Hewlett-Packard (NYSE: HPQ) is launching a major push in the managed print services space with new products, new service offerings and channel programs, an expanded alliance with Canon and a new global business unit focused on managed print.
The initiatives launched this week are designed to meet growing customer demand for the managed print model and a growing desire by HP’s channel partners to build a managed services business said Jean-Paul Desmarais, HP Canada’s enterprise marketing manager.
“Particularly in this economic climate, companies are looking more and more for opportunities to save money, reduce staffing and outsource non-core operations,” said Desmarais. “HP’s managed services offering is a great way to do that.”
The new initiatives are highlighted by a new global business unit within HP’s printing and imaging group called managed enterprise solutions. Desmarais said that will include a new unit within HP Canada, with staffing and leadership still being finalized. He adds only a small portion of HP’s business, at the high-end enterprise level, is direct; the bulk is through the channel and that won’t change.
“The channel is essential to our success and we’re heavily committed to helping our partners grow their business,” said Desmarais.
That commitment includes several new products for the channel that have been designed specifically for the managed services market. They include the HP Color LasetJet Enterprise CP4520 series, the CP4020 series, and the Jetdirect ew2500 Wireless Print Server. Also new are the CC364XD Black Dual Print Cartridges for the P4015 and P4510.
“These products are specifically designed for partners with their own managed print practice to help them be more competitive in the marketplace,” said Desmarais, noting components and products have been priced with amortization over a three-year managed print contract in mind, warranty terms have been designed to maximize the partner opportunity for services revenue, and pricing in consumables has been adjusted to be more competitive in a price-per-page context.
Another major enhancement for the channel in Canada, said Desmarais, is contractual skus that will ease and help focus partner ordering. Also, through HP’s Eco Solutions programs, partners will have access to tools such as a green IT action plan and a carbon footprint calculator to help them make the green case to their customers, with quantifiable savings to help justify upgrading and replacing old print fleets.
Finally, HP has also expanded its 25-year alliance with fellow vendor Canon. Desmarais said while the vendors compete in much of the market, Canon has several high-end enterprise products that HP makes available to fill a niche in its managed print services line-up.
“The growth opportunity for HP and our partners in the enterprise customer segment is to provide managed print solutions to end users,” said Desmarais. “Managing print fleets is the best growth opportunity within the printing segment for our partners, and partners that are looking to grow their practices should and are looking to managed print services.”
