Brother: Hybrid working gives MSPs more avenues for print deals

News channel programs

CJ Fairfield

‘This [hybrid] work environment has really given us the opportunity to meet some changing print and document needs as well,” says David Fisher, senior sales manager for Brother USA’s VAR channel.

Brother’s David Fisher

The hybrid working model being the new normal gives MSPs another avenue to sell into print offerings so that remote employees have all the devices they need, said David Fisher, senior director of sales for the channel. VAR from Brother USA.

Brother is a Bridgewater, NJ-based supplier specializing in printing offerings.

Fisher addressed a room full of MSPs at CRN’s parent company, The Channel Company, XChange 2022 conference in Denver this week.

Despite the maturity of the print market, he said document management offerings are still needed as businesses seek to better secure, manage and control production as they move from paper to digital, even in a hybrid workforce.


“That’s the expectation—most of these people are going to maintain some level of hybrid work,” he said. “You want to have the same experience of the office and their home workspace.”

And with businesses shifting to remote working in 2020, it’s almost time to replace the devices that were rolled out at the start of the pandemic.

The print market is changing, he said, with a decline from A3 devices, or large copiers, to A4 devices.

In the hybrid work environment, companies are focusing on supporting employees who work remotely and making sure they have the devices they need, he said.

There is an opportunity to address these needs and manage devices in the print environment, which opens up another revenue stream for partners.

“This [hybrid] work environment has really given us the opportunity to meet some changing print and document needs as well,” he said.

One way to do this is to subscribe to a printing service. The Brother subscription model is all-inclusive and offers hardware, supplies, services and support.

The program is flexible and customizable, and customers receive one monthly bill for all services and offers, according to Fisher.

“The program is really set up to provide convenience and low upfront costs,” he said. “We’ve seen this shift of wanting to take these devices out of capital expenditure and move them into operating expenditure. This is what the subscription service will allow.

Bill Hayes, president of ACNS Technologies, a Holly Hill, Fla.-based MSP, agreed with Fisher that customers need to be able to equip their remote employees with desktop devices.

When an employee is working from home, the employee “is obviously concerned about the drop in productivity,” he said.

“They have an excuse like ‘My printer is freezing’ and then they have a reason why they’re not being productive,” he said. “In my experience with my clients sending employees home, we give them the best tool so there’s not, ‘I can’t do it because I don’t have the tools to finish my work.'”

    Learn more about CJ Fairfield

CJ Fairfield

CJ Fairfield is an Associate Editor at CRN covering solution providers, MSPs and distributors. Prior to joining CRN, she worked at daily newspapers, including The Press of Atlantic City in New Jersey and The Frederick News-Post in Maryland. She can be contacted at

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