Hewlett-Packard India today launched an eagerly-anticipated Partner-managed print services program that will put partners into the driver’s seat in what is a fast-growing market for MPS among India’s SMBs and Enterprise segment.
HP P-MPS creates a secure centrally managed print environment that streamlines workflows, optimizes document output and related business processes. For the first time, HP is allowing partners to service and own the customer contract, maintaining account control and earning previous top-line revenue.
We believe there is a strong pent up demand for this,” said Nitin Hiranandani, Director, Printing, HP PPS India. “The channel is looking for profitable revenues growth and with this program we are giving them just the right levers to expand into services and increase their bottom-line.
As per the Zinnov Indian SMB ICT Adoption Insights study indicates that 20% of the total 50 million SMBs in India are technology ready today. HP P-MPS is designed to precisely meet the unique demands of the Indian customers. It has a differentiated 360 degrees model which gives great value proposition to both partner and customers. The model is scalable and flexible for both partners to implement and customers to adapt and benefit.
HP P-MPS allows partners to leverage proven HP-managed print tools and services that have won the company high marks in customer satisfaction. Increasingly, medium-sized organizations have been asking for an operational expenditure model instead of the capital expenditure model to reduce their overall cash outflow, print related costs, improved IT benefits to have a managed IT Infrastructure in totality that improves their business outcome.
With P-MPS partners can tap this opportunity by optimizing infrastructure, managing the environment and improving workflows. The key features of PMPS include a cost-per-page agreement, multi-vendor service and support, industry-leading service level agreement, optimization and solutions.
Following its acquisition of Printelligent in May 2011, HP has been working to create a full portfolio of MPS offerings for its channel partners. Through providing a comprehensive MPS platform that enables low cost delivery, HP is working to support its IT and MPS channel partners successfully and effectively transition to a services and software-led approach.
We are working to make our channel partners future-ready and well equipped to handle the transformation. Since this is a service based model, it allows for contractual engagement and not just a traditional transaction. This will help partners retain customers for a longer period and help generate consistent cash flows,” added Nitin Hiranandani.
HP also announced the new HP Managed Print Specialist Resell Offering, which provides partners the ability to ‘hold the paper’ and drive top-line revenue without taking on the huge managed print services infrastructure costs that can be financially challenging. Under an HP Bundled Page program, partners are provided what HP calls an “all-inclusive bundle of pricing and services for resell to the customer, with an ‘all in’ click [or cost per page] price for supplies, maintenance and break/fix services, as well as the associated delivery and labor with post-sales support.
The program also includes access to a cloud-based application — HP ExpressDecision Portal — that connects customers, partners and HP Support in a chain, providing partners with “proposal and quote generation for cost-per-page pricing, client invoicing and reporting, device monitoring, and account and contract management.” HP said the portal also provides seamless access to printer supplies, services and maintenance.
India is the first country in the Asia Pacific to offer the program. It currently has been rolled out in Delhi and Mumbai and will be extended to other cities later in the year.
