Channels to MPS in Europe, 2017

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The channel plays a critical role in how print manufacturers address the largely untapped SMB opportunity. Dynamic change in the way customers wish to purchase, consume and pay for their IT products and solutions is redefining the role of the channel. The momentum of cloud computing, the evolution of customer choice and continued margin erosion means that channel partners need to build a new business model that is both sustainable and flexible for the longer term. The growing adoption of cloud services is lending further momentum to MPS, particularly for SMB and midmarket customers. Cloud services continue to gain popularity amongst businesses, due to standardised services, usage based pricing and predictable expenses. MPS plays to these key strengths providing predictable, recurring revenue for the partner. This report provides a competitive overview of the major European channel MPS programmes. It also includes highlights from a Quocirca study, conducted in April 2016, investigating attitudes to solutions and services amongst 300 resellers in the UK, France, and Germany.