Tuesday, June 2, 2009

Managed Print Services: Six "Need to Know's" from Photizo Group

This is a cut and paste, of an article from the Photizo blog - great stuff.

All points are relevant, especially for all of the "newbs" in the niche.

One point - not only are these arguments based on studies, I have seen evidence of all six, in the field.

Good read.

Six Things You Should Know About Managed Print Services

1. On average, companies save $1M (30% of total hardcopy cost), reduce hardcopy (printer, copier, and MFP) carbon emissions by 60%, and free up 10% of their IT staff who were previously devoted to supporting printers by implementing a Managed Print Services strategy.

Firms of all sizes are seeing significant benefits from implementing an MPS strategy. By outsourcing the entire ‘document production’ process including the hardcopy devices, document workflow strategy, and support services, customers are able to achieve a significant reduction in cost while achieving significant environmental benefits.

Source: The Photizo Group’s analysis of 105 Managed Print Service engagements using pre-and post-MPS engagement data. Justifying MPS Webinar – February 2009


2. Managed Print Services is more than just Cost Per Copy or providing an assessment to right size the fleet. Managed Print Services (MPS) entails the outsourcing of the fleet and document strategy to ensure the customer’s business process optimization goals are met.


In order to do this, an MPS provider must act as a professional services firm which offers multiple services in order to meet the customers requirements. In fact, over 70% of all MPS engagements include all of the following components:

• Vendor returns service call in 2 hours
• Next day service response time
• Understanding color print/copy requirements
• Same day service (4-hr response)
• Device installation
• Help desk services
• Assessment provided for the initial MPS agreement
• End user training
• Parts depot close to user sites
• 24x7 customer service line
• Recommendations on device deployment
• Remote or on-site monitoring of devices

Source: The Photizo Group’s on-going study of Managed Print Service engagements in North America and Western Europe. The firm collects data from over 700 MPS decision makers each year.

3. Managed Print Services is the fastest growing segment of the imaging industry. In fact, the MPS market is growing at a compound annual growth rate of over 25% a year. In fact, the market will reach over $45B annually by 2013. By 2013 Managed Print Services will represent over 35% of the total imaging market and over 35% of all business print devices will be under a Managed Print Services contract.

Source: The Photizo Group’s 2009 MPS Market Size, Share, and Forecast Report.

4. There are three stages which customers go through in the adoption of Managed Print Services.

The first stage is to gain control of the fleet. 29% of all MPS engagements are at this stage. 47% of all MPS engagements are at the second stage, the stage of optimizing the fleet to ensure devices are deployed in the most efficient and effective manner. 23% of all MPS engagements are at the third stage of MPS, enhancing the business process. The third stage is about enhancing business processes by engaging document workflow and document management solutions.

Source: The Photizo Group’s on-going study of Managed Print Service engagements in North America and Western Europe. The firm collects data from over 700 MPS decision makers each year.

5. IT is typically the department responsible for managing the Managed Print Services engagement. In fact, 60% of the time, the IT department manages the MPS engagement.

Source: The Photizo Group’s on-going study of Managed Print Service engagements in North America and Western Europe. The firm collects data from over 700 MPS decision makers each year.

6. Hybrid dealers will dominate the Managed Print Services market. Hybrid dealers are those resellers (both dealers and IT VARs) who have transitioned from a hardware centric business model to a professional services business model based on delivering Managed Print Services. Hybrid dealers and ‘committed’ dealers (dealers who are committed to making this business model transition) make up less than 25% of all resellers and dealers. Fence sitting and ‘testing’ resellers (traditional hardware centric resellers) make up over 75% of all resellers.

The Photizo Group predicts that half of these traditional resellers will be out of business within the next five years as they fail to make the transition to the new business model.

Source: The Photizo Group’s Hybrid Dealer Report (Published January 2009)

The Photizo Group believes that Managed Print Services represents a disruptive business model which will affect all aspects of the value chain, including manufacturers, distribution channels, and other service providers.

Firms that make the transition to a professional services led business model will achieve a significant competitive advantage over firm’s which retain the traditional hardware centric business model. Understanding the evolution of this new business model is critical to all participants in the industry, including end users.

Excerpts from this article may be used as long as the Photizo Group is credited as the source.

The Photizo Group is the leading research and consulting firm in Managed Print Services, and the only research and consulting firm, which derives a majority of its revenue from the Managed Print Services market. The firm provides research, consulting, and market insights to customers, resellers, and manufacturers.

Phone: (859) 873-4518

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