Saturday, May 23, 2009

Friday, May 22, 2009

First San Antonio, now Amsterdam: Photizo Group Managed Print Services 2009: World Domination


At the MPS Conference in San Antonio, one of the discussion topics around the dinner table with Photizo, was where to host the European MPS Conference.

Barcelona, and Dusseldorf were mentioned and I believe Amsterdam was a late entry. I would love to have been in on that meeting.

After a very successful MPS Conference in Austin, Ed and the gang are heading of to the old world.

This should be interesting as Europe appears to be a decade ahead of the US when it comes to MPS.

Check out the site, here.


Thursday, May 21, 2009

Anne Mulcahy to Retire as Xerox CEO; Ursula Burns Named Successor Xerox


Xerox Corporation's board of directors announced today that Anne M. Mulcahy, chairman and chief executive officer, will retire as CEO effective July 1. Ursula M. Burns, current president of the company, was named by the board to succeed Mulcahy as chief executive officer. Mulcahy will remain as chairman of the board.

“As CEO, Anne successfully led a multibillion-dollar turnaround of Xerox and transformed the business into an innovative digital technology and services enterprise,” said N.J. Nicholas, Jr., lead independent director of Xerox’s board of directors. “She has consistently demonstrated values-based leadership, strong strategic insight, broad expertise and a remarkable ability to create ‘followership’ through the respect she earned from Xerox people. As important, Anne has focused intently on developing the next generation of leadership at Xerox, with Ursula Burns prepared to strengthen Xerox’s industry-leading position in the marketplace.”

Mulcahy, 56, became CEO of Xerox on Aug. 1, 2001, and chairman on Jan. 1, 2002. Prior to that, she was president and chief operating officer of the company from May 2000 through July 2001. She began her Xerox career as a sales representative in Boston in 1976. During her 33-year tenure with Xerox, Mulcahy has held senior management positions in sales, human resources and marketing, and led the Xerox business division that sells products for reseller and dealer channels.

The hallmarks of Mulcahy’s leadership include a close connection to Xerox customers – she is often referred to as Xerox’s chief salesperson – and an unwavering commitment to innovation. As a result, Xerox has completely overhauled its product line during her tenure, launching more than 80 products in the last three years and earning the number-one revenue share position in its industry. In addition, Mulcahy created and scaled Xerox Global Services, which offers document-related outsourcing, imaging and consulting services, and last year generated $3.5 billion in annuity revenue.

“I joined Xerox because it offered a level playing field – a sales environment where meritocracy ruled. And, I stayed because the values of the brand, the culture and the people are so closely aligned with how I think every business should operate,” said Mulcahy. “It has been a privilege leading Xerox. The decision to move on is made easy only in the fact that Ursula Burns is so well positioned to take Xerox to the next level. Our strategy is sound and well defined. And, despite a tough economy, we are generating cash, building our technology and services pipeline and poised for a period of steady profitable growth in the future.

“Ursula takes on the leadership role the old-fashioned way,” added Mulcahy. “She has earned it. And, for that, she has my deep respect and confidence.”

Ursula Burns, 50, joined Xerox in 1980 as a mechanical engineering summer intern and later assumed roles in product development and planning. From 1992 through 2000, Burns led several business teams including the office color and fax business and office network printing business. In 2000, she was named senior vice president, Corporate Strategic Services, heading up manufacturing and supply chain operations. She then took on the broader role of leading Xerox’s global research as well as product development, marketing and delivery. In April 2007, Burns was named president of Xerox, expanding her leadership to also include the company’s IT organization, corporate strategy, human resources, corporate marketing and global accounts.

“During Anne’s tenure, Xerox has become a stronger, financially sound company, serving a broader base of customers – from small businesses to large – with broader capabilities than ever before,” said Burns. “She leaves the CEO role having created a rich legacy that I am honored to build on. It is humbling to follow such a great leader and to serve as CEO of such a great company. I’m grateful for the opportunity and, like Anne, focused on creating value for our customers, our people, our shareholders and our communities.”

Managed Print Services spike an increase in FMAudit installations

This article refers to "PrintSolv" in Australia, not the PrintSolv from Synnex, here in the States.
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Sydney, Australia - PrintSolv, the Australian distributor of FMAudit software and a leader in managed print services applications, has reached a significant milestone by distributing over 1000 licenses of the ‘FMAudit Onsite' application in April. PrintSolv resellers now extend the benefit of remote meter collection and automated toner fulfilment to over 15,000 end-users in Australia. PrintSolv

This remarkable growth has been facilitated by both advances in deployment capabilities and the rapid growth of the PrintSolv reseller base. "Photocopier and printer resellers Australia-wide are now turning to PrintSolv with high demand for vendor agnostic automation of meter collection and consumable fulfillment," says Andrew Tsiorvas, General Manager of PrintSolv. "These repetitive processes have traditionally been ‘pain points' for both reseller and end-user, because of the manual methods that were required."

The emergence of managed print services is also a major factor in the month-to-month increase of FMAudit installations. A land-grab for managed print service opportunities is currently underway - and by installing the FMAudit application, PrintSolv resellers are first in line to strike. Instant fleet visibility and the print volume data collected by the FMAudit application are crucial to any managed print services offering. "When it comes to MPS," says Tsiorvas, "I firmly believe that the FMAudit product range gives our resellers an advantage over their competition."

About PrintSolv and FMAudit.

Based in Mosman NSW, PrintSolv is the exclusive distributor of FMAudit products in Australasia and the market leader for print management applications in the region. FMAudit specialises in data capture and analysis software that enables print assessment, account reviews, automated meter collection and supplies replenishment. PrintSolv has over 200 active print and copier resellers utilising its products across Australasia. PrintSolv resellers currently service the following regions; All Australian Capital Cities, All New Zealand Capital Cities, Papua New Guinea, Newcastle, Wollongong, Tamworth, Orange, Kalgoorlie, Sunshine Coast, Toowoomba, Gold Coast, Townsville, Geelong, Warragul, Ballarat and Bendigo.


Wednesday, May 20, 2009

MaNAgeD PRinT SerVIces - Does it Really Matter How WE Define It?


May, 2009-

The first people who wanted to define Managed Print Services were, of course, the consultants. Define it, measure it, survey around it, create reports about it, sell the data. Nice model.

Not far behind those folks are the "trainers" - oh yes, we all know those guys.

Anything new has got to be figured out - everything new has mystery about it, and as Max once told me,"...where there is mystery, there is margin..."

And when you act as an authority and have a track record of sorts, never mind that the record was based on an archaic and outdated, equipment model, people will pay big time to hear you tell them how to "succeed".

After the "trainers" come the "Providers" - BTA Dealers, copier manufacturers, VAR's, software people. Those who sling gear and sell CPC service agreements.

