by Mark Schneider, Y Soft
In today’s climate of MFP vendor mergers and reorganizations, you might be wondering how this impacts your business. If you are a dealer that is seeing shrinking sales of MFPs, you have probably thought about adding print management software to your MPS options. (Many dealers tell us that customers find 80 percent of cost reductions come from our print management software, which represents only 5 percent of the total MPS contract). But that is another story.
A good dealer knows that finding a solution that is "sticky" – one that customers will renew easily once the contract renewal time arrives, is an important item in his toolbox. And print management is one such service. But a forward-thinking dealer knows that a portfolio of these kinds of sticky solutions in your toolbox puts you in the best situation. Having multiple solutions increases the likelihood that you can upsell or at least show additional value to your customers making that renewal process a no-brainer.
Dealers who have already shifted from selling hardware to selling solutions are a step ahead. But is that enough? What other solutions can you provide your customers?
What about 3D printers? In many ways, it is very much like selling 2D printers. You are selling a box that uses consumables and needs to be serviced. We see our 3D printers exploding in many verticals such as education, manufacturing and medical – anywhere where fast prototyping of design ideas, custom manufacturing or finished good manufacturing is done. Is there something else?
While print management and 3D printers are still in growth stages, Y Soft is thinking about future solutions for your B2B toolbox. And you should be too. For example, the Internet of Things.
In a December 2015 report, Gartner noted “A majority of business processes will be impacted by the Internet of Things (IoT), creating pressure on IT leaders to evolve systems and infrastructure to adapt.”
And that is why Y Soft announced YSoft Labs – an internal innovation center where our R&D teams can experiment with emerging technologies for potential new enterprise solutions for your toolbox. We are still setting the bar high on innovations in print management and 3D printing solutions (stay tuned for more on that soon) but we also recognize the need to look several steps ahead and consider the broader trends in meeting the needs of the enterprise. IoT and social business process management are two of the new areas we are exploring.
And for you, this means potential new, additional solutions to add to your toolbox.
Mark Schneider is National Sales Manager, Y Soft
 Gartner, Predicts 2016: Unexpected Implications Arising From the Internet of Things, Ted Friedman, et al., December 3, 2015 #G00293264