Managed Print Services: Its ShowTime! Lyra in January, Photizo MPS Conference in May

This will be my third year attending the Lyra conference, in Palm Springs.

With at least half-dozen shows scattered around the country and globe, I really only like two: Lyra and Photizo's MPS Conference.

Photizo because they (and I) have been in the MPS ecosystem since the beginning.

Lyra, because of all the spaghetti graphs.

May is just around the corner...sorta...MPS and Orlando!

European Managed Print Services Industry Shows Its Vitality at Major Industry Conference

Record attendance indicates Europe on track to become largest MPS market

Lexington, KY – December 6, 2010 – The success of the recent European MPS Conference signals strong and growing interest in managed print services, the business model sweeping the imaging industry. The European event drew 162 attendees to Barcelona, Spain from November 10-12. Germany, the Netherlands, Spain and the United Kingdom were among the most represented markets, with participants traveling from 18 different countries as far as South Africa and the United States. HP, Ricoh, FMAudit and DocuAudit Europe were Platinum Sponsors of the 2010 European MPS Conference.

Archived footage of the European MPS Conference Webcast can be found at http://www.mpsconference.com/wrapup/ondemand.html.

“We keep hearing from our attendees that the MPS Conferences hosted by Photizo Group are becoming a watering hole for the industry--a true source of education and networking with peers and experts. That is so important, because with organized, focused resources like these, MPS professionals and users increase their chance of success,” said Photizo founder and CEO, Ed Crowley. The highly acclaimed Barcelona keynote and presentations inspired attendees with stimulating insights and ideas:

Who The Hell is Peter Sheahan and what does HE know about MPS?

Peter Sheahan: Keynote MPS Conference Barcelona from Misty Hamel on Vimeo.

I'll tell you who - this guy is from outside our industry, heck outside every industry - HE GETS MPS! MPS is 'anchored in the experience we've garnered to date...'

Somebody, and by 'somebody' I mean PHOTIZO, recognizes that MPS is not all that different from any other disruptive event; not specific to the imaging industry.

Outside perspective, it is not all about us - it’s all about me. (J/k)

I will miss Barcelona and will suffer for it.

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Managed Print Services: The Summer of 2010 Rising Stars - Constellation One

When I was a kid back in high school, I remember being told that humans were the only species on the planet that could crane their necks and face the sky.

I have since learned this is more a romantic notion than factual as birds are thought to navigate via the stars

To me, the real difference is our ability to assign patterns to the star filled sky and create stories around those pictographs - a uniquely human quality.

In this spirit, I present to you dear reader, my Summer of 2010 Constellation of MPS Rising Stars.

These few are in my opinion, walking the walk and talking the talk when it comes to MPS.

Does this mean that everybody else sucks? No, not at all.

What it does mean is that we who play in the MPS sandbox, can look to this pattern in the sky, and study. Learn. Adapt. Improve.

Alas, it is a shame that I need to even mention this, but, as with everything else I have ever posted, this is MY opinion only.

NOT the MPSA.

And this is not a scientific study.

Also, I don't take money from any of these stars, so it's not like the "quadrant".

I am not part of a multi-national, media conglomerate, so these stand-outs don't pay to be in any of my trade shows or "published" in any poser magazines.

I am not carpetbagging "How to Sell MPS" classes.

You are free to disagree but please remember, I write for an audience of one: me.

Submitted for your review, off the Shoulder of Orion, the DOTC Summer of 2010, Rising MPS Stars:

Steve Reynolds: Battled to the End, Passed Away Wednesday

Steve Lost this battle. I met Steve a few times, at two Lyra conferences and the MPS North America Conferences.

He knew his stuff, he will be missed.

Also, there will be a memorial service for him at the AGH Art Gallery in Hamilton on Monday night from 6to 9 PM.

http://www.artgalleryofhamilton.com/aa_index.php

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Lyra Establishes Reynolds Family Support Fund to Help Colleague and Friend, Steve Reynolds, in His Battle Against Colon Cancer

Lyra Research announces the establishment of the Reynolds Family Support Fund to help Lyra Senior Analyst Steve Reynolds and his family in his battle against Stage 4 Colon Cancer.

