B2B Tech Talk with Ingram Micro
B2B Tech Talk with Ingram Micro

Episode · 2 years ago

Shortening the Sales Cycle with MPS Portal | MPS Series

ABOUT THIS EPISODE

The need for managed print services Managed Print Services is increasing due to the cost-effectiveness and overall efficiency.  

In the past, MPS was not an easy sell. That’s why Ingram Micro is streamlining the sales cycle with the new MPS portal

In this episode of B2B Tech Talk, Keri speaks with Ingram Micro Senior Program Manager, Paul Sin, about the MPS portal. 

They discuss:  

To join the discussion, follow us on Twitter @IngramTechSol #B2BTechTalk 

Sponsored by Ingram Micro MPS and Ingram Micro Financial Solutions 

Listen to this episode and more like it by subscribing to B2B Tech Talk on Spotify, Apple Podcasts, or Stitcher. Or, tune in on our website.

You're listening to beb tech talk with Ingram Micro, the place to learn about new technology and technological advances before they become mainstream. This episode is sponsored by Ingram Micro. MPs simple, flexible, profitable. Let's get into it. Welcome to be to be tech talk with anger micro. I'm your host, Carrie Roberts, and my guest today is Paulson, the senior program manager at Ingram Micro. Welcome Hall, thanks for being here today. Thank you, Carrie. I'm very excited to be here and especially with what I have to share with our audience. Wonderful. We are chatting today about the new MPs portal and typically it's a cost per page model for large quantities and the sale cycle was typically three months to a year, but small business markets were often being overlooked and so ingram wanted to shorten the sale cycle and make it a lot easier to scale, for smbs to process faster. Can you talk more...

...about what made this a need for Ingram customers a little bit more sure? Historically, when you look at MPs, it's not been an easy cell. As you mentioned. What we did with our programs we made it simple, we developed a tool which is our MPs portal to help any partner go and quote out and MPs still based on just asking a few questions to filter it down to what type of printer and what type of need they had with that printer. And yes, SNB seems to be a sweet spot and we identified that sweet spot as one to fifty printers in a fleet. And it doesn't mean our program can't scale. It could scale. But, more importantly, we have a program that's really meant to be simple and to prove what we've done is we have the backing of some key printer vendors such as HB, serox and Lexmart. And what is the benefit for small businesses to keep their...

MSP's open, especially with so many working from home at the moment? The tool is created for partners or reps that the ability to quote and manage a complete cell for MPs by answering specific touch questions, financing questions in the tool. So not having the typical resources around that you usually lead to it's not necessary to tool does it all for for them. So again it provides everything for their rap to keep that customer on the phone until they close. That do which is great. Now, how did angram adjust the portal and where did you get the inspiration for how to design it? The inspiration really came from trying to find a niche or niche in the market. We realize we couldn't compete in the larger market due to us being an O and dedicated partner. So what we did was we looked at a space that we saw that...

...was being under served, which was smb, and also taking an offering and simplifying it, especially for ITV bars. They are looking for new opportunities to expand their business and struggling with front office solutions. Yes, the self, we took the cell phone business and kind of took a look at that and saw the ITV are as the carrier in this case to bid a bundle solution and to sell it at a monthly rate and by doing so it really simplified the process. So can you describe to us a little bit more about what makes the portals so unique and special and why people would want to use it? Sure when you look at the portal your first time going through it, you're going to notice that it's very intuitive. So in most cases it takes US maybe thirty minutes to do a training and within those thirty minutes a rap will be able to go out and start quoting out of MPs Doo. That's how simple we made it. So when you access the quartal you'll see,...

...step by step the process of putting into end customer asking pertinent questions to be at a filter it down to the specific printers that the customers looking for, even to the to the volume that they're looking to print per month and to be able to see what that pricing looks like based on specific terms that arrange from three to five years, as well as adding a scessories if needed, to that specific bundle. So again, we made it very, very simple and intuitive to were a wrap. If ask questions about the specs, we do have overview of comparisons of printers that a customer made may be narrowing it down to, as well as, at the very end, to be able to get a quote out to the customer via email. You don't have to go back and cut and pace and create a separate email with a quote. The tool create that quote for you to be able to pass it on to...

