introduce MPS into the disMPS. It was our intention cussion. If nothing else, it to just take over their HP “Our reps find that MPS shows the account that we fleet, but as the discussion drives business. They might are taking a more holistic progressed, we learned they not sell a new piece of view of their business and were going to be moving hardware on day one, but we are not just looking to and making some changes. those hardware sales will sell them commodities.” We ended up with a manThe discussion of MPS aged print services agreecome ... After you have them changes the dynamic of the ment where we put in as an MPS customer, you sales cycle, says Belanger. new Lexmark multifunction typically get all of their hardware business.” “Once you engage in that machines and some Konica — Mike Blake higher level, you are posiMinolta devices.” Corporate Business Systems tioning yourself as a consulLike at Corporate Busitant,” he says. “Price is still ness Systems, today, sales reps at Bay Copy lead with MPS when talking to prospects, important, but you are having a totally different discussion Belanger says. “It might not always turn out to be an MPS with them. Rather than talking about the cost of your box, engagement, but we always try to start the discussion with you are looking to solve business problems for them.” Given that Bay Copy only began to pursue MPS two years that,” he explains. “With existing accounts, it’s a little different, because you have to find the right contact within the ago, “if you look at it in pure revenue terms, it is really not all account, using your existing contact as the sponsor who that significant yet,” Belanger says. “But, to me, strategically, agrees that MPS is a good idea. Whenever we can, we try to it is very significant. It is a major focus.”
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