LMI BLOG

How to Train a New Managed Print Services Sales Rep

Posted by LMI Dealer Content Team on Thu, Aug 29, 2019 @ 01:29 PM

training LMI

If two sales representatives were competing for the same Managed Print contract, who do you think has the better chance of winning? A sales rep with no formal training or a sales rep who has been trained to ask the right questions, assess the current state, handle objections and create a professional proposal?

For elite MPS providers, sales training is not an option. It’s a money maker. 

Assuming you have hired the right candidate (which is a whole other story), here are five areas sales training can help. 

1. UNDERSTANDING PRINT PROBLEMS

The typical business lacks any formal print policy to ensure volumes and costs are kept under control. This often leads to avoidable waste, operational inefficiencies and overspending. 

A sales rep that’s trained to look for common print-related problems has a huge head start over the untrained rep who lacks a roadmap to create the need for MPS. Training helps the rep ask the right questions and collect the right information to support the change from an unstructured to a structured print environment. 

 2. KNOWING WHERE TO FISH

The trained seller knows which verticals are the most prone to printing mistakes. Prioritizing these paper-intensive verticals accelerates the growth of a prospect funnel because you’re fishing where the fish are. In addition to the industry, knowing who to contact is also a critical skill. Starting with the wrong person or the wrong level of contact can also prove to be critical to success. For example, the office manager may have bought the copiers in the past but may not have this authority to ink a Managed Service agreement that integrates hardware and service delivery around a networked appliance that needs both IT and finance approval. 

3. BOOKING APPOINTMENTS

Unless you’re the only one selling Managed Print, you will need your sales reps to engage with new contacts by phone, email, social media and at local business events. Your approach strategy will be critical to your success. This is why so many of the elite MPS providers invest in training their reps in the latest strategies to connect with key decision makers and secure that critical first meeting. 

 4. PRESENT THE MANAGED PRINT STORY

We use the word “story” because that’s what the top reps do. They tell a story about how customers have faced similar challenges the prospect is likely to face and then ask for the opportunity to take the next step which can be an appointment, an assessment or something else that creates a sales cycle. Visuals are often key to presenting a compelling story because people tend to absorb data and information much quicker when it’s in a visually consumable format. Using visuals and a presentation also helps MPS providers “standardize” their pitch across their entire sales force so everyone is singing the same song. A compelling one that attracts senior executives to endorse the initiative. 

5. HANDLING COMMON OBJECTIONS

There’s nothing that crushes a new sales rep like a tough objection. By nature, people tend to avoid those things that will embarrass them or cause them harm. Objections are no different. A trained MPS sales rep is aware of the common objections they are likely to face and are prepared with rehearsed responses they are confident in delivering. Not preparing new people for resistance you know they will face from real customers is like sending a young athlete onto the football field without a helmet. It’s only a matter of time until they get clocked! Top dealers know the objections that will come up and they role play with new reps to make sure they can handle them in the heat of the game. 

Naturally there’s more to train any new sales rep, but this list is a good list of “soft skills” to get started. 

If you’re looking for benchmark MPS sales training, over 3,000 salespeople have graduated from our on-demand video training platform at LMI University

Whether you use our help or you train on your own, hopefully you agree that your investment in sales training will go a long way towards winning more pages under contract and reducing sales turnover. 

Remember the training you received when you started? Don’t your new salespeople deserve the same?

 

 

Tags: LMI Solutions, managed print sales, sales tips for MPS, Managed Print sales training

6 Ways to Reenergize Your Managed Print Salespeople

Posted by LMI Dealer Content Team on Fri, May 05, 2017 @ 10:21 AM

LMI_motivate_salespeople.jpg

Even great sports teams or elite athletes suffer the odd lull in their performance. The same may be true with your Managed Print program. If so, here are six ways to relight the flame that fires up your Managed Print salespeople.

