Xerox says just because HP has created a big hoopla around managed print services with its host of product, alliance and MPS announcements this week doesn't mean they are the best choice for all customers or maybe even any customers.

It's not surprising to hear Xerox take such a stance. After all, Xerox is a leader in that market and is not about to concede an inch of market share to someone who it considers an upstart, even if HP has been in the technology business for more years than many people have been alive.

Much of HP's plan, announced earlier this week, centers around its EDS acquisition and services that that arm of the business could provide to customers. But Xerox wonders whether it is smart for customers to put their faith in that combination.

"EDS did not sell these kinds of products in the past," David Bates, vice president for Xerox's office group, tells Channel Insider. "They may have a relationship with the customer, but do they have the experience to know how to optimize these products? Do they have the workflow knowledge?"

Bates points out that Xerox has been in the managed print service business for 10 years, and has just released its Print Pack 3.0 and has stepped up training its channel partners in the new release over the past three weeks.

The 3.0 version enables management of a mixed fleet of equipment - not just Xerox-branded machines but also equipment from all different vendors. That's something that customers have been asking for, says Bates, as most enterprises have such a mixed fleet deployed. And it's something that differentiates Xerox. While distributors may offer mixed fleet services, Bates says Xerox is the only manufacturer that offers them.

And as for new offerings from companies like HP, Bates says, "I think there will be a lot of work for our competitors to figure out how to catch up with us. And from a channel point of view, there is a lot of training that has to go on. Selling a service is quite a bit different from doing a bid on hardware."