Monday Morning Impact – November 21

Ingram Micro Adds Managed Print Service Bundle

Ingram Micro has rolled out its new Managed Print Complete (MPC) program aimed at helping allied channel partners to offer top-line single or multi-function printers, toner and an extended warranty for a fixed monthly subscription.

A recent survey fielded by Ingram Micro notes 65 percent of SMB channel partners polled are in favor of “print-as-a-service” in order to reduce time spent ordering supplies, to better enable fixed and predictable printing costs, and to better support system upgrades.

“There is a growing demand from SMB-focused channel partners and their customers for subscription-based services,” said Ryan Grant, senior director, Document Imaging, Ingram Micro. “We developed MPC to speed the sales cycle and combat the sales pressure MSPs and VARs are feeling from agents and copier dealers. MPC also encourages greater adoption of subscription-selling and technology lifecycle management, which lead to better service and support, and promote a healthier business model for channel partners.”

Channel partners can choose from a variety of single and multi-function print and consumables leaders including Brother, HP, Lexmark and Xerox.

Channel Impact^®
Reducing administrative processes is key to optimizing profits associated with these types of services. The new Ingram Micro program will likely help partners to reach this objective. Customers can refresh and renew the service at any time, or purchase the printer at the end of the subscription term.

Pax8 Announces Strategic Integration with ConnectWise

Pax8, the Denver-based value-added cloud distributor, announced that it has integrated ConnectWise into its Command Console, a cloud product marketplace brandable for partners. The new partnership allows service providers to synchronize accounts, cloud subscriptions, and billing transactions between ConnectWise and Pax8.

“Pax8 strategically helps partners build their cloud practices through assisted selling, automated provisioning, and simplified billing for cloud products,” said Ryan Walsh, senior vice president of Partner Solutions at Pax8. “The integration with ConnectWise enables us to relieve the pain points associated with handling and processing cloud subscription business. By connecting the Pax8 Command Console with ConnectWise, service providers can take advantage of real-time provisioning through Pax8 while connecting complex billing and order transaction detail to ConnectWise.”

Pax8 also provides on-demand marketing programs, sales assistance and training, provisioning automation, and subscription billing.

Channel Impact^®
The synchronization allows ConnectWise partners to associate cloud product cost, subscription, and seat count information with the customers they manage through ConnectWise, thereby simplifying processes.

Fujitsu and SUSE Expand Strategic Alliance for Open Source Solutions

SUSE and Fujitsu announced they are extending their strategic alliance to address the need for dynamic, flexible and secure cloud and mission-critical open source solutions. To that end, both companies have committed to the deployment of development, marketing and sales resources intended to bring hybrid cloud, next-generation cloud infrastructure and mission-critical solutions to market.

In addition, customers will also be able take advantage of the MetaArc portfolio of solutions, services and technologies, including cloud, mobility, IoT, Big Data analytics, and Artificial Intelligence from Fujitsu as well as an ecosystem of partners.

“This further-strengthened collaboration with SUSE is a logical extension of our productive relationship for more than a decade and follows our mutual commitment to smoothly and swiftly support customers with open source systems,” said Yoshiya Etou, vice president, Linux Development Division, Platform Software BU, Fujitsu. “Our collaboration now moves beyond a go-to-market solutions strategy to development and open source community activities. We put to use the technology and track record we have cultivated over the years to support customers’ mission-critical systems, utilizing the latest open source solutions in both on-premise and cloud.”

Five joint strategic initiatives and three solutions from the Fujitsu-SUSE strategic alliance will be publicly announced as they become available.

Channel Impact^®
As companies jockey for position in this rapidly evolving space, we expect a number of them will either forge new alliances or extend existing alliances toward greater synergies.