Say and think what you want, but our personal, core values are illustrated every day, on a subconscious level. The clothes we wear, our body language even the way we look at others, tells the world who we are and what we believe. How we move and act when nobody is watching displays how we feel about ourselves and the world around us.
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Thursday, September 25, 2014
What the #LatteSalute Says About Managed print Services
Say and think what you want, but our personal, core values are illustrated every day, on a subconscious level. The clothes we wear, our body language even the way we look at others, tells the world who we are and what we believe. How we move and act when nobody is watching displays how we feel about ourselves and the world around us.
Thursday, April 28, 2022
Three Steps for Your #ManagedprintServices Practice
There were dark days.
Back in 2007, MpS was new, on the edge, and a bit contrarian. The year was 2007, copiers were flying off
the shelf, and everybody signed a 60-month lease with an accompanying service agreement. A4 was a dirty word.
MpS didn’t flourish it sputtered and more often failed. Stories
of fallen MPS practices outnumbered the successful.
I, myself, declared
MpS dead in 2011 because the discipline became adulterated into the lowest
price possible. The race to the bottom was inevitable.
Today, I look upon the contemporary MpS ecosystem and see customers calling dealers looking to sign MpS contracts, more MpS press coverage, INCREASED membership in your MPSA, ridicule, and criticism from industry "pundits" and “shills” it’s beginning to feel like the ‘good old days. Sorta. My optimism is cautionary.
Monday, September 28, 2009
The Big are getting Bigger: Xerox 's Largest Acqusition Ever, Affiliated Computer Services: Who?
Xerox announced, today, it will purchase Affiliated Computer Services creating a $22 billion global enterprise for document technology and business process management.
The deal is initially valued at $6.4 billion.
Affiliated Computer Services is what's called a "BPO" or "Business Process Outsourcing" provider.
ACS Started in 1988 as a provider to the banking industry. Today, ACS is 23rd on the VAR 500 and boasts recurring revenue of around $5 billion and 74,000 world-wide employees.
Indeed, Ursula stressed this new business group will bring "a significant boost to our profitable annuity stream".
The revenue Xerox generates from services will triple from $3.5 billion in 2008 to an estimated $10 billion in 2010.
ACS has nothing to do with copiers, printers, and output devices - it's all process outsourcing and resides in the the realm of EDS and Perot Systems.
Xerox is moving from the Third stage, Enhancing the Business Process into the Fourth stage of MPS, Managing the entire Ecosystem.
Also, ACS has the largest position in MediCaid and health care field.
So now the field is complete - HP/EDS, DELL/Perot, Xerox/ACS and Ricoh/IBM.
There is a very good interview from CNBC, here. Check it out.
Thursday, March 25, 2010
The Final Definition of Managed Print Services...for now.
We here at Death Of The Copier are making a stand.
Staking our claim, drawing a line in the sand.
"...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.
Monday, February 26, 2018
A Decade of #TheDeathofTheCopier: Really?
Long ago, a decade seemed like forever; "1999" was a far-off party, and 2001 was so distant, that it was science fiction.
When I was young, I couldn't imagine where'd I be beyond 2008. Today, decades fade away, "like tears in the rain..."
Ten revolutions around the Sun
120 Months
521.4 Weeks
3,650 Days
87,000 Hours
At its peak, The Death of the Copier was coveted; worth stealing. Not for the plain talk, but for the audience.
In 2008, we were busy back-slapping and congratulating ourselves for selling machines like popcorn. The future was bright; it was never going to end.
- Ikon was a huge channel of 'independent' dealers.
- Xerox was like Kleenex.
- Ricoh and Canon punched it out for the second and third position.
- HP was on the edge with Edgeline.
- The rest of the pack was just that, a pack.
On this 10th year anniversary, I've traveled back to the future, re-visiting stories of the love, toner, blood, and tragedy that is DOTC.
From a DOTC post, "Top 12 of 2008":
"5. LinkedIn - MySpace is all grown up. Much more mature than Facebook with real contacts and real business and NO high school moms pretending to be CEOs...well, maybe. Quite by chance, I fell into LinkedIn. Early, I joined MySpace, Facebook, Plaxo, etc. - but LinkedIn, for some reason has held my attention and gets most of my input when it comes to "social networking"."- 2008.
I talked about Managed Print Services, how copier reps won't naturally progress into the niche, how real MpS requires IT and copier knowledge, and something called Business Acumen. It was like speaking Latin.