1. Review Your Sales Compensation Plan – As it’s often been said, salespeople are "coin operated" and the way they’re paid will determine their performance.

2. Create a Campaign – Put together a customer-facing theme, give reps handouts, showcase it on your website and promote it in email campaigns, your social channels or on a larger scale digital marketing campaign.

Here’s an LMI video one of our dealers used as the lead messaging in a recent Earth Day campaign: 

 

3. Target Specific Verticals – Repetitive activities within a vertical market will force you to learn the customer profile and how to sell to them. Our Vertical Market Attack Packs can help with this.

4. Link the Service Technicians in Some Way – Maybe it’s financial spiffs for leads or introductions with the salesperson. Often the technicians have good relationships with the MPS decision maker.

5. Host a Webinar – They’re easy and inexpensive to market, create and deliver. Plus, you can see who attends and also archive your webinar to play around the clock and sell for you.

6. Set a Goal – Make it realistic and achievable with a payout or bonus at the end. Then measure and communicate progress on a frequent basis to keep it top of mind. 

Whether you’re enjoying the growth happening in the Managed Print market right now, or you’re rethinking your next move, perhaps one of the above ideas can complement your MPS sales strategy.

Tags: managed print sales

5 “Must Make” New Year’s Resolutions for Managed Print Providers

Posted by LMI Dealer Content Team on Thu, Jan 05, 2017 @ 05:03 PM

resolutions2017.jpg

Every January we feel the surge of a new year beginning with the perennial optimism that comes with company kick offs, sales meetings and other events to start the new year. This year, the number one question we’ve been asked so far is…

What are the elite Managed Print companies doing to grow pages under contract this year?

If you believe the adage ‘success leaves clues’, here’s what you can do to follow in the footsteps of what the top performers are doing right now:

1. Understand your actual costs

Gaining an accurate insight into your actual cost per page means much more than just calculating the price and yield of a toner cartridge. Fulfilment errors, overstocking, waste and premature cartridge replacement are all examples of what elite MPS providers are now tracking to maximize profitability.  If you don’t have a way to measure your actual “hidden costs-per-page”, let us help you calculate where you can quickly add margin by correcting common intolerances that can be easily avoided.

2. Get stickier with customers with value add services and MPS apps

Customers want you to do more than just deliver toner and show up once in a while to fix their printers. Progressive dealers are adding value add services to improve the customer experience, make them more productive and/or save them money. For example, some MPS providers are now leveraging our new app that allows end users to track usage, order supplies and monitor device status – all from their phones. Many MPS resellers are also accelerating their commitment to helping end users recycle their used print cartridges which is perceived as a real value add as organizations place more and more emphasis on reducing their carbon footprint. 

3. Improve the MPS content on your website

You’ve probably already heard the stats, but they are worth repeating. According to Gartner, over 80% of B2B buyers will perform an online search as part of their buying process and the OEMs are now reminding their dealers that their B2B buyers are now 57% into their buying process before engaging a live sales rep. That’s because they’re on your website, so it simply must be great. Today’s Imaging Reseller website needs to be properly optimized for Google Search, have active social media channels, a blog and a way to generate sales leads. More and more dealers are starting to outsource their website to professionals that offer industry specific Digital Marketing Services with a return on investment you can finally measure!

4. Train your salespeople to sell MPS

Do ALL your sales reps have the necessary skills to articulate your Managed Print value proposition? The shift from selling a product to selling a service can be difficult for some sellers without formal industry training. Top reps understand the pain points related to office printing and are able to exploit those imperfections to create more selling opportunities. To date our Peak Performance System has trained over 4,000 Managed Print sales professionals on how to sell MPS. For what it’s worth, we’ve found that most salespeople tend to sell less of what they don’t feel comfortable selling. By training your entire salesforce, you will immediately improve your people’s confidence and their ability to generate more sales leads that can be converted to monthly recurring profit.