Since 1998, Mr. Reynolds has been one of the prominent faces of Lyra—first as an editor for The Hard Copy Observer and then as a senior analyst for Lyra’s Hard Copy Industry Advisory Service. Diagnosed in June, Mr. Reynolds is meeting this grim news with the same direct, fearless attitude that he brings to his professional career.

Industry Pundit and MPS Pro Ken Stewart Joins Photizo

A friend of DOTC, indeed one of the earliest "connections" I made out here in the MPS Ecosystem, Ken Stewart.

It is a great honor to know this gentleman, and to see one of the MPS Titans receive "just rewards".

Congratulations, Ken. Photizo is fortunate to have you.

----------------------------

Stewart brings channel background, customer experience and MPS leadership

Lexington, KY – July 30, 2010 – Ken Stewart, experienced managed print services professional, founder of industry blog ChangeForge.com, and decorated former Marine, has joined Photizo Group, leading advocate of managed print services research and consulting. In his new role as senior consultant, Stewart will focus on developing education tools, training, and other programs for the reseller channel.

"I am honored to join a team I so greatly respect, and believe this exciting opportunity to be a marriage of like minds and passions. As this industry continues to evolve, I look forward to serving our clients with integrity, intensity and insight as part of Photizo Group," said Stewart.

Meritus Ventures Announces Investment in Photizo Group

LONDON, Ky., Jul 27, 2010 (BUSINESS WIRE) -- Meritus Ventures announces investment in Photizo Group, Inc. (Photizo) of Versailles, Kentucky. Photizo, founded in 2004, is a consulting and research firm that provides market information and services to vendors, dealers, and end user communities in the managed print services market.

Managed print services (MPS) is at the intersection of business services and technology, focusing on providing a total printing solution that enables organizations and companies to better manage their print environment through the outsourcing of hardcopy devices, software, supplies, and services. Each year, hundreds of players in the managed print services market attend Photizo's international conferences and purchase Photizo's cutting edge market research and intelligence reports.

Examples of industry players include Hewlett-Packard, Xerox, Cannon, and Ricoh.

Meritus Ventures was the sole investor in the transaction, and Ray Moncrief of Meritus has taken a position on Photizo's board of directors. Photizo has demonstrated an annual revenue growth rate greater than 50% since 2006 and doubled revenue from 2008 to 2009. In addition, the company had positive earnings in 2009 and is on track for increased revenue growth and profitability in 2010.

KINDLE DEVICE UNIT SALES ACCELERATE EACH MONTH IN SECOND QUARTER; NEW $189 PRICE RESULTS IN TIPPING POINT FOR GROWTH

SEATTLE-July 19, 2010-(NASDAQ: AMZN)-Millions of people are already reading on Kindles and Kindle is the #1 bestselling item on Amazon.com for two years running.

It's also the most-wished-for, most-gifted, and has the most 5-star reviews of any product on Amazon.com.

Today, Amazon.com announced that Kindle device unit sales accelerated each month in the second quarter-both on a sequential month-over-month basis and on a year-over-year basis.

"We've reached a tipping point with the new price of Kindle-the growth rate of Kindle device unit sales has tripled since we lowered the price from $259 to $189," said Jeff Bezos, Founder and CEO of Amazon.com.

"In addition, even while our hardcover sales continue to grow, the Kindle format has now overtaken the hardcover format. Amazon.com customers now purchase more Kindle books than hardcover books-astonishing when you consider that we've been selling hardcover books for 15 years, and Kindle books for 33 months."

ACS, A Xerox Company, Helps Michigan Lower Costs, Improve Services

See Your Future, Be Your Future - From "paper food vouchers...to EBT magnetic stripe card..."

I noticed this press release, illustrating, once again, the IT integrators and MSP's will be in "our" space.

And, of course, reminding us all that print is dying.

08/07/2010 15:30

The FINANCIAL -- The State of Michigan’s program that provides Women, Infants, and Children (WIC) benefits is saving more than 25 percent in processing costs by moving from paper-based food vouchers to an electronic benefit transfer (EBT) system provided by Affiliated Computer Services, Inc. (ACS), A Xerox Company (NYSE: XRX).

Michigan’s WIC program provides nutritious foods and nutrition education for approximately half the infants born in the state. Moving to EBT, the state went from issuing more than 10 million paper food vouchers annually to providing recipients with an EBT magnetic stripe card for use at point-of-service terminals at retailers.