The second post, February 2008: Managed Print Services - That "Hot, New, Thing..."
"A copier salesperson does not directly translate into an MPS specialist.
Nor does an IT Services salesperson translate into an MPS Specialist. It takes both IT experience and copier experience and a great deal of general, C-level, business experience.
That holy grail of Professional Selling, "Business Acumen". Someone with the "Big Picture" insight and manage the details of a solution."
Honestly, the more things change, the more they stay the same. It's been ten years and we're still struggling to find managed print nirvana.
We still sell copiers.
How about this one from 2011? Inspired by the movie Jerry McGuire -
"MPS isn't the end-all, it isn't the only reason to exist - it never has been. Still, with everybody getting in and as many as 50% failing, what now?
With all the OEMs defining MPS ... and reclassifying direct accounts, how can we continue?
Touch More.
More Human Touch. Less PowerPoint. No WebEx meetings, toss the 50 slide business summaries. Instead, press the flesh. Draw on a napkin.
Do that thing we do as sales professionals, look him in the eye and say "thank you, what more can we do, today?"
"Oddest, most unexpected thing..."
Success and change aren't always a result of design. Innovation encroaches from another direction; from the left as we look right, from behind as we look ahead. Few ever see it coming.
So it is today. As some deny the paperless revolution is near, companies like Alaska Air outfit their 1,400 pilots with iPads. Apple is making the textbook obsolete and banks accept pictures of checks for deposits. Your kids, don't call each other anymore, they use their thumbs.
From social media to MpS, everything is new and unpredicted - there are no experts - the world moves faster than ever before. No benchmarks, no 'metrics', no comparison, no rules.
Waiting for the revolution? It's already here.
"The Me I always wanted to be" - Trust
Trust. It is a big word and one of the first MPS Conference keynote speaker attempted to rally behind stating,
He is new. He doesn't understand to reclaim something, one must have first possessed it.
"I had lost the ability to bullshit, ..."
Our journey continues.
The path is less bumpy when we build partnerships. Partnerships are easier to forge over a foundation of truth. Can you be true?
Can you lose the ability to bullshit? If not to your prospects, at least with yourself. Or are you just another shark in a suit?
Can you see the entire ecosystem?
How about instead of optimizing a smidgen of hardware and some toner, you envision Optimizing Everything?
That's right, everything. Managed Optimization Services.
Good Stuff.
What have WE, learned over the past ten years?
- The Copier is nearly gone
- Old ways die-hard
- Situations rarely change, people do
Before Twitter. Before Instaglam. Before LI took off...there was Ken Stewart, Nathan Dube, Jim Lyons, and Art Post.
I asked them for a tidbit of reflection:
From Ken Stewart -
Wow, it's been that long?!? What I've learned:
- Trust God more
- Forgive mankind often
- Relish the little things
- Let people be accountable for their actions
- Just because the folks in the hot tub look like they're having a blast, their secrets are hiding under the bubbles!
Things I have learned:
- Don’t trust the hype
- Disruptive technologies sometimes aren’t and those that are, often take time to produce real change
- If the paperless office is coming, I am not seeing it much/at all in New England across most verticals
- Storytelling is the best way to market
- Everybody hates their printer eventually
- The future of marketing IMO lies in gamification and interactive content that is more about entertainment than the product you are trying to sell.
Can't remember EXACTLY how Greg and I became friends, but as what seemed like the only two bloggers in the industry back then it was inevitable we'd become friends as well as colleagues.
A particular fond memory is when Greg had accepted an invitation to the Lyra Conference (Symposium) - where I'd gone from client to contributor.
Greg and I had been in touch quite a bit but had never met face-to-face and several of the team (including Photizo folks in attendance, though this was before the merger) were excited to meet Mr. Death of the Copier. As we anticipated his arrival I remember enthusing that this was a very much-needed "young guy" we were welcomed into the fold!!!
Art Post
Nothing stays the same, change is constant.
There is nothing new in sales even though there are thousands of sales gurus on LinkedIn promoting their success when they haven't sold shit in years.
There are many stubborn copier manufacturers that refuse to exit the channel. No one copies anymore.
I've learned that life is like a roll of toilet paper. The closer you get to the end of the roll, the faster it goes.
Thanks, guys, for reading DOTC and staying true.
Personally:
- 2008, I was married and living in the mountains of Southern California. 5,000 feet above sea level, an hour from the beach - "...things that have comforted me, I drive away..."