5. Train your technicians to repair printers

Sometimes the investment in service training tends to take a back seat to other training priorities. Experienced dealers know that a trained technician is significantly more profitable than an untrained technician. They also know that you now have a nice mix of live training and online service training options that can keep the techs in the field and avoid travel expenses. In almost every case, dealers tell us printer service training packs a lot of profit to their bottom line. Less parts, less call backs, happier customers and less hassles. If you haven’t trained your techs on how to properly repair popular printer makes and models, chances are there may be a significant payback opportunity on service training. 

Do you already have any of these best practices as New Year’s resolutions?

Perhaps now is the time to select one or two areas you believe would make the biggest impact to your top and bottom line – and act right away. 

If you’re looking for more detail on these best practices or additional ways to grow your Managed Print business - we’re ready when you are.

Click me

 

Tags: managed print sales

How to Generate MPS Sales Leads by Partnering with Managed IT Providers

Posted by LMI Dealer Content Team on Tue, Nov 22, 2016 @ 11:53 AM

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If you’re a Managed Print Services provider that doesn’t offer IT Services, this blog is for you. 

Here’s why: most Managed Service Providers (MSPs) tend to focus on their core competency which they call their stack of technology services. Each layer of that stack is a specific service they offer clients such as desktop management, remote monitoring, cloud services and the list goes on.

The gap that exists in many MSP stacks is Managed Print Services. This is because repairing printers and managing a complex stream of consumables isn’t exactly their strength. And as most IT people will admit, printers tend to be a nuisance that distracts valuable IT resources from focusing on higher value tasks. 

Why IT Services companies need Managed Print Services providers like you:

  1. Easy Revenue Generation – If they own the network but their revenue stream stops before the printer, you can help them expand their share of the customer's spend by having you manage the printers for them as part of their SLA. They introduce you as an extension of their service stack and you cut them in on the recurring revenue. Before you wince at giving up your margin, think of how their relationships can get you in front of the right people faster and shorten your MPS sales cycles because of their existing relationships. 
  2. Account Protection / Acquisition – Many Managed IT Services providers don’t offer Managed Print Services which means they may be exposed if another Managed IT Services provider does. By adding your MPS offering to their stack of services they are in a better position to defend against traditional IT competitors and / or an Imaging dealer that uses MPS as a seed strategy to get their foot in the door and then go after the IT Services spend.
  3. Reduce Print-Related Distractions – Depending on what research you read, between 30 to 50% of all IT help desk calls tend to be printer related. Printer jams, print driver issues and toner replenishment tend to top the list. These are all perceived as low value tasks for expensive resources like IT technicians to respond to. By removing the burden of print with your talents and capabilities as a Managed Print Services provider, you can create tremendous value for the end user and the IT Services provider because they can keep their precious resources focused on higher value tasks while you make money managing their print environment for them.

Have you thought of partnering with a Managed IT Services provider to generate Managed Print Services sales leads?

How to Engage with Managed IT Services Providers

Some MPS providers start by contacting the owners of IT Services companies in their area. Others find out who their top salespeople are and request a meeting to discuss how they can exchange leads and leverage one another’s contacts. In some cases, a spiff for leads and a big payout when a deal happens can be very attractive to technology salespeople if all they need to do is arrange a meeting with the right decision maker.

In summary, chances are the Managed IT Services providers in your area have relationships with the people who would buy Managed Print Services. So why not reach out to them to share contacts, gain access to their network of decision makers and generate more Managed Print Sales leads?

 

 

Tags: managed print sales

Why Earth Day Could Be the Best Day of the Year to Sell Managed Print Services

Posted by LMI Dealer Content Team on Thu, Mar 24, 2016 @ 03:18 PM

earth day LMI

If there is one day every year to circle on your Managed Print sales calendar, it has to be April 22nd. That's Earth Day, a time when we all stop and rethink our contribution to environmental sustainability. As a Managed Print provider, this is a very special day because it creates a compelling event you can use to start more conversations about how you can help organizations adopt a greener print strategy. On Earth Day, your MPS value proposition featuring recycled printers and recycled print cartridges becomes more meaningful and your chances of connecting with higher level executives is perhaps more likely than any other time of the year. 

