Print.IT Reseller - issue 63

01732 759725 VOX POP 42 The transition has already begun and I believe the speed of change will only start to increase as we go forward New research from Spiceworks (see page 46) has revealed that nearly one in four businesses subscribe to Hardware-as-a-Service (HaaS) (defined as a subscription model in which leased devices are owned, managed and supported by a third-party) for at least one type of device. This month’s panel share their thoughts on whether or not HaaS will become as mainstream as SaaS Has the hardware-as-a- service model come of age? Shaun Wilkinson , Managing Director , UTAX UK : “I agree that businesses want to smooth out their expenditure into regular monthly outgoings and HaaS certainly fits this model. IT is becoming all-encompassing and the addition of MFPs into the IT offering is a natural progression, providing the right contractual environment exists. For SMBs, cash flow is always at the forefront of any decisions, so to be able to pay a fixed monthly rate for the hardware equipment and all the maintenance and upkeep, will be a big selling point for them.” Glenn Kershaw, Marketing Manager, DSales : “This isn’t something new to the industry, successful Develop dealers have been offering this cost model for some time now. As a channel-only operation, we advise and train our dealers to get the best out of their existing clients as well as offering potential new clients the best fit for what they are trying to achieve, this sometimes can be an all- in-one cost to include capital, service/ maintenance and consumables or simply a capital cost with a separate maintenance charge. All of this is dependent on what the client prefers. “The main issue which has always held the all-in-one model back is the behind the scenes management of the funds that are realised at day one. It is not unheard of for these funds to be distributed too quickly, leaving clients unprotected when acquisitions/buyouts occur.” Derek Jones, Chairman, Synaxon UK : “I don’t think it will be as simple as that. I can see there being some movement towards hardware being supplied ‘as a service’ on lease or some other kind of finance deal, and I think that it will have to become something that all resellers offer as an option for customers. But – like traditional leasing – it won’t be the way everyone wants to buy and manage hardware products. Many will still want to own the hardware, either because they feel more secure or because they want to treat their IT hardware as an asset on their books.” Jamie Coombs, Group Professional Services Manager, Altodigital : “I agree with it wholeheartedly. The transition has already begun and I believe the speed of change will only start to increase as we go forward. “Various other markets are already doing this, like the automotive industry where it has become very common for people in the UK to lease rather than buy their car. People want to pay as they go. If you buy a car or piece of IT equipment it depreciates and eventually becomes pretty much worthless. By signing up to a monthly payment scheme, businesses know they will get the support required if and when hardware problems occur. They can get regular hardware updates plus refresh equipment easily as well and businesses like that. “It is also a good way for businesses to control cash flow and know where they are. There are a lot of plus points for it.” Simon Warnes, Head of Corporate, Bid Management and Partnering, Sharp UK : “The transition towards HaaS has already begun and is relatively common in the IT infrastructure and storage PrintIT Reseller: To what extent do you agree/disagree with the research findings which indicate there will be a gradual transition from traditional hardware leasing, where leased devices are managed in-house, to the HaaS model, where leased devices are managed by an OEM or MSP? Shaun Wilkinson Derek Jones Glenn Kershaw