Canadian-based print management software vendor, Print Audit, is ramping up its channel strategy in a bid to capitalise on growing productivity management solutions demand.
Print Audit vice-president of global sales, John Hewitt, said previously print management had been oriented at charging for documents printed, rather than working with resellers to improve device management.
"The reseller community has to look for a way to give customers something other than a device that will put toner and ink on paper," Hewitt said. "One of the big trends we're seeing in the industry worldwide is software-as-a-service (SaaS). Our technology as part of a managed print services solution lends itself to SaaS."
Hewitt said some of the drivers influencing print management trends included compliance and regulation, environmental concerns and reductions in hardware margins.
"Regulations where documents need to be kept for seven or eight years, and things like the privacy act mean it's important to track who prints what to where. In Australia companies now have to report their carbon footprint, which printing is a significant part of," he said.
"Partners need to do something to get a value-add into the deal - the sale of hardware itself has no profit margin any more. The major manufacturers are almost in a giveaway model with the hardware just to win the services and/or the supplies."
Partners are able to rebrand the software and add it to a broader solution offering, he said.
Print Audit also signed a global agreement with Ingram Micro about a year ago.
"Ingram launched a series of managed services solutions called 'Seismic', one of which was managed print services and Print Audit is part of that solution," Hewitt said.
Print Audit recently appointed Barry Mortimer to represent it in Australia. He replaces Peter Birnbaum.
"Our change in focus [towards the channel] has been one Peter didn't feel he really had the energy for. He's been involved in the industry for a long time and felt we required someone with a different focus," Hewitt said.