Fuji Xerox rolls out managed print service for partners

Fuji Xerox Printers is aiming to tap into the growing popularity of managed print services by introducing a program into Australia.

The service, which is based on a program currently running in the US and Europe, is built using a Saas model.

Xerox Partner Print Services (XPPS) provides the tools, processes and training for the company's partners to offer an end-to-end service-based print management solution.

According to the vendor, the pay-off for end customers is more efficient, lower cost printing.

One international partner in the UK said the service had offered big gains.

Pete Bedford, former managing director of Document Express in the UK, said the platform transformed his business from a low-end copier dealer into the UK's leading managed print services provider. 

"Before adopting XPPS, our business was under significant margin pressure," said Bedford. "We went from making 2.5 per cent to 12.5 per cent net which made a massive difference to profitability of the business.

Indeed the success helped Bedford – who also spent 12 years in channels for Xerox – make a tidy exit from the business. He sold Document Express in May 2011 to venture capital-backed Danwood Group.

Fuji Xerox Printers has told partners that XPPS requires significant changes to business and sales processes.

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These sentiments were echoed by Bedford. "Implementing XPPS requires time, sales force realignment and several improvements to business infrastructure, but it is certainly worth it. Gaining significant new business wins and recurring revenue contracts built the value of our business, and ultimately its profitability."

He told CRN that as part of the change, "we also embarked on large scale training programme to upskill sales especially in larger account management." 

Bedford also had to restructure his team by cutting some sales staff to free up resources to spend on helpdesk and pre sales consultants.

But it was worth the effort. "We grew business massively in two years, winning some pretty big fleets."

According to Fuji Xerox Printers, partners must achieve technical, sales and delivery certification. It said it would work with selected partners to assist in the development of a business plan and staff training.

David Borg, general manager of Fuji Xerox Printers Australia and New Zealand, said: "We are seeing small to mid-sized businesses move away from simply buying printers to investing in efficient printing solutions with predictable costing structures.

"It's not surprising that managed print services are gaining momentum for SMEs and this presents many opportunities for resellers."

Borg said the company could now offer its partners an enhanced platform enabling them to capitalise on managed print opportunities, especially in the mid-market segment.

"With a range of proven tools and processes, XPPS can help selected partners compete more effectively in the changing marketplace, move to lasting contractual agreements with customers, build revenue, and enhance the value of their businesses."

He also confirmed that Fuji Xerox Printers would provide its resellers with the training and resources to maximise their chances of success.

Partners can help their own customers to develop more efficient strategies by assessing their print output, identifying opportunities for improvement and designing and implementing new print policies and processes, according to Borg.

Fuji Xerox Printers will also provide what it describes as a complete support and service function for the end customer.

"Customers who sign up will have a centralised support centre leaving partners to concentrate on business development," according to a company statement.

Accredited partners will pay a monthly service base charge. 

Fuji Xerox Printers is planning a series of events around the country to educate partners about XPPS.