- Since 2008, I've moved from SoCali to Charlotte to Oconomowoc, Wisconsin - "...this place that is my home, I cannot stay..."
- Over 10 years, I've seen small businesses grow and flourish. I've met the best of the best and the worst of the worst - "...I come and stand at every door..."
- I've Failed - "...If you've ever seen a one-legged dog then you've seen me..."
- I've Succeeded - "...I always leave with less than I had before..."
- I've become an expert at Starting Over - "...tell me, can you ask for anything more..."
I am fortunate to have a place to express myself. I'm blessed to be able to write what I would read and humbled others to find something, interesting and possibly entertaining.
10 Years. How about you?
On what field did you stand? Today, do you still stand?
Two, three, four
Have you ever seen a one trick pony in the field so happy and free?
If you've ever seen a one trick pony then you've seen me
Have you ever seen a one-legged dog making his way down the street?
If you've ever seen a one-legged dog then you've seen me
Then you've seen me, I come and stand at every door
Then you've seen me, I always leave with less than I had before
Then you've seen me, bet I can make you smile when the blood, it hits the floor
Tell me, friend, can you ask for anything more?
Tell me can you ask for anything more?
Have you ever seen a scarecrow filled with nothing but dust and wheat?
If you've ever seen that scarecrow then you've seen me
Have you ever seen a one-armed man punching at nothing but the breeze?
If you've ever seen a one-armed man then you've seen me
Then you've seen me, I come and stand at every door
Then you've seen me, I always leave with less than I had before
Then you've seen me, bet I can make you smile when the blood, it hits the floor
Tell me, friend, can you ask for anything more?
Tell me can you ask for anything more?
These things that have comforted me, I drive away
This place that is my home I cannot stay
My only faith's in the broken bones and bruises I display
Have you ever seen a one-legged man trying to dance his way free?
If you've ever seen a one-legged man then you've seen me
Wednesday, August 24, 2011
"The Sky will Blow The Heavens into Stars" - The Future of our Imaging Industry, Xerox, IBM, HP, Content
2011
Autonomy Corporation
"Autonomy is the market leader in the provision of software that automates the analysis of unstructured data, whether in the form of text, audio, images or video." - UBS, July 2008
The other day, I sat in on a webinar. The fine folks at Lyra were presenting "Printing supplies market trends MPS" - yeah, I know, who the hell would sit in on one of these?
Wednesday, June 8, 2022
Tigerpaw Software: Leading Influencer, Infrastructure
Tuesday, December 9, 2014
Does Good Workflow Get Rid of Machines?
I've told this story a hundred times.
Heck, I may have even written about it a time or two.
You see, long ago, when the MpS ecosystem was young, wild and free, I had this client who engaged with us for a 36-month MpS project. The client realized how equipment-heavy it had become and was convinced we could reduce the overall number of devices from 1,100.
The MpS engagement included optimizing the existing output fleet by right-sizing or replacing copiers, upgrading or replacing MFPs and SFPs, supplying remote meter reads and automatic fulfillment, and providing proactive deskside service delivery and proactive service (our average response time was positively impacted by many negative times; our technician arrived before a service call was placed but just after machine failure).
Our stated goals included streamlining the procurement process, standardizing on a platform, reducing costs and improving the end user's perception of the IT department by enhancing the overall IT experience. We designed a process that would support these goals by analyzing all quantitative data, documenting and improving existing workflows whenever appropriate.
So here's the deal: The assessment was staged over 12 months and gauged around end-user complaints or expiring copier leases. The process was the same for every department:
* Detect the existing printers and copiers with a DCA
* Conduct on-site interviews
* Match end-user requirements to an established standard device list
* Recommend
* Install
* Sys-admin training
On average, we would conduct three to five departmental assessments we would conduct three to five departmental assessments each month. The number of employees per department could be as few as six or as many as 200. There was a plethora of existing equipment, including single-function devices, copiers, MFPs, scanners and fax machines.
As you can imagine, this three-year engagement was chock-full of experiences and stories. The one I wish to share with you today is about one of the more memorable departments: the accounts payable department.
The accounting department
It doesn't matter how large an organization is: All MpS assessments should start in the accounting department. Think about it. Most output is generated in the accounting department. Incoming communications usually end up in or flow through the accounting group, including bills from the value chain, invoices to customers, internal financial reports, sales orders, purchase orders, inventory, payroll … on and on.
