Kyocera Mita, Synnex in Distribution and Print MSP Deal

The Fairfield, N.J.-based vendor said it was teaming up with Synnex, Fremont, Calif., to combine its EcoPro lineup of printers with Synnex' Printsolv managed services offering -- an offering that provides assessment, tracking and management functions that solution providers can deploy in print MSP deployments.

In jumping into the space, Kyocera Mita executives are hoping the company can broadly expand its channel footprint beyond its direct sales, office products channel and retail, as well as change its business model to cost-per-page from hardware and supply sales.

"Kyocera Mita America has historically focused our printer sales into one of the smaller aspects of the overall channel," said the company's CEO, Michael Pietrunti, in a web conference with reporters and analysts. "Our market share has remained relatively flat. We believe we must expand our business overall, and to do taht we must move beyond our traditional (office products channel) model."

Under the agreement, solution providers delivering the Kyocera Mita America solutions through Synnex will be available for technical, sales and marketing support, the companies said.

The deal with Synnex aims to provide a seamless connection for solution providers to obtain printers, supplies and managed services tools as the channel rapidly transitions to an MSP model in both computing and printing. The Kyocera Mita America-Synnex deal would ostensibly compete with Xerox' PagePack - - an all-inclusive package that the Stamford, Conn.-based company rolled out earlier this year that has won strong reviews from many channel partners.

In addition to the Synnex deal, Kyocera Mita America said it was launching a series of new EcoPro printers for the channel, including the EP C320DN, a 32-page-per-minute printer with built-in duplex capability in its color lineup, and the EP 510DN, workgroup printer in its monochrome lineup that can print at 51 pages per minute.

Robert Stegner, Synnex senior vice president of marketing for North America, said that offering with Kyocera Mita America could, for may solution providers, be considered a way to begin a nascent managed services offering.

"A lot of resellers are getting into managed services for recurring revenue," Stegner said. "On this opportunity, you'll have some of the folks already in managed services looking at this as an extension for their business. It's going to give some resellers not in the managed services arena right now a way to get their foot in the water."