Why Don't You Pay Reps Residuals on Service Contracts?

"It is time to pay sales people commission on copier service agreements.  It is time to combine all volume under one agreement, on a single invoice and pay the sales person residuals for the life of the engagement."

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...

Building an Managed print Services Practice: LA to Oconomowoc #MPS #copiers

By David Cameron; CEO, Cameron Consulting Group, March 27th, 2012

Greg Walters is a well-known blogger, rebel, truth-seeker, and now a consultant in the managed services field for print and IT.

This article focuses on his leadership and—at times—exasperating experiences in building an MPS practice inside a large West Coast VAR. Adding managed print services (MPS) was an uneasy fit that didn’t demonstrate its value until after Walters took over. As the MPS practice grew more than $1 million, the plan shifted and the practice was folded into the much larger managed services group to leverage common processes and resources. It is an open question whether the MPS practice will retain its edgy personality and strong growth rate as it goes mainstream as part of the VAR services portfolio.

Greg Walters took over the immature managed print services practice

The Next Managed print Services Event

“Wrath”- One of my favorites

Another stage, power point, round table, expert panel and cast of hundreds looking to commune and see the “new MPS” …again. I've witnessed multiple iterations and others broken promises since 2007. I’ve attended many such gatherings and presentations: Lyra, Photizo, ITEX, ReCharger, MWAi Executive Summit. I’ve spoken with thousands of customers, hundreds of resellers all the OEMs and countless dealers about MpS, copiers, printers, toner, managed services and the like.

Now, a new effort is in town. The "Top 100 Summit" focusing on the future of managed print services; "MPS is Changing" is the tag-line.

In the beginning, managed print services was mocked for being nothing more than facilities management or copier-service on laser printers. Something the more “forward" thinking copier providers and OEMs had ‘been doing for decades’ - not really.

But even back then, in the frenzied years of possibilities, there were those who saw managed print services literally; a service that managed print. Some of us understood ‘print’ to be any media - from 8.5x11 to voice mail. Further, we recognized this managed service as a path to higher thought, more relevancy and a foundation for a sustainable business model not increased shelf space, capturing clicks, or trapping clients in 60 month contracts.

We knew the future of print had less to do with copiers, printers, ink or toner hitting paper. We eagerly embraced the talk tracks and value props around ‘more efficiency in the office’, reduction in costs and optimizing the print environment - and we meant it.

We attended new and interesting shows. In April of 2009, Photizo ushered in this bold new concept and talked about managed print services well before ANY other pundit, consultant, training house, OEM, toner remanufacturer or copier dealer - yes there were a few true managed print services providers but most of the traditional imaging industry either explained away the movement as ‘just another gimmick’ or claimed to have been in managed print services for “25 years”.

We believers "...gave the Future to the winds and slumbered tranquilly in the Present, weaving the dull world around us into dreams.” Designing a future of connected devices, less print and optimized business environments. Yet, like most promises, our dreams were burned away by the reality of equipment quotas and dogma; more specifically, in toner and ink.

Spin the dial six years into the future and it seems who can spell “MPS” can sell “MPS”. Bags of ink are the new MpS. Analytics are the new MpS. Copier service is the new MpS. Despite consistently declining equipment placements, shuttered paper plants and industry lay-offs, increasing print volumes are the new MpS. It is an upside-down world.

 The Universe according to Greg:

• Print Analytics - Who Cares? We do, but do our clients?
• Ink vs. Toner - Who Cares? We do, but do our clients?
• Print is not dying - Ignorance is bliss.
• Managed (IT/Network) services is the future - Oh, really? Even the IT guys understand MS is short term - look up Software Defined Workspace.
• Print volumes have been going up - rearranging the deck chairs, nobody is creating new "clicks".

So what about all this?

Is it still the doom and gloom era? Not really. But no matter how many round tables, expert panels, sales classes, consulting services, or business transformations our industry attends or participates, we’re all simply talking to ourselves; alone in the dark. Until we stop looking at our prospects as ‘targets’ to be ‘trapped in an agreement’ or design ‘sticky’ marketing schemes and start ‘solving’ instead of ‘selling’ those who do survive, will wander the the abyss; shadows of the once might ‘copier industry’.

Which brings me to the Top 100 Summit. Will we usher in a new era? Will the sins of our past support positive change or drag us into the depths of irrelevance?

Big questions and unseen answers.

I suspect we’ll have a great time. I see us sharing new ideas and expressions of hope. Ultimately, what really matters, is how everyone feels 72 hours after the show; sinful and atoned or raptured ignorance.



