MpS: The Unifying Theory & Convergence

Originally posted, 7/11/11

Oh, what could have been.  Reading these words today is more than nostalgic.  How can an article written in 2011 have relevance, if not foretell the future, today?

Enjoy.

Just over three years ago (four now), when I started writing about copiers, MpS, technology, selling, and pole dancing, I was one of three. Back then, if one were to Google “managed print services,” the dozen or so returns would’ve consisted of wedding invitation printers and “full-serve” print advertising providers.

There were a few fleet monitoring alternatives and fewer proactive supply management solutions. Hardly anyone mentioned cost reduction, business process, fleet optimization, or phases. And nobody championed reducing costs by reducing prints, copies, or printers and copiers.

This isn’t to say nobody serviced printers or supplied toner. Yes, some were “optimizing” fleets, shifting volume, addressing document workflow and business processes, or managing hundreds of devices, but we inhabited our own little silo.

Xerox, IKON, Canon, Océ, and Pitney Bowes all had their FM division – each conducting site surveys and usage analysis as well as working with colored dots and floor plans.

Silo 1.
The bane of OEMs, third-party cartridge manufacturers, lived their existence in the dark on the periphery of the ecosystem, struggling from legality to legitimacy.

Silo 2.
Liberty, Kofax, and other software companies were conducting user interviews, charting document flows, developing Statements of Work, and evangelizing paper to digital.

Silo 3.
Copier reps walking the streets were suggesting ROI, lower lease costs, TCO, and the benefits of color to purchasing agents and church deacons alike. They were churning, flexing, and otherwise landing gear, giving “more for less” and pitching scan-once-print-many (keyword being “many”).

Silo 4.
The OEMs were flush – seemingly changing models every 90 days. Corporate marketing departments were shoving quotas down the channel, and the channel responded obediently, floor-planning and filling show floors.

Silo 5.
Back then, VARs were executing thousands of transactions a day – servers, desktops, laptops, networks, data centers – and yes, tens of thousands of printers flew off the dock into waiting cubicles.

Silo 6.
I am simplifying by stating only six silos. We may have discovered as many as 11 silos or dimensions over the past two decades inside what can be called the imaging/technology industry.

The number doesn’t matter. Mere acknowledgment is important. Always there, unobserved until now. You see, even though these functions and organizations existed and thrived, there was never a recognized commonality. There was no unifying factor.

Until now.

If you envision these silos standing individually, what could be the common ground? More aptly, what would be the white spaces between the columns?

Managed print Services, the M-theory – that’s what.

Think about it. As we move through the stages of MpS into MS, the “P” fades and other factors, the other columns, illuminate – from third-party toner to scan-to-file, storage, mobility, and EDM – once unique and isolated, now pulled together as one overarching system.

The players haven’t changed, but the game is all different. Those of us who can now ”see” the ecosystem will thrive.
There’s more.

This point in history is unique. This is a time of technological convergence, time compression, and shifting control from a central authority to the individual. MpS is a vehicle for change at this moment. Again, not everyone will see the opportunities or the pitfalls; it takes a wider perspective and pure intent, but those who stay could be champions.


Posted by Greg Walters on 07/11/2011

Death of the Copier: The Book is Here

It is official - at least in the E*Book version.  Death of the Copier, the Book is available on Amazon and iBooks as well as other places(SmashWords) and the print version is days away - just in time for the holiday season!

Unavailable on Google Play.

Not only are my words and ideas presented but the best and brightest in our industry contribute great insights.

Forward by Ed Crowley,  Founder and CEO of the worlds premier, managed print services consultancy shares views and insights about managed print services and beyond.

Afterword, Mike Stramaglio, President and CEO of MWAi, a forward thinking, gentleman of industry, talks about the future and a dramatic generational change ushered in by the imaging industry.

Introduction by Robert Newry, past Managing Director of Newfield IT, a cutting edge, visionary of stellar proportions, introduces the section about assessments and tools.

