It was just in 2009, a mere three years ago – or actually, just under 36 months – when MpS started showing up in its current form.
At conferences, show floors were jam-packed with MpS propositions; Konica Minolta, OKI, Xerox, LMI, GreatAmerica, Digital Gateway, ECi, Compass, Strategy Development, M2M, Synnex, NER and many more were “all-in.”
Granted, it wasn’t really MpS.
Fliers plastered with “MPS” stickers; sales classes pushing MpS selling cycles, TCO and the like; but the content was still copier sales, copier leasing, toner cartridges. Desk-side toner delivery/auto-fulfill, just fresh off the whiteboard, was being touted and sold.
What was big back then?
Some common beliefs around MpS, just four years ago...
- Sell to the CIO
- Lock customers in
- You must perform an assessment
- You must refresh or replace as many devices as possible
- Copier sales people can sell MpS
- Computer sales people can sell MpS
- Selling MpS is the same selling 'color'
Guess what those people are doing today? Whinning about all the false promises of MpS.
So, what will you be doing 4 years from now?
Will you be selling tablets or providing water services to your clients? Will you own a NOC and provide ALL services to your clients?
Will you move into workflow and business process optimization? The Cloud?
Those are not pie in the sky questions - they are real.
Work-flow, business process, BPO/BPM and even EDM - it's where the niche has been headed for years - the data will shoot up into the clouds, the old processes will fade, and workflow will transpose into a more personal experience.
No more clerks, accountants, or analysts - the algorithms will handle all we want them to handle, presenting us with usable, live data. Anywhere in the world and at anytime - but not just anywhere any time;
Everywhere, Every time...
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