How Selling Managed Print Services Protects Your Business
By Jay McCall
This MSP’s (managed services provider’s) decision to become MPS-certified paid off when it landed a six-figure project with the Major League Baseball (MLB) Network.
According to John Iaccarino, president of Real Time Consultants (RTC), adding MPS (managed print services) to his managed services practice was driven by necessity. “About three years ago, we noticed large copier dealers were approaching our customers with subscription-based printer management services that frankly were much more attractive than what we were offering at the time,” he says. “We knew we had to either come up with a better way of selling printers, copiers, and services, or we were going to start losing customers.”
RTC’s decision to sell MPS began with an evaluation of MPS programs from leading printer and copier manufacturers such as HP, Lexmark, and Xerox. RTC selected Xerox at the end of its evaluation period and enrolled an MPS Specialist in the Xerox Page Pack program (which has since been updated and renamed XPPS [Xerox Partner Printing Services]). RTC achieved Premier Partner status in less than two years and is serving on the Xerox Advisory Council.