Thursday, April 16, 2009

Interview: Printing in the SMB market - Lexmark

In an interview with Kevin Goffi, Lexmark international vice-president and general manager of worldwide SMB and printing solutions, Matthew Sainsbury, at ARN, asks abut Lexmark and Managed Print Services.

Here are three questions, the complete interview is here.

Managed print services is an area generating a lot of interest. How is Lexmark involved with its partner in this space?

KG: We’re involved on a couple of levels, and it really depends on the maturity level of the partner. Some partners are more leading edge, and have already developed the capability to do managed print services. In that case, they’re not really looking at us for expertise – they are after a hardware and supply model that will fi t into the type of solutions they’re creating for end users. At a grander level, we will work with partners to help them understand the business – we have a managed print services offering that we do for very large enterprises and have been doing for a number of years. We believe we understand business well, and we will work with partners to educate them on it.

To what extent do you see managed print services penetrating into the SMB market over the next year?

KG: We see it as becoming significant, and it’s directly coupled with the economy. I see this as an opportunity for partners. If an SMB is looking to upgrade technology, in many cases they might put that decision off until they see how the economic situation pans out. I’m seeing great partners and customers moving more quickly when there’s a managed print services offering than a pure hardware acquisition.

Security in the SMB space around printing – is it much of an issue?

KG: It’s a similar discussion to environmental sustainability. The difference between an enterprise and an SMB is that typically an enterprise is going to have a strict security profi le that they implement through their IT department. SMBs, especially at the smaller end of town, may not have their own IT department or person looking after that. They will generally look to their IT reseller to help provide that. The desire is there, but the SMB’s ability to implement that is not going to be at the same level as an enterprise – and again that’s an area I see as an opportunity for our resellers\

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