Nitin Hiranandani,
Director, Printing Systems, PPS,
HP India
HP has more than 15 years of leadership and expertise in Managed Print Services, and its global reach allows HP to provide services and solutions to businesses of all sizes around the world. In fact, Gartner has been positioning HP in the Leader Quadrant of the Magic Quadrant for Managed Print Services for six consecutive years, and HP has also been named a leader in the IDC MarketScape and The Forrester Wave. With more than 3,000 global direct enterprise MPS customers, and with an estimated 715,000 devices and $10 billion under contract globally, HP has a proven track record of success in Managed Print Services. HP is committed to providing its customers with the most effective MPS offering, and this extension of multivendor support showcases HP’s latest step to achieve its goal.
Customers desire services, solutions and support to help them manage their print environment. More importantly, customers want long-term, strategic partnerships with a vendor who can provide a comprehensive solution. HP is committed to help channel partners succeed by making sure that they have the right program and tools. To help its partners to be future-ready and well-equipped to handle the transformation from products to solutions and services, HP introduced the Managed Print Specialist Resell Program in India last year. Due to the market sophistication and opportunity, India was chosen as the first country to launch the program in the Asia-Pacific region and, in fact, the company is pleased with the results. The program was initially rolled out across two cities – Delhi and Mumbai. In a short span of time, HP increased the number of partners enrolled and expanded the offering to eight cities including Bangalore, Chennai, Hyderabad, Kolkata, Pune and Ahmedabad. Nitin Hiranandani, Director, Printing Systems, PPS, HP India, is confident that HP will continue to witness a momentum in this segment.
HP’s criterion for partners to participate in MPS program
Although HP is identifying partners from its existing base, who have the capabilities to offer MPS to SMBs and enterprises in the identified cities, the program is not limited and is available for all HP partners. The partners current selling hardware only but with a vision for services business clubbed with investment interests in the domain may be the next set of target partnerships.
Verticals where HP sees maximum growth of MPS
At present, the program engages partners with customers across verticals including telecom, pharmaceuticals, manufacturing and Information Technology-enabled Services (ITeS). While HP is reaching out to all SMB and mid-market customers, the high document producing vertical markets are a major opportunity for it. These include:
• Retail / online retail
• Healthcare including hospitals, health insurance and large clinics
• Finance including banks, credit unions, brokerages and insurance groups
• Real Estate including large agent firms and mortgage companies
• Legal including mid and large law firms
• Higher education institutes including colleges and universities
HP’s Express Decision Portal (EDP)
The HP Express Decision Portal (EDP) is a cloud-based application that connects partners and HP together in one intuitive, easy-to-use portal for services, supplies and maintenance. The HP EDP platform provides partners with proposal and quote generation for cost-per-page pricing, client invoicing and reporting, device monitoring, and account and contract management.
Partner’s feedback for HP’s MPS Program
“Participating in the HP Partner MPS program has allowed us to expand our portfolio offering. We can now expand our business with Managed Print Services and solutions offered by HP.” ~ S. K. Jain, CEO, Orbit Peripherals Pvt. Ltd
The HP Partner MPS program is truly one of its kind in India, offering tremendous flexibility with HP’s extensive MPS coverage and support across the country.” ~ Kailash Baheti, Director, Powertechnics
“There is a growing interest in Managed Print Services amongst Indian businesses. The HP Managed Print Specialist Program has enabled us to capture this growing opportunity in India.” ~ Shiv Modi, Director, Trisita Marketing
“Leveraging the world-class services and leading solutions offered under the HP Managed Print Specialist Program, we could grow the number of contractual wins, thereby increasing our revenue and profitability.” ~ Jayessh Mehta, Managing Director, Future Biztech
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