Lexmark launches SMB print services via reseller portal

Lexmark has launched a new managed print service, TotalCare, designed specially for the SMB market. The offering has been made available through a new web portal - www.mylexmark.com.au

"We've been involved in managed print services for the last 12 years and have been very successful in the enterprise space, but like many vendors, we have been wanting to take that offering down into SMB," SMB sales and marketing manager, Tim Champion, said.

"We know the SMB is the heartland of the IT reseller. Most of those organisations are successful in that space but have not yet invested in the tools and the sales infrastructure to truly deliver a managed print service because it is expensive."

Champion said that Lexmark had needed a tool for its channel to implement. "We've built what we think is the easiest implementation at the lowest cost than any other vendor offers for channel partners to get into print services," he said.

The TotalCare package involves hardware, supplies and services over a three-year term. It is invoiced at a flat monthly fee or organisations can purchase the whole package outright. Champion describes the SMB market as 150 - 250 seats.

The portal has a customer interface where users can look at, configure and request equipment, which goes directly to a dealer. It also features a TotalCare member section where customers can access asset management, services and consumables online. The dealer interface lets partners receive requests for purchasing, managed finance, process a sale and keep customer records.

Champion said the most popular SMB products, such as the T644n printer, were featured online. Customers could pick a standard or value pack for each product.

The system was tested for two weeks before going live. Champion said 15 partners had signed up to the program, including system builder ASI Solutions.

He said Lexmark would also help partners that already had their own print management services build a site with the capability of the Lexmark site, but brand it as their own.

To become a part of TotalCare and its online portal, dealers must be a registered Lexmark partner.

"The trend is towards managed services, and that's not just in print. Accessing service income is where the channel wants to be," he said.

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