Reading on an iPad, Kindle or good ole Paper: Which is faster?

7/2010 

A study has been conducted: What's better to read on, an electronic device or paper?

"Summary:

... people reading long-form text on tablets find higher reading speeds than in the past, but they're still slower than reading print..."

Uh oh...maybe Print Isn't Dead, yet...

This study looked at 32 participants, each reading an article that on average required 17 minutes, 20 seconds to read - a Hemingway short.

The media included an iPad, Kindle, PC monitor, and a printed book.

I have cut and pasted right out of the article by, Jakob Nielsen.

"Results: Books Faster Than Tablets

The iPad measured at 6.2% lower reading speed than the printed book, whereas the Kindle measured at 10.7% slower than print. However, the difference between the two devices was not statistically significant because of the data's fairly high variability.

Thus, the only fair conclusion is that we can't say for sure which device offers the fastest reading speed. In any case, the difference would be so small that it wouldn't be a reason to buy one over the other.

But we can say that tablets still haven't beaten the printed book: the difference between Kindle and the book was significant at the p<.01 level, and the difference between iPad and the book was marginally significant at p=.06.

User Satisfaction: iPad Loved, PCs Hated After using each device, we asked users to rate their satisfaction on a 1–7 scale, with 7 being the best score. iPad, Kindle, and the printed book all scored fairly high at 5.8, 5.7, and 5.6, respectively. The PC, however, scored an abysmal 3.6. Most of the users' free-form comments were predictable.

For example, they disliked that the iPad was so heavy and that the Kindle featured less-crisp gray-on-gray letters. People also disliked the lack of true pagination and preferred the way the iPad (actually, the iBook app) indicated the amount of text left in a chapter. Less predictable comments: Users felt that reading the printed book was more relaxing than using electronic devices. And they felt uncomfortable with the PC because it reminded them of work.

This study is promising for the future of e-readers and tablet computers.

We can expect higher-quality screens in the future, as indicated by the recent release of the iPhone 4 with a 326 dpi display. But even the current generation is almost as good as print in formal performance metrics — and actually scores slightly higher in user satisfaction..."

See the study here.

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Managed Print Services Conference 2010 - See It All, again and again...

It seems like just yesterday, Leopard Headbands, great speakers, firing all the copier schleps, and Indiana Jones.

I imagine, somewhere in an underground bunker, the Photizo Clan has initiated the Countdown Clock for MPS-Con/2011

Until then, or Barcelona, we can stream video of the MPS Titans(excluding myself).

The Death of Print, Predictably, Sooner than We Think

"Book Sellers, defend your lonely forts!" - John Updike, 2006.

Newspapers, except possibly the Wall Street Journal, are not the only organizations facing the same fate as buggy whip manufacturers.

"By the end of 2012, digital books will be 20% to 25% of unit sales, and that's on the conservative side," predicts Mike Shatzkin, chief executive of the Idea Logical Co., publishing consultants. "Add in another 25% of units sold online, and roughly half of all unit sales will be on the Internet."

In his book, "the cult of the amateur", Andrew Keen reflects on the demise of the record store - blaming the internet.

Keen pines about record stores like the Tower Records that spanned three blocks in New York's Greenwich Village or his beloved record store at the corner of Bay and Columbus in San Fransisco. How, ultimately, change came to this world of hidden imports, ad hoc concerts, U2 and Madonna sightings.

Like the music store, book stores, the brick and mortar type, are doomed.

What has all this got to do with Managed Print Services?

If you are seriously asking, leave right now, and never come back to this blog again.


A New Business Model -

This year, publishers agreed to implement an "agency model" for digitally distributed content. The publisher receives 70%, e- book sellers 30%, of the digital price.

Seems publisher can read the writing on the wall - change is a necessity for survival.

The Gorilla in the room, Apple, is poised to rule the publishing channel as it already does the music channel with iTunes.

Consider Barnes and Noble -

In mid-March, Barnes & Noble's named a new CEO.

This new CEO is a veteran of the digital world and is seen as a change agent shaking things up, hiring from e-commerce and technology companies.

His talk track includes the phrase, B&N is "as much a technology company as we are a retail company."

Change or die.

Newspapers are dying, books are changing, retail is evolving - Is it any wonder our little industry, MPS, is considered a $60 Billion market?

