Staples Expands into Business-to-Business Services Market
Staples, the renowned office supply company, is making a bold move into the business-to-business services market. The company has recently launched Staples Technology Solutions, a comprehensive portfolio of data center, print, and managed services tailored for small businesses up to enterprise-level companies. Joe Kalinoski, the Vice President of Finance for Staples Technology Solutions, expressed his confidence in the new initiative, stating that it offers a competitive edge over other solution providers.
Kalinoski emphasized that Staples Technology Solutions benefits from being part of a Fortune 100 organization with strong product relationships, enabling them to offer highly competitive pricing and an impressive range of services. The offerings under Staples Technology Solutions include access to certified specialists in various areas such as Cisco Systems, Citrix, and Linux. Additionally, they provide on-site and remote server and desktop support for Apple Mac, Windows, and Linux platforms, printer fleet management, and data center assessments. They even offer services like sub-floor cleaning and 24×7 data center emergency supplies.
Staples Technology Solutions operates under Staples Advantage, the business-to-business division of Staples. Kalinoski explained that the division was formed through the integration of two entities: Corporate Express, acquired by Staples last year, and Thrive Networks, acquired in 2006. This consolidation allows Staples to serve as a one-stop supplier for office products, print solutions, and managed print IT services. Kalinoski believes that expanding into the technology space was a natural progression for the company as they responded to customer demands for technology products.
While Staples Technology Solutions does not carry enterprise-class servers or storage products, they can provide all the necessary infrastructure to run a data center, including racks, cooling, heating, and power. Thad Coming, the Regional Sales Director for Staples Technology Solutions, assured that they have enough resources to meet the needs of their clients.
For small and medium-sized businesses (SMBs) with 10 to 250 employees, Staples offers fully managed, outsourced IT department services. Jim Lippie, the Vice President of Staples Network Services, explained that they can work with these organizations to provide a complete solution that includes managed IT services and onsite support. Lippie highlighted that Staples aims to offer the best of both worlds to their clients.
To support their services, Staples plans to leverage N-able Technologies’ managed services platform for servers and Kaseya’s platform for desktops. While Staples Technology Solutions will compete with many solution providers, they also plan to collaborate with them for service implementations. Staples has an existing strong relationship with OnForce for partner services engagements.
Staples Technology Solutions believes that their local touch and national reach set them apart from competitors. Coming emphasized that they understand the psychology of small businesses, having started as one themselves in 2000. They are confident that their brand reputation will attract customers who already rely on Staples for other products and services.
Bob Laliberte, a Senior Analyst at Enterprise Strategy Group, acknowledged that Staples faces the challenge of winning services from local providers. However, he believes that Staples’ brand recognition and reputation will help them consolidate services for customers who prefer dealing with fewer vendors and contracts. Laliberte even suggested that smaller solution providers might consider partnering with Staples to leverage the company’s credibility.
Staples Technology Solutions is poised to make a significant impact in the business-to-business services market. With their extensive range of services and competitive pricing, they aim to become a trusted partner for businesses of all sizes.