In a nutshell, all businesses use and/or need print solutions. You refer us to your clients when appropriate and we try to sell them a copier/printer or take over their existing print environment. Once they agree to meet with us, we pay you $250 for the introduction, or $500 for an introduction with a copy of their current copier agreement.
If we reach an agreement with your client, we pay you $1,000 for every 11×17 copier sold and 5% recurring revenue on print allotment, for the life of the relationship. I mean, it doesn’t get much easier than that, right?! Now let’s explore what an ideal referral looks like so you can maximize value.
As an MSP, you know that not every opportunity is worth pursuing. Your business has an ideal profile for a new client and so do we. Since we pay you $1,000 for every 11×17 copier sold, this would be an ideal component of any introduction.
We are looking for customers who can clearly scale up to $500 per month in billing or more through a combination of monthly print allotment and solutions billing. If you bring us an opportunity who only has a current need for two copiers but they have six other offices that we can expand into, this fits our client avatar and we will gladly pursue it.
A referral for a smaller opportunity that will spend less than $500 per month with us, it would fit into our Xerox Direct program. For more details on this program, please click here.
An example of a great referral would be for you to introduce us to a multi-state / multi-location client who has a robust print environment with at least four 11×17 print devices and a bunch of one-off printers, is disappointed with their print vendor and needs to replace their equipment within the next twelve months.
That said, we will gladly pay you $250 to $500 for an introduction to a client who doesn’t fit that exact profile if it gives us an opportunity to develop the relationship and sell to them in a year or two, or to take over managed print on the rest of their fleet while we wait for their current contract to end.
When you have a hot-to-trot, immediate opportunity where a client of yours just told you they want to spend money on print, it goes on the Fast Track. Here are the things you might hear from your client that cue the fast track:
This is our standard approach and is the preferred means of going about getting MSP to start engaging their clients about print.
Through this approach, we can perform recon on print utilization, tell you the potential commission value of each client environment, indicate how much we might be able to save your client on print every year, and then generate print scorecards that you can use in quarterly business reviews.
No. You do not need to do anything more than tell us about an opportunity, help us learn a bit about the client and make an introduction.
YES. You earn commission for the life of the relationship that we establish with the client. If we sell something and pay you, then three years later we sell something else, you will get paid again… and again… If print allotments go up, you get paid more. You don’t have to do anything to reap this benefit.
Why let random print vendors operate in your client base? You have a solution for everything else, why not print? Print is an obvious gap in the MSP playbook, and to partner with a trusted resource to handle print for you is a no-brainer way to increase your revenue, look good to your client and protect your business.
You should recommend the best printer you can for them to purchase – there is not any opportunity for either of us in that scenario, and we won't be able to show value.
We know that not every opportunity is going to be a sale, so no worries – we still want to work with you. Just try again when another opportunity arises!
YES. Both the standard and Xerox Direct programs include toner replenishment.
NO. We provide everything except paper and electricity. Companies are responsible for ordering their own paper products.
YES, we can do this. After installing a new copier, we have a playbook for any activity associated with copiers: Install, move, remove, beat it with a bat, etc.
NO. Other than correspondence regarding any opportunities, we will only send you one or two emails per month to remind you that we are here: The biggest risk to the success of this program is when our referral partners forget about us. We are not a partner that many MSP will be working with on a weekly basis, sometimes you’ll only engage us a couple of times a year. We just want to be top of mind when an opportunity arises.
Allotment commission checks are paid annually, once a year in January.
You can bring us an opportunity for just a couple of MFP and make some commission.