Consumers are demanding easier, more portable mechanisms allowing them to read/acquire information and entertainment.

These consumers not only own iPads, DROIDs and netbooks - they have jobs; they work in offices, they interface with paper every day.

How long will it be before they expect to receive the company newsletter, financials, invoices, statements, medical records, mortgage documents, kid's report cards, DMV documents, tax filings, credit card and utility bills, and the latest King novel, etc. on their iPad/Slate/Droid/Kindle?

Change is. This may be "new" to you, to me, to us. But this isn't anything we started, the fire's been burning since the world's been turning, we're just the latest to enjoy.



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Managed Print Services Conference 2010 - After Hours

The 2010 MPS Conference is in the can. The reviews are in, critics silent.

So, after a gruelling day of sitting and absorbing, the sponsored receptions are both a very welcomed break and the best time to get the real work of conferences done; networking.

Personal Note: I was shocked by all the people who came up to me to say "hi" and that they read this tome - I am humbled and honored by all your kind words.

I especially feel for the husbands out there who have had to explain reading DOTC as "work related" and to all in the cubes, afraid managerial eyes will be looking over your shoulder, locked with laser focus on one of the "Girls" - CTRL TAB.

Speaking of the "Girls of DOTC" - as risque and nontraditional as they are, very few complaints have been voiced. As a matter of fact, I get more compliments from women over the pictures than I do men.

Again, thank you all for reading and continue to come back!

Now, on with the "after hours" review.

Day Two, reception:

A gentleman walks up to me, shakes my hand and says he reads my blog, wanted to meet me and he is from Muratec.

I respond, thanks, are you having a good show, and what, exactly does Muratec have regarding MPS.

He answers, "...we do a good deal of Seg 1 and Seg 2...".

Me, gracious as always query,

"...Seg 1 and Seg 2? It has got to be at least 4 years since I heard ANYONE mention Seg 1&2. Is THERE STILL A Seg 1 & 2 around?" - at about this time, I stopped, hoping to avoid the old shoe leather in the mouth phenomena.

No worries - these guys are cool. Lou, Marketing Director, Carl, Senior Director of Technical Support and Jim D'Emidio, President Muratec America, Inc.

So I press, just a bit, and ask, "so...how is it, that you are still selling?" I meant it, I wanted to know.

Still, they took no offense and answered straight away, " we make doing business with us, very easy...and we listen to our dealers or CUSTOMERS..."

Well smack me upside the head and call me a Leopard Thong! Duh!

Remember, they were not selling me. I will never be a customer. This wasn't a sales pitch or their corporate function, they have nothing to lose by telling me the truth. By giving me their "elevator speech" over margaritas.

So, after left handed insults, what is the best thing to do? Accept an invite to dinner with them! Excellent!

Our meal consists of supremely adequate ravioli and a superb red, selected by our very own sommelier, Kevin Morris, from Onedoc - he has his very own wine cellar.

The conversation bounces between Oklahoma vs. Texas football rivalries, old school copier dealers, golf outings, and why Courtney,from Lyra, is the only female sitting at a table of 10 guys - she giggles.

As the night closes walking back to my room, I remember one of the slides in the presentation David Cameron and I will be giving the next day.

The phrase, "its the customer, stupid..." is a bullet.

This one statement, is crystallized by what Jim said earlier that evening.

How can a company survive in the Seg 1 and Seg 2 ? "... we make doing business with us, very easy...and we listen to our dealers or CUSTOMERS..."

The MPS industry is ready to turn from introspection, to looking out, paying attention to our customers.

We don't need to define MPS - it's done.

We don't need to realize a good MPS practice requires solid infrastructure - agreed.

We don't need to be convinced of the profitability of MPS - we see it.

We should, now, focus on our customers, focus outside the internals and begin to present to the world, our unique, MPS offerings.

It is time.

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Photizo Group Talks With HP and FedEx Executives

Bruce Dahlgren, and Joe Tomesco of HP and Brian Phillips, President CEO, FedEX chat with Photizo.

Read Misty's review here.

