How to Sell the Environmental Message of Managed Print Service

For most channel partners, two terms have long dominated the sales conversation: reliability, and affordability. Recently another buzzword started creeping into the dialogue, gradually moving from inquiry to demand: sustainability. Businesses of all sizes are responding to the consumer demand for environmental responsibility, opening the door for channel partners to start a new kind of conversation.

More than three-fourths (76 percent) of consumers expect companies to take action against climate change and are willing to support those actions with their purchases, according to a study by Cone Communications. They’re not alone. A growing number of government agencies and other organizations in the public sector report that they prefer to do business with environmentally friendly companies.

This has led to significant changes in the way we are all doing business, both as providers consumers. How many of us now carry reusable shopping bags, rather than paying the upcharge for accepting single-use plastic carrier bags? How many of you carried a reusable cup into Starbucks this morning, instead of leaving with a disposable one?

Building and maintaining an environmentally sustainable business is becoming increasingly important to your customers, which makes it increasingly important to you. The good news for both you and the customers you serve is that making this shift is not only good for the planet, it’s also good for business. Help your customers improve not just their bottom line but their triple bottom line – financial, social and environmental.

A Managed Print Service is not only a top way to seize growth, it’s also one of the best ways to engage your customers on a sustainability journey, and to enhance (or initiate) their environmentally friendly efforts without compromising their bottom line.

Here’s how to get started:

  1. Assess the Print Environment
    A Managed Print Service assessment provides a detailed look at the customer’s current operating environment and workflows, evaluating the total current cost of ownership (TCO), and current operating costs and performance (and the potential savings opportunities). This will indicate how efficiently they’re consuming resources like of power and carbon consumption, including paper, trees and natural resources. Find print assessment tools for Xerox® channel partners here.

    Once you’ve identified the inefficiencies (too many devices, outdated devices, non-secure printing or inefficient workflows) it’s time to offer solutions that can make your customers more efficient, and more environmentally responsible.
  2. Resolve Pain Points
    It goes without saying that you can’t put the organization out of business to save the environment, but there are the economic benefits of operating as an environmentally sustainable business. They will most likely center around two prime factors: the device; and the paper it outputs.

    The device. Too many customers have more devices than they need, leading to excessive usage costs. Outdated devices pose a similar problem, as they’re likely to be inefficient. Those extra devices are also taking up unnecessary space, making the entire office less efficient. An effective print assessment rids customers of unnecessary or inefficient devices, lowering usage costs and reducing their carbon footprint.

    The Paper. Moving from paper to digital workflows has the potential to radically overhaul how your customers work, both internally and externally. By introducing a Managed Print Service to help customers digitize their paper processes, you can help them dramatically reduce the amount of paper they’re using, saving them time and money, improving the way they collaborate, and even helping to improve their data security.

    The newest fleet of ConnectKey Technology®-enabled printers and MFPs offer one-touch workflows right from the device, so customers can streamline their paper processes, requiring not only less paper, but reducing operating costs. For example, customers scan an invoice, route it to the correct recipient, and store it in the cloud right from their MFP. Less paper, less time, less fuss.

    Existing apps like Capture Point convert paper into any required format. There are even apps for specific verticals like healthcare, which enable customers to maintain HIPAA compliance and protect patient confidentiality while still sharing patient information quickly and efficiently, without a sheet of paper in sight.

  3. Talk Supplies
    Counterfeit or off-brand supplies, such as ink cartridges from dubious sources, may be harmful to both humans and the environment. Selling Genuine Xerox Supplies guarantees your customers will receive the quality and safety they deserve. It’s also a great way for you to build a trust relationship while maintaining a reliable revenue stream.

    Selling Xerox Genuine Supplies can increase your sales revenue by 80%, boost customer satisfaction and enhance your reputation — all at the same time.What’s more, it opens the door for your customers to participate in Xerox’s Green World Alliance, where customers return spent cartridges and Xerox® works with certified recyclers to process the returns.
  4. Monitor and Support
    Whether you’re starting afresh, or simply making tweaks, the final step is to identify the success of your customers’ MPS program and emphasize how these wins can help them build a ‘greener’ future. Continuous device monitoring ensures that all devices are working properly and efficiently, with the supplies they need. It’s a factor which can make turn a channel partner from a vendor into a long-term, trusted advisor. Here’s how to start the conversation with your customers.
  5. Do Sweat the Small Stuff
    While selling the environmental message of managed print can spell growth for you and a greener way for your customers to work, there are also small steps partners can take to help their customers become more sustainable. It could be as simple as evaluating whether their business is currently printing on double-sided paper as a standard practice, or alerting them to the fact that turning their default setting to ‘duplex’ can reduce paper consumption by 50%, minimizing the costs for supplies and recycling, and freeing up the device. It takes less than 30 seconds to do, but creates a pretty significant impact!

To learn how channel partners just like you are helping customers green their businesses with Managed Print, join our private LinkedIn Group where you’ll connect and discuss topics like these with your peers, and gain marketing tips and insights from partners around the globe.

Learn more about Xerox Partner Print Services

Learn more about adding managed print services to your portfolio and find out about becoming accredited to sell Xerox Partner Print Services on the Xerox Global Partner Portal.

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