The last group are those who claim to "...have been selling and providing MPS for 8, 10, 20, 30 years..." - these are the one's who really crack me up, but they are in the "boat" too.

If one were to Google MPS just 12 short months ago, one may have found some hits regarding HP or Xerox and most certainly Photizo - but not Lyra or AIM or BTA, or Kyocera, Konica Minolta or a great number of copier dealers.

Now, MPS is everywhere - dealers provide it, manufacturers provide it, software people provide it, marketing firms, toner re-manufacturers, and even technology providers talk MPS.

And today, more copier reps are on the street waving their dongles and selling the hot new product, MPS, than ever before.
(Managed Prints Services - That "Hot, New, Thing...")

Synnex, Ingram, InfoTrends and Water provide "MPS training" for the sales person, the dealer, and the owner - honestly, I am a proponent of the "selling is selling, no matter what you sell..." theory. So even though all the MPS Sales course are simply re-hashed "copier CPC" selling or "Solution Selling" subject matter, that's ok. Any knowledge is good knowledge.

I think the biggest and most significant issue to remember, and one echoed by Xerox's Ashby Lowry at the Managed Print Services Conference last month, is that true MPS strives to REDUCE the number of prints and REDUCE THE NUMBER OF MACHINES(IN FIELD).

But how does this reconcile, for example, with Kyocera's need to find homes for more machines? Will they reduce production schedules because they now offer MPS?

How does OPS effect the number of Konica Minolta's vs HP's?

How does this balance with Ricoh/IKON's need to convert more Canon customers to Ricoh? Is there a significant, MPS based reason to move form Canon to Ricoh?

How does real MPS jive with Xerox selling 3 Phasers with every copier?

Are they paying lip service to MPS or simply defining MPS for their own purpose?
Recently, Lexmark released data defining how much the government is wasting on inefficient printing policies and procedures. The results are not surprising; big government wastes tax dollars, duh. And the Federal Government is a great prospect for solid MPS.

But is it just me, or do you get the feeling that the next article is going to be about how Lexmark, by supplying only Lexmark gear, saved the taxpayers ga-jillions?

Is there a good answer to this, no. Is it wrong that when Lexmark wins an MPS deal, it consists Lexmark(or Xerox, HP, Konica Minolta, Samsung...) only gear? No, not really, because of how they define MPS. Their flavor is tainted with their machines - not a true MPS.

Real Managed Print Services is NOT a technique. It is not a product. It is not a marketing campaign.

Managed Print Service is a process. A process that reduces costs, over a period of time, and enhances the overall, business process and work-flow of any company/organization.

Which leads me to a simple list of qualifying questions:

If you sell only toner, are you in MPS?
If you sell only Ricoh's, are you in MPS?
If you sell paper, are you in MPS?
If you sell data storage, are you in MPS?
If you sell marketing materials and production of those marketing materials, are you in MPS?
If you sell single function laser printers, are you in MPS?
If you sell and service only one hardware manufacture, are you in MPS?
If you sell power control and monitoring devices for the data center are you in MPS?
If you sell directly, exclusively and strictly to the Purchase Agent of any company, are you in MPS?
If you sell fax servers, are you in MPS?
If you sell laser printer service, are you in MPS?
If you sell contract negotiations, bid management, are you in MPS?
If you sell office supplies, are you in MPS?
If you sell archiving software, are you in MPS?
If you sell leasing and financial services, are you in MPS?
If you sell into a CRD environment, are you in MPS?
If you sell your business expertise and cost reduction acumen, are you in MPS?

Any one of the above, indeed perhaps a score or two more, can qualify as a component of MPS - that is of course except for one. There is one item in the above list, that completely, unequivocally disqualifies you as an MPS provider and negates your membership as one who plays in the MPS niche.
Care to take a guess at which one?
For us on the "inside" the definition of MPS, of course, is complex. Because MPS can be any one of the answers from above - MPS, true enlightenment in MPS would include ALL of the above and more. But once this is achieved, it no longer is MPS it becomes MIS.(back to the beginning, again)

The ultimate One Throat To Choke.

Back to my original question, "Does it really matter how WE define MPS?"

NO, it does not.

I am reminded of a statement made by Randy Elliot from Dow Chemical at the recent MPS conference. For him, he really didn't care how we defined MPS - it is unimportant to him, as a customer.

Wow.

That should truly sum it all up - what matters isn't how we define MPS, what matters is how our prospects and clients define MPS.


Monday, May 18, 2009

Samsung, Xerox, PrintAudit, NER, Great America, Nationwide Insurance, Bob Jones, Kearns, DOW - Managed Print Services CON'09: Oh, what a Time We Had..

5/2009

I have never seen a better, "home-made" crop circle tattoo - ever.

The first annual Managed Print Conference ended a bit ago, and although I have enough notes to choke a horse, I have been holding off writing about the meeting.

Waiting and looking for indications that what I saw, the conversations I had, the passion, or the lack of passion I observed, somehow could be found in my everyday MPS world.

The Conference did represent MPS Nirvana - but out here in the real world, it's different.

It's a world of competitors waving their little "dongles" around, jumping up and down spewing 5 year old Gartner facts and pitching MPS as "the hot new PRODUCT" - gag, upchuck the boogie...

So it takes some heavy Korn tracks TwistedTransistor, to name one, to dislodge my apathy and write - God help us all.

About the time of the Lyra conference in Palm Springs, the first time I met Ed and really started to get to know the folks from Photizo, the future of the Managed Print Conference was realistically in question. Indeed, just a few months later, at the beginning of ITex, questions were still lurking.

But all it took was a walk through the floor at ITex, to see MPS was everywhere and was the "new black".

That's when I knew the conference was not only going survive, but be a success.

Ed and I walked the show, shaking our heads in awe. The market was truly coming towards Managed Print Services - that is at least from the vendor side.

After Xerox stepped up as a Platinum sponsor, credibility grew as did the list of sponsors. Weekly, more and more firms jumped in - a larger room was soon needed for all the vendors.

Our work as judges for the first annual MPS Awards grew as well - page after page from nominated contestants arrived in my in box. There was a good deal of work that went into those 4 awards.


And as the big day grew closer, that anticipation increased. Ed even received his first "troll" attack on the MSP Mentor site; you know you're on the right track when someone tries to attack your credibility. As of today, the Troll has made no subsequent appearances.

The beginning of the conference went marvelously with introductions to new people and re-intro's to familiar faces.

The tone was set early.

As the group of attendees was not huge, around 174 people, it was easy to get to see and talk to many people. Not so many as to be overwhelming but more than enough to lend credibility to the MPS market as a growing and significant niche.

Make no mistake, if you were unable to attend, it's ok- MPS will be growing and there will be opportunities to get together with industry leaders again.