Highlights:

- Mobile workers, thumbs drives, RIM and printing from the cloud; new and enhanced offereings based on HP technology
- FEDEX looking to move upgrading production equipment and increase access for users into that niche
- HP suggesting FEDEX Office services within a MPS Engagement as well as
- FEDEX Office, HP and Canon - three big names in print and a great opportunity for cross selling

- HP Smart Decision Suite; network based tools that allow support of MPS engagement

Remember, this is an Enterprise level project; 1,800 stores in North America, tens of millions of retail customers.



HP & FedEx Talk MPS with Photizo from Misty Hamel on Vimeo.

HP Press here.

Cool, MPS stuff, here.


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Photizo Group: Managed Print Services Conference 2010: Words with Ed Crowley

With the show of shows countdown approaching the "hours seem like days " stage, getting time with anyone over at Photizo is difficult - understandable.

I was able to pose three quick questions with the man himself.

1. What is the most you can hope for out of the con next week?

2. What is the biggest difference between this year in MPS and last year?

and

3. What is your favorite whiskey?

1. DOTC - What is the most you can hope for out of the con next week?

Ed - My biggest hope for the conference next week is that everyone walks away saying, "Wow, I achieved a great return on the time I invested in this. I will definitely be back next year!"

2. DOTC - What is the biggest difference between this year in MPS and last year?

Ed - The biggest difference between this year and last year.

That's an interesting question.

I think the biggest difference is that last year the question was, "Are these guys really going to be able to pull this off?".

This year I don't think there were any doubts about whether we could pull it off. The only question was can we make the content even more relevant and insightful than last year?

And I think the answer is definitely yes!

3. DOTC - What is your favorite whiskey?

Now, on the question of whiskey, as a Kentucky native I really can't comment on Whiskey (that would be a question for a Tennessee person), but if you asked about Bourbon, that would have to be Woodford Reserve (since we live in Woodford County)!

####

Ah yes, Ed is a true Kentuckian - bourbon, most xlint.

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Free Photizo Webcasts Offer Live Coverage of MPSA General Assembly at North American MPS Conference

Other key MPS Conference sessions also offered

LEXINGTON, KY – April 28, 2010 – Photizo Group and MPSInsights.com will host a free webcast of the MPSA General Assembly live from the 2010 North American MPS Conference, and interactive chat will let viewers participate during the session. The MPSA Annual Meeting and General Session led by MPSA President Jim Fitzpatrick takes place May 5 from 4:45-5:30 pm Central.

In addition, a number of other MPS Conference sessions will also be webcast free of charge from MPSInsights.com, providing viewers with a sample of the MPS Conference. With the North American conference nearing a capacity audience, the webcasts will make portions of the event content available to more people.


“This year’s MPS North America Conference continues the high standard that has been set at each event in the MPS Conference series, and the agenda is loaded with excellent content. We recognize the crucial need for information in this dynamic market, and through these free webcasts, Photizo hopes to extend the educational opportunity a little wider across the MPS community,” said Ed Crowley, President of the Photizo Group.

MPSInsights.com Webcast Schedule: (All sessions are Central time.)

Tuesday, May 4

· 9:15-10:15 am; Ed Crowley--Photizo Group, State of the Industry

· 10:30-11:30 am; John MacInne--Print Audit, Scott Bonck--IKON, Adding Print Rules to Your MPS Program

· 3:00-4:00 pm; Lawton Smith--DirectPointe, SharePoint Servers As a Building Block for Stage 3 Engagements

Wednesday, May 5

· 8:15-9:00 am; Jason Evans--PEQ Services Solutions, Keynote Address

· 9:45-10:45 am; Jose Luis Parga--Pulsartec, Is Selling MPS to SMBs Profitable?

· 1:30-2:30 pm; Greg Walters--SIGMAnet, David Cameron--Photizo Group, Changing Dealer Business Models; Myth vs. Reality

· 4:45-5:30 pm; MPSA Annual Meeting and General Session led by Jim Fitzpatrick, MPSA President

Webcast video access and other information are available at MPSInsights.com.


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DOTC To Speak At Managed Print Services Conference: Changing Business Models, Myth vs. Reality

It will be my honor to discuss the above mentioned subject to interested parties.

Indeed, it is my honor to be presenting along side David Cameron from the Photizo Group - we are working diligently on our action-packed, thrilling based, hour of intrigue.

So, Myth vs. Reality - what say you?

