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Why Seat Based Billing is Better for the Dealer

Why SBB is Better for the Dealer

 

In the last post, we discussed some of the differences between seat-based billing (SBB) and managed print services (MPS). In this post, we will look at how the differences affect the profitability of service, and why SBB can be more profitable and makes it harder for the competition to undercut your pricing.

 

While it may seem that this program is designed to solely benefit the dealer, I will be discussing in-depth in my next post how it can be a program that benefits the client as well. When crafting a proposal, share some of the cost reduction with the client, resulting in a win-win situation.

 

Truly managing print improves profit

In the conventional MPS program, truly managing the print output will reduce the client’s cost. It does this by moving the volume to less expensive devices and controlling what is printed in color. The resultant savings are good for the customer but...

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Why Seat Based Billing Should Be Part Of Your Strategy

his is the first of what will be a four-part series on seat-based billing (SBB) and why it should be an important part of your strategy now and in the future.

 

SBB versus MPS

In theory, both structures serve to help a client manage their printing costs and provide control over what is printed and how. In most cases, MPS has just become a cost per page (CPP) program covering the company’s printers. While this may not be all bad for either party, it doesn’t fulfill the potential of the concept.

Control and accountability

One issue in all organizations is the need to identify who is printing, what they are printing and where they are printing documents. Recent events have highlighted the importance of being able to locate the source of a document and who generated the document.

For organizations that have and may need to print sensitive documents, (in other words, every company) it is vital to make sure that they have the ability to track who printed...

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Aligning with Customer Needs Through Seat Based Billing

In my previous posts, we talked about what Seat Based Billing (SBB) is, and why it could be good for your company, but what about your customers?  We need always to remember that our business exists to serve our customers.  For long-term success, our offerings need to be good for and desired by our customers.


What customers want

Many of the things that our customers want are obvious, but not necessarily available with our current programs.

Reduced expenses. One thing that every business tries to do is to manage costs.  The cost of copying and printing is an area where this is especially true.  When they see the monthly bill and the overages in color, it creates frustration with the cost.  It also creates concern because they don’t know how much of those costs are necessary, and how much are employees printing personal documents.

Document security. This concern is becoming more important with increasing attention to privacy...

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