This particular accounting department utilized three copiers, four single-function printers and two MICR printers for payroll – all pretty standard.
The interview process started in the familiar manner but took a slight turn when we started looking at the accounts payable process. The supervisor explained that all the payees were distributed alphabetically in three sections among three A/P clerks. The unusual issue to me was that nobody wanted any invoices starting with “X.”
"Why not?" I asked.
"Because nobody wants to go through all the Xerox invoices. They are all too confusing.”
"Okay, tell me about that,” I said. And off we went.
By focusing on this specific aspect of the overall check-cutting process and asking folks to describe how they do what it is they do, we discovered many things:
* All bills were received directly in accounts payable, and therefore …
* Identical machines had multiple usage rates.
* Both lease and overage billing were received in accounts payable, and the billed department never saw what the company was being billed for usage.
* The entire fleet consisted of 450 Xerox devices; each month, for Xerox alone, A/P processed 900 invoices.
* There was no departmental oversight on usage charges.
Looking at this process, we can see a couple of solutions that could be proposed:
* EDM/digital workflow — software and professional services ($15,000 to $18,000)
* Scan/capture — software and machines ($18,000 to $25,000)
* Microsoft SharePoint — design, software, implementation and professionals services ($45,000 to $85,000)
Workflow matters
In the end, none of the above solutions were viable, but workflow analysis revealed many bottlenecks and gaps in the current manual processes. Additionally, this discovery process was repeated nearly 100 times over the life of the engagement, building more and more trust each time.
Even though I had Captaris, Kofax and even SharePoint expertise at hand or on staff, we didn't execute any of those solutions. The quickest way to increase efficiency in this particular case was to establish an "approvable variance" on overage invoices. If the amount billed was above the established threshold, the invoice was immediately forwarded by email to the corresponding department head for review. This was the simple answer.
Still, did this little excursion result in an increase in monthly revenue? Yes.
Were we able to install new machines? Yes. Did we advance our position relative to every competitor? Yes — in fact, so much so that we ended up having no competition. Nobody from the outside could touch us.
The account went on to purchase dozens of devices and tens of thousands of images. Its fleet of copiers was reduced from 1,100 devices to 800, and we continued to secure IT infrastructure and services revenue. The monthly MPS revenue started at a mere $550 per month before accelerating to more than $13,000 per month.
Our response time was typically in the negative time frame because our technician would often show up to service an error between the time an end user became aware of the error and placed the call initiating the service call. Our workflow was designed around exceeding all expectations.
The lesson of workflow
Selling workflow solutions is much more than software and installation. Understanding your clients’ issues and challenges is always a great way to qualify your solution and enhance your position as a true advisor and partner. But knowing how to maneuver within your clients' workflow puts you even farther ahead.
This level of integration is not for every single account or every opportunity, so you'll need to hone your qualification tools beyond pain and ability to pay. But once you do, your hardware and service revenue should grow beyond simple equipment sales.
Keep at it, keep learning and good luck.
Thursday, September 14, 2023
MyQ: The Vanguard of Modern Print Management
Thursday, July 14, 2022
Greg Walters, Inc./DOTC & All Associates Reignite Relationship
Plotting the Data-Based Course Into a World Without...
Monday, January 28, 2013
Why Don't You Pay Reps Residuals on Service Contracts?
January, 2013
One of the first rules of managed print services is consolidating the decision making process for printers with the process for copiers, bringing IT and Purchasing(or facilities) together. This usually meant getting the copier decision out of the hands of purchasing or facilities and into the realm of IT.
It was a big deal at the time and a qualification of a real managed print services opportunity - if we can't speak to the person in charge of both copiers and printers, we did not move forward. On the other hand, once we befriend an IT director, one of our guiding principles was to shift the copier decision process into IT. If the device was connected to the network, it should fall under management of the IT department.
It was a good idea and contributed to most every successful managed print services engagement.
But a funny thing happened on the way to managed print services nirvana - in an effort to fully understand managed print services, we, on the provider side, chopped up all the elements of the ecosystem. We saw managed network services as separate from managed services(?). We decided to propose MpS for printers and continue writing separate service agreements for copiers.
We dumbed down managed print services offering "advanced toner delivery services" in its stead. The printer & toner guys laid claim to MpS defining it as "printer service and supplies on a cost per image billing" sliding right into their existing model.