Get more, here.

Eight Characteristics of a Growing Managed Print Services Practice

2015

After five years of managed print services, one would imagine a standard set of MPS rules would rise out of the fog.  And yet there is still debate over what exactly MPS stands for — not the acronym, but the vision and real value of managed print services.

I remember the great device-to-technician-ratio discussion of 2008.

The End Of MPS, The Beginning of MpS

Recent market data for the global hardcopy peripherals (HCP) market saw a 10.6 percent yearly decline, though MPS growth has continued across the world. HP shows an 18.6% decline in unit shipments, Y/Y. - IDC, 2016

It doesn't need to be said, does it? The office environment has been moving away from print for the past decade. I know it, the OEMs know it, and in your heart, you know it too.

Managed print services is a trailing indicator, 'growth' is a statistic anomaly - expanding in a shrinking pool - there are no new clicks.

You want to survive and thrive in the technology industry. It's easier to sell copiers and implement a managed print services practice than it is to bring a managed services practice but the IT world represents growth and opportunity.

What should you do?

"...Come With Me Now..."

Years ago, I preached the coming of managed print services as the wave of the future.

Then, I saw managed print services as an on-ramp to business process/workflow optimization, teaching simple, workflow analysis embedded in the standard assessment.

Next, evangelizing managed services as the new frontier for copier/printer providers, I recommended third-parties like Collabrance and Continuum.

Today, I've come full circle and looking at managed print services basics. The tools I've seen, and I've seen or worked with almost all of them - are impressive.

Here are some of my observations:

1. Heavy - cumbersome to use, demand time from MpS practitioner
2. Print-data, intense - print only, some end-user, but no outside asset data
3. Sales static - the 'map' and client data remain in the sales silo, or not easily transportable into contracts or service
4. The Tool 'does the thinking for you' - plug the data in and out comes a current and recommended state in a 300 page Word doc

I see lots of TCO tools, column reports, graphs, and dashboards and I think we can do better. I'm looking at how I conduct assessments and the tools I would use in the field. Additionally, I'm taking a holistic view - I'd like to know how the fleet is performing in terms of service calls and profitability. 

Finally, I'd like to be in a position to offer my clients an engagement that includes ANY asset type.

With this in mind, we've designed a tool that:

1. Collects data from multiple databases: DCA, service desk, dispatch, accounting system
2. Helps you easily conduct assessments and present mapped proposals
3. Enables you to create, and doesn't do the thinking for you

Point #1
Real management software displays ANY asset; printers, copiers, desktops, laptops, phones, projectors, oxygen bottles. But more impactful, is our ability to draw together related, yet disconnected data. For instance, we show the number of service calls placed on an asset, the install date, the number of toners delivered, revenue and profit generated; for the universal MIF, client fleet, or individual asset.

The solution must work within your managed print services ecosystem - the 'map' not only supports new sales, but integrates through sales to service to management to ownership; salespeople engage and asses, service utilizes mapping, and management looks into real-time financial information with the tap of a screen.

Point #2
With or without a DCA/Thumb drive, a practitioner conducts interviews and records findings. Manual entry of device data(manufacturer, model, volumes, etc.) is achieved through the use of the onboard survey tool. Machine data files may be uploaded or directly integrated, but is not necessary.

Point #3
Some existing systems deliver everything from a prospect's total cost of operation to a final proposal in Word leaving the "specialist" with nothing more to do than email the proposal or deliver pie.


I cannot tell you how often I’m asked for an ‘assessment’ or ‘mps contract’ sample. I’ve conducted assessments on paper, laptops, and in my head but I still use a basic outline of questions. 

“We interviewed 25 employees and 62% of them responded that service calls are not being completed within 72 hours. 87% felt ordering toner required three to four hours to complete.” 

Atlas - MpS. Assessment Logic*
We’ve incorporated a survey function that can be administered for each asset. In the case of a non-integrated - no DCA software - simple machine data collected on one screen. This isn't a data dump, the questions included collect relevant information you need to create a compelling proposal. I’ve also included basic workflow questions and sales related queries.

Once the survey is completed, the data is attached to that specific asset - the answers can be used as analysis. For instance, “We interviewed 25 employees and 62% of them responded that service calls are not being completed within 72 hours. 87% felt ordering toner required three to four hours to complete.” could be one of your compelling arguments for change.