Here are some powerful reasons why Earth Day represents such an awesome opportunity for Managed Print Providers to kick start new sales cycles with new and existing customers.

• Top of Mind Awareness: According to Wikipedia, 192 countries now celebrate Earth Day on April 22nd on an annual basis. It's a special day for people, businesses and communities to stop and think about what they are doing to protect our environment. So if there is one time when environmental sustainability is on the minds of the business leaders you want to meet with, it has to be Earth Day!

Idea: Use Earth Day (and the month of April) as a "compelling event" or reason to meet with people.

• MPS Value Proposition Alignment: The idea of printing less or printing greener continues to gain popularity across a wide array of industries. Education, Government, Healthcare, you name it, most organizations have made sustainability a priority and most have appointed someone responsible for reducing their carbon footprint. If you’re not connected with these people, this may be a great place to start. The MPS value proposition aligns perfectly with the essence of Earth Day. From our experience working with many of North America’s top MPS providers, it's apparent that the use of scanning technology and print cartridge recycling are perhaps two of the most underutilized opportunities in most offices. People are still printing more than they need to and throwing used print cartridges into trash cans because they don't know what to do with them.

Idea: Link your pitch directly to Earth Day by promoting specific environmental benefits such as a Zero Landfill Cartridge Recycling Service.

• C-Level Engagement: The vast majority of business owners and senior executives are keenly interested in making their organizations greener; especially if they can link organizational benefits, such as cost reduction and business productivity improvements, to an initiative that will reduce their carbon footprint. These senior people are usually the champions for environmental sustainability and represent the high level contacts your competition would least like you to connect with in their accounts! They’re also the people you should be meeting with in your accounts to protect your market share. If there is a time of year to "call high", there may not be a better time than Earth Day to do it.  

Idea: Elevate your level of engagement to senior levels promoting greener business outcomes achievable with your Managed Print Services.

Are You Ready For Earth Day?

Top MPS sales performers consistently tell us that the month of April offers tremendous prospecting potential because the environment is such a hot topic. Still not convinced? Start watching how advertisers on TV and other mediums ride the wave of Earth Day throughout the month of April to engage more prospects to sell their products and services. Earth Day is coming soon and now is the time for you to leverage this once-a-year event to maximize your Managed Print sales potential.

Tags: remanufactured printer, Sales strategies, green office practices, zero landfill program, managed print sales, how to grow MPS business, sales tips for MPS, remanufactured cartridge

How to Prospect Effectively for Managed Print Opportunities Over the Phone

Posted by LMI Dealer Content Team on Thu, Jan 28, 2016 @ 05:36 PM

LMI sales call2 3

Whether you’re selling Managed Print Services in the field, or virtually from a tele-sales position, your ability to start Managed Print sales cycles over the phone is key to your success.

Yes, we fully support the benefits of face-to-face meetings and believe wholeheartedly in the power of social connections, but the age-old concept of “dialing for dollars” remains a core prospecting activity for top performers.

To date, we’ve had over 3,000 MPS sales professionals through our Peak Performance MPS Sales Training program and the prospecting module is consistently a favorite topic. To help you be more successful with your initial approach over the phone, here are some tried and true best practices to consider:

