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Elements Of A Successful Managed Print Services Business

By Rick Whiting CRN
12:00 PM ET Fri. Aug. 31, 2012
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Elements Of A Successful Consultative Sales Process

  • Review existing service contracts and spell out the costs for maintenance and consumables

  • Use tools to inventory the printer "fleet," interview users and measure print volumes (per month and year)

  • Help uncover hidden printing costs

  • Create a baseline cost, including all maintenance, break/fix and IT labor

  • Design a solution and its cost using existing print volume

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