And the copier folks were just fine with this approach, they didn't want to change either. They didn't need to adjust the way they leased and serviced copiers, or tamper with decades old billing and invoicing policies. No need to upset the apple cart here - service departments have been running just fine - fueled by 36 to 72 months of predictable and untouchable service revenue.
It doesn't stop here.
Read the rest...
Wednesday, June 1, 2011
The MpS Ecosystem Contracts: Who could be next? I See...software and hardware...merging as One.
So he says to me, "Greg, what the hell happened in Orlando? Since then, it seems DOTC has been watered down on the hot babes."
Point Taken. So instead of watering them down, let's break out the oil, pop cycles, and champagne.
And for good measure, throw in a goofy, baggy-crotched pants guy, sporting a wicked, Tourette-like twitch.
Caution - Kitchen counters are slippery when wet.
Perfect.
-----
I am certain the acquisition wave is not completely ashore, just yet - but who is next?
Shall we spread a rumor about White Castle buying Canon?
Can you see Lexmark part of anybody once her patents run out? (didn't know about that one, did you?)
Or should we focus on the fact that Ricoh is going to lay off enough employees to form a separate MDS company?
No. I'm scaling down my vision and looking to the east. East Coast of the U.S. that is...oh, and a bit north. Into Canada...
Machine to Machine(M2M) communication refers to one machine communicating with another. Telemetry in the old days.
We in MpS are familiar with this as it is part and parcel of every remote monitoring software out here. My fleet of machines"report" back to me. More appropriately, back to a server/machine.
MWA Intelligence is a company on the hardware side. Developing M2M apparatus.
PrintFleet created software that reads the MIB and reports back to a server.
I dunno - maybe somin happens, the way things usually do, and baddah bing, baddah boom - Mike's chocolate is in Brian's peanut butter...
I'm jus sayin, stranger things have happened, capeesh? For-get 'bout it...
Honestly, I have no idea, no evidence, nobody tells me anything.
Click to email me.
Wednesday, May 2, 2012
Why We Can't Let #Xerox Go
2012
If you've been in the industry for over a year, you know how much the ecosystem changes. You also know that rumors of business deals churn faster than your 36 month ex-dates.
Over the last 60 days its been Xerox - more specifically, Ursula Burns.
Videos and quotes have been flowing into my view so often and I decided to listen in on the Xerox earnings call. Very interesting.
These calls pretty much go without incident - one typically needs to listen deeply, digging out encoded tidbits of insight. It is quite typical not to hear any mention of competitors and report the landscape in extreme generalities.
That's why one statement made me do a double take:
Ursula Burns, Xerox Corporation, Chairman and CEO, responding to a question posed by Bill Shope - Goldman Sachs, Analyst on the competitive landscape, 2012, Q1 earnings call:
"...Yes, I think that I would speak about two companies outside of the other group.
So the other group is Canon, Ricoh, KM. You know, the normal technology people, technology hardware providers, and they are still infants in document outsourcing.
They are really not large players. They are trying to get together solutions and offer them, but we really don't compete actively against them..."
WOW - bit of the old smack-down, eh?
Now listen, I have never worked for Xerox, seems they are the only OEM I don't have intimate experiences with, and it is true that I write for the Business Transformation Center which is Xerox sponsored, but up until 12 months ago, I considered Xerox a competitor.
Twenty-four months ago, I evaluated PagePack. Ten months ago, I was looking at PagePack 3.0. and just 8 months back I evaluated the ColorCube. Xerox hardware and program are impressive, any way you shape it.
Over the past 60 days I have come to know the story of Ursula Burns - out of the projects and up through the ranks. I like that.
Merger talk and take-over rumors are part and parcel of the imaging industry - from Ikon to Danka, Ricoh to Global, everyone on the outside recognizes the incestuousness atmosphere while we inside shrug our shoulders and say, "what?"
The swirling chatter today is that the X is prime for a take-over and Dell or HP are would-be suitors.
Personally, I don't think HP is a strategic position to take on anyone. And I don't think they are all that gun-ho on continuing down the toner-based path.
So what about Dell?
With Xerox deriving over 50% of its revenue from services, Dell might fare well acquiring all those inroads to global IT entities; spin-off the Global arm, converting it into cash. Again, I doubt Dell wants to get into the copier/printer world, wax-based or otherwise.
I know what you're thinking - who else would take Xerox? Look west...far west...Seoul.
Samsung may want a channel where they have none now. Samsung might like the idea of instant invite into the best of the Fortune 500.
