A trusted managed print provider can be a powerful ally in the MSP marketplace. Without a print partnership, you’ll always be one step behind the many other MSPs that package print with their IT services.
Creating a relationship with a print vendor allows your MSP to essentially expand your service suite without changing anything about your business’ operations. You can stick to handling your client’s IT services and hand off print duties to your preferred print vendor.
However, when you refer your clients to a third-party, you must trust the vendor to provide high-quality service to your shared client and collaborate with your organization when necessary. A bad referral could easily jeopardize your MSP-client relationship you’ve worked tirelessly to cultivate.
So this begs the question: what does good print support look like?
At Print Partner, we strive to exceed industry-standard expectations for customer service and MSP collaboration. We work with hundreds of MSPs across the US, facilitating their clients’ printing needs and generating revenue through mutually beneficial referrals.
In this article, we’re covering exactly what type of support you should expect from a managed print provider.
A managed print services (MPS) vendor sells equipment and services related to print. They sell and deliver copiers and printers to clients and actively manage them after the initial installation.
Services offered vary depending on the vendor you engage with, but they usually include the following:
An MPS provider is essentially the arm of IT that relates to printed documents. By connecting your clients to the right print vendor, you can unload the burden of print onto a team of experts, freeing up your team to focus on other priorities.
Your value as an MSP is measured by how well you and your partners can support your clients, both when their services are running smoothly and when they run into trouble.
As unfair as it may be, your customer’s perception of how well you take care of them sometimes hinges on how well you can collaborate with a third party to resolve an issue.
Even if your MSP does everything right, a lackluster partner can make you look bad to your client. That’s why support is integral to the relationship between you, your client, and your MPS partner.
When referring your clients to an managed print provider, be sure you’ve chosen one that will support you and your client in the following ways:
No one likes to be left on hold for long, especially when an urgently-needed document won’t print and a failed print device has brought your workflow to a screeching halt.
When your clients have issues and need to contact their print vendor, they should expect and receive a quick answer. A ticketing system should be implemented to track requests and hold the support team accountable.
You might be surprised how many print vendors do not use ticketing systems and depend on email and shared spreadsheets to track service calls.
Once the customer has reported their problem, they should know what kind of turnaround time to expect. Expected service response times are outlined in the customer’s Service Level Agreement (SLA). Many manufacturers like Xerox have a 24-48 hour response time for servicing their machines.
If the vendor you are working with does not clearly outline their expected response time, or if they estimate a longer turnaround time than 48 hours, this could be a red flag.
To learn more about our support process, read: How Print Partner Handles Your Client’s Support Requests
Best-in-class customer service should include client files that record the exact equipment that each customer uses, details about the client’s technical environment, serial numbers for each machine, technical point of contact information as well as a log of all customer interactions to date.
Poor documentation will lead to slower, less efficient troubleshooting between the print vendor and your MSP, which will make you and your client suffer.
Requesting maintenance for print devices should be a stress-free process. When support is needed, the client needs to know who to submit a ticket to and how long they should expect repairs to take.
Once the support request is made, it becomes the responsibility of the MPS provider to communicate with any other parties whose assistance may be required in solving the problem. These parties may include:
The MPS provider should always keep the customer informed of communication with third parties, any changes they will implement to the customer’s software or hardware, and any maintenance that will need to be performed.
To learn more about the relationship between MSPs and third parties, read: MSPs: Managing Print In-House vs Through a 3rd Party
A print vendor is strategically positioned to monitor your clients’ fleet of printers and copiers. This data tracking serves multiple purposes, but commonly-shared MPS best practices include the monitoring of:
These proactive measures ensure that the client’s print fleet is well looked-after and will minimize the requirement for support over time. Ultimately, working with an MPS makes printing easier for the customer while reducing the workload for your MSP.
When you’re looking for a print vendor to refer your clients to, you want to make sure they’re an organization that will support you and your needs as an MSP. And, as an MSP, you and your print vendor should be partners in serving your clients.
A partnership means working together and supporting each other. Here are some of the primary things to look for when shopping for a print partner.
When you reach out to a print vendor on behalf of your client, you should expect them to respond to your report quickly. They should take responsibility for the problem—assuming it’s a document, printing, or copying issue—and work directly with you to solve it.
The MPS partner should never shift the blame from themselves onto a third-party vendor or back onto you. Rather, they should seek to collaborate with your MSP and the client to solve the problem, without placing blame on anyone.
The more collaborative a working relationship can be, the faster a support ticket gets resolved.
Nothing beats the satisfaction and relief that comes with a quickly-solved problem.
Working together makes things faster and easier. It also ensures that you as an MSP only ever look good to your clients. Maintaining a cohesive team helps to create a beneficial feedback loop for both the MSP and the MPS. Here’s how:
Look for a print vendor that only focuses on managed print services, and avoid print vendors that compete within your MSP’s space.
The unfortunate truth is that many print vendors bake MSP suites into their service models to poach business.
You want an MPS dedicated to print and print only. That will require strong relationships with MSPs in order to do business. And these symbiotic relationships rely on positive perspectives.
Your ideal MPS won’t leave you in the dark when it comes to solution requirements. They’ll be responsive to support tickets from you and your clients; they’ll communicate clearly with deadlines they follow through on.
Whether the solution involves a single simple step that the customer can implement on their own or a complex process including multiple vendors and technicians over a series of weeks, the MPS should keep you informed of the progress every step of the way.
After we’ve summarized what MPS is and what type of support print providers offer, you’ll be able to navigate the print market with ease.
With Print Partner, you can always be confident that your clients (and your reputation) are in good hands.
Print Partner is dedicated to facilitating relationships with MSPs across the country, providing your clients with top-shelf managed print services.
We service your clients’ printing needs and leave the IT to experts like you.
And we’ll pay you for referrals! For each deal we close, we’ll pay the person who registers the opportunity at least $500 for the introduction and an additional $250 per $25K in revenue the deal brings us. For the MSP, we’ll pay $1,000 per 11x17 MFP sold, $100 per printer sold, and 5% recurring revenue on the client’s print allotment. And we’ll provide exceptional client service while we’re at it.
If you want to protect your client base, offer additional value to your customers and earn additional income while doing so, partner with us, a Print Partner you can trust.