Dan Waldinger, Senior Director, B2B MarketingWhile typical MPS engagements start with a focus on reducing print costs, its real value comes from enabling organizations to enhance productivity through improved business processes. This is where the New Jersey-based Brother International Corporation Value Print Program (VPP) makes its impact on the industry. The Brother VPP program is designed to align with a Brother Authorized Partners’ existing MPS strategy and is offered to customers who commit to purchase and install Brother laser printers, all-in-ones, and scanners along with the requisite Genuine Brother Supplies (toners and drums) on a multi-year contract. The VPP program is the foundation of how Brother’s partners and resellers deliver MPS; it is competitively priced and has a customer-oriented structure.
With a focus on offering the lowest operating costs and efficient customer support into a single, predictable monthly invoice, Brother delivers an array of services through its partner resellers to support a wide variety of printing needs of organizations. Though Brother’s VPP program is an exclusive program for Brother Authorized Partners, it creates a direct impact on the end-customers’ business. “Our VPP easily integrates with our partners’ existing MPS programs for better print efficiency and faster ROI,” explains Dan Waldinger, Senior Director, B2B Marketing, Brother International Corporation. Through VPP, resellers can give additional value to their customers in the form of expanded device offerings, predictable supply costs and assured support.
The program has proven success across several verticals, including education, healthcare and retail, especially in the SMB landscape where Brother’s group of subject matter experts help resellers deliver a best-in-class customer experience. “Rather than just proposing lower cost technology, we work directly with both resellers and end-customers to form a team and develop a strategy,” said Brian Healy, Sr. Manager, Consulting and MPS, Brother International Corporation. “Together we focus on understanding customer goals, assessing the current environment, and then developing specific recommendations to improve workflow and productivity. This is our “At Your Side” philosophy in action.”
Brother partners with third party software providers PrintFleet, PaperCut, NDDigital and Square 9, to name a few, to add value to the company’s solutions.
Brian Healy, Sr. Manager, Consulting and MPSBrother utilizes PrintFleet, a global leader in MPS software, to provide fleet management capabilities through a dashboard offering end-users full visibility into its document imaging devices and workflow. “We have a custom dashboard program available for PrintFleet users that not only informs about the health of the environment but also considers employee proximity from the device to show future printer placement recommendations,” adds Waldinger. Print management software providers PaperCut and NDDigital add tracking, monitoring, and control of copying, printing, and scanning capabilities and the Square 9 solution enables Brother MFCs to be on-ramps to digital workflows.
Our unique Value Print Program easily integrates with our partners’ existing MPS programs for better print efficiency and faster ROI
While explaining the value proposition of Brother in the MPS landscape, Waldinger recalls an instance when the company assisted a school district in transitioning to products and solutions custom-tailed for their needs. Brother customized their scanning drivers, integrated their technology with Eduphoria, the school’s student testing and assessment software, helped the client reduce the number of printers from 3,000 to 2,000, and decreased their overall printing costs by 20 percent.
Looking ahead, Brother plans to continue expanding its solutions and software offerings to address changing needs of the modern workplace. “We are working with a number of partners to ensure cloud connectivity and leverage the trend around IoT,” adds Healy. The team also plans to continue focusing on growing the channel and continuing to offer customization to meet the individual needs of customers.