Nawwwww...it'll never happen...still...
Detroit hasn't been the Automobile capital of the World for decades. GM is owned by Canada and Chrysler has been sold off to an Italian automaker. Boeing has to compete on the world stage no longer holding dominance. And HP is in the middle of sending her once cash-cow, out to pasture.
What happened to all the American companies?
Well, in the End, money is money - generated by clicks, seats or acquisitions - it makes the world go 'round.
Wednesday, July 6, 2011
The Three Musketeers Team - "Just 40...it was an off day..."
Your chance is coming..."
Team Building -
Forty, four hundred or four, a team within a team, small, agile, aware flexible, effective.
Saturday, December 12, 2009
IKON, a Ricoh Company, Could Rule the Managed Print Services Ecosystem - Who?
At the bottom of the page, you may have noticed two graphs.
One showing the number of Managed Print Services Jobs offered and another reflecting Copier Sales jobs postings.
These graphs have been here for a while now.
The other day, I decided to drill down into these numbers and ran a quick query for "managed print services specialists IKON".
Boom. Twenty eight returns, from all over the country, posted within the LAST 23 DAYS.
Managed Print Services Specialst - IKON.
It's no secret I feel and have always felt that, on paper, IKON is the best positioned entity to jump into MPS.
Before RICOH, their position would have been stronger.
But today, with IKON's Facilities Management history and expertise, coupled with an absolutely stunning collection of supported Electronic Document and Workflow Management software packages, all IKON needs is to be a bit more hardware agnostic and shazam, MPS up to the Fourth Stage.
Check out my article back in July, here.
I know that was history - but, lately, for no apparent reason, IKON is popping up on my radar more and more - My MPS'dar, not copier radar.
What gives?
Well, looking at the locations where MPSS are about to be hired, I would say a national wave of MPS is what "gives".
IKON is on the MPS prowl.
Check it out, here.
Wednesday, December 9, 2009
Gartner at the Print and Imaging Conference: Take Aways
The Print and Imaging Conference was recently held here in LA and Gartner chimed in with some observations of the MPS Ecosystem.
Based on an article over at Channel Web, Gartner is illustrating information most of us have been living with for two years now.
For instance, Gartner reports,
"Customers are also looking for ways to improve their business processes. Up to half of a knowledge worker's time could be spent printing and looking for documents,...This is a an area where we could see significant improvements."
Huh, who woulda thunk...And welcome to the party!
Maybe I am a little, what's the word, jaded - but isn't this the third generation of "johnny come lately's"? Me being part of the second.
That's fine, the MPS boat has lots of room.
In a nutshell, according to the article, Gartner believes:
- Companies should move to a three year refresh rate on printers
- Employees could be spending up to 50% of their time printing documents
- It is better to purchase a color device if monthly volume is below 5,000
- Printing hardware cost is falling
- Color pricing is falling
- Purchasing color devices that emit 5,000 images a month could save $1,000.00 per year
- Less 11x17 and more A4 devices would be better
- Keep an eye out for "smart MFP's"
Additionally, another principal research ananlyst with Gartner defined MPS as,
"...as a series of steps for cutting print costs, including an assessment of a company's current fleet of devices and printing requirements, technology and processes to optimize the management of that fleet, break-fix and management services, management of the hardware and consumables, and training..."
- I guess we can finally put this little debate aside.
But why stop at defining MPS, why not endulge in creating, I mean describing, MPS best practices:
-Create a strong corporate governance environment
-Carefully manage the transition to managed print services
-Holistic management of the service
Huh, again, who woulda thunk...Yes, I am being very sarcastic.
To be serious, I only ask, "Hey Gartner, where ya been for the last two years? Getting wine'd and dine'd by all those Upper Right Quadrant dwellers?"
Wednesday, May 31, 2017
Impact Named 2017 Perfect Image Award Winner: Managed print Services
Las Vegas, NV –
Impact Networking received the 2017 ITEX Perfect Image Award for Outstanding Managed Print Service Program.
“Each award recipient demonstrated exceptional innovation and outstanding performance,” said Mark Spring, deja-vu owner of the once monolithic gathering. “We applaud Impact Networking...”
“It is a great honor to receive the Perfect Image MPS Dealer of the Year award twice in a row", said Vice President of Managed Print Services Jeremy Fordemwalt. " Reception of this award demonstrates our MPS team and company are on the right path to continue succeeding in this space along with providing clients a top tier program helping them control and manage the entire document ecosystem.”