  • Rehearse your talk track before you call - Simply practicing what you plan to say will ensure that your delivery is smooth and professional.
  • Be brief and to the point - The ideal opening value proposition statement after your greeting should be no longer than 30 seconds. Often referred to as the “hook”, the quicker and more compelling you can make your opening statement the more successful you are likely to be.
  • Write down key points you want to mention - Having your key points written down to reference as you speak will ensure that you deliver important messages within the initial conversation.
  • Call before and after business hours - Reaching business leaders during the day can be a daunting task amidst screens and voicemail. Calling during off hours will increase your chances of connecting live.
  • Beware of voicemail - Many top performers will avoid leaving voicemail if they can and instead will hit zero and ask the receptionist to speak with someone else such as the person’s executive assistant or another key influencer.
  • Speak in a confident business tone - Communication research suggests that the tone we use over the phone is up to seven times more important than the words we use. In many cases you may be saying the right things but in a tone that doesn’t sound convincing enough to the receiver.
  • Avoid slang and industry jargon - Remember that the people you’re calling are not in the Managed Print business! Most customers won’t stop to clarify what terms mean, so you may be the only one that understands what you’re saying.
  • Utilize credible and relevant statistics - Elite performers have a readily available list of impactful statistics that will relate specifically to the prospect’s type of business from third party sources. Citing credible statistics will also seem less “salesy” and be more believable or consultative in nature.
  • Customize your talk track - Make sure you adjust your approach to be relevant to the specific person, position and company you are calling. A one size fits all – for example “we can save you 30%” – may not be as effective for all audiences.
  • Activities, activities, activities - In addition to skill and preparation, there is no replacement for a high activity level of outbound calls increasing your chances of making more connections and creating more sales prospects.

Do you have phone prospecting ideas that work for you? Tell us about it, we’re always looking for ways to help LMI dealers grow their businesses and their profits!

Jumpstart MPS sales

Tags: Sales strategies, managed print sales, how to grow MPS business, sales tips for MPS, Sales superstars, managed print services

5 Common Print Assessment Mistakes Salespeople Make

Posted by LMI Dealer Content Team on Fri, Jan 15, 2016 @ 11:06 AM

5-Common-Print-Assessment-Mistakes-Salespeople-Make

Maximize your probability of success by avoiding these common print assessment mistakes too many Managed Print salespeople make in their hopes of securing an MPS contract!

MISTAKE #1 – FAILING TO ENGAGE AN EXECUTIVE LEVEL SPONSOR

As you can appreciate, there will be plenty of people in middle management looking to take you up on your assessment offer. However, without an executive level sponsor engaged before you perform the assessment, you may find yourself doing a lot of work for a so called “decision maker” that can only say no. Make sure someone at the top knows what you are doing and agrees to meet with you to review the findings.

MISTAKE #2 – THINKING THAT A PHYSICAL WALK-AROUND ISN’T NECESSARY

As great as your data collection software may be, a picture still says a thousand words. Only by physically walking around your prospect’s print environment will you truly get a feel for device positioning, workflows and supply cabinets and also have the chance to engage directly with end users. This type of direct access to the entire printer fleet and some of the power users will prove to be very beneficial when you look to optimize the fleet or suggest employee productivity improvements.

MISTAKE #3 - PRINT ASSESSMENTS ARE FREE

Although your client may not receive an invoice for your assessment service, assessments aren’t really free. Both you and your customer are looking at an investment of time and effort. In some cases, if a top performer establishes a value for the assessment but the prospect selects another vendor, the salesperson reserves the right to invoice the client for the agreed upon amount.

Too many salespeople fail to place a value on their time, or create a perceived value or trade-off for the service they are providing, because it’s “free”.

MISTAKE #4 - THE COMPETITION IS DOING AN ASSESSMENT SO YOU DON’T HAVE TO

As you should know, it’s likely that many of your competitors will offer print assessments as a way to engage new MPS prospects. In the event that a competitor has completed a print assessment for the prospect, try to do one yourself as well if you believe a true sales opportunity exists.  Stats indicate that the vendor who performs the assessment has at least a 30% better chance of winning the business because of their familiarity with the print data and the environment. So when possible, offer your prospect a second opinion so you can showcase both the professionalism of your assessment capabilities and collect the information yourself.

