HP backs managed printing with refund offer

Stephen Withers
Tuesday, 14 July 2009 10:17

IT Industry - Market

HP's putting its money where its managed print services mouth is, by offering to make up any shortfall in its customers' projected savings.

It's relatively easy to spin a tale to a potential customer about how much money you could save them. And cost saving seems to be the major selling point for managed print services (MPS).

The idea behind MPS is that instead of selling printers, a supplier takes charge of the customer's print needs, installing a device fleet that appropriately and economically handles the volume and technical requirements, and deals with supplies, maintenance and ongoing management.

The model is largely about selling printed pages rather than printers and consumables, reflecting the old adage that a customer wants holes, not a drill.

But if a supplier doesn't deliver the cost savings promised, why should the client be out of pocket?

HP now offers to make up any shortfall between a new, qualified MPS customer's projected and actual savings - at least during the first year.

The company will provide such customers with detailed assessments of their printing and imaging environments, along with a projection of the savings that could be made. One year later, the process will be repeated and if the actual savings do not match or exceed the projection, HP will make up the difference in the form of credits against subsequent invoices.

The company also has something for smaller customers - please read on.