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Channel left behind in HP’s supplies-only managed print services?

Channel left behind in HP’s supplies-only managed print services?

Strong channel involvement may not be part of the managed supplies services model.

HP has launched a supplies-only managed print services (MPS) solution but channel involvement in it is limited.

Managed Supplies Services (MSS) is focused on the provision of toners and maintenance. Customers pay a cost per page and receive a monthly bill broken down in to departments as well as reporting. Annual HP managed environment assessment comes as a standard value-added service and an account delivery manager is assigned to every account.

The vendor introduced the service at an end-user event in Melbourne last month and is targeted more at procurement managers than IT managers. MSS only deals with HP devices and supplies.

While HP said resellers can get involved with the MSS, they play a very limited role.

“[Channel involvement] depends on the accounts manager and customer preference,” A HP representative said at the HP Innovation Summit, Singapore. “Delivery and implementation is done directly by HP but we do take into account some value-added services from partners.

“But the ownership, contract signing and accountability are with HP.”

The vendor also said margins are very tight for channel partners in its MSS solution.

The MSS is considered an entry-point to HP’s MPS. HP expects MSS customers to eventually graduate to an MPS solution once they see the benefits.

A standard MSS contract lasts one to three years.

Spandas Lui travelled to the HP Innovation Summit in Singapore as a guest of HP.


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Tags HPmanaged print services

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