Resolutions?

calvin

The champagne bottles are empty and 2015 is finally here. Most salespeople take some time at the beginning of the year to reflect on what they accomplished over the past 12 months and set some goals for the new year. It can be tempting to take on too many new year’s resolutions “I’m gonna run a marathon, learn Mandarin Chinese, read 50 books, volunteer every week, give up chocolate, grow sales by 200%, and if I have time finally write my screen-play”

It’s no wonder we settle back into our old habits by February!

Instead of day-dreaming resolutions, this year think of 3 very specific, attainable goals. If you can measure your progress against the goal you have a much better chance of following through. Hand write it on a piece of paper and place it in a conspicuous place.

I am trying this method. We will see in 12 months if it works!!

If your goal is to win more competitive deals and make more margin selling HP printers and supplies then give me a call this January. Also check out a previous post I wrote on 3 Ways To Make More Margin: CLICK HERE

If you get value from this blog and want future post delivered to your inbox please subscribe.

Jennings Tinsley

SYNNEX HP Business Development

864-349-4784

Are Your Customer’s Printer Fleets Secure?

printer burglar

The recent Sony hack may have gotten your customers asking “Are my printers and documents at risk of a data breach?”. In reality most IT departments overlook security when it comes to printer fleets. The bad guys know this are are increasingly targeting printers as a way in the door. According to Quocirca “90% of enterprises say they have suffered at least one data loss through unsecured printing”

This where you the trusted adviser comes to the rescue.

cop at printer

In an interview with The VAR Guy Shauntae Houff from HP Security expands on printer security risks “We’re seeing that the printing infrastructure is often overlooked when it comes to security strategy or risk mitigation strategy. Not all of these threats are malicious. A lot of them are actually coming from internal people or processes that are accidental breaches within the organization, and that exposure of data. So it’s important to put solutions in place to make sure to help your employees and processes to remain secure.”

Read more about HP’s new best-in-class print security offerings CLICK HERE, then come ready to talk security in your next meeting:

“How much of your print volume would be considered confidential?”

“What would be the costs of that data getting in the wrong hands?”

“Is securing your printer fleet a priority?”

For more on HP’s Printer Security Solutions call SYNNEX’s HP Business Development Team:

Jennings Tinsley – 864-349-4784 – jenningst@synnex.com

Liz Kinney – 864-373-7378 – lizk@synnex.com

JOIN US ON LINKEDIN: CLICK HERE

Asking the Right Questions

questions

It can be intimidating to ask your customers about their printer needs if you don’t know the right questions to ask.

Check out SYNNEX’s recently updated “Printer Opportunity Checklist”. When you are armed with these questions, you will have to confidence to say “tell me about your printing needs” on your next sales call.

You can download the checklist by clicking this link: Printer Opportunity Checklist From SYNNEX

Are you Wynning? Varnex 2014 Review

Wynn

The Varnex Fall conference was, without a doubt, one of the top tech events I attended this year. This SYNNEX sponsored bi-annual conference wrapped up yesterday in Las Vegas after 3 days of “what’s next” from vendors like HP, Lenovo, Dell and Microsoft. The channel partners in attendance came away with real, practical strategies and tactics for how to grow their business in 2015. I met with partners of all sizes from all over the US (and a few from Canada) – what amazed me is the level of confidence among Varnex members that they can continue to drive growth. And the proof is in the pudding – members of our Varnex community grow faster than non-Varnex members!

Here are some of the highlights for me:

HP Splitup: Christoph Schell from HP delivered a keynote speech Monday that touched on HP’s split and recent 3D printer announcement.

Christoph

HP sent shockwaves through the channel last month when they announced the PC/Print and Enterprise divisions would be parting ways. The two companies will be operated as independent publicly traded companies – there will be deep collaboration between HP Inc. (printers and computers) and Hewlett Packard Enterprise (servers, storage, networking, software). Schell described it as “moving to a two car garage” – a reference to HP’s founding in a silicon valley garage. Though it’s unclear exactly how the new companies will be structured, Schell described a more agile company that will speed up innovation and expand opportunities for channel partners. No matter what happens between now and the official split date of Nov 1 2015, you are in good hands with SYNNEX.

 

3D Print: The term “blended reality” figured prominently into Schell’s new product overview. HP’s goal is to blend the digital and physical world with products like the recently announced Sprout Computer and Multijet Fusion 3D printer. See HP’s official blended reality site here: CLICK HERE .

3d printer

According to Schell, HP’s new 3D printer will “dramatically change where and how products are manufactured”. The example he gave was auto parts retailer Pep Boys – the supply chain issues involved in getting car bumpers are immense. Shipping costs of aftermarket bumper parts and maintaining inventory levels for countless bumper types present a challenge. Schell described a world where Pep Boys stores would have a 3D printing device at or near store locations. Bumpers would be printed on demand when the customer need arrives. Obviously the opportunity for channel partners is huge – selling, installing and servicing the hardware plus the monthly consumables.

 

I am very bullish on the market opportunity for SYNNEX partners in HP 3D print. It will be interesting to see how the go to market shapes up for these innovative new products.

