Expert - The 2112 Group（专家2112年的集团）.pdf

Expert Analysis Recognizing Managed Print’s Value to the Channel By Lawrence M. Walsh | CEO | The 2112 Group The world is now based on services. Everywhere we look, services are the prevailing business model. Our operating systems, cloud computing resources, systems maintenance and management, applications, and even staffing are increasingly based on a recurring-revenue model and services-based delivery. So why is it that managed print services (MPS), optimistic forecasts show that IT spending is either anemic or slowing. introduced a decade ago, remain an underappreciated and The problem facing vendors is that the transition from product underutilized model among resellers, solution providers, and imaging to services isn’t easy. Products – particularly hardware – often carry dealers? The simplest answer: friction. high selling prices that are immediately recognized as revenue once While MPS is viewed by many as an ideal way to introduce cost a product is sold. A service engagement, however, could have very efficiency to the highly wasteful printing arena, solution providers and high total deal value, but the payments are spread out on a monthly, businesses alike fail to see the need for active monitoring of printers quarterly, or annual basis. The result is a seeming retraction in revenue, and network workstations. Moreover, they see little need to change rather than expansion or a one-to-one exchange. their existing print infrastructures and habits. Over time, though, vendors will start to compound their services Two trends could change the channel’s poor perception and low revenue and show even greater profitability. Companies suc