Print Management Insider Blog

You Down With SBB - (Yeah You Know Me) - But Do You Really?

Posted by Tawnya Stone on Aug 29, 2018 9:28:58 AM

2018-08-28

When thinking about Seat Based Billing, you probably fit into one of three buckets:

1. Someone who doesn’t know much about it and has questions
2. Someone who has heard a little bit about it but still has questions, or
3. Someone who has had extensive conversations about it but still has questions

Seat Based Billing (SBB) has been an industry topic for the last few years and recently we have started to see several key dealers start to adopt this model. The reasons are simple, but do you really know how it can benefit your dealership? And more importantly, do you know how to implement it? 

Layering isn’t just for cake!
Dealers are looking for ways to continue to provide additional services to their customers. Whether it be managed services, document management, security (either physical or network), shredding and the list goes on…it is easy to just keep adding value as well as margin while cementing the relationship with your client. Many of these services are intuitively priced per seat, so adding print just adds another option.

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Differentiation beats commoditization!
The race to the bottom is real when looking at Cost Per Page pricing. Going into a customer environment with not only a unique pricing model but also a way to have a shared objective shows that you are truly aligned towards a common goal. In a typical cost per arrangement, the dealer’s goal is to have the customer print as much as possible, however the customer’s goals is to print as little as possible. With a seat based approach, a dealer is able to support the objectives of their customer without sacrificing their margin.

Break out of the bucket!
So, how do you become one of the people that understands Seat Based Billing and whether it is a fit for your dealership? We will be hosting a webinar about Seat Based Billing on September 6th at 10:30am Central (9:30am Mountain / 11:30am Eastern) and will be conducting our 5th SBB Road Show on October 17th in Asheville, NC in conjunction with the BTA Fall Colors Show. Join the 30 minute webinar for an introduction to Seat Based Billing and attend the Road Show to meet with experts and network with peers to see why it is the perfect time to explore this exciting opportunity!

Register for the webinar!

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Topics: Cost Per Page, managed print, Managed Print Services, print management, SBB, seat based billing, SBB Road Show

Tawnya Stone

Written by Tawnya Stone

Tawnya Stone is Vice President, Enterprise Strategic Technology, at GreatAmerica Financial Services Corp. and past Chair of CompTIA’s MPS Community. She is responsible for the overall strategic direction, oversight and implementation of customer-facing tools and products across various GreatAmerica business units, working in close collaboration with business unit and functional leadership and external technology.

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