Lexmark has become the latest vendor to try and encourage IT print resellers to make the shift towards managed print services. The difficulty for many such vendors is that while the office channel is completely at ease with a click per copy approach to print because it's the model copier dealers have used for years, printer partners are far more accustomed to a sell and forget strategy.
This has led a number of vendors, such as HP with its Quick Page scheme for instance, to effectively combine the two models by putting in place low-end programmes which make it as easy as possible for partners to bundle all parts of the managed print service together and sell it on as a package.
Lexmark has gone for something similar with its Value Print initiative which allows IT resellers to sell print on a click per copy basis or as part of a managed print deal and leave fulfilment of the service element to the vendor's field engineers. Using LVP Light, as it's currently known, resellers will be able to enter hardware, supplies and warranty pricing via a web portal and create a click per copy model.
Given the growing popularity of managed print services to customers anxious to reduce their capital expenditure budget and consolidate their print/copier costs, it's becoming increasingly important for IT resellers to gain the skills to sell these types of contracts.
The emphasis being placed on such schemes as LVP Light and Quick Page suggests quite a lot of those resellers will need a helping hand to make the transition required to provide customers with the service they are increasingly demanding. Perhaps they might be encouraged to do so by the knowledge that if they don't do it, the copier dealers will.
This was first published in November 2010