If you were there, you know.

Which brings me to a personal and at least for me, a very interesting observation.

I am sure that there have been times in your life when you belonged to a group of friends or an organization of sorts when it felt like you knew a cool secret - and that only you and the members of you group understood.

For me, it was Paintball and the society of "early adapters" within the sport. It was weird, but we all knew each other, even if we had never met, because we shared a common passion for a game, a sport, not many knew of and fewer even understood.

It is like a secret fraternity.

Well, I felt a tinge of the same, "wink and a nod" feeling.

Sitting in front of a pretty good sized crowd, especially for the end of a conference, and looking out at the faces looking at me and my colleagues, I could tell that this was a special moment in history.

Albeit a moment in MPS history - for whatever that's worth.

We all felt part of a collective, a group of people who understood something that some of our peers would never be able to truly "get" - because they weren't there.

Is it as good as hearing Bell say, "...Watson...I need you..." or watching 12 seconds of the Wright Brothers first 120 feet - no, it is not.

But still, it's something positive. Something created out of nothing - and that is usually a good thing.

I must tell you, the times were good.

Sunday, May 17, 2009

Good to Great Author Reflects on Xerox - Back from the Precipice of Doom


From the book, How the Mighty Fall and Why Some Companies Never Give In By Jim Collins.

On the Business Week site, excerpts from the new book, talk about the five warning signs of impending, corporate doom, the "Five Stages of Decline". How to recognize them and what to do when you do.

As an example, the first sign "STAGE 1: HUBRIS BORN OF SUCCESS", can be applied to everyone from AIG, the failed dot.coms, automotive union leaders, and all the way back to manufacturers of buggy whips.

I found his reflection on Xerox and Churchill poignant beyond the five indicators.

Enjoy.

"...When Anne Mulcahy became chief executive of Xerox (XRX) in 2001, she inherited a company mired in Stage 4. With Xerox's debt-to-equity ratio above 900%, Moody's (MCO) rated its bonds as junk. With $19 billion in debt and only $100 million in cash, Mulcahy described the situation as "terrifying."

Mulcahy had never planned or expected to become CEO, describing her ascension as a total surprise. The consummate insider, she'd worked for nearly a quarter-century at Xerox, never drawing outside attention. For Mulcahy, it was all about Xerox, not about her. In fact, we found only four feature articles about Mulcahy during her first three years as CEO, a surprisingly small number given how few women become CEOs of storied companies.

Some observers questioned whether this insider, this unknown team player who had Xerox DNA baked into her chromosomes, would have the ferocious will needed to save the company.

They needn't have worried.

Their first clue might have come from reading her favorite book, Caroline Alexander's The Endurance, which chronicles how, against all odds, adventurer Ernest Shackleton rescued his men after their ship splintered into thousands of pieces as Antarctic ice crushed in around it in 1916. Drawing inspiration from Shackleton, Mulcahy didn't take a weekend off for two years. She shut down a number of businesses, including the inkjet-printer unit she'd championed earlier in her career, and cut $2.5 billion out of Xerox's cost structure.

Not that she found these decisions easy— "I don't think I want them to get easy," she later reflected—but they were necessary to stave off utter catastrophe. During its darkest days, Xerox faced the very real threat of bankruptcy, yet Mulcahy rebuffed with steely silence her advisers' repeated suggestions that she consider Chapter 11. She also held fast against a torrent of advice from outsiders to cut research and development to save the company, noting that a return to greatness depended on both tough cost-cutting and long-term investment. She actually increased R&D as a percentage of sales during that bleak period.

For 2000 and 2001, Xerox posted a total of nearly $367 million in losses. By 2006, Xerox posted profits in excess of $1 billion and sported a much stronger balance sheet. And in 2008, Chief Executive magazine selected Mulcahy as CEO of the Year. At the time of this writing in 2008, Xerox's transition has been going strong for seven years—no guarantee, of course, that it will continue to climb, but an impressive recovery from the early 2000s..."
-------

So as you can see, the author has a firm understanding of historical, Xerox recovery - and he uses Bank of America as a blaring example of the Five Indicators of Doom - if we drop all the names, all the big companies, we can apply these Five Indicators to our individual situations.

In sales, the Hubris from Success, can bring the "best" down.

Striking a chord, the author reflects that "failure is a state of mind". Meaning, failure is not total until you refuse to get up again.

Another excerpt, inspired by Winston Churchill:

"...Never give in. Be willing to kill failed business ideas, even to shutter big operations you've been in for a long time, but never give up on the idea of building a great company. Be willing to evolve into an entirely different portfolio of activities, even to the point of zero overlap with what you do today, but never give up on the principles that define your culture. Be willing to embrace loss, to endure pain, to temporarily lose freedoms, but never give up faith in your ability to prevail. Be willing to form alliances with former adversaries, to accept necessary compromise, but never—ever—give up on your core values.

The path out of darkness begins with those exasperatingly persistent individuals who are constitutionally incapable of capitulation. It's one thing to suffer a staggering defeat—as will likely happen to every enduring business and social enterprise at some point in its history—and entirely another to give up on the values and aspirations that make the protracted struggle worthwhile.

Failure is not so much a physical state as a state of mind; success is falling down—and getting up one more time—without end..."
------

This phrase: "...Be willing to kill failed business ideas, even to shutter big operations you've been in for a long time, but never give up on the idea of building a great company..." rings bold, harsh and reminds me of HP.

Remember, Xerox once sold workstations and invented the mouse.

Saturday, May 16, 2009

Former IBM Executive Michael Maupin to Join the Advisory Board of The Water Training Institute


Press Release:

Philadelphia, PA, May 16, 2009 --(PR.com)-- Former IBM Business Unit Executive Michael Maupin has joined the Advisory Board of The Water Training Institute (a division of Water, a New Jersey-based consulting & services firm).

Maupin, who is the Managing Director of the business development firm MBI and author of the book "The Billion Dollar Deal" (11/09 Oxford Hill Press), has also joined the sales training staff and will be delivering segments of The Water Training Institute’s Certified Managed Print Services Seller (TM) Sales Training & Certification Program beginning in September.

“Michael Maupin brings more than 15-years of exceptional sales performance, unsurpassed big-league sales management experience, and overall sales know-how to Water’s already-outstanding sales training team” says Bobby Smith, a Principal at Water Canada. “His sales credibility and credentials strengthen that of The Water Training Institute and supports our goal to provide absolute top-notch professionals delivering the best experience to our clients. And besides, anyone who has achieved 11 (eleven) consecutive 100% Clubs and 3 Golden Circles at IBM, as Maupin has, is a proven, exceptional sales performer.”