#BoA Bank of America and the Signature Card

Today, I found myself in a Bank of America, finishing up what I figured would be a 15 minute job.

Sixty minutes later, I was out the door; a new signature card in the system, an additional account added to the DOTC one, new BoA online user account, second ATM card secured and activated, checks ordered.

While completing a wire transfer, all my personal information was set up so I would rarely, if ever, need to step foot into another branch again.

Taping out on the Droid,  registration completed and passage confirmed for the upcoming Preo/HP event in Seattle, DOA procedures outlined and initiated for one of lastweeks installs(I was told that HP's never arrived dead, I was misinformed), client confirmation of delivery and invoicing for 3 Edgelines.

All from inside the bank.

No Fax
No PC
No Printing

MpS going downstream - Way DownStream - SMB/SOHO - wait, WHAT??

9/2011

HP recently announced a slew of new machines, MpS enabled aimed directly at the small business niche.

Oki - is bundling scanning options built for Quickbooks, integrated with hardware, under their MpS, for around $800.00.

And I swear, I can almost hear Samsung slowing down through re-entry, landing in the water and waiting to come ashore en mass, with cheap, bundled MpS devices.

The Sky Shall Shatter the Heavens into Stars -

The great double-dip recession of 2008-20xx is recognized by layoffs,  jobless figures, the California exodus, the Detroit melt-down and the not so stark difference between government-created jobs and government jobs. (Think about it...wait for it...wait....there.)

As corporations are reducing headcount and squeezing every ounce of productivity from the zombie-like survivors, home offices are sprouting up like poppies in Afghanistan.

HP is getting out of PC's because they see less value for their shareholders in PC's - and as the PC goes, so too, goes the printer.

Downstream.

All these laid-off executives,  managers, and cube rats are going to find their way in the world, most won't simply lie there, on the couch, collecting "Obama-bucks" forever.

The new Aquarian Workforce will be mobile, they will work simultaneously for multiple employers, and be based at home - printing. All those individual stars falling out of the sky, landing and thriving - on smartphones and tablets; no more brick and mortar.

But wait, there is more.

As the corporate world shrinks, and the need to print fades to white, smaller, cheaper, and MpS Bundled devices will be the norm; if by "MpS Bundled" I mean S1/S2, which I do.

Machines talking to machines, toner automatically delivered, directly from the OEM.

Service you ask?  Really?  How about the OEM's go and design devices as reliable as your flat screen? How often have you called for service on that one?

From B2B to M2M to B2C and NOTHING in Between.

You feeling that? 

   

That's my L.A. - How many times does L.A. need to get blowed up by aliens?

Click to email me.

Managed Print Services IS Business Process Optimization

The theme of the 2010 North American MPS Conference was "Change".

Change is pretty certain and if you've been in the MPS arena for the last three years, you have sure seen a lot of it.

For me it looks like we have settled into a good understanding of the first 2 stages of MPS Adaption: Control and Optimize.

There is a huge amount of business and profit nestled into both stages, but I wonder if we are forgetting this is only the beginning.

It is really no surprise that Stage 3 is turning out to be a bit tricky for some to get their minds around.

Indeed, the easiest application of this stage, Enhance the Business process, is traditional EDM packages. If you know the difference between and performed both a document-flow and work-flow analysis, you are waist-deep into EDM/The Third Stage.

In my humble opinion, if all we do is provide supplies and equipment management services, we are not reaching the full, MPS potential.

This is one reason I reject the typical "assessment" - it is mostly, usually, simply an inventory of equipment and a recording of static data around the fleet.

The simple stuff.

What really frosts my fritters is the fact that almost every assessment is, or should be, a business process survey - but most don't see it that way.

The assessment is the cornerstone of every MPS engagement. All too often the engagement starts and STOPS with the assessment.

Don't be afraid of Business Process Optimization, you are probably already walking right by it, during every site assessment you perform.