MISTAKE #5 - AVOIDING DEVICES THAT ARE NOT NETWORKED PRINTERS

When you perform a print assessment, you need to take an inventory of every device that puts marks on paper. Every page counts if you are trying to build a solid business case for Managed Print. Too often MPS salespeople tend to focus only on printers that have an IP address (network connected) and fail to identify offline devices or even fax machines that should be considered in an overall print strategy. If you really want to grow your TCO and truly optimize your client’s print environment, include all devices that have a paper tray.

Establishing the customer’s current print-related spend is a critical component of any Managed Print sales cycle. That’s why awareness, and the ability to avoid these common print assessment mistakes, can often be the determining factor in achieving success with a solid MPS prospect!

proposal cover

Tags: Sales strategies, LMI Solutions, managed print sales, sales tips for MPS, managed print services, Managed service providers

Managed Print Marketing: Part B

Posted by LMI Dealer Content Team on Thu, Dec 10, 2015 @ 03:30 PM

Managed Print Marketing: 6 Questions You’ve Always Wanted To Ask - Part B

 lmi marketing questions ptB

We are sharing the remaining three questions that were asked during our webinar with ENX Magazine on November 19, 2015. Haven’t read part A yet? Don’t fret, at the end of this blog post, you’ll find a link to part A so you too can learn about social media management, marketing and general missed opportunities Managed Print Service dealers face.

4)  “There is a lot of buzz in the industry around vertical markets and industry-specific marketing. Do you see an opportunity in vertical markets?’’

We absolutely see the opportunity here. In fact, a little while ago, here at LMI we produced videos speaking to the eight top verticals that buy Managed Print Services. They’re very popular amongst our partnering dealers because they provide industry-specific content that help them promote a more relevant message to the vertical they’re prospecting.

5)  “What about email? Are dealers having success with it?’’

Yes, email is still an integral component of the MPS marketing mix. Sometimes dealers have a difficult time leveraging email because it takes time to set up a distribution list, create content, follow up, etc. This is something we have helped our dealers with in the past and they have seen real results with email after working with us on it.

6)  “Where can we go to see an example of LMI’s website services?’’

We don’t normally disclose the dealers we’re working with, but the Ray Morgan Company was shown in the webinar as an example of how LMI Solutions has helped a dealer elevate their brand awareness and sales leads, so feel free to use them as an example. You can visit raymorgan.com for an example of our website design and content services.

And with that, we open the floor once again for more questions about MPS marketing. If you have a question that isn’t addressed above, please leave a comment for us and we will give you our perspective on it!  Want to read part A? Click Here.

Tags: LMI Solutions, managed print sales, ENX webinar, how to grow MPS business, managed print marketing, managed print services, social media strategy

Managed Print Marketing: 6 Questions You’ve Always Wanted To Ask - Part A

Posted by LMI Dealer Content Team on Thu, Nov 26, 2015 @ 08:43 PM

lmi marketing questions ptA 2

Many Managed Print Service dealers have the same concerns about their marketing efforts:

  • How can I use social media more effectively?”
  • “Am I connecting with my prospects through their preferred channels?”
  • “How can I focus on marketing when I’m so busy focusing on selling?”
     

These concerns, among others, were addressed during our webinar with ENX Magazine on Nov 19, 2015.  Christian Pepper, LMI’s Director of Marketing & Business Intelligence, spent close to an hour educating our audience about how to make the most of their MPS marketing efforts. His tactics brought about some great conversation amongst our audience and, before we knew it, we had questions coming in one right after the other! 

We wanted to share some of those questions and answers with those who missed the webinar. In this two-part series, we discuss the questions about MPS marketing that you’ve always wanted the answers to:

1)  “What’s the biggest mistake you see dealers making in their marketing efforts?”

Although many dealers are doing a great job with their current marketing efforts, there is always room for improvement. The opportunity that has yet to be recognized is the full power of the dealers’ websites; the link between site visitors and sales leads is being overlooked. 

