MPS Marketplace has changed
Stop competing on price. Start winning on value.
The Managed Print market has changed.
And if you’re still relying on the same conversations…
you’re feeling it every day.
- More competition
- Smaller fleets
- Lower deal values
- Clients comparing everything online
- Deals decided on fractions of a cent
And your commission? Getting squeezed along with it.
Here’s the good news:
This isn’t about slowing down your sales process or learning something complex.
It’s about having a better version of the conversation you’re already having — one that creates urgency instead of price resistance.
This Isn’t a Sales Problem. It’s a Positioning Problem.
Right now, most MPS Account Managers sound the same:
- Device (Feeds & speeds).
- Service rates.
- Hardware costs.
- Finance rates.
So your clients do the only thing they can … Compare on price.
And when that happens, the deal slows down…
more quotes, more back-and-forth, more pressure to discount.
But Industry Leaders Are Doing Something Different
They’re not working harder.
They’re not adding complexity.
They’ve simply changed the conversation.
Instead of talking about:
Hardware Consumables Cost savings
They’re leading with:
Business impact Time savings Operational improvement
And importantly…
This doesn’t make the sales process longer or harder.
It fits naturally into your existing meetings, your existing pipeline, and your existing opportunities.
In fact, it often does the opposite:
- Creates stronger urgency
- Reduces price comparison
- Speeds up decision-making
Why This Matters Right Now
The shift is already happening.
- A3 is declining.
- Fleets are shrinking.
- Commoditisation is increasing.
Which means standing still is actually moving backwards.
The Account Managers who adapt now will:
- Protect their income
- Strengthen their client relationships
- Stand out in a crowded market
Those who don’t…
will keep fighting the same price battles, over and over again.
This Is Simpler Than You Think
You don’t need to reinvent how you sell.
You don’t need long training cycles.
You don’t need to overhaul your process.
If you can run a standard MPS conversation today…
you can run this one.
It’s a natural extension of what you already do — just repositioned to focus on what actually matters to your client.
There’s a Better Way to Have the Conversation
This isn’t about scripts.
It’s not about pushing more products.
It’s about repositioning yourself in the eyes of your client.
From: “just another copier rep”
To: a trusted advisor who brings real business value
Let’s Show You What That Looks Like
We’re working with MPS Account Managers who are:
- Winning without heavy discounting
- Creating new GP opportunities inside existing accounts
- Opening doors into competitor MIF
- Having conversations clients actually want to engage in
And they’re doing it without slowing their pipeline down —
just by shifting how they frame the conversation.
Request a Conversation
If you’re ready to:
- Reduce price-driven deals
- Improve your margins and commission
- Stand out in a commoditised market
…and do it without complicating your sales process
Then let’s talk.
We’ll show you how leading Account Managers are evolving their approach — using conversations that feel natural, are easy to adopt, and create urgency with clients.
No pressure. No disruption. Just a better way forward.
Upgrade your client engagements via an InnovateRx MPS Solutions strategy.
Let’s move your business forward—together.