How to Set the Table for Managed Print Services
by Alan Joch
New clients are out there ready to consider full-blown managed print services. But how do you find them? Sometimes the cliché about walking before you run continues to be something to keep in mind.
For example, NSI adopted Xerox eConcierge® early last year because it needed to give its clients into a more proactive way to support their printers and move everyone to full managed print, says Tom McDonald, president.
The Xerox eConcierge platform monitors the printers on a company’s network and enables customers to order supplies through a solution provider’s e-commerce portal. The service supports networked office printers and multifunction devices provided by Xerox as well as HP, Lexmark, Brother and Samsung.
McDonald says Xerox eConcierge gave NSI “a hunting license” to go after new accounts. “Here at NSI everyone sells, not just the salespeople. So once I was able to explain what Xerox eConcierge did and the value to our clients and new clients, [multiple people in the company] would be able to articulate the value when discussing this with anyone they came into contact with, guys on the softball team, people at church etc.”
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