Print.IT Reseller - issue 63

01732 759725 44 VOX POP ...continued people like paying a monthly charge, as they can get a better price point.” Simon Warnes: “Print is increasingly owned more and more by the IT department rather than procurement and they (IT) have been transitioning toward software-as-a-service for the last few years. As such it is clear that IT departments will be drivers of this change for printer hardware too. “In order for HaaS to become as mainstream as its software equivalent, the business models of the OEMs and dealers selling the products also needs to change. Part of the challenge in print is that the capital outlay for an MFP can be much higher than for smaller hardware items such as laptops or phones. By moving to as-a-service, these organisations won’t receive the upfront payment revenues associated with a traditional lease and will instead have to fund more of it themselves and be paid out gradually over a longer period of time – utility style. This obviously has funding implications for the business, so the industry will need time to adapt to this change and address its accelerated cash flow requirements.” Gary Tierney: “Yes, this is definitely where we see the market heading. There are certainly clear financial benefits, however, this is only one component. Other aspects such as enhanced performance analytics, proactive management, easier upgrade opportunities and device failure prediction tools also offer business great value. “The joy of ‘as-a-service’ is that businesses can choose a tailored model that works for them, adding the components that suit their business operations and removing the ones that don’t. So, although financing is an option, it is one of many – ultimately, businesses can still utilise the benefits of DaaS and pay for their devices up front, if it suits.” Martin Randall: “I think HaaS will become as mainstream but not because of paying monthly or lower up-front costs, this is already seen as a given in most cases. The change will be born from the continued need for flexibility, ease of management, and optimising accounting practices.” Mike Mulholand: “One of the key drivers behind the shift to MPS, which is common with HaaS models, is how customers avoid the upfront cost of purchasing an entire fleet of devices – a prospect that’s become more attractive as IT budgets tighten. But what gives MPS the edge is the added value it can create for customers, delivering services such as real-time usage dashboards, forecasting tools, automated replenishment of consumables and fleet monitoring, which can boost productivity and provide greater insight to drive new efficiencies.” Shaun Wilkinson: “It is, providing the contractual issues can be agreed. The HaaS model gives vendors the opportunity to accelerate growth by making it easier for businesses to purchase, as well as retaining those customers for a fixed period, however it does not come without its challenges. There are costs that are involved with selling hardware that you don’t come across with software such as manufacturing and shipping, which the OEM/MSP have to put up front, which makes it a less attractive prospect for hardware suppliers to enter offer HaaS.” Glenn Kershaw: “There are numerous ways to build long-term relationships with clients. This is usually done by offering excellent service, the right solution for the requirement and ultimately a deal that works for all parties along with excellent ongoing account management. “Develop products are changing all of the time with new software/security solutions being integrated into the field, which will allow a simple upgrade path that doesn’t always mean a brand new contract for the customer.” Derek Jones: “No, I think the battle to build good, long-term relationships is all about how well vendors look after their channel partners. Resellers, retailers, VARs and MSPs want to work with vendors that deliver great solutions, provide good opportunities and deliver excellent services and support for their partners, as well as additional support for their mutual end-user customers. It is all about enabling partners to deliver the best possible levels of service and satisfaction to end-user customers.” Jamie Coombs: “It’s one of them, there’s plenty of space to secure a market share. Having HaaS alongside SaaS and DaaS makes sense. Vendor businesses need to have all of these in their arsenal. If suppliers don’t get on board, they could likely regret it.” Alastair Adams, Director, Commercial Group : “It’s important to remember that contracts often require flexibility and if the customer expects a change PrintIT Reseller: Is HaaS the next logical step for vendors in the battle to build long-term customer relationships? The joy of ‘as-a-service’ is that businesses can choose a tailored model that works for them, adding the components that suit their business operations and removing the ones that don’t Gary Tierney Mike Mulholand