Samsung's new PrintIQ managed print services program is designed to give solution providers the tools they need to offer customized print solutions and help them generate recurring revenue.
PrintIQ delivers a suite of remote print management solutions Samsung partners can use to to monitor the performance of clients' printers, copiers or multifunction printers. The newest solution for remote print management is cloud-based, Samsung said, and was created via new partnerships with print management and assessment software makers PrintFleet and MWA Intelligence.
Remote print management is one of the biggest revenue drivers for solution providers, as much of it is performed on a contractual and recurring basis, said Peter Richardson, manager of printer marketing for Samsung's Enterprise Business Division.
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What's more, remote print management enables solution providers to identify when a client's print supplies, such as toner, are in need of a replacement. Through the PrintIQ program, a reseller can make this toner sale to the client directly. Many resellers include toner refills as part of their larger contractual agreements with clients, marking another opportunity for recurring revenue.
Partners in the PrintIQ program have access to discounted toner cartridges for various printers and copiers.
"The goal of any managed print services program, from a reseller point of view, is to capture aftermarket revenue, hopefully in a contractual manner," Richardson told CRN. "Samsung helps provide the reseller the financial ability to do just that."
The PrintIQ program also provides leasing options to resellers through Samsung partner Great America Leasing Corporation. The company said this eliminates the need for a cash outlay on the part of the partner and ensures older print fleets can easily be replaced with new printers and copiers.
In addition to new remote management tools and financing options, PrintIQ includes full pre- and post-sales technical support for Samsung solution providers to help them best address their clients' needs.
It's up to solution providers to determine how much or how little of the PrintIQ tools they leverage, but all are there for the taking, Richardson said. The program also can be used to manage non-Samsung printers, he said.
"One reseller may choose the entire program from assessment to monitoring, proposal generation tools and leasing. Another may have other partners and pick the solution that fills a gap," Richardson said. "We are providing a manufacturer-agnostic solution where the data is not hosted at Samsung [so] a reseller can easily integrate [PrintIQ] into their existing MPS practice or use it as the cornerstone of a completely new one."
