HP launches managed print services through the channel

HP launches managed print services through the channel

Three Australian resellers recruited, but no more on the cards for at least 12 months

HP has launched its latest managed print service (MPS), Quick Page, through the channel. The service will target SMBs looking for a simplified solution with lower upfront cost requirements.

HP imaging and printing group channel manager, Les Mansour, said Australia was the first of six countries in the region to sell Quick Page.

“We’re currently in the final stage of contract negotiations with three partners,” he said. “They are medium to large existing HP resellers. The style of partner perfect for Quick Page is one that has a low touch with customers, such as big telemarketers.”

Quick Page is designed to provide SMB customers with a simple and complete contract that covers printer hardware, installation, supplies and support. The vendor compared the new system to phone plans offered by telcos that simplified hardware and service provision, and support.

Clients are locked in for three years and pick from high, medium or low usage models.

Excess usage is averaged over a six month period to reduce the impact of sudden spikes and the bill is separated into monthly payment requirements, which are then debited from a client’s account each quarter.

Mansour said the vendor would not expand outside the initial three resellers for about 12 months, after which time it would determine if more resellers could be added.

“We’ll be setting realistic targets with all the partners,” he said. “Critical to all of this is we work hand-in-hand to satisfy customer needs. The last thing we want to do is disenchant any partners.

“When one of our customers is successful with Quick Page, it gives them a three-year window to up-sell or cross-sell other products.”

HP commercial channel print solutions director, Stan Clark, said the new initiative was being driven by the company’s international and Australian budget.

“MPS is not a model that fits every type of business,” he said. “While we’re covering a large portion of the expenses in the infrastructure, marketing and sales tools, there’s investment required by channel partners to move into a solutions selling model.

“This is a defensive move for our channel partners who are looking for a chance to sell something other than what they traditionally sell.”

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Tags HPmanaged print servicesQuick Page


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