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Wednesday, June 15, 2011

DOTC to Review books about Managed Print Services. Starting with Tab...

A collection of my fav's...and some not so fav...

Quote from a World Famous IKON Rep:

"I don't read, books..."

She said this out loud, during a Monday morning sales meeting.  I ain't kidding.

She was a very successful copier rep.

Over on LinkedIn, there is a nice little conversation going on around books. Books that exist, and books that do not exist - books about selling MpS. In my not so humble opinion, books aren't the answer.

On my desk, up there in the pic, are a few of the books I have read and collected over the years.  I had many, many more, but I lost them it what I loving call "the flood".

Let me first say this - there are more Poser authors, cloaked in mysterious garb, than one can point a stick at.  Most honestly believe what they are saying. Some even believe they are the first to utter such brilliance.

I find value in most, but in some, very little.

So here it is - DOTC will review "MPS: Managed Print Services" by Tad Edwards. Then we will look at "Designing a Document Strategy" by Kevin Craine and "Power Selling" written by Steven Power.

Honest reflections as seen from the trenches, from the Selling Professional, and from the MpS Practice Manager.

Hang on to your hats...

"This book is neither intended to be a panacea nor provide the answers to all the world's mysteries surrounding Imaging & Output and MPS.  I do believe, however, that the information contained herein will serve you well in your endeavor." - Tab Edwards, MPS: Managed Print Services

I admit, when I first heard of a book specifically written for MPS, I was dubious.

Further, when I saw the basis for the book was Total Cost of Ownership, I felt that cold tug of old-skool.

I read Tab's work - twice.

In a nutshell?  I was not terribly disturbed and found the content utterly and completely adequate.

Nothing blatantly wrong, incorrect or self serving.

His definition of MPS:

"...a comprehensive, bundled solution that provides convenient, reliable output to a company's end users..."

He contends MPS contains five elements;
  • Hardware
  • Supplies
  • Software
  • Service
  • Management
The definition is broad, albeit output and equipment centric; the elements simple and easy to see.  Again, not too bad.


I tolerated Chapter 6 "Total Cost of Ownership vs. Cost-Per-page" and am fond of Chapter 7, "Drawing Distinctions".

The heart of this work,  Chapter 8, "the 7 C's of Imaging & Output" bogged down. At sixty-five pages, the most voluminous chapter begged me to ask aloud, "is it really THIS complicated?"

I realize MpS purity is sophisticated but I am big believer in "brevity is the soul of wit".

Who the hell uses the word "copiosity" anyway?

And on page 175, The MPS Process flowchart is nightmarish.  I don't even care if it reflects truth, its down right fugly.

I see this tome as a great introduction to MpS and most useful if presented by a leader, a Sales Manager white boarding to the MpS Selling team.  Monday morning or at the 4:30PM, Friday afternoon weekly re-cap(gag).

Not too bad of a book.

Out of five Leopard Spots, I give it 3.

See, that didn't hurt, did it?

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