Managed Print Service providers must act to secure opportunity for cloud print revenues
9 November 2020: Print industry analyst Quocirca’s latest report urges MPS providers to act fast to secure market share as businesses migrate print infrastructure to the cloud.
‘The Cloud Advantage: the opportunity for MPS providers’ draws on primary research and in-depth market analysis to explore the potential of cloud in the sector as businesses look to achieve flexibility, scalability, reliability and cost efficiencies while reducing management overheads. With COVID-19 accelerating digital transformation projects, MPS providers need to develop a strong transformational cloud print services and solutions offering if they are to stay relevant in a changing industry.
Quocirca’s recently released State of the Channel report found that MPS companies see cloud as the leading current and future opportunity. However, a fifth reported that a lack of sales and marketing skills and resources are a major challenge for the coming year and almost one third (32%) say a lack of technical skills are preventing them from implementing or growing cloud services.
To seize the opportunity offered by cloud print migration, Quocirca recommends MPS providers focus on strengthening performance in five key areas:
- Customer education:Managed Print Services are one of the last core elements of IT infrastructure to make the transition to the cloud. MPS providers must educate customers on the benefits of deploying cloud print services and offer solutions that integrate with their overall cloud print strategy. This requires investment in sales and marketing.
- Address security concerns:the security of cloud platforms typically exceeds that achievable on-premise, yet customer concerns linger when it comes to print and many are aiming to retain a perception of control over certain aspects of security. MPS providers must articulate a robust security message to support customers on their cloud journey.
- Adopt a consultative mindset:customers are seeking service providers that offer value-added IT-centric expertise, meaning MPS providers need to shift away from a product-focused mindset towards that of strategic partner offering guidance on how to leverage different cloud options.
- Enhance trusted partner status:MPS providers need to think beyond print and offer adjacent services such as process digitisation and workflow automation that build on their role in supporting customer’s digital transformation projects.
- Evaluate multiple cloud print platforms and services:MPS providers must capitalise on the opportunity to grow their portfolio. Where necessary, they can seek new services from third-party providers to build a complete offering for their clients.
Louella Fernandes, Director, Quocirca, says MPS providers are entering a critical period: “Customers are focusing on configuring new hybrid working environments and many will take the opportunity to transition to cloud print services. MPS providers need to offer transformational print services that are tailored and flexible, aligning with customers’ broader cloud strategy and moving beyond print into workflow and digitisation and automation. Cloud print services area an opportunity for innovation and revenue growth for those MPS providers that can successfully pivot their business to support them.”
‘The Cloud Advantage: the opportunity for MPS providers’ provides a full analysis of the cloud print services market’s features and key drivers, including recommendations for MPS providers evolving their business to respond to the opportunity.
The full report is available to Quocirca subscribers or may be purchased as a standalone report at: https://print2025.com/reports/cloud-advantage-mps/
About Quocirca:
Quocirca is a global market insight and research firm providing strategic market analysis and intelligence to print industry business and technology leaders. Quocirca specialises in analysing the convergence of print and digital technologies in the future workplace.
Since 2006, Quocirca has played an influential role in advising clients on major shifts in the market. Our consulting and research is at the forefront of the rapidly evolving print services and solutions market, trusted by clients who are seeking new strategies to address disruptive technologies.
Trusted by global industry organisations, Quocirca offers a wealth of specialist knowledge across the connected print ecosystem. Our extensive research activities are backed up with rigorous analysis and a robust primary research programme.
SOURCE Quocirca
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