Hewlett-Packard India launched an eagerly-anticipated Managed Print Services (P-MPS) 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 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.”
HP 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.
“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.
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.
Gurpreet Brar added, “HP MPS program is novel concept where partners can grab the opportunity but with responsibility. Today business in not just box-selling—customers are mature and they want better after purchase solutions and services. HP MPS is a bold initiative in this direction. Initially we are starting this program in Delhi and Mumbai. From each city we pick 10 to 15 ideal partners who have a good record providing after sales solutions and service. We usually have 3 to 4 contracts with companies, so each is a long-term deal. This programme is a chance as well as a challenge for the partners. If they work systematically and hard, they can make good business and in turn this will benefit HP as well.”