Smith and Maupin became acquainted back in 2004 when Smith was a consultant at HP and Maupin joined Water to deliver a Consultative Sales Training program to the entire Hewlett-Packard U.S. Imaging & Printing Group sales force. But Maupin’s association with Water goes back even further. “When I started at IBM in the late ‘80s,” says Maupin, “the foundation of our sales training was based on the techniques offered by The Water Training Institute. Later, when IBM eliminated its internal training, I personally relied on Water for the training needs of all of my new hires. Now, I’m excited to work with this fine organization.”

The Water Training Institute’s Certified Managed Print Services Seller (TM) program begins September 16-18 in Philadelphia, PA. The purpose of the program is to provide sales professionals with a thorough understanding of Managed Print Services (MPS), comprehensive MPS sales training, a tailored MPS sales acumen evaluation & development plan for each participant, and a Certification Exam that – combined with the other aspects of the program - would substantiate that the successful candidate has demonstrated a certain standard of MPS sales performance and comprehension. More information can be found at www.h2o15.com.

“As a former sales rep, sales manager, sales executive, and the current Managing Director of a firm that helps companies close deals, I know the importance of being able to consultatively sell service-based solutions in today’s market” says Maupin. “It is my opinion that – if companies are serious about preparing their sales associates to sell Managed Print Services effectively – they should strongly consider the Certified Managed Print Services Seller (TM) program as the vehicle to help them get there.”

###


Friday, May 15, 2009

Another Swipe at Salespeople From the IT World: Telecom Sales People Are Funny

Sales Stories are standard conversation pieces at watering holes all over the world - always have been, always will be.

How often have we sales people made fun of "idiot customers" and remember that time we spilled coffee on the prospect's desk.

Or when we put that open, felt-tipped pen in our pocket, latter realizing while we were presenting, a spot of black ink expanded on our shirt, distracting the prospect and propelling our presentation into the annals of "funny sales stories".

It is interesting to see what the guy on the "other side of the table" thinks and what he thinks is funny.

Over at The Industry Standard, Johna Till Johnson, Networld World, pieced together this narrative about "...the sheer entertainment factor of the "dog and pony show" as carrier salespeople and sales engineers present their responses to the RFP..."

An excerpt:

"...The carrier obligingly scoped out a scenario, including a managed router connecting into the MPLS network, and a parallel Internet router connecting into the Internet (over a separate local loop). The carrier then added a Session Initiation Protocol trunking card to link the site PBX into one of the routers. The only problem: it plugged the PBX into the Internet router, not the MPLS one — arguing the customer needed to "keep the MPLS network available for data..."

My response - "huh?" Why is this funny? Did I miss somin?

The post is short - so go over and check it out if you like, here.

My favorite nugget is this statement, "...Carriers often invest a lot of time and energy in these presentations, typically bringing a half-dozen employees in to extol the wonders of their company..."

I have often wondered why competitors and at times, my own management, feels the need to bring an army of "presentors" to a client meeting.

Many times, it is quite comical.

Click to email me.





HP = MPS Powerhouse...in Portugal...


"HP Portugal currently holds more 50% of all contracts for Managed Print Services, and focused its strategy in large companies and leaving the market share of medium and small enterprises to their partners...operates a fleet of about 2,500 machines with 8 to 10 million printed pages per month..."

Seems they understand the difference between "operational" and "capital" costs...


Full article translated, here.

Lexmark "Lands" BASF for Managed Print Services: Wasn't BASF MIF for Lexmark?

If so, then isn't it just a "conversion"?

I stripped this off of the Business Lexington site.

BASF chooses Lexmark to optimize its print output management.

submitted by Staff - May 14, 2009 | 02:35 PM

May 13, 2009 -- Lexmark International (NYSE: LXK) today announced a multi-year global services agreement with BASF (BASF SE (ADR)). The contract, as part of a Managed Print Services initiative, will enable BASF to reduce its output costs significantly in a sustainable manner, and improve its document processes.

Following a rigorous competitive review, Lexmark was selected because of its thorough approach to total cost of ownership, its worldwide service and support capabilities and its comprehensive set of product features.

BASF is the world's leading chemical company: The Chemical Company. Its portfolio ranges from chemicals, plastics and performance products to agricultural products, fine chemicals as well as oil and gas. With its high-value products and intelligent solutions, BASF plays an important role in finding answers to global challenges such as climate protection, energy efficiency, nutrition and mobility. BASF has approximately 97,000 employees and posted sales of more than €62 billion in 2008.

Managed Print Services is a business model that allows companies to control their print infrastructure, rationalize the hardware they use, and take advantage of an ongoing service level agreement with a strategic partner to deliver continuous improvement.

Lexmark works with companies around the world to optimize and manage their print infrastructure. The printing company's 'Print Less, Save More' message resonates with large, multinational organizations who wish to reduce their paper use, improve process efficiency and reduce costs. With so much to gain from a controlled and less-costly printing infrastructure, more and more companies are turning to Lexmark to support their needs.

Thursday, May 14, 2009

Photizo Group Announces MPS Program Benchmarking Study Objective evaluation designed to help dealers find best program partners

Lexington, KY – May 13, 2009 – The Photizo Group today announced the MPS Program Benchmarking Study™ to provide dealers with objective assessments of competing managed print programs offered by vendors and infrastructure providers. This helps dealers make good business choices and promotes profitable, long-term MPS relationships.

The Photizo Group specializes in analysis of the printing and imaging industry and is the market’s main source for ongoing business intelligence about the burgeoning Managed Print Services opportunity.

The Photizo Group is the thought leader for Managed Print Services, providing insight to the manufacturer, dealer / reseller, infrastructure provider, and end user communities.

“Dealers are often at the forefront of MPS engagements and relationships, and they are confronted with an increasing number and variety of program offerings. While there are a number of excellent MPS programs available from vendors, the dealer community has no clear guidance on which programs are right for them based on their specific needs. Different dealers require different programs, but until now, there have been no credible third party assessments of various approaches relative to MPS requirements. This new study provides neutral guidance to help dealers identify vendors best suited to meet the needs of their organization, based upon their stage of MPS adoption,” said Ed Crowley, Founder and Senior Partner of the Photizo Group.

The MPS Program Benchmarking Study begins with the “ideal” deliverables needed for a particular dealer given their stage of MPS adoption, and then maps vendor programs against this standard. The dealer’s stage of MPS adoption is evaluated based upon the proprietary “Hybrid Dealer Adoption Model” developed by the Photizo Group. The evaluation establishes a baseline by matching the dealer’s stage of MPS adoption against the MPS capabilities that are required based on the typical expected customer engagements. The customer needs criteria are based on the lifecycle of the MPS engagement, according to the popular MPS Adoption Cycle developed by the Photizo Group.