There are a couple of polls out here, one over at P4P and another from Photizo, that show 50% of the folks who got into MPS are unsatisfied.

And recently, while attending a 1.5 day, MPS training seminar, I heard only 4% of today's, standard, BTA, copier dealership's revenue can be attributed to MPS engagements.

For all the flash generated by MPS, there seems to be little heat.

Well, an hour session in San Antonio won't quell the queries. More then likely, the mystery will continue - and perhaps that is part of the problem.

By now you know you won't find all the answers in some session at iTEX.

The heavens do not open up, illuminating the path toward MPS enlightenment, after 18 weeks of MPS boot camp/conference calls.

And unfortunately you may have found out your dire situation, if in the first hour of MPS training, the instructor tells you, "MPS is just like color was when it first came out..."

So, will you reach a higher level of MPS Nirvana after participating in our palaver?

Good lord I hope not, there are far too many MPS-Geeks, like me, out here already. Yes, we actually believe in some sort of MPS Nirvana - so sad.

Also, you may ask, will the Girls of DOTC be bouncing around, painted gold, and munching fishies?

If it were my show exclusively, you bet your sweet bippy the stripper polls would be out.

Alas, it is not my circus but Ed's - much more refined and dignified.

A good time will be had by all.

See you there!

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The Death of Printers: I've Been Saying It For Over a Year - HP Will Not Be Selling Printers

In an article by Jon Fortt, at Brainstorm Tech, HP's Bruce Dahlgren illustrates a future without printers; without printer sales people.

Indeed, Jon's article, title, "The death of a (printer) salesman" is ominous.

If not a bit cosmic.

I had a conversation the other day with an MPS Visionary who is starting to think that not only is MPS changing the copier channel, it is changing the Selling Model - Wow.

As sited here on DOTC, the shift has been underway from copier sales to more Business Acumen ever since MPS got "hot".

Here is the article, enjoy.

The death of a (printer) salesman
Posted by Jon Fortt, senior writer
March 30, 2010 7:00 AM

"In the near future, most big businesses won't actually buy printers. The shocker: HP is looking forward to that.


Enterprise printers aren't going away. But soon, most big companies will pay for the output, not the box. Photo: HP.

Bruce Dahlgren's job at Hewlett-Packard is to sell printers to big customers. Well, sort of. During a recent huddle in a conference room at Hewlett-Packard headquarters in Palo Alto, he was talking about what will happen when big customers stop actually buying printers.

Sound unthinkable? It’s not. Rather than purchase equipment that gets old and breaks down, these days a growing number of companies would rather let someone else own and manage the office copiers and printers — make sure they’re up-to-date, stocked with supplies and arranged in the most efficient way — and instead just pay for the work the equipment does. The model is called managed print services, and it’s all the rage.

In fact, it’s a big part of the reason Dahlgren is at HP (HPQ) in the first place.

Soon after HP CEO Mark Hurd arrived at the company five years ago, he recognized that the vaunted imaging and printing group wasn’t doing a great job with large businesses. Part of the problem: IPG executives were used to marketing to consumers, and lacked deep experience in enterprise sales.

Vyomesh Joshi, the printing group’s executive vice president, once told me that it was humbling, but he realized he needed Hurd's help to turn things around.

In a controversial move, Hurd brought in Dahlgren, a former colleague at NCR (NCR), to lead the enterprise printing business and spearhead managed print services. (Because of a legal dustup with previous employer Lexmark (LXK) regarding a non-compete agreement, he had to take some time overseeing Europe before settling into the role.) Since then, Dahlgren has been scrapping with the likes of Xerox (XRX) for share in the market.

So far the services business has grown to the point where HP manages 19 billion pages per year. The total value of all managed print services contracts stands at about $5.5 billion. Revenues have recently gotten large enough that HP executives review it separately from the other printing operations.

A race to print money

The spoils of the managed print services war should be considerable. Photizo Group, a research firm, estimates that by 2013 it will more than double into a $60 billion global market, and more than half of all enterprise printing devices will be under a services contract. Dahlgren says that today, only about a third of HP’s enterprise customers have begun using managed print services at all, and another third are evaluating it. “So I don’t shy away from a $1 million contract,” Dahlgren says. “Because I know that once we get in there, this thing really expands.”

