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The Strategic Value of Having Print in Your Business

The saying goes, “You don’t know what you’ve got ‘til it’s gone”. There are many things we take for granted and only realize how important they are when they’re gone. Whether it’s running water, electricity, or the coffee maker, we simply expect certain things to be there when we need them. And, wow, do we ever notice when they’re gone.

The same is true for printing. Printers may not be the most glamorous of IT equipment, but if they aren’t present or functioning properly when your customers need them, their absence is surely felt. The problem with this is that your customers are likely to treat printers as commodities and simply go online to buy printers instead of calling you. And if they bypass you for their printing needs, what’s next? Don’t let your customers be the things you miss when they’re gone.

The Strategic Value of Print in Your Business

Herein lies the strategic value of having print in your business—and specifically print-as-a-service. According to research by CRN, 84 percent of partners sell managed services in some capacity. The trend toward managed services is not surprising—what better way to differentiate yourself and foster customer loyalty in an IT hardware market that is becoming more and more commoditized. The ‘as-a-service’ or contractual sales model holds many benefits for both you and your customers:

--For your customers, they always have the most up-to-date technology and don’t have to manage supplies by themselves.

--For channel partners, print presents an opportunity to not only generate revenue, it offers an opportunity to become a full-service provider and fortify the customer relationship by creating stickiness through an as-a-service type of program

--A well thought-out program helps resellers retain the profitable supplies business and can use that opportunity to stay connected to the customer and prevent someone else from getting into their account

--Print under a contractual versus transactional model is preferable from an operating expense perspective. Print-as-a-Service program may offer tax benefits as the customer converts a capital expenditure to a lower and more predicable operating expenses

The Epson Difference

So, why Epson? Epson PrecisionCore inkjet technology delivers sharp print quality, business class print speeds, exceptional reliability and performance to meet the needs of business customers on the desktop or in work groups. Why Inkjet? Inkjet technology are less complex than lasers, with fewer serviceable parts for lower maintenance.1

For resellers, Epson makes it simple and profitable. Unlike most vendors, Epson only sells through the channel and is designed to help you own the customer long-term. With Epson, you won’t compete with the OEM and you can earn healthy margins from both the hardware and the supplies.

The Cornerstone of Success

Epson’s Cornerstone program was designed as a simple market driven solution. It enables resellers to easily and quickly offer a Print-as-a-Service program to their customers with a lucrative hardware and supply margin without having to spend time in building the needed partnerships and infrastructure themselves. End user billing and invoicing, device management, auto supply replenishment, service and support will all be delivered by industry leading partners for the resellers. The offering creates a long-term agreement with the customer (3 years) and initiates an optional new agreement at the end. The program provides the key elements needed to build a contractual business model to resellers, so resellers may focus on the most critical aspect of their business - building customer relationships.

From the end user’s perspective, Epson Cornerstone program offers an all-inclusive print service with simplicity and ease. It provides business class printers, 3 years of limited warranty, and manages supplies for the customers automatically. One simple consolidated monthly payment for hardware, supplies and service helps business managers manage printing cost easily. Device monitoring service helps reduce the needed IT staff and minimize the impact to productivity. Ink shortage will no longer stop your workflow. As soon as your printer runs low on ink, supplies will be automatically ordered, and the costs are applied to your next monthly invoice. With Epson’s PrecisionCore Inkjet technology, you can make business printing as colorful as you want it to be.

Don’t regret about missing your customers when they’re gone. Instead, win their loyalty, keep their business and build upon it. Join Epson’s Cornerstone print-as-a-service program, the way printing is meant to be and make print a strategic part of your business. To learn more simply email cornerstone@ea.epson.com and we’ll get you started.

This article was provided by Epson America Inc.

1Source: IDC, 2018. Market Perspective: Unlocking the Disruptive Nature of Inkjet for the Office Printing Market

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