The Gift That Keeps Giving, Part 2

In the previous blog, we discussed how new research summarized in “The State of MPS 2011” reveals managed-print contracts can be springboards to new opportunities. This isn’t news to some solution providers—they have not only recognized this for a long time, they have developed business strategies built around this lucrative reality.

For example, Rick Kreiser, president of Carney’s Business Technology, went all-in with managed print about three years ago. His Bakersfield, Calif., company also delivers hardware, network management, IT project support, and backup and disaster recovery solutions.

This broad portfolio of services and expertise gives Carney’s an advantage it leverages in a highly competitive marketplace. “We can talk about security, storage, backup and all the other tools that the general print guys [usually] can’t,” Kreiser says. Managed print is “where we may start, but it quickly turns into a deeper conversation” about other types of offerings, he explains.

Check out one of the latest “Managed Print Studies” at The Business Transformation Center. Kreiser discussed how a managed-print services contract for a customer in the health insurance industry opened the doors to a discussion about refreshing the existing printers with new multifunction devices. From there, Carney’s staff and the client talked about digital document scanning, which was a new requirement for the firm. Thanks to the right sales hook, Carney’s began supporting that environment as well.

But even that wasn’t the end of the follow-on opportunities. “Then it came to how are they going to back this stuff up, so [we offered] off-site backup and disaster recovery,” Kreiser says. “We are now a much bigger player than just the printer guy.”

There’s a flip side to this story. Kreiser says he also targets customers of Carney’s network management services for new managed-print services business. “If we’re monitoring their network, it makes sense to have us support their print environment” as well, Kreiser says. “It’s a two-way street for us; we find it’s complementary.”