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Putting together the right hardware and software is only the first step in developing a successful managed services practice. The real magic happens when solution providers layer the offering with their unique value, and can sell MPS effectively and profitably.

To maximize the managed print services (MPS) opportunity and really drive sales, partners need to understand the needs and concerns of potential clients; to look at the engagement the way the customers themselves approach the issue. For those entrenched in IT services, much of this comes from the deep knowledge service providers have about their clients’ systems and organizations. Still, there are some basics that should form the foundation of any good MPS sales effort:

Determine cost models and scale. Before settling on a model like pay-per-page, -per-device or -per-client, factor in the necessary assets – people, consumables, devices, etc. – to determine what you can reasonably offer. Steer clear of so-called fixed, monthly unlimited-use arrangements.In terms of scale, figure out how small you’re willing to go, as SMB clients with limited printing needs often require more attention than the contract will be worth in the long term.

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