In this environment, the company that locks up the most market share could eventually wield decisive influence over which enterprise printer and copier brands thrive. If HP wins, it gets to eat a big piece of Xerox’s business. If Xerox wins, it gets to do the same to HP.

So it makes sense for the printing giants to jockey for market share grab now, especially since businesses don’t want to buy equipment anyway and companies like HP can promise coveted cost savings from switching to the services model. But what happens when that stage is over, and investors still want profit growth in the imaging and printing segment?

Dahlgren has an idea of how it might work. He offers a customer as an example: HP had begun managing most printers and copiers for a hospital when someone noticed that the station for printing the hospital’s ID wristbands was located right near the admissions station. That would make it possible to print each patient’s picture, in color, right on the wristband.

Not only would it make it easier for hospital staff to check them, it would add a valuable layer of security. And in the print services contract, HP can charge more for the new wristband-printing service — similar to the way the cable company charges more for premium channels. Says Dahlgren: “Wouldn’t it be cool — we’re not there yet — but wouldn’t it be cool if when a doctor printed out a patient’s information, there was actually a picture there?”

It would be cool. And apparently profitable for HP, too."
----------------

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The 2010 North American MPS Conference, May 3-5 - A Good Time Shall Be Had By All

2010 MPS North American MPS Conference –

Last year was the beginning. About 150 Managed Print Services thought leaders gathered, commiserated and planned; the MPSA was born.

Today, the MPS hurricane is in full gear with dark clouds, wind, and chaos.

It's only been a year, but there are more MPS tools, vendors, compensation models, channel programs, and workflow solutions, one can shake a stick at; which one of these is the best?

What the heck is SharePoint and how is that going to help me sell more MPS?

What exactly does a MPS end user REALLY want? And how can a traditional or Hybrid dealer step up?

For that matter, how do we get appointments and what in the world do we do when we find ourselves in front of a C-Level prospect?

Where can you go for some cover, some answers? Where can you get realistic, sound, field tested MPS advice? Who can help me separate Myth from Reality?

Fear not, the answers lie at the river bend in San Antonio, Texas, this May(3-5th).

Steps from the Alamo, like minded MPS visionaries will walk the halls of Omni La Mansion Del Rio.

Venture with these Titans of MPS, ask them questions directly over hors d'oeuvres in "Battleship Row". Sit wide eyed as your peers pontificate the MPS bleeding edge.

The theme this year is MPS: The Next Stage...

It's all about the Third Stage, "Enhancing the process..."

Most of us equate enhancing business process with EDM or software.

This is true, but is there more?

Oh yes, much, much more, indeed.

Ed and the gang put on a great show last year, this year's will be stellar.

Go here. Register now.



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An Interview From Adventures in Office Imaging

Yup! More self-promotion.

Nathan and I have been exchanging insight and views for a year or so now - good peeps over there or...over here.

Last month he interviewed me as a MPS Provider and as a MPS contributor.

So with his permission, I am reposting here.


MPS Providers interview #4: DOTC1:1
6pm - Feb 19, 2010

AIOI: What company do you work for?

DOTC: Death Of The Copier - one of the premier niche publications in the world.

AIOI: How many employees does your company have?

DOTC: We currently employ millions.

AIOI: How do you personally define Managed Print Services?

DOTC: Anything and everything the person on the other side of the desk says that it is.

AIOI: How long have you been involved with Managed Print Services?

DOTC: Its not the age, its the mileage. Let's just say, I have been in MPS longer than Staples has.

AIOI: What benefits does your MPS program offer your customers?

DOTC: We at DOTC try to tell it like it is, we may not always be correct, but we don't care.

Also, most people in our industry/niche are some of the most dynamic and fun folks to work with or be around - so why can't we show this off to those outside the industry?

Do we really need to be so...bland?

Copier nerds? Yes! Toner-dudes? Of course! MPS Geeks? Sure, why not? Belly up and share some stories.

In addition to the blog, we assist dealers, new MPS practices and individual Selling Professionals in "translating the corporate dogma" being spewed from consultants and the "big boys". We boil down or negate the propaganda, for the Selling Professional.

The Death Of The Copier, currently, has no "sponsor" - I don't advertise or engage Infotrends, so it is unlikely that you will ever see, "DOTC" in the upper right Quadrant. So, I can afford to be a rogue, a provocateur as you will. Suits me just fine.

