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MPS
The print industry has long focused
its efforts on promoting managed
print services (MPS). Not only
does MPS allow end-users to
benefit from greater flexibility and
control over their print solution,
it represents secured long-term
revenue and opportunities to
provide additional services for
vendors and their channel partners.
MPS has traditionally been
tailored to corporate customers
where end-users have a wide-range
of complex print requirements and
are typically provided with a high
end multi-function device by a value
added reseller.
At Brother we’ve aimed to make
it as easy as possible for MPS
to work for end-users, while also
making it easy for channel partners
to implement. This has seen us
develop MPS solutions for the
channel that provide partners with
a choice of highly flexible corporate
and public sector offerings as well
as solutions for end users that
require a more simple solution.
Establishing larger MPS
environments
MPS requires a bespoke customer-
centric service, especially when
it comes to agreements at the
corporate end of the market. This
means tailoring solutions and
services specifically to the print
environment and the customer’s
needs.
While most vendors will
approach the market with an off the
shelf, or one size fits all approach
to managed print, at Brother we
don’t think this is enough. For
each of our MPS agreements, once
Brother and the channel partner
have understood the customer’s
requirements, the services are
developed to fit the specific needs
of the customer.
At Brother we only sell our MPS
offering through the channel and we
give our partners as much support
as possible when it comes to
developing these agreements.
Our end user sales team, pre-
sales technical teams and MPS
specialists offer a range of tailored
support from project management
Phil White, Managed Print Sales Manager at Brother UK, explains how Brother
has created MPS solutions that suit both large corporates and small and
medium size businesses, allowing the channel and customers to make the
most out of managed print.
Brother’s MPS:
breaking the mould
through to installation as well as
recycling. These services can be
delivered in-house or by channel
partners themselves, creating nine
opportunities for channel partners
to develop their own revenue
streams within a Brother managed
print service.
We’re proud that we haven’t sold
the same MPS solution twice to any
of our corporate customers – our
service is incredibly flexible and
truly tailored. In essence, alongside
channel partners we can deliver a
truly bespoke solution.
At your side
Brother’s ‘at your side’ ethos also
provides support throughout the
pre- and post-sale process to ensure
end-users get the best from their
managed print service agreements.
Our three-stage implementation
process for new customers sees
us assess their print environments,
transition to the new managed
print service agreement, and then
continually optimise the service to
ensure maximum value is delivered
to the customer. During the
assessment stage, our end user
sales team and pre-sales technical
teams work alongside the customer
and channel partner to ensure data
is collected and customer needs
are understood and considered
when designing the solution.
Following this, our project
management team support the
transition from the customer’s
original system to the new Brother
MPS solution. A Brother Service
Delivery Manager will then lead the
optimisation of the customer’s MPS
solution – providing reports and
performance updates to ensure the
customer benefits from a modern,
intelligent MPS system.
Flexibility is key to Brother MPS, we understand that end
customers and partners have different requirements.
The modular approach to MPS at Brother means partners and
customers can choose the types of service they require from
us and tailor the solution to their unique needs
Phil White,
Managed Print
Sales Manager,
Brother UK
