MPS IN A HYBRID WORLD
CONTINUED
Dale Needham director MPS Group
thempsteam.com
hybrid way of working.” But while demand for printing in some cases has diminished, it doesn’t mean demand for MPS has. “There are still lots of MPS deals being done that are either a rationalisation of an estate, so a smaller number of devices, or in fact more devices, but a reduced cost because they’re smaller devices that are for home use, rather than large A3 printers,” says Dale. He adds there are increasing numbers of customers moving to fully managed solutions – where things like consumables and servicing are included as part of the package – as they seek to increase efficiency and reduce waste. He cites how customers with multiple stores or offices are now looking for these solutions so they can track what is being printed, compare usage in different sites and have service wraparound, rather than leaving it to individual sites to sort out buying new printers etc. “While businesses can make significant savings with these packages, MPS providers can still make a lot of margin on them,” he says. This is just one trend driving demand for MPS. Another is the drive towards businesses becoming more sustainable and a goal of achieving net zero. “I’m finding more and more the people that I’m talking to – especially the younger buyers – are more knowledgeable and they’re doing more research and want to understand not just the technology but the implications of it,” says Dale. “For me, a big area of growth in terms of the conversations I have is around helping people on their journey to net zero and how can a positive print solution help them with that. There’ll always be a need for print, but we have specific schemes that allow people to be carbon neutral from a
printing perspective.”
Future demand The future demand for MPS seems set to continue to be strong, according to Rowan. “Despite the shift towards digital workflows, print still plays an important role in many businesses, particularly in the sectors where printed documents are a legal requirement,” he says. “Demand for MPS from hybrid working businesses will continue to be strong in the coming years. An MPS provider can ensure print management is optimised and devices are available when needed. This is important when printing volumes can fluctuate, depending on when people are in the office. Today, print insights data can be used to monitor usage and trends, allowing businesses to optimise their devices for reliability and best value. “Crucially, MPS is not just about print - digital document workflows can help to accelerate digital transformation within a business. Hybrid workers need access to their documents and information wherever they happen to be, across multiple devices. A modern MPS strategy should include a solution for this within the client’s business. “As the world of work continues to change, MPS will keep on evolving with the rollout of more advanced solutions, such as cloud-based printing, mobile printing and automation. Businesses will continue to focus on cutting unnecessary costs and increasing productivity. Working in partnership with a trusted digital services provider will be vital for resellers if they want to stay relevant to their customer base.”
“
Pre-pandemic, most people didn’t use e-signature software, everything was paper and pen and salespeople would think nothing of driving 100 miles to sit in front of
somebody with piece of paper.
”
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