A few Myths and Facts of Managed Print Services:
The Pay Plan doesn’t matter….
Question: Account representatives will stay engaged with an MPS customer if they are paid only on the first year of the contract?
Answers: False. Most senior sales teams won’t bring in a specialist or introduce a MPS program into their large accounts. There is normally a concern about how the program will affect their pay plans over the long term.
Solution: If the battle is over the pages the compensation program should encourage a sales team to get all the pages.
Local Printers Count
Question: Due MPS programs that are focused on network printers succeed?
Answer: Yes, for a limited time with short term results. Focusing on the network printers via your pay plan or because of your collection or ERP will cause your program to start and stop.
Solutions: Build your MPS program to encompass all the pages at a customer location. Your program should offer a total printing strategy.
Dealers Don’t Need a Strong A3 Product:
Question: I can’t make any money on selling these smaller devices
Answer: You should or someone else will. These smaller printer based devices are the gateway for others into your accounts and a great way to introduce document storage solution software.
Solution: Your customers are moving, in many cases, to more robust devices at the workgroup level. Many traditional dealers are not getting the call to help the customer and another manufacture is being chosen. Price the smaller machines to keep your market share and use the web to make sure your customers know you are serious.
Managerdprintsvc
Original Post