Brother makes MPS channel plans for 2011

Brother is building a managed print service (MPS)for resellers that it plans to pilot in the UK early next year. Most of major print and copier vendors sell their brand of MPS through the channel but although a little late to the table, Brother reckons the market has yet to go mainstream. "Cle

Brother is building a managed print service (MPS) for resellers that it plans to pilot in the UK early next year.

Most of major print and copier vendors sell their brand of MPS through the channel but although a little late to the table, Brother reckons the market has yet to go mainstream.

"Clearly MPS is the future as there is an appetite from manufacturers to get as many cusotmers as possible signed up so they can capture recurring supplies revenues but I don't think the market has truly opened up," said Phil Jones, director at Brother UK.

Perpetually falling hardware prices have left some corporate customers with the impression that it was probably cheaper to continue buying print in the traditional way, he said.

In the SME market where print is 'not strategic', the cost savings for smaller product fleets were not as apparent, Jones added.

"We have had someone investigating MPS for three months, there are lots of enquiries, customers are interested and are asking questions, but I haven't seen one customer that was talking to us buy from another rival, they are still in discussion phase," said Jones.

Computacenter recently opted to partner Xerox for the relaunch of its MPS as it could manage multi-vendor environments better than any other rival.

Andy Goddard, practice leader at CC told MicroScope that the recession had acted as a catalyst for customers to seek out MPS, which shifted the spend from cap-ex to op-ex budgets.

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