This is a key area that we are currently working on with our dealers – ensuring that they see their website as the center of all of their marketing initiatives, and that they understand it’s worth spending the time optimizing it for online conversions.

2)  “We don’t have the time or expertise to market effectively because we’re focused on selling; do you suggest we hire a full-time marketing person?’’

This is really a matter of opinion. Marketing personnel can be expensive and results can be slow in coming while you’re initially educating them on the document imaging industry. Luckily, our ever-evolving world has produced a solution for those who want the benefits of marketing personnel without the heavy investment. In 2015 LMI introduced the vCMO – a virtual Chief Marketing Officer – for select dealers, that works alongside them to market their businesses. vCMOs are already industry educated and competent in different media platforms which makes their marketing efforts more effective. Their expertise can generate quicker, better quality leads for the dealer than traditional marketing personnel could.

3)  “Our social media accounts are hard to keep up to date, and it’s even harder to write blogs – what are your suggestions for maintaining our social presence?’’

For the time-crunched dealer who struggles to keep their social media up to date, LMI offers social media management services to alleviate this stress. Dealers are better off working with a social media manager than haphazardly publishing blogs and social content. It requires some finesse to create valuable, unique content that won’t be considered a duplicate of someone else’s work. Duplicating content online is one of the most damaging things you can do to your online presence in terms of SEO. If you can’t dedicate the time to it, that’s okay, but let someone else do it for you instead.

Stay tuned for the second part in this blog series. In the meantime, feel free to leave us any comments you might have about the first three questions we encountered during our ENX webinar last week!

Tags: LMI Solutions, managed print sales, ENX webinar, how to grow MPS business, managed print marketing, managed print services, social media strategy

6 Reasons Why MSPs Should Consider Managed Print Services

Posted by LMI Dealer Content Team on Fri, Nov 06, 2015 @ 11:12 AM

LMI top six

The profile of tomorrow’s Managed Service Provider is likely to continue to morph itself as the appetite to outsource non-core competencies continues to gain momentum. Today’s business leaders know they need to be leaner and meaner than ever; especially SMBs, a segment that most MSPs are focusing on right now.

Over 70% of Managed Print agreements are either initiated, or approved, by the IT leader in SMB accounts.
Managed Print Consulting, 2015

As their customer’s needs change, so will the stack of services MSPs will offer to meet the demand for new technologies, products and services to grow their recurring revenues. Some call it “winning more wallet share” through traditional and nontraditional offerings that solve business problems.

If you own the network, why not include printers and consumables in your stack of services as well? Advancements in remote monitoring and supplies fulfilment now make it easier than ever to deliver Managed Print Services under your company brand.

Here are 6 reasons why MSPs added Managed Print Services to their stack in 2015:

  1. Lucrative Margins - Most Managed Print Providers are making 30% to 50% gross margins each and every month. You receive a wholesale cost-per-page that includes everything you and your customer need to print in black and white and color.
  2. Recurring Revenue - Most Managed Print agreements are for a three year term with auto renewal options to extend the customer’s commitment.
  3. Same Buyer - Over 70% of Managed Print agreements are either initiated, or approved, by the IT leader in SMB accounts. Printing is perceived by most IT leaders as the bane of computing.
  4. Account Protection - The more end points you manage, the stickier you are with the customer.
  5. Account Acquisition - Some MSPs do not offer Managed Print Services, making it a vulnerability you can capitalize on as a point of entry.
  6. Turn Key Infrastructure - You simply sell the Managed Print Service and your customers will receive the products, service and support with little to no effort on your part.  

Whether you’re an IT VAR, an MSP or a CSP, you are probably looking for creative ways to scale your business and grow your recurring revenues. For many of the larger MSPs in North America, Managed Print Services has been proven to strengthen their value proposition and their bottom line with nominal effort.

 MPS Opportunity Calculator

 

 

Tags: managed print sales, how to grow MPS business, managed print services, Managed service providers, MPS value proposition, Value added reseller