Samsung Fashions Managed Print Initiative

Samsung’s new managed print services program launched this week with the help of partner solutions to offer resources for dealers, resellers and OEMs looking to clear a path toward lower total cost and better revenue from the MPS model.

The Samsung PrintIQ program includes solutions from program partners including Compass Sales Solutions, Great America Leasing Corp., LMI, MWA Intelligence and Print Fleet.

The new suite of tools aim to analyze, optimize and manage customers’ printer, multi-function printer (MFP) and copier fleets, according to Samsung. The program is designed to identify where dealers and resellers can reconfigure customers’ fleets, and employ these tools to conduct faster, cheaper and better leasing, monitoring, supplies and service programs.

Managed print still gets mixed reviews in the channel. Xerox, Oki Data and Lexmark are among the pioneers of printing-as-a-service, in which solution providers monitor printer operations and performance and automatically resupply parts, ink and paper.

A new IDC report finds Xerox’s efforts in managed print services are paying off, with a reported double-digit MPS growth. Other printer vendors report increasing growth rates, as well, in the emerging segment.

IDC places Xerox in the lead among printer vendors for delivering and enabling managed print services. Other leaders include Hewlett-Packard and Ricoh.

Samsung, in addition to its new channel program, has joined the Managed Print Services Association (MPSA) as part of its work to convince dealers, resellers and OEMs that the MPS opportunity is worth the investment.

“Samsung has demonstrated its market leadership by joining the MPSA as a Foundation Member, and now the company continues its proactive industry involvement with the launch of the Samsung PrintIQ program,” said Joe Barganier, president of MPSA.

The Samsung PrintIQ program includes the following:

• System Analysis: Samsung representatives join sales teams to ensure the right machines are matched with the right requirements.
• Print Management: Software solutions monitor and analyze the fleet for peak efficiency. Samsung says it partnered with Print Fleet and MWAi to provide an affordable, unique cloud print management solution.
• Leasing Program: Samsung’s finance leasing partner Great America Leasing Corp. is providing leasing options, subsidized by Samsung, for qualified resellers. The idea: As technology develops and newer printers and MFPs are released, they can be replaced easily for continually optimized efficiency.
• Sales Tools: Compass Sales Solutions is partnering to provide a system that automatically records sales and sales-force management functions for vendors. The goal is to improve vendors’ workflow, reduce time spent doing paperwork, help the management team assess what is in the funnel and provide tools to coach the sales team.
• Supplies: For solutions that incorporate Samsung machines, specially priced Samsung supplies are offered to qualified resellers. Samsung has also partnered with LMI to provide low-priced toner cartridges for various non-Samsung printers, MFPs and copiers.

The PrintIQ program also includes traditional technical support through a network of service partners.

Photocopier dealers and printer resellers have told Channelnomics their customers are still hesitant about long-term contracts for support. As more print vendors like Samsung compete with quality programs and incentives for solutions providers, however, there is light in the promise of MPS among the market hopeful.

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