The following appears on YourMPSA.org
By Mark Schneider, Y Soft – In today’s climate of MFP vendor mergers and reorganizations, you might be wondering how this impacts your business. If you are a dealer that is seeing shrinking sales of MFPs, you have probably thought about adding print management software to your MPS options. (Many dealers tell us that customers find 80 percent of cost reductions come from our print management software, which represents only 5 percent of the total MPS contract). But that is another story.
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A good dealer knows that finding a solution that is “sticky” – one that customers will renew easily once the contract renewal time arrives, is an important item in his toolbox. And print management is one such service. But a forward-thinking dealer knows that a portfolio of these kinds of sticky solutions in your toolbox puts you in the best situation. Having multiple solutions increases the likelihood that you can upsell or at least show additional value to your customers making that renewal process a no-brainer.
Dealers who have already shifted from selling hardware to selling solutions are a step ahead. But is that enough? What other solutions can you provide your customers?