The Final Definition of Managed Print Services...for now.

Ok. This is not a tease.

We here at Death Of The Copier are making a stand.

Staking our claim, drawing a line in the sand.

Here is my definition of Managed Print Services, as of today, March 23, 2010,

"...the act of managing components and processes associated with moving, saving and presenting information in the form of documents..."

...and the crowd goes crazy...well, at least the crowd smiles, brightly...on a beach...somewhere in SoCali.

Here is my take on the definition.

The Managed Print Services Universe is large enough to include all of the parts in the MPS Ecosystem - hardware to software; single function devices to third party toner; from paper supplier to lease company; from remote monitoring to invoicing workflow. It is all here in MPS, and so much more.

More importantly, as we on the inside of the industry struggle to define what it is we can make money with, some of us may be forgetting the prospect, the customer.

After all, isn't MPS suppose to be all about the Client, not about us?

Some say, MPS is simply about "print". I know, I know, its right there in the moniker.

But if we hang our future on the 'P' we are doomed.

Just ask the current pool of unsatisfied copier/printer/output dealers failing with MPS.

And yes ~ it does have a tinge of oldskool and includes EDM.

This definition works; it doesn't tie you to the print, but includes the print.

When using this, your clients and prospects will respond favorably and won't hear "copier" or "printer" so you are not pigeon holed into an equipment and CPI competitive battle.

Your assessments will naturally expand beyond volumes and supplies cost.

This definition can be used by toner folks, copier guys, wide format, FM, software, printer resellers, leasing companies, paper suppliers AND IT VARs.

But the most important aspect: I have been asking PROSPECTS and CLIENTS what they think of it. Market testing, as it were.

I tell them, and then I ask them, what does it mean to them.

Most shrug and say, "... you manage all my processes and units around my information..." - perfect.

One more time - Managed Print Services is,

"...the act of managing components and processes associated with moving, saving and presenting information in the form of documents..."

Inclusive...not exclusive. Brief. Succinct, and Tweetable.

Definition settled.

There. Now we can be friends.

Let us hold hands and frolic amongst the waves, shall we?







Click to email me.

Managed Print Services, Defined - DeathOfTheCopier Style

Two Decades in the making.

Managed Print Services, defined, has been an elusive seductress.

Trivial? No.

The crossing of swords, the arguments between Old Guard and Young Turk represent nothing less then a War for the Soul of an industry, our niche.

Consider this, manufacturing titans Xerox, HP, Canon, Ricoh, etc., need to, no, require, that THEY define MPS.

This definition, of course, to be in their likeness. It's called shaping the battlefield. It's survival.

There are literally billions of revenue and profit riding on this little rift. And the Big Boys are dumping millions of dollars, pounds, rupees and euro's into marketing, "research", and enterprise channel development.

Blogs disguised as industry forums.

Corporate sponsorship cloaked in dubious research studies and quadrant placements.

Press releases created in the marketing department, cut and pasted and presented as journalism, news.

"How To" classes and con-calls hosted by puppets, regurgitating the corporate playbook to a willing horde of minions.

There are two camps - one looking to the future, the other living in the past.

And here we are, you and I, stuck in the middle again.


Looking back at all the "defining moments" in MPS; the "Three Stages", the "Hybrid" approach, presented first by Photizo, then hijacked by old skool - all the manufacturer MPS programs, all the toner re-mans, service companies, computer VARs and BTA guys, they/we all have our own idea of what MPS is, our spin, our reality.

Failure appears to follow those who search outward for advice, before looking deeply into themselves - Know Thy Self.

So, here we go, the definition of Managed Print Services -

Let's start with GARTNER -

“the ability for the service provider to take primary responsibility for meeting the customer’s office printing needs, including the printing equipment, the supplies, the service and the overall management of the printer fleet."

Three mentions and variations of the word "print". Yuk, but at least the writer takes a stand.

