Printing Solutions- HP, The Best Print Run

Like the inkjet category, HP has maintained its leadership in printing solutions as well. Though it has been a close race between HP and Canon, solution providers have strongly endorsed the former's dominance in this segment. And not to forget Epson, which has pushed Xerox out of the race in order to grab the third spot this year. Though HP is ahead of Canon in overall product quality, marketing support, and after-sales support, it is at loggerheads with its closest competitor in providing online support to its partners. However, channel partners have rated HP lower than Canon in both the commercial terms offered and the overall relationship management. HP has really hit off well in scalability, product/service reliability, demonstration, technological leadership, and innovative offerings. The company has also impressed the solution providers with its innovativeness of market development programs, technical expertise, responsiveness and availability of service personnel, and turnaround capability in case of disaster/crisis.

While it is at the #1 position, HP certainly lacks in price of the offering, clarity of the pricing contract, credit facility, and flexibility of commercial terms. Besides, solution providers believe that the company needs to work on the richness of online resources it offers, effectiveness with which it manages disruptiondue to change in personnel, and knowledge sharing from the company's side. Canon at #2 position seems to be the most widely accepted brand with its geographical reach in the country. It has also left a positive mark among the solution providers with its price of the offerings, security aspects of the products, clarity of the pricing contract, credit facility, and flexibility of commercial terms it offers. However, solution providers seem to be a little less dependent on Canon, as it has failed to be consistent and effective in its communication with them and conducting periodic reviews of engagement. There is also lack of dedication from the company's personnel for maintaining relationship with solution providers and consistency in honoring commitments made by its personnel to the partners.

And despite being at the bottom of the pyramid, Epson has managed to keep solution providers happy and contented, as its products are convenient in terms of installation and adoption, and excel in the security aspects. However, it has to be very prompt in communicating the schemes/incentive programs to its partners along with building an effective online partner portal.