Program evaluation criteria include items such as infrastructure assessments, hardware break / fix service, remote device monitoring, and integrating device monitoring into a billing system. The evaluations for each item are positioned on a sliding-scale analysis.

Then the study objectively analyzes program features and execution to determine how well a vendor’s program components as well as support activities addresses each stage. By compiling the individual factors, the study evaluates and scores each overall program relevant to the vendor’s ability to deliver the capabilities needed for that engagement.

According to Mr. Crowley, “We are providing MPS vendors with an opportunity to sponsor the study. While we require final say on all criteria and analysis, we do encourage input into the definition of the criteria for the study. We have been pleasantly surprised by the response to the study, and in fact, we have already surpassed our initial sponsorship targets. Once again, I believe we have identified a key need in the industry and stepped up with a unique solution.”

Other sponsor benefits include:

· The complete report (150-200 pages) detailing results for all vendors

· Nominating customers for validation

· Special pricing for reprints

The report will be available for purchase by dealers in late July. For more information about the upcoming MPS Program Benchmarking Study and sponsorships, contact Photizo at (859) 873-4518 or info@managed-print-services.com.

# # #

Wednesday, May 13, 2009

Can Managed Print Services Rise to a Presidential Level: Will the "O" Implement "behavioral modification" software? Hide the toothpicks.


The private sector is losing jobs every, single day. Here in the US, we lost some 550,000 jobs last month - this is considered good news because we didn't lose 600,000+ jobs.

And as much as I think most Public Sector minions couldn't hold a position in the "real world", they do enjoy the comfort of never needing to worry about losing their job.

Additionally, from my experience, most forms of government bureaucracy are stellar examples of waste - waste of intelligence, waste of manpower, wasteful processes, waste of tax dollars.

In a recently released report from Lexmark International Inc. and a survey conducted by Alexandria, Va., marketing firm O'Keeffe & Co. it is revealed that the government is wasting millions of dollars in useless printing. (no way!)

The study, which is based on a survey of 380 federal employees, found that the U.S. government spends nearly $1.3 billion annually on printing.

Of that, about one third, $440 million, nearly $1 million a day, is wasted on useless pages.

"It makes way too much sense," said David Williams, vice president of policy at Citizens Against Government Waste, a Washington-based think tank.

"We see a culture of bureaucracy. When given a choice, even with these huge technological advantages, you don't see the government taking advantage of this. Private industry and business has taken advantage, but this government hasn't," Mr. Williams added.

What is more interesting is the dollar amount wasted, $440 million, is more than four times the amount President Obama recently asked agency managers collectively to eliminate from their administrative budgets.

On average, federal employees print 30 pages of paper every work day and respondents say that they discarded about 35 percent of the pages the day they printed them.

Ninety-two percent of respondents acknowledged they did not need all the material that they printed, and more than two-thirds said they could print less if they tried.

"Printing at work is made very easy, so I tend to print without thinking about it," one respondent said.

Lexmark recommends that federal agencies have a comprehensive printing policy in place, including how to better use digital documents.

"Agencies need to look at how to deploy and manage technology, not just from the perspective of putting a printer out there to be used, but around really understanding it as a service to your employees," said Brian Henderson,Lexmark's federal information solutions director. "How is printing strategically going to enable your mission?"

All is not lost, as 10 percent of survey respondents report a working under formal printing policies, and 20 percent said that their agencies had restrictions on color printing.(LOL)

Additionally, the Homeland Security Department expects to save more than $40,000 in part by printing fewer copies of the fiscal 2010 budget- posting online.(LOL, 40k savings?)

The Agriculture Department is developing a Web-based utility billing system that could save more than $670,000 annually.

"President Obama has called for fiscal responsibility, and identifying and eliminating unnecessary printing is a simple first step," said Marty Canning, a Lexmark vice president.

"Clear, standardized, and enforced agency printing policies, as well as increased reliance on secure digital records, will help change the employee printing habits that have become so ingrained in the government 'corporate culture' and enable agencies to decrease their carbon footprint," Mr. Canning added.


--------

All well and good.

But if I were Lexmark, I would stay clear of the Obama Public Sector Gravity Well - else, Mr. Canning could find himself working for
Olivetti or in line with the ex-CEO of GM.

Articles, sources:

Federal workers throw out millions of pages a day.

Report recommends crackdown on excessive printing.

Olivetti

Wednesday Morning Federal Newsstand


Survey: US government could save millions on printing

The Lexmark report


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Monday, May 11, 2009

Xerox Color Cube: Broken Down by P4P, Art Post


Art has an excellent break down of the Xerox color Cube. And he has a nice "10 Commandments" post.

I am re-posting here. If you are not part of Art's 2,000 world-wide membership, go here and become one.

Xerox launched the world’s first A3 color wax MFP, the ColorQube 9200 series formerly codenamed Jupiter.

Details:

- Advertised as offering full color pages at 85ppm for $23,500

- Called “Solid Ink” technology, it was first developed by Tektronix Corp. of Wilsonville, Oregon, in 1991, in its original Phaser 300 and 500 series of desktop A4 color printers.

- Xerox bought Tektronix’s color printer division in 2001 for $925 million

- Uses 4 colors of wax chunks (cyan, magenta, yellow & black), which are placed into holes in the top of the unit.

- Each color is a different shape, so you can not put the wrong color in the wrong hole, similar to the Fisher-Price Mailbox toy.

- The machine can hold enough wax to generate up to 58,000 pages based on 5% fill per color per letter size page.

- The wax chunks/crayons, each fall into their own cast iron bathtub, where an internal heater warms up the tubs until the wax melts into a liquid state.

- The hot, liquid wax is then sprayed onto a large metal drum.

- The metal drum then rolls over the sheet of paper applying the 4 color image.

- The wax cools and solidifies before the paper exits the machine.

- If the machine is bumped while the wax is hot, the wax can splash out of its cast iron tubs inside the machine, causing damage. Therefore, machine must be unplugged, and allowed to cool down before it is moved. This is also true if technician is going to service the device.

- The machine must stay on all the time. While it does have a lower power mode, it must still generate heat to keep the wax liquid, otherwise if it hardens, the machine must purge itself of the hardened wax. This purging can use up most of the wax loaded into the unit. This purging is also done during the units cleaning mode, and puts unused wax into an end user replaceable cleaning cartridge, and this is not reusable.

- From a cold start, the machine has a very long warm up time, up to 20 minutes.

- As the unit keeps generating heat all the time, it most likely will not earn the federal government’s Energy Star certification as it still uses 360 watts in standby mode.

- When warm, and not in lower power mode, its first copy out time is 7.2 seconds.

- From sleep mode, it takes 3 and ½ minutes to warmup.

