HP's NEW PARTERSHIP WITH, SYNNEX ,NER DATA ,SUPPLIES NETWORK

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HP's NEW PARTERSHIP WITH, SYNNEX ,NER DATA ,SUPPLIES NETWORK

 user 2009-09-21 at 9:59:34 am Views: 46
  • #22467
    http://www.itbusiness.ca/it/client/en/home/News.asp?id=54560
    HP’S NEW PARTERSHIP WITH, SYNNEX ,NER DATA ,SUPPLIES NETWORK AND UNITED STATIONERS
    PrintSolv could provide a big boost to the market for resellers
    HP
    is upping its game in the managed print services business, and this
    could be a boon to its distribution partners, namely Synnex. Part of
    this strategy, however, will include a component – a global business
    unit for direct business – that will compete against the channel.The
    reality is, the transition to managed print services has been slow,
    even though it seems inevitable as hardware margins are squeezed into
    oblivion. Still, there has been some resistance by resellers and
    customers alike to move over to this model – perhaps, simply, because
    it represents change, and there hasn’t been a lot of consistent
    information available out there.

    So HP is trying to get more
    resellers on board with managed print services, estimating enterprise
    print to be a US$100 billion market. This includes a new channel
    partner program, new printer products and an enhanced relationship with
    Canon that will expand its copier portfolio.Synnex has been selected as
    an HP Collaborative Infrastructure Partner in the U.S. to offer
    resellers a full suite of managed print services using HP printing and
    imaging hardware. Aside from the fact HP and Synnex already have an
    established relationship in this area, Synnex is an ideal distribution
    partner since it offers PrintSolv, a managed print solution, to the VAR
    community.PrintSolv, which provides a usage-based billing model, is
    vendor-agnostic and works with new and existing printer networks.
    Synnex also has a dedicated PrintSolv sales team that includes field
    sales, inside sales and sales support to help resellers through the
    managed print learning curve.

    This latest deal with HP is part
    of Synnex’s drive to differentiate itself from the competition through
    the provision of incremental revenue opportunities for resellers. Just
    over a year ago, Synnex launched its On Demand Services program to help
    VARs achieve longer-term contracts with customers and gain a recurring
    revenue stream. This includes four areas of on-demand services: field
    services, managed services, professional services and edge services
    (which includes PrintSolv).HP is also teaming up with niche
    distributors in the U.S., including Supplies Network, NER Data and
    United Stationers, which will work with resellers to deliver managed
    print services through a shared sales, infrastructure and print model.

    As
    part of this initiative, HP has also created a global business unit
    called Managed Enterprise Solutions for direct customers – and this
    will be active in Canada. HP says this is aimed at enterprise
    customers, but most business will still go through the channel – and
    this includes new printer products designed specifically for channel
    partners (with warranties, for example, that maximize opportunities for
    services revenue).There appears to be a potentially lucrative market
    out there, and it’s really a no-brainer for VARs feeling the margin
    squeeze, yet the managed print services market has endured a long,
    bumpy road. Synnex has been trying to address this through PrintSolv,
    and its latest partnership with HP could provide a big boost to the
    market – and to resellers looking for new business opportunities.