Print.IT Reseller - issue 88

VOX POP 01732 759725 46 depreciation of the physical asset is evolving, which means a change in the revenue recognition profile for the business. For channel resellers, the other challenge is the sales remuneration in an evolving model that is shifting from upfront capital investment to subscription over time. “It is therefore evident that hardware- as-a-service (HaaS) is not yet as widely utilised as software-as-a-service (SaaS), even though it is highly compatible with its software counterpart. However, it seems likely that this cost-efficient model that eases procurement by offering customers the ability to lease hardware within an MPS will become the norm in the near future.” Stuart Sykes: “In many ways, the print sector has always offered clients subscription-based charging with hardware costs spread over time, service delivery on a usage basis and flexible leasing products offering simple quarterly payments for hardware, software and services. “The thorny question remains as to how flexible is that flexibility, especially around time commitment from the client and the implications of that for risk and pricing. The sector will re-label these current pricing models as ‘subscription’ to make it easier to understand for the client. Certain organisations, especially enterprise clients, will demand maximum flexibility during these uncertain post- pandemic times as they work out long- term implications upon their workplace design and this will increase HaaS, but it is unlikely to be as prevalent as its software equivalent.” Andy Johnson: “The hardware-as-a- service (HaaS) model will follow a similar growth trend to SaaS as the benefits it offers to businesses are very similar. “It can help firms spread the cost of the equipment they procure over low cost monthly payment plans and strengthen network security by ensuring they have the most up-to-date models with new firmware, end-to-end encryption and robust user access. Access to 24/7 technical support also means they can minimise downtime and boost productivity for their employees. “Such is the demand for HaaS, we launched a managed label service so resellers can offer Brother’s specialist Auto-ID systems, as well as third- party hardware, on a monthly payment scheme. “Both models will play an important role in helping businesses make their technology costs more predictable and simpler to budget for. And there is a real opportunity for resellers to add value and expand revenue streams by consulting with their customers on what SaaS and HaaS can offer.” Dave Prezzano: “HaaS is gaining momentum in the market, and customers are realising the benefit of keeping up with the latest IT innovations while controlling costs. What may cement the mainstream use of HaaS though is the strong sustainability angle, where as-a-service procurement models are facilitating customers in achieving their sustainability goals. For example, HaaS provides more frequent refresh cycles which allows customers to utilise leading technology in energy efficiency and hardware with higher percentages of recycled content and carbon programmes. This supports customers in achieving their carbon neutrality objectives. “HaaS is not simply a rebrand of leasing, it is a shift in how consumers and businesses consume IT and hardware towards a managed service through a subscription. The convenience of installation services, proactive maintenance, break fix service, and conscious recycling all managed by a provider are highly compelling value propositions for customers.” www.synaxon.co.uk www.techdata.com www.key-digital.co.uk www.officefox.co.uk www.apogeecorp.com www.neuways.com www.ebmltd.co.uk www.canon.co.uk www.sharp.co.uk www.brother.co.uk www.hp.com value of a device is more often in its output. Therefore, the hardware-as-a- service model gives us the ability to improve the reliability of that output (through software, servicing, etc.). It also gives us more opportunities to talk with our customers, nurture relationships and grow retention and referral rates. There will always be traditionalists who prefer to simply buy devices and look after them themselves but our experience at EBM shows that HaaS is moving rapidly into the mainstream.” James Pittick: “One of the challenges with moving from a capitalised hardware proposition to an as-a-service model, is the change in financial modelling, where the model for the income and ...continued Stuart Sykes Andy Johnson Dave Prezzano It is therefore evident that hardware- as-a-service (HaaS) is not yet as widely utilised as software-as-a- service (SaaS), even though it is highly compatible with its software counterpart