And how about a word from Xerox:

"...MPS is an I.T.-based services offering that is enabled by technology; both Xerox and non-Xerox technology. Clients make decisions on services offerings based on credibility of the team they are working with, and the trust they can put in one firm over the other to deliver the desired results. Our people continue to shine in this competition because of their dedication, commitment and constant desire to learn and grow..."

Interesting, notice how Xerox, the traditional, mother of all document companies, refers to MPS as "an I.T. -based services..." everything else that follows is fluff and marketing.

And the Wall Street Journal

"..."managed print services," a variety of outsourcing in which the vendor takes control of the customer's production of office documents, typically owning the machines, advising on how to use them, and taking a per-page charge..."

Nice attempt; "outsourcing", "vendor", "documents", "owning the machines" - good lord, how many pigeon holes can one fit into?

Evolution Towards Defining: The DOTC MPS Ecosystem

Taped on a wall, right here next to my desk, is an 11x17 sheet of paper covered from end to end to end, with hand written ellipses, squares and arrows - my diagram of the Managed Print Services Ecosystem. (ok, how much of a MPS geek am I? ...sad really, isn't it...)

This sketch illustrates everything MPS involves and touches - and is still incomplete.

I know a more accurate and inclusive illustration requires that we don our "help me Obi Wan, you're my only hope...", 3D glasses, elevating this 2 dimensional model into the spatial, X-Y-Z Axis world.

We could then visualize The Ecosystem, The MPS Ecosystem from all angles.

Two more things - this 3D model is not static, all the parts in there are moving. And the MPS Ecosystem is always expanding, creating new worlds, destroying others.

Are you still with me or have you been amazed and stupefied? Hang on, take another sip of Jack - let's continue...

As I look at this sketch and imagine it's 3-dimensional cousin, two things dawn on me:

1 - this "MPS thing" is difficult
2 - there is no way to define it

uh-oh, what?

Indefinable. Shapeless. Amorphous.

Everything that ever was in office automation and everything that ever will be - That's MPS and it's only a DESCRIPTION.

It is my contention that all attempts at defining MPS amounts to nothing more than narrative and descriptive around how MPS works and what it does.

MPS can only be described, MPS CAN NOT BE defined.

Like the face of God, an attempt to define, to comprehend, leads to grey hair and madness. God cannot be defined. Only the results of His will can be described, remotely understood.

Managed Print Services, simply, Is.
-----------------------------------------

Anti climatic? Yes.

Liberating? Should be.

Happy New Year.

More on description vs. definition, here.

Managed Print Services and The Corporate Culture

2008

"No Way are you taking MY LaserJet...no way"

Change - "They always say time changes things, but you actually have to change them yourself." - Andy Worhol

Over the past few weeks I have visited many differentbusinesses looking at all sorts of different copier fleets and business situations.

Some common threads with all of the studies are:

1. The requirements of the users are far under the capacity of the machines they are using.

2. Facilities and I.T. are working together, opposed to shifting to one unique department.

3. Corporate culture: End User response is very favorable to "new" ideas and specifically, new equipment - yet they still attached to their "personal" output devices.

Point one is a no-brainer; except for true, high volume applications, general business departments, are using "more machine then needed".

Point two is a more of a revelation. I expect most print/MFP fleet decisions to be made uniquely by the I.T. department. In some cases this is true. But I have been surprised to see Both Facilities(or purchasing) and I.T. working together on the Pre-Implementation. This is not a bad thing.

This has been quite refreshing, and at the same time, very dynamic. When I see this, it tells me that the client has thought through the basic issues surrounding print management and somehow recognizes the importance of have both influences at the table.

Point three is an "oldie but a goody" - if end users have a printer in their office or cube, they do not want to see it go away. This is a challenging aspect for employers and is dealt with in a variety of ways, depending on the culture of the company.

Just a little information from the field, HMHO...

You might like these:

Managed Print Services - Everybody Sells

I.T. and Facilities and Your Copier

The Second Most Important Tool in Managed Print Services