Brother UK launches three new MPS services for partners

The print vendor's CRO sat down with CRN to go through what this new offering means for channel partners and gave his thoughts on Dell's latest announcement

Brother UK has launched three new managed print services (MPS) solutions tailored to businesses of different sizes, to make it simpler for partners to meet demand for print-as-a-service.

MPS Essential, MPS Professional and MPS Enterprise are designed for the needs of SMBs with a single office through to larger, multi-site corporations.

Speaking to CRN about the driving force behind the launch, Brother UK chief revenue officer, Greig Millar (pictured) said the aim was to give partners straightforward, better-focused solutions to target a mix of businesses and expand their revenue streams.

"Through those years of listening to partners and end customers it felt like a good time to dispel any confusion in the channel about the different flavours of MPS we've had in the past," he explains.

"That's why we've got to this point where we wanted to make it clear to the channel that, if they want MPS with Brother then which of the three do they want? As a way to try and make it crystal clear to the marketplace and to the customer what it is we offer.

"Delivering clarity to the channel is our main goal. We're doing it based on feedback from resellers and the marketplace."

Working with the channel

This launch forms part of Brother UK's strategy to deliver 50 per cent of revenue through contractual sales by 2025.

It claims the new offering will help it take advantage of strengthening demand, with 60 per cent of print forecast to be delivered as part of a service in the next three to five years, according to IDC.

"Businesses increasingly want to buy on contract. Between April and June this year we delivered an 84 per cent year-on-year increase in new MPS agreements and our retention rates carry on surpassing our expectations," Millar says.

"We expect to see this growth continue and we've broadened our offering to help reseller partners capitalise on the demand."

The CRO outlined Brother's commitment to the UK channel and how its partners are key to these new services.

"We work with channel partners 100 per cent. Although there is the opportunity to purchase something from our website it's not competitively priced," he says.

"We're 100 per cent committed to the channel and that has always been the case. These MPS offerings are created with our channel partners in mind.

"The vehicle to put our customers on MPS is through our channel partners."

Vendor titan Dell announced last week its direct sales reps will earn more money if they move its storage products through the channel than if they take that same business direct.

Responding to Dell's major announcement, Millar took the opportunity to highlight the importance of channel partners to vendor's businesses.

"It's good that other manufacturers are supporting the channel. What I think large companies don't have that channel partners do have is relationships with local businesses," he says.

"I think there's something to be said about buying local, and I think a lot of small businesses want to buy from a local reseller.

"So I think it's good that larger manufacturers are recognising that.

"You can't take lightly the relationships these channel partners have with the end customer."