Dell Dives Into Print Services

PC giant partners with Lexmark in deal with Boeing

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Dell delivered on its recent promise to dive into print managed services by adding such capabilities to a pact with longtime customer Boeing.

Under the deal, Dell said it will provide printer installation, repair and asset
optimization for Boeing, as well as print supplies.

The Round Rock, Texas-based vendor said Lexmark would be “a key partner to Dell in delivering the printer management solution to Boeing sites.” These capabilities complement an existing five-year managed services deal Dell signed with the aerospace giant in 2003.

Lexmark is beefing up its own offerings in print managed services, including providing partners with a turnkey “Document Needs Assessment” tool they can use to examine the efficiency of a customer’s document management infrastructure.

Two Lexmark channel partners close to Boeing’s Seattle headquarters each said the deal should have little or no impact on their businesses or relationships with the Lexington, Ky.-based manufacturer.

“Lexmark is in a position to provide that kind of service,” said George Herr, CEO of Pacific Software Associates, a solution provider in Hillsboro, Ore. “I think it makes sense.”

Chris Glass, president of The Printer Place, a Portland reseller, said Dell’s emergence in the printer market has depressed product margins, but he believes Lexmark’s partnership with Dell in print managed services might
have some benefits.

Glass said he expects Dell’s move into print managed services to impact the channel more than that of Dell competitors such as Hewlett-Packard, which also has made huge investments in this arena.

A Lexmark spokeswoman said the company had no comment.

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