Soooooo...
Impact MpS is growing in breadth and scope. The number of users supported has increased. Services layered on top of the traditional MpS idea help clients reduce the costs associated with moving data.
Impact's MpS program integrates their Strategic Services(BPO), Production, Managed IT Services, and Creative Services departments creating Print Policies that adhere to ITAM and speak ITIL.
As the universal list of MpS providers shrinks, Impact is attracting net new opportunities and converting competitively supported, disgruntled MpS customers into long-term, business relationships.
It really isn't a surprise to be recognized.
More to come in 2018...
Friday, December 16, 2022
Commercial Real Estate 'StarChamber' Calls on #Biden to Fight #WFA
Thursday, December 18, 2008
HP Q4 ConCall with Hurd
Summary - Fourth Quarter Highlights
Revenue totaled $33.6 billion, up 19% year-over-year or up 16% in constant currency from $28.3 million in 2007.
- The firm generated 68% of its total revenue from outside the United States, revenue in EMEA was up 22%, the Americas increased 17%, and Asia-Pacific increased 14%.
- Gross margin was 22.9%, down 180 basis points from 24.7% one year ago, driven primarily by the addition of EDS, which reduced gross margins by 140 basis points and, to a lesser extent, by a more normalized impact from commodity pricing compared with a year ago.
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- Imaging and Printing reported revenue of $7.5 billion, down 1% year-on-year as supplies revenue growth of 9% was offset by declines in Commercial and Consumer hardware revenue of 10% and 21% respectively.
- Operating margin increased 100 basis points to 15.5% as strong Supplies growth and cost reductions were partially offset by discounting.
- The firm gained share while total printer units were down 8% and Consumer and Commercial printer hardware units declined 8% and 9%, respectively.
- Revenue in HP Software grew 13% to $855 million and BTO outgrew its primarily competitors, increasing 15% from the prior year.
- Other software, which includes Open Call, Business Intelligence, and Information Management, grew 1% as the strength in the information management business was offset by declines in Open call.
- Software posted operating profit of $195 million or 22.8% of revenue.
- HP Services, with the addition of EDS, doubled its revenue to $8.6 billion and reported solid operating profit of $920 million or 10.6% of revenue.
- For the period between the August 26 acquisition date and October 31, EDS delivered revenue of $3.9 billion as customers across all regions continue to respond favorably to the combined services business.
- Demand remains solid, with a healthy mix of new and existing customers and integration plans are on track as the firm eliminated over 2,300 positions in connection with the EDS integration.
- HP Financial Services had revenue of $691 million, up 5% year-over-year, and generated operating margin of 7.4%.
- The firm continue to apply the same rigorous process for assessing the creditworthiness of its customers and the quality of its receivables.
Fiscal 2009 Outlook:
- The firm expects revenue of approximately $32 to $32.5 billion in the first quarter and approximately $127.5 to $130 billion for the full year.
- It plans to cut over $1 billion on a constant currency basis from the cost structure in 2009.
Brian Alexander (Raymond James): In IPG, what''s happening to the installed base in Consumer and Commercial hardware in light of the unit declines?
Mark V. Hurd:The installed base is staying installed longer. That''s clearly what''s going on and you can see us gaining share. We believe our installed base is sort of - depending on what country and what segment and what price category - we believe we''re doing quite well.
Certainly, you''re seeing a trend towards wireless in the home, which in some cases has fewer units doing just as much printing as the home used to, so for us, that''s not necessarily a bad answer. We sort of like the answer, where we can sell less hardware to effectively print as much as the ecosystem has been printing.
We have to be cautious here because when we get too aggressive on price, in many cases we''re accelerating the movement of our own installed base. The reason we put the installed base out there is to print. So for us, lower unit growth is not necessarily bad unless it means we''re losing share.
Catherine A. Lesjak: As long as people continue to print on HP printers so that we have a healthy installed base, having them hold on to their printers longer and delay upgrading is actually positive for earnings for us.
They are buying the same amount of supplies and we are not having to make that kind of next investment in terms of placing a hardware unit that’s either at a negative margin or at a very low margin.
Tuesday, February 21, 2023
Amazon CEO Announces Plan to Return to the Office Despite Employee Satisfaction with Remote Work
In this article, we discuss Amazon CEO Andy Jassy's announcement that the company plans to return to the office for the majority of its employees at least three days per week from May 1, 2023.