AIOI: What are some of your major successes?

DOTC: Ok, now we get serious.

I have had the honor to advise an MPS selling team at a dealership, somewhere in the south - this client, who shall remain nameless, engaged me (yes, a check was made out to "The Death of the Copier) to simply "talk" about my successes and my failures in MPS - he wanted to get a real, from the trenches, no bullsh*t view of MPS. He had been a paying customer for some of the more well known copier consultants.

After talking for a couple of weeks, we moved to 1:1's with the selling staff.

Here's where the success comes in, during one discussion, I was able to pontificate and advise this selling professional on one specific account. I told them what I would do in that situation.

Well, I'll be damned if they didn't take my advice, say what I said to say in the way I said to say it, resulting in a close, a sale. I was stunned, flabbergasted, proud.

To me, this is the greatest success in the world. I know now how the consultants must feel or at least had felt back in the beginning.

It is weirdly fulfilling to have somebody take your advice and see results in the form of dollars, because they did what you recommended.

AIOI: What separates your MPS program from your competitors?

DOTC: In many ways, I have few, if any, competitors.

My uniqueness is my history: I started selling B2B solutions, accounting systems, back when the AT was still a viable device, when Epson 24-pins where all the rage and connected via parallel ports. I was in that niche for nearly 7-8 years.

I have sold uniforms, excuse me, I mean, Corporate Identity Programs and AFLAC insurance, excuse me again, I mean, pre-tax, self-funded employee benefit programs; again, all B2B.

Add to this my stints in the Office Equipment Industry, sprinkle in a little, Detroit smart-ass and viola!

In the end, my true "competitor" is Time.

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MPS Providers interview #3: Greg Walters
1:10pm - Feb 19, 2010

AIOI: What company do you work for?

Greg: SIGMAnet - one of the larger, west coast IT services provider.

AIOI: How many employees does your company have?

Greg: We currently employ 100+

AIOI: How do you personally define Managed Print Services?

Greg: MPS is any process designed and implemented to reduce costs associated with moving, creating, storing and presenting information.

AIOI: How long have you been involved with Managed Print Services?

Greg: Technically since 2007. But I have been in the copier industry since 1999. Starting with Oce, through Panasonic and finally served three years at IKON. Going way back, I started working with clients in 1989, Selling B2B accounting software(AccPac, Timberline, Great Plains, Solomon, etc.)

AIOI: What benefits does your MPS program offer your customers?

Greg: My MPS Engagements bring all the benefits associated with Stage 1 and 2 of the MPS process.

We are fairly deep into a partnership with our distributor when sourcing and fulfilling supplies. I have a team of technicians and we specifically work with "HP houses", which are not that difficult to find.

We are certified up to Edgeline and we run all of our MPS on CPI agreements; B/W we typically sell at 0.0120. Not the cheapest, but we aren't the cheapest and all our supplies are OEM.

Additionally, I can work directly with IT for all their needs - from servers to storage to staffing. This is a major competitive advantage when working with IT-types- I have people who speak their language. What is more intriguing, even if I never engage a MPS client for their traditional, IT needs, the simple reason that I CAN gives me instant credibility.

Also, we are not afraid to work with any manufacturer, vendor or dealer. For example, when one of my client's true, output requirements(as determined by me) dictated a machine that I would not supply, my Partnership with the client allowed me to manage spec'ing the unit, and managing the RFP process.

I worked the copier guy.

An interesting spin, wouldn't you say?

AIOI: What are some of your major successes?

Greg: Successes are all over the board - I have saved a company $1,000.00 per month, not that much, but 12k to this small business was greatly appreciated.

I am currently 12 months into a 36 month project, we have currently reduced their hard cost by $500,000.00; my replacement ratio right now is 1:5, for every machine I place, I remove 5 other devices.

I have advised prospect and client alike on the ways of copier leases - sometimes resulting in a new equipment placement, sometimes not.

As a result of our assessment, I have helped many clients evaluate and re-align their oversight and internal accounts payable process.

AIOI: What separates your MPS program from your competitors?

Greg: This goes back to the IT Services - when I walk through the door, I am not a copier dealer, I am not a toner supplier, I am not simply a laser printer service company, to the prospect I can be much, much more.
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