...the customer and, once that customer is okay with it, to move forward. We do have a button that you would have to click on for the financing to be completed, which takes roughly sixty minutes, and that's the financing credit chuck of the end quiet, not the partner, and from there we would move forward if everything's are proved with the Po that we would give directions and how that pos created at what needs to be on that Po and from there we go into the installation piece, to the DCA being installed into the environment, and from there the contracts complete. And as a partner the only thing you have to worry about from there on is looking for that next cell, because ingom takes on all the back end operational work, from the building, the install to the shipment of the toner. All of that all on the back end. So as a partner it's like a transactional cellf but really you're selling a contractual offering which is MPs. So what would be the benefit...

...to the customer in having used this? The customers benefit mean the end user. The main pieces cash flow you look at in environment, say a law firm. Do you want to invest tenzero dollars and printers and capital that's going to appreciate? Our best tenzero dollars into additional lawyers for Bullobo hours. So that's one main thing that you can look at. The other thing is giving predictabuilding your expense when you look at school districts on type budgets. So predictability is going to be key and we provide that there our program and last it's a simple program we bundle everything. We keep the simple for partners to use. Just like the cell phone scenario earlier. It's a service that you buy that everything's bumbled in. All you're worried about is if it works, and we provide that. We remake sure the expectations are met for the customer and the fact that the printer prints when you wanted to pront real quick before we...

...jump straight back into the episode today, we want to tell you about Ingram micro financial solutions and how you can maximize your buying power and get to yes with your customers faster. For the last nine years, Ingram micro has been channel pros reader's choice for best financing options. Put The power of our credit and leasing options to work for you. You can easily contact financial all solutions at Ingram microcom. All right, let's get back to the show now. This is something only Ingram offers and it is free for Ingram micro customers. Can you tell us more and where people can get access to it? Sure, yes, as far as my knowledge we're at, they only want presenting an MPs offering this way as a bundle, and we made a very flexible, we made it very profitable and convenient and, more importantly, very simple. So we took a complicated offering and really commoditize it without degrading the value...

...in the margins within it. And for partners get access, all they have to do is reach out to anyone on our team by going to sales at Ingram micro, fpscom fs and Frank Peace and Paul Assistance. An and the one question we love to ask all of our guests on this show, whether it pertains, it Ms Peaser or anything else where, do you see technology going within the next year? As a service, I believe, continues to be a trend and MPs false right in there, especially when you look at today's environments. Customers need to be wise with their cash flow and where they put their capital, as I mention especially now we really need to watch where we inveust took her our business. So I think the trend will continue to a service play for contractual by solutions, and so again, partners have the...

...are not partners, but customers have the ability to watch where they put their money and to invest in the right places to, more importantly, grow their business than have it into capital. That's appreciate it. And if people have questions about what we talked about today or they want to connect with you or anyone else in the team, where can they do that? I know you give an email again earlier. If you could provide that in any other space that they can connect the emails probably the best way to connect with us at sales at eager micro of pscom, and we'll get back to you as soon as poss we have a team that is managing that email box and they're there to respond within a couple hours perfect. Well. Thank you so much, Paul, for sharing your information and knowledge with us today. Well, thank you. Thank you for the time. If you like this episode or have a question, join the discussion on twitter at Ingram Texel with the Hashtag be to be tech talk. Thank you for tuning in and subscribing to be tob tech talk with Ingram micro. You've been listening to be tob tech talk with...

Ingram Micro, hosted by Carrie Roberts. This episode was sponsored by Ingram Micro MPs BEB. Tech talk is a joint production with sweet fish media and Ingram micro. Ingram micro production handled by Laura Burton and Christine Fan. To not miss an episode, subscribe today on your favorite podcast platform.

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