- Unit uses wax spray print heads with 900 nozzles per head, with each nozzle is only 37.5 microns wide.

- Xerox spent 5 years and $24 million to build plant to make the wax for this unit.

- Xerox claims that in 4 years the unit will produce only 88lbs. of packaging waste versus the average color laser MFP which supposedly generates 815lbs. of waste. Since most packaging and cartridges used by color laser printers are recyclable, this is very misleading.

- Xerox claims that it will save a customer up to 62% over using a traditional color laser MFP.

- Image quality is advertised as offering 600x600dpi, but high quality only achieved when engine slows way down and does not offer true 8 bits per pixel.

- Since the device uses wax, instead of toner, the output can have a waxy look and feel which may be less than desirable. In addition, there is the risk that the wax could re-melt and cause pages to stick together, for example, if the pages were left on the dashboard of an automobile.

- The waxy pages may also stick together if too much pressure is applies, perhaps in a large ring binder.

- Pages that come in contact with the vinyl cover of a folder or ring binder may also stick to the surface as well due to the waxy image.

- Image is not permanent any may smear (in a review of the Phaser 8400, PC World magazine said; “gave the printers a Poor rating as the waxy, solid ink scratches off more easily than does plastic toner fused to paper”.

- May have trouble getting waxy pages to run through the document feeder of a copier/MFP.

- The waxy pages may also cause difficulty with mailing, handling, archiving, recycling or writing notes on pages.

This feed was supplied to me by a p4photel remember, do your research and collaborate on all of this information. There's an old saying "believe nothing of what you hear and only half of what you see"

-=Good Selling=-

If any of the above details are incorrect, I suspect your comments will enlighten me.

If you're looking for information about managed print services, come on over to Walters & Shutwell.



 **** UPDATE ****


- It has been suggested that the ColorCube does not need to be on continously and that it possess a feature called "Intelligent Ready" and learns when to turn itself on in the morning.

- The unit is 2009 Energy Star Certified.

- The melting temperature of the wax is the same as the boiling point of water. So unless you are in the practice of holding your prints over your oven, I wouldn't be too worried about it.

- Pages printed on a Color Cube will pass through any mfp on the market today.

Original Post.

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Canon Profit Down 88%


TOKYO (Reuters) - Japan's Canon reported an 88 percent fall in quarterly profit, hit by slumping demand for copiers and printers, but it raised its annual outlook on cost cuts and a weakening yen.

"...Demand for office machines and their supplies such as toner cartridges remained weak as the global financial crisis made the replacement cycle of copiers and printers longer and prompted corporate clients not to use them as heavily as before..."

"...Ricoh last October bought major U.S. office equipment distributor Ikon Office Solutions for $1.6 billion, delivering a heavy blow to Canon, whose machines had represented 60 percent of the products Ikon handled before the October acquisition but have rapidly been replaced with Ricoh equipment since then...

"...Canon, whose other competitors include Xerox and Ricoh, earlier this month delayed the construction of a toner cartridge components plant in western Japan for a second time, underscoring weak demand..."

Press here.

Friday, May 8, 2009

Fear The Cube or Don't Fear The Cube: In The End, It Won't Matter

5/2009

Xerox ColorCube -

I prefer not to get into the hardware vs hardware debate, after all, all copiers are the same.

But this "wrinkle" in the continuum is worth mentioning.

The Xerox ColorCube is not a contender, it is a game changer - and I haven't even seen a unit yet.

It doesn't matter.

Xerox could release a monkey in a crate with a box of crayons, and somebody, somewhere would buy it.

But this is not the case - there's no monkey in the Cube.

Let us not forget the end user really won't care what the technology is - like always, they will want to print or copy in color or B/W as easily and as simply as possible, at a reasonable cost.

The only folks calling this a "big" issue are those inside the industry.

Simple.

The strong point that Xerox puts forth here with ColorCube is variety of product - just look at the finishing capabilities.

Even though today there are only 3 units with multiple flavors, one need not stress when considering the Xerox product line, next year or the next decade.

This is just another change, iteration, evolution all expected and predictable as we head down the path towards total color output - just like the days of B/W TV were numbered, so to are B/W prints.

For that matter, so too, are the days of print in general.


See:

The Death of Xerography


Clients, Edgeline vs Xerography...


Xerox is NOT Afraid of Edgeline...


Is Anyone Really AFRAID of Edgeline?




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Kyocera Mita America and GreatAmerica Leasing Corp. Sign Program Agreement


(Cedar Rapids, IOWA) – GreatAmerica Leasing Corporation today announced that it signed an agreement with Kyocera Mita America, one of the world's leading document solutions companies, to become one of its financing partners.

Though GreatAmerica has worked with independent Kyocera Mita America dealers over the last sixteen years, today’s announcement solidifies Kyocera Mita America’s confidence in GreatAmerica.

Kyocera Mita America, headquartered in Fairfield, N.J., is a leading provider of computer-connectable document imaging and document management systems, including network-ready digital MFPs/printers, laser printers, color MFPs/printers, digital laser facsimiles, and multifunctional and wide format imaging solutions.

“Our ability to bring additional financial tools and services was one of the key elements that drove this program agreement,” said Jennie Fisher, senior vice president & general manager of the GreatAmerica Office Equipment Group. “Kyocera Mita America recognizes the value we bring with our managed print services (MPS) platform, and knows of our experience with many of their dealers.”

“Our program agreement with GreatAmerica is one of many strategic steps we are taking to strengthen our dealer-based programs,” said Ed Bialecki, senior vice president, Sales, Kyocera Mita America. “We are very pleased to offer new and enhanced financial opportunities to our dealership channel to support their sales efforts, whether it’s an MPS customer account or a standard lease transaction.”

ABOUT GREAT AMERICA

As the largest independent small ticket leasing company in the US, GreatAmerica (www.greatamerica.com) is focused on helping office equipment dealers and resellers sell equipment and solutions, and operate their businesses in a way that makes them more successful. GreatAmerica specializes in administrating print management programs and is the home of FleetView®, www.info-zone.com®, and InTune®. Founded in 1990, GreatAmerica is headquartered in Cedar Rapids, Iowa and is known for its culture of hard work, integrity and excellence.

ABOUT KYOCERA MITA AMERICA
Kyocera Mita America, Inc. (www.kyoceramita.com/us), headquartered in Fairfield, N.J., is a leading provider of computer-connectable document imaging and document management systems, including network-ready digital MFPs/printers, laser printers, color MFPs/printers, digital laser facsimiles, and multifunctional and wide format imaging solutions. Kyocera Mita America is a group company of Kyocera Mita Corporation. Kyocera Mita Corporation is a core company of the Kyocera Corporation, the world's leading developer and manufacturer of advanced ceramics and associated products, including telecommunications equipment, semiconductor packages and electronic components. Kyocera Mita America, the first document solutions company with third-party certified sales data, has earned numerous honors for its products’ high performance, reliability and cost efficiency. Kyocera Corporation's consolidated net revenues exceeded $10 billion for the fiscal year ending on March 31, 2008.

