Search
Homepage This page's url is: -crn- Rankings and Research Companies Channelcast Marketing Matters CRNtv Events WOTC Jobs Cisco Newsroom Dell EMC Newsroom Hitachi Vantara Newsroom HP Reinvent Newsroom IBM PartnerWorld Newsroom Lenovo Newsroom Nutanix Newsroom HPE Zone Tech Provider Zone

Sponsored

The Cornerstone of Print Partnership

The office printing market is undergoing transition as small and medium-sized business experience more growth. Simultaneously, we’re seeing purchasers and influencers in this segment changing, with more input on printer purchase decisions coming from outside of the IT department.

The office printing market is undergoing transition as small and medium-sized business experience more growth. Simultaneously, we’re seeing purchasers and influencers in this segment changing, with more input on printer purchase decisions coming from outside of the IT department. The result is a desire on the part of SMBs to acquire their technology under a consumption-based or as-a-service model. This is where Print-as-a-Service and business inkjet technology come into play.

Traditionally, laser printing reigned supreme in this space. But the landscape is changing, and inkjet technology is making significant inroads. Today’s inkjet technology has come a long way and its quality, paper handling, networking, speed and security bring it into parity with laser products. Product cost, sustainability and serviceability add to the advantages of business inkjet, helping to put it on a growth path.

Why Print-as-a-Service Makes Sense

For SMBs:

Acquiring technology under a contractual arrangement makes sense for SMBs who need to closely manage expenditures and at the same time, have the latest technology to run their businesses. Moreover, these customers don’t want to compare printers and sort through specs. They simply want features that are important to them and they don’t want to pay for features that aren’t.

For Print Providers:

Two things that are important to partners are long-term customer relationships and the ability to sell to customers repeatedly. In a transactional printer sales model, you could easily lose the supplies and/or replacement business after the initial sale. In the print-as-a-service model, you stay connected to your customer. Epson’s Cornerstone program is the key to help build this connection.

 

What is Cornerstone and Why is It Good for You?

Cornerstone is a hassle-free, print-as-a-service program. It provides a web-based tool that allows partners to quote, contract, automatically monitor the device(s), and handle billing and reporting. The customer offering is three-years of printing, service and ink for one simple, monthly payment As soon as a printer runs low on ink, supplies are automatically ordered and the costs are applied to the next monthly invoice.

 

Cornerstone is designed to your business and your profitability for the long-term:

- You own the customer relationship

- You capture the full revenue and margin for the supplies and hardware throughout the entire program

- You minimize the support that you need to provide

Cornerstone keeps you connected throughout the term with alerts so that you always know what’s going on with your customer. At the end of the three years, the agreement ends. At that time, you can upsell the customer to a new program and ensure that your customers always have the latest technology. The Cornerstone marketing program is offered to Epson BusinessFirst partners at the Silver, Gold and Platinum levels.

Learn more about how Epson’s Print-as-a-Service and Cornerstone program can work for you in this on-demand webinar: https://www.crn.com/2018/12/20/channelcast-cornerstone-program-building-print-partnerships/KSTS7Je7yhzUqWT8IRIrx3/index.html#ccform 

This article was provided by Epson America Inc.

Back to Top

Video

 

sponsored resources