Sunday, June 7, 2009

Managed Print Services Assessments - They Do Not Work, Stop Doing Them

2/2009

My first assessment was for 1,100 units. The next one was for 823. And my third assessment was for 523 devices.

One assessment of just 25 machines took 30 days.

That was over a year ago.

Insanity.

You would think I would have learned.

An early Photizo study revealed that doing an assessment gave you a 50% chance of closing the engagement.

While at the Managed Print Services Conference in San Antonio I agreed with this statistic and mentioned that I closed 50% of the studies/assessments that I performed.

I neglected to say that after no longer doing Assessments, my closing rate went up to 94%.

Intereesting, eh?

With just about everybody pitching MPS and free assessments - one needs to ask how much value can something that is free honestly carry?

And let me tell you this, if I do get into a position to be the "second" one in a deal, I get all the data that the person before me obtained - all of it, the spreadsheet, costs and everything.

So what to do, what to do...

Ask questions, don't do an "assessment".

Take a tour of the complex, don't perform a "survey".

Install your "Supplies Monitoring" software, not your "Data Collection Agent".

Write your findings down and discuss them with your client, in two pages or less; don't let your software generate a stodgy, canned, boilerplate with spreadsheets. Run from PowerPoint.

Use your brain. Use your mind, not a spreadsheet. Present ideas not proposals.

Just my 0.020 worth, but after all, it is my blog.

Sell-On!

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