Thursday, May 7, 2009

The Water Training Institute Set to Launch Its Certified Managed Print Services Seller(TM) Sales Training and Certification Program [CMPSS(TM)]


It was only a matter of time.

I have never heard of the Water Group.

For 2 years now I have been scouring the internet looking for any mention of "managed print services" and today is the first time this group pops up.

No surprise, "where the is mystery, there is margin...". Today's mystery is MPS and as much as I believe there are a few "unique" aspects to selling MPS, selling is selling.

Well, "solution selling" is "solution selling".

One thing is for sure, this group is not short on content.

And although the content looks and sounds good, I still can't help but be skeptical about anyone claiming to be in MPS for more than 11 years - that would be...since when, 1996?

Somebody help me out, were copiers even digital back then?

Wasn't Apple running "ads" showing the difference between an Apple and PC user?(see above)

Was I using a Palm Pilot back then? Didn't Office 97 ship on 45, 3.5 inch floppy's back then? And don't remember anybody offering to manage a fleet of IBM-Pro Printer's; service and ribbons that is.

And as I read through their squeaky new, freshly painted website, I could not help to think "HP"; it has the look and smell of SPS, which pretty much, well...smells.

And then there is this, "...The team of Water Training Institute associates whom have designed and will deliver the Certified Managed Print Services Seller(TM) program curriculum have collectively sold nearly $1Billion in MPS business...Collectively, our brain-trust have more experience and success in sales and selling MPS than probably anyone in the world...”

Wow...I mean...wow.

Go ahead, divide $1billion by 0.0120 and then divide that by 11 years...whadda get? I don't know, I ain't doing it.

Of course these numbers are accurate, you can't put it out there like that if it ain't true - but then again, it all depends on how one defines "MPS", doesn't it?


According to their documentation, there are 5 separate modules of training - one is webinar based and the test module is $500.00 and must be attached to Module #3, "In-Class Certified Managed Print Services Seller Program"

If taken individually, the total cost is $4,975.00 - but act now by enrolling for September's classes, and the price goes to $2,490.00.

These guys know how to market.

At the recent MPS Conference the most popular "off-line" conversational subject was "...can someone tell me how to effectively put a MPS Practice together?"

Maybe this can be a great first step for rookie sales people - or maybe even old "salts" of the copier world can get trained on moving "solutions" instead of boxes.

Or better yet, perhaps some of "Sales Reps" with IT VARs can get acclimated to real solution selling by attending and getting certified.

But I keep going back to what one of my old sales managers once told me, "...sometimes we just over complicate what we do..." - FIVE modules?


Oh well, if I could get HP or CISCO or VMWARE to pay for it, I would go.

Here is the Press Release:

Voorhees, NJ, May 07, 2009 --(PR.com)-- Beginning September 16, 2009, The Water Training Institute (a division of Water, a New Jersey-based Professional Services firm) will offer the Certified Managed Print Services Seller(TM) Sales Training & Certification Program, designed for sales professionals that sell and promote Managed Print Services solutions. Managed Print Services (MPS) is a solution which bundles office printers, copiers/MFPs, fax solutions, software, services, supplies, consumables, usage tracking, support, and management all for a single monthly invoice.

The CMPSS(TM) program is designed to provide sales professionals with a thorough understanding of MPS, comprehensive MPS sales training, a tailored MPS sales acumen evaluation & development plan for each participant, and a Certification Exam that – combined with the other aspects of the program - would substantiate that the successful candidate has demonstrated a certain standard of MPS sales performance and comprehension.

According to Jon Reiser, a Principal at Water, “Our customers tell us the Managed Print Services sales training seminars they send their sales reps to are ineffective and don’t really prepare the reps to effectively sell MPS solutions. So they hire Water to come in, re-train the sales reps properly, get them prepared, and to give the managers a written analysis of each sales rep’s preparedness to sell MPS. In the end, the customers end up paying twice for something they should have gotten in the first place.”

The problem, according to Reiser, is that selling Managed Print Services solutions is a different type of sale than the traditional transactional “box sell.” Selling MPS requires the seller to understand the implications for MPS and to sell more strategically. Unfortunately, most sales training programs are taught by consultants that haven’t actually sold much MPS, if any at all.

The team of Water Training Institute associates whom have designed and will deliver the Certified Managed Print Services Seller(TM) program curriculum have collectively sold nearly $1Billion in MPS business. In addition, they bring impressive sales credentials such as IBM Business Unit Executive (in sales), an EVP and several Sales VPs of Fortune 500 Corporations. “Collectively, our brain-trust have more experience and success in sales and selling MPS than probably anyone in the world.” says Reiser. To support this contention, Water is consulting with former Hewlett-Packard Master Consultant Tab Edwards on the design of the CMPSS(TM) program. Mr. Edwards is the author of “Paper Problems,” “Imaging & Output Strategy,” “The Slip,” and “Coffee is For Closers Only!” and is considered to be the foremost authority in the world on the topic of Managed Print Services strategy and optimizing office output environments.

The first Certified Managed Print Services Seller(TM) Sales Training & Certification Program is scheduled for September 16-18 in Philadelphia, Pennsylvania. More information and a brochure can be found on the website www.H2o15.com. “We want to give our customers the assurance that if their sales professionals attend the CMPSS(TM) program, they are getting the best MPS sales training in the world,” says Reiser, “and will receive feedback on every participant’s degree of preparedness to sell MPS.”

About Water

Water H2O15 L.P. (d/b/a Water) is a consulting and professional services firm providing business strategy consulting, sales training (through The Water Training Institute), Managed Print Services solutions & consulting, and Marketing services (through Water Creative).

###

Here's my open question to the folks at Water -

"Is there an option to test out?"


Click to email me.

Monday, May 4, 2009

N.Y. Times to File Notice It Will Close Boston Globe


Gray Lady Down -

"From the moment the Times Co. purchased The Globe in 1993, it has treated New England's largest newspaper like a cheap whore," former Globe columnist Eileen McNamara wrote last month in the Herald.

"It pimped her out for profit during the booming 1990s and then pillaged her when times got tough. It closed her foreign bureaus and cheapened her coverage of everything from the fine arts to the hard sciences."

So it continues, from Denver to Detroit to Boston to New York - a main staple of news and one-way communication is vanishing.

Truly remarkable times.

