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Printers
penny per mono page and 2.26p per
colour page colour. That pricing is
published and transparent – nothing is
hidden from the customer. Moreover,
the print volume is aggregrated across
each calendar quarter. So, if a school,
say, overprints in July and September
but prints nothing in August, they will
pay nothing extra if their print volume
balances out across the three months.
BI:
Can you roll software into the
monthly payment?
Wogan:
No. Deploying software like
Papercut, which can be emebedded in our
hardware, is an additional service that an
Epson partner can add on. Print 365 itself
is just about the printer package.
BI:
Didn’t you have something similar
to Print 365 before?
Wogan:
We have a couple of other
propositions in our portfolio.We have
Print & Save and EPP, which stands for
Epson Print Performance.
The analogy I use is of a car that has
been broken down into its constituent
parts, with all the pieces laid out on
the ground. That is what a copier
dealer’s managed print proposition
looks like. The copier dealer takes those
individual elements and builds them
into something that looks and drives
like a car. That takes an awful lot of
investment, knowledge and a specific
type of experience – and that’s what a
copier dealer has.
There is also a kit-car proposition
– a partially built MPS that enables a
reseller to tag on bits and pieces. Print
& Save is similar to Print 365, but
more complex – more like one of those
kit cars. For example, a reseller could
include or exclude servicing depending
on a customer’s requirements.
EPP is very much based around
charging a capital cost for the hardware
and then a cost per page to cover the
consumables alone or the consumables
plus service. In that respect, it is suitable
for people who are au fait with the cost
per copy world.
For many VARS and IT resellers,
Print&Save and EPP are still too
complicated, requiring too much
investment and knowledge that they
don’t have.What we have created with
Print 365 is a Tesla that is ready to drive
right off the forecourt. A cloud-based
portal drives the whole process right
through to the creation of the final
36-month contract.
I use the Tesla analogy because it
links back to our messaging around the
differences between inkjet and laser
printers in terms of energy consumption
and carbon emissions – not just from
printing but also the supply chain, from
consumables deliveries and packaging.
BI:
Is Print 365, then, also a good way
for buyers who have doubts about
inkjet technology in the workplace to
try it out on a smaller scale?
Wogan:
Potentially, yes.What we see
happening a lot in larger organisations
is that they will have a centralised print
fleet, which they control very tightly
with quotas and rules. Then, what tends
to happen is that people decide they
can’t be bothered to walk all the way
down the hall to a centralised device so
smaller desktop devices start appearing.
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...continued
New Samsung MPS
Samsung, too, has enhanced its MPS proposition, in its
case with the launch of the Samsung Print+ MPS.
The all-in-one channel MPS programme will make
it quicker and easier for Samsung partners to provide
small and medium-sized businesses (SMEs) with a
comprehensive MPS encompassing leasing, printer
monitoring, supplies fulfilment and servicing.
The service is optimised for fleets of up to 50 devices
but can support larger engagements.
Samsung Print+ MPS is put together and managed via an
online portal, which streamlines every aspect of the process.
For Samsung resellers, this includes deal configuration,
pricing, proposal creation, contract generation, equipment
order, contract activation, supplies automation, maintenance
management, billing and contract management.
For end users, the portal provides access to fleet data
and reporting, as well as a means of reporting problems
or ordering toners, although these tasks are typically done
automatically via a Data Collection Agent embedded on
Samsung devices.
Quite often, they don’t have a service
wrap around them and are looked after
on a local level, which means street
pricing on consumables and difficulties
when something goes wrong. Print
365 gives even small desktop A4 inkjet
devices a service wrap.
Find out more in the next issue of
Print IT