Coach Bill Cowher: One of the coolest parts about Varnex conferences is hearing perspectives outside the tech industry.

Cowher Varnex

Super Bowl winning coach of the Pittsburgh Steelers Bill Cowher shared several stories from his long career about winning, losing and the importance of perspective. The Q and A session gave Varnex members a chance to get Bill’s take on this week’s games, the concussion issue facing the NFL, and the hilarious photo stuffing incident


I was lucky enough to get a quick conversation with Coach Cowher. Now doesn’t that make you want to join Varnex!!

Jennings Tinsley

HP Business Development – SYNNEX Corporation

864-382-9017

New Partner Promos for HP Officejet

 

Thanksgiving 2

Its the season to be thankful for a cornucopia of new HP programs. Especially the $200 per unit spiff on the Enterprise X!!

This post gives you an overview of the new “Ink in the Office” promotions and programs that were launched Nov. 1 2014. Everything listed below should look familiar because it includes continuations of programs that were successful in the past. 

These new inkjet programs are designed to help you drive more inkjet sales and make Officejet Pro X / Enterprise X a profitable part of your business.

 

MARGIN ENHANCEMENT: Earn a backend rebate of up to 7.5% on every Officejet Pro X and Enterprise X device sold from Nov 1 through April 30th. Program document here: Officejet X Margin Enhancement Program 1H15 external doc

BUY ONE GET ONE: This promo for Officejet Pro X has been very popular. For a BOGO quote use the SYNNEX “kit skus” listed on this flyer Nov Buy 1 Get 1 Free Promo_Officejet Pro X . For customizable marketing resources click the following links: EMAIL TEMPLATE  ,  POSTCARD TEMPLATE  ,  TELEMARKETING SCRIPT

BUY TWO GET ONE (ENT X) : The enterprise version is 3 units for the price of 2 Nov Buy 2 Get 1 Free Promo_Officejet Enterprise X

SPIFFS: $50 per unit spiff for Officejet Pro X / $200 per unit spiff for Enterprise X. This is valid during HP’s Q1  (Nov 1 – Jan 31). Spiffs on products solid are claimed through HP’s Blue Carpet Website. Ask SYNNEX about our weekly HP Spiff report – a complete list of spiffs earned.

DEMO PROMO: All partners are eligible to purchase Pro X or Ent X demo units at 75% off. Call SYNNEX HP Business development to see if you are eligible for the upfront discount or backend.

MONEY BACK GUARANTEE: Officejet Pro X products have a no questions asked 90 day money back guarantee. This is an excellent promotion for end users who are hesitant to try ink in the office. Read the terms and conditions here: OJPX MBG TCs

ALANA THORNTON: SYNNEX now has a dedicated resource for HP Officejet. Alana is here to help you use the programs above – As the inkjet navigator, Alana can provide training for your team, help you establish marketing strategies for inkjet, and ensure your making margin.

 

SYNNEX HP BUSINESS DEVELOPMENT:

Jennings Tinsley – 864-349-4784

Liz Kinney – 864-373-7378

Alana Thornton – 864-349-4335

How PartnerOne Changes Will Impact Printer/Supplies Partners

Change

Well its not just the leaves changing this fall. The end of HP’s fiscal year (Oct. 31) brings with it announcements about how channel programs will change. Our job at SYNNEX is to comprehend and interpret these changes so you will know how your business is impacted. In addition to the expected PartnerOne changes, HP announced over the weekend that it will be splitting its PPS and EG business units into separate companies. The Imaging and Printing Group will be included in HP Inc. under the direction of Dion Weisler: CLICK HERE

When it rains it pours right!!

Below I highlighted the most important changes for print partners. If you want to watch a replay of the 1 hour webinar, the link can be found here: CLICK HERE

SELLING ADVANTAGE IS GOING AWAY: This supplies rebate program will be replaced by a “Supplies Track” within HP PartnerOne. Beginning with Silver supplies partners ($250k in the trailing 12 months) you will receive base compensation rebates quarterly. This means you will be paid rebates from dollar one without having to meet goals. There is a quarterly Accelerator goal for Silver and Gold partners that will operate very similar to Selling Advantage. HP is introducing new incentives based on toner marketshare and something they are calling “Behavior Benefit”. Basically this means you are selling HP OEM supplies on your website and NOT reman.

TARGET REBATES WILL BE FOR THE BUSINESS UNIT LEVEL: The current target rebates expire on Oct. 31. The new target list will be published in early November to include both commercial and public sector accounts. When you download the list from Partner Portal you will notice individual end user target accounts will be designated for either IPG, PSG, or both. In the past a Target account was eligible for all PPS. Be sure to download the list and register the customers you want to target in 2015 – this rebate is exclusive to one partner only.

NBO WILL INCLUDE PRODUCT LINE 8A: This is great news because PL 8A (the 400 series) includes some of our top selling mono single function printers. Don’t forget to register for NBOs early and often in the sales cycle because this exclusive rebate can help you win.

For more on how ParterOne changes will impact your business call SYNNEX’s HP Business Development team:

Jennings Tinsley: 864-349-4784

Liz Kinney: 864-373-7378