Talking a Managed Print Services Renaissance with Greg Walters

From Carl Schell, Keypoint Intelligence.

Four quick questions about managed print services:

"The concept of managed print services (MPS) has meant a lot of different things to a lot of different people over the years, by definition and in revenue. Is it just about A4? Auto-replenishing of supplies? How deep and wide can it go? MPS has evolved to be anything a dealer wants it to be, for lack of a better way of putting it. It’s elastic, flexible. One thing we can all agree on, though, is that taking a consultative approach with customers leads to better relationships and greater financial success for all parties.

And because of that, it takes an exceptional listener to execute and deliver on managed print services. Greg Walters is that exceptional listener. While he started his career in IT, he’s been immersed in the print industry for a while now and currently finds himself working with clients on MPS deals, specifically—surprise, surprise!—A3. All of this is quite ironic seeing as, in 2008, Walters created The Death of the Copier, a website that’s still going strong."

Read the rest, here.

The Managed Print Services Renaissance is here.

"Whereof what's past is prologue; what to come,
In yours and my discharge..."

The die was cast a decade ago; the rise, fall, and rise again of managed print services was foreseen. Even as office printing wanes, and withers, we are amid a Managed Print Services (MpS) Renaissance and age of enlightenment.

"Remote work is accelerating the A4 shift at lightning speed, ransomware and bad actors heighten the need for analog backups (paper), user authentication and print tracking/control are becoming normal, and that all adds up to new ways of doing business and new opportunities to manage that print."

Those survivors stand at yet another precipice:

Do we move forward with managed print services, or do we leave it in the dustpan of history?  

How to Sell

This is great.  Start at 9:26 or listen to the entire piece.

It is the first time I've heard an academic explains how sales really work.

Give it a listen and take notes.

 

  

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