Opinion

Are resellers reluctant to sell managed print services?

How come resellers are taking so long to switch on to the benefits of managed print services and to sell them to their customers? I ask because Oki has just appointed Gavin Castelyn, previously at Konica, to drive demand for managed print services.


That's an admission, if ever there was one, that managed print is taking longer than expected to take off in the market, but why?


Is it because customers don't want it? I don't think so, most people find the concept very attractive.


Is it because it's complicated? No. 


Is it more expensive? No.


If the vendors are enthusiastic about managed print services (or at least are being seen to make enthusiastic noises about it) and customers are interested too, that leaves only one part of the chain where something could be going wrong: the channel. 


Is it perhaps down to the fact that print resellers and office dealers struggling to come out of their respective comfort zones to offer customers a proper managed print service? Do they need to collaborate or consolidate to provide proper convergence between print and office to support a true managed print service?


I hope the channel isn't lagging behind the top and bottom ends of the supply chain.


This was first published in June 2011

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