Wednesday, January 21, 2009
The Death of Print Continues -

Wednesday, December 31, 2008
2009: The End of Print - Andrew Keen

Synergy, Down Under: HP Edgeline's and Pull Printing Save Money, Energy and Paper



Less energy, no toner. CM8060's and CM4730's - not bad.

Synergy out of Australia.

Synergy building services manager Wayne Perry says, the company had about 80 printers in use.

Most were laser printers, which were turned on all the time to keep the toner cartridges warm and usable. After researching and testing a range of options, they decided to adopt a new fleet of multifunction devices from HP.

"One multifunction printer uses less energy than five laser printers," Perry says. This made them a logical choice.

The company has also opted to introduce a "pull-printing" environment to reduce print wastage. "When I print now, I issue the print command, that goes to the print queue and is held on a central server that all the printers access," Perry says.

"To actually print the documents requested, Synergy employees walk to a printer and swipe their building access card in order to execute the printing. "This has really cut down on paper usage."

Full article, here.

ATM Book Machine launches in London


Just when I thought "Print is Dead" along comes this thing - the Espresso Book Machine.

Billed as the most revolutionary development in books for 500 years, this machine can print a bound version of nearly 500,000 titles.

Each in five minutes, while the customer waits.

Currently available titles are out of print, but the creator of the machine is looking to work deals with publishers and hope to get a list of around 1 million titles available.

The applications are mind boggling.

Airport bookstores, magazine racks, college bookstores and the traditional bookstore could be all wrapped up into one, somewhat large, coin operated, vending machine.

The NewStand of the future. Kindles some thought, doesn't it?

Connect this little hummer to the "cloud" and you have yourself the future of print - on demand and nearly anyplace on the planet.

The PrinterNet?




OnDemandBooks

HP and RIM Announce Strategic Alliance to Mobilize Business on BlackBerry


PALO ALTO, Calif., May 4, 2009

HP and Research In Motion (RIM)(Nasdaq: RIMM; TSX: RIM) today announced they are establishing a strategic alliance to deliver a portfolio of solutions for business mobility on the BlackBerry® platform.

HP CloudPrint for BlackBerry Smartphones

HP CloudPrint for BlackBerry smartphones is a web services based solution that allows users to print emails, documents, photos and web pages using a BlackBerry smartphone, wherever they are – in the office, at home or on the road.

The CloudPrint service enables mobile users to easily print to the nearest printer. The service is printer-agnostic and driverless and requires simple Internet access. HP and RIM plan to make CloudPrint available to BlackBerry Internet Service subscribers as well as BlackBerry Enterprise Server customers.

The CloudPrint technology was invented by HP Labs, the company’s central research arm.

-------

In addition to the CloudPrint technology, HP's EDS Mobile Services will be available to help manage Blackberry's - they currently managed 500,000 Blackberry's.

And HP's Proliant servers are being pitched to support corporate Blackberry applications and HP's Operations Manager for BlackBerry Enterprise Server, is a software solution that helps centrally manage and monitor the entire Blackberry ecosystem, whether it is virtual or physical - servers, applications, mail servers, databases, etc.

It looks like a complete HP/Blackberry, business system.


Friday, May 1, 2009

OfficeMax: ***CORRECTION*** I DO Remember Seeing Someone From OfficeMax at the Managed Print Services Conference




****** CORRECTION ********

David Peterson, Director of Sales, OfficeMax was in attendance at the MPS Conference, and I did speak with them - my apologies!

So, what can be determined by this?

OfficeMax gets it.

They get the whole MPS approach and are leveraging their customer relationships. And not only with MPS but also as a MSP.

Lawton Smith and Darrell Amy's discussion resonates once more - the advance MPS providers are ready to hop-scotch over to the MSP role.

And now, I need to wipe the egg off my face.

During the OfficeMax earnings call today, Sam Martin – Executive Vice President, Chief Operating Officer regarding Managed Print Services said, "...The idea is to collaborate with customers and maximize their office supply savings with OfficeMax through analytics.

This value proposition then opens the door to approach the customer with related spend categories as well as non-traditional areas in which we have expertise such as managed print and data center services..."

Furthermore, Martin adds, "...We believe that a deeper business relationship results in better retention...Our relationship with Young has evolved from basic office supplies procurement into a broader solution which includes managed print services.

Print is not a core activity for Young and they viewed OfficeMax as having a best-in-class solution that met their needs.

Other categories where OfficeMax has expanded its relationship with Young include certain data center services and other supply categories not originally priced with OfficeMax. Currently less than half of our business with the Young brand is traditional office supply procurement..."
------

On the OfficeMax Managed Print Services website, they use phrases like "scalable end to end solutions" and "...across all manufacturers...". On the site, they even say, "...We'll help manage all your print and multi-function machine supplies and coordinate the installation, servicing and redeployment of your hardware..."

In one session at the MPS Conference, Lawton Smith explained how Managed Print Services will one day soon be enveloped into the Managed Services Provider's portfolio of services.

And suddenly, out of nowhere, OfficeMax is pitching just that.

***** CORRECTION ********

OfficeMax was in attendance at the MPS Conference - my apologies!

The complete transcript here.

The British Are Coming, The British Are Coming!


Press Release

NewField IT Opens US Office


31st March, 2009, NewField IT, a leading UK based provider of software and independent assessments for the Managed Print Services market, today announced the opening of the company’s first office in the United States. NewField IT’s software, Asset DB, is widely used to accelerate and enhance the delivery of Managed Print Services (MPS).

The market for MPS is set to grow by a CAGR of 24% in the next three years according to InfoTrends; a growth which has led to a jump in demand for NewField IT’s highly regarded MPS toolset, Asset DB. Use of Asset DB in the US has been growing since the product was launched in 2004 and this new office will enable NewField IT to provide greater support and information to its North and South American based customers.

“Despite the economic climate, this is an exciting time for our industry because of the rapid growth of MPS. By opening an office in the US we can support our growing customer base with more direct and value-added services” commented Robert Newry, Co-Founder of NewField IT.

Leading the US office will be Ed Mosteller – Vice President, Americas. Ed has an extensive background in information technology and output management with ten years’ experience managing Professional Services at Lexmark International and a 15 year career with IBM.


Contact information:
Tollfree: (888) 870-0156
General office: (727) 538 4162

13575 58th Street North, Suite 136
Clearwater, FL 33760-3746

NewField IT is an independent software and services provider focused on reducing print and document management costs. Established in 2003, NewField IT has completed assessments on over 70,000 devices in 30 different countries. NewField IT’s innovative software suite, Asset DB, is the only toolset driven by a graphical interface and underpinned by an integrated and powerful database. Many of the leading vendors including Canon, Dell, Hewlett-Packard, Konica Minolta, Lexmark, Océ, Ricoh, Toshiba, and Xerox use Asset DB to enhance their MPS assessments and implementation.

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