Lexmark is offering its Cloud Print Management (CPM) to channel partners after piloting it with global enterprise customers. It positions cloud management to partners' customers as a way to reduce management costs and infrastructure while offering better security and management.
Martin Fairman, UK&I Managing Director at Lexmark tells IT Europa: “This is being announced in Europe as part of a real move from partners and users now on digital transformation. We are seeing significant uptake and this will accelerate."
Users have been asking partners about how to reduce the burden on staff, removing print servers and the associated infrastructure, he says. So, by managing it in the cloud, and with remote administration, it gives a secure end-to-end solution that dovetails into customers’ own online storage – Google, Dropbox etc.
Offering per-device, per month pricing provides customers financing flexibility and can simplify selling, while real-time analytics provide insights that help customers understand and improve end user behaviour. In addition, the technology can leverage the cloud providers and mobile processes customers have already implemented in other business areas, Lexmark says.
“Customers will be looking at cost savings and less human interaction, fewer servers and a reduction in network traffic. From a reseller point of view we are changing the conversation, making them more integral to the customer network.”
They can have a conversation about print requirements and with security on top of that with ideas such as PIN release as well as multiple cost savings.
“From a partner point of view, we want to drive the conversation and make them more ‘sticky’ with their end-users. Hopefully, it will lead to more services. Print is an easy entry-point into customer networks. We are already offering this to our largest global customers and it now becomes a partner offering. We are committed to the channel and want to win more with partners and not compete with them, unlike some competitor strategies,” he adds.
“We aim to educate the partners and their sales teams on how to highlight the benefits, engaging in a different type of conversation. In the current crisis secured print appeals to senior management who have not felt able to work from home previously.”
There is a lot more in print management that partners can offer in terms of services and remote management, he concludes, with customisation of devices as well as upgrading and management. “Every Lexmark printer out there gives partners a chance to re-engage with the customer.”