Atlas - MpS. Contract Completion*
The sales and service teams rarely communicate but an integral part of a great customer experience is the effortless transition from proposing to implementing. One important issue is to correctly communicate data proposed, like existing device serial numbers, location, point of contact, beginning meter reads, CPI, etc. The information is captured during the assessment and proposal stage - why not simply populate a .PDF of your engagement?

Why not have the digital version of your contract available for signature immediately after the presentation? Atlas - Mps has this capability to complete your contract. Print it if you like, or have your client digitally sign right then and there. Email the completed form to your contracts department and have the account set up before you get back to the office. Ring that bell.

Atlas - MpS. Print Policy Framework*
Ultimately, a fully engaged, high level managed print services engagement results in a Print Policy.
Atlas - MpS, will create the blank Print Policy template and present data to support the generation of content.

Once the print policy is in place, Atlas - MpS helps you managed the engagement against the goals set forth in the policy. The information is real time, specific data points are monitored and statused as either “in or out of policy”.

No more quarterly reviews - review the fleet and goals of the program at any time.

One More thing…

Atlas is adept at integrating disparate databases and managing IT assets. Once you begin to utilize Atlas - MpS, the door opens into the IT realm. We’re not suggesting you invest in a data center, or engage with a third party to provide help desk, end-point monitoring services. We suggest talking with your IT contacts about “Asset Lifecycle Management”. You help track their IT assets, manage technology upgrades and equipment refresh with Atlas all for a monthly subscription. We can help you.

Atlas - MpS is different, simple and dynamic, helping managed print practitioners solidify their position in imaging, while opening opportunities outside of print.

Find Your Way.

Reach out to me. greg@asset-atlas.com

*Optional

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."
----------------

Click to email me.

Managed Print Services, Stage IV: What the Hell is Managed Network Services(MNS)? You're Kidding, right?

3/2011

Managed Network Services(MNS) the "next frontier" in MPS - something new and until a few months ago, unobserved in our industry.

Managed Network Services is "...the act of managing resources and processes associated with moving, saving and presenting information..." - look familiar?

Typically, this is in the Managed Services Provider's toolbox and supported by either Help Desk, N.O.C, or both.

A few 'traditional' copier dealers have entered this arena - with success, even.

Of course, these Beautiful Ones, don't carry words like "copiers" or "laser" on their business card.

The effort here is a commendable, if not a bit transparent, marketing move.  MPS is now crystallized, the market more mature, so let's define more mystery and sell MNS Training classes.  I love it. 

Don't get me wrong, MPS is an all-inclusive motion.

I've recognized this since the beginning, and remember the first time a colleague and I outlined the 4th, 5th, and 6th stages of MPS - back at iTEX 2009. (...technically, in a Japanese steak house, over beers... or was it whiskey...)

For most, MPS is simply Stage 1&2 - not much beyond; MPS players are stuck in the "MPS is CPC" world. 

Now we're going to get into "Managed Network Services"?

There be Icebergs, ahead right...

When I speak with existing technology customers, folks who work with us on Exchange migration, Unified Communication, Staff Aug., N.O.C. services, or SharePoint projects and ask them to describe their existing MPS Engagement, the conversation goes something like this,

Client - "yeah, we have MPS"

Me - "really? Cool.  What's that look like?"

Client - "they have a guy come in once a month and clean all the printers...they get my toner to my end users and service all the HP's...and they do this remotely with software..."

Me - "...great...how much has this saved you so far...?"

Client - "...bunches...oh, and they tell me they can do the same for all 1,500 laptops you guys sold me..."

Me -  "...really?  Impressive...can they image all your laptops, ITIL?"

Client - "...not sure..."

Me - "okay...so, how many copiers or printers have you eliminated?... What is your Print Policy?  How much volume has been shifted off those expensive printers onto your leased copiers?  Is your current MPS vendor set up to help you design your SharePoint project?  Can they, do you, understand how all this impacts your documents and the costs associated with those documents?..."

Client - "...ummm..."

Me - "...or are they simply shipping toner, replacing maintenance kits, and blowing air up your paper tray, once a month ?"

Client - "...yeah..right..."

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

You get the point.  And so do I. 

The Separation Continues -

MPS, stages 1 & 2, are table stakes that must be offered if you are considering a future that does not include responding to SLED RFPs.

And not just for Managed Print Services or Managed Network Services, which is nothing more than another component of Managed Services,(hint hint) you've got to be in S1/2 simply to survive in the short term.

For the long term, copiers are dead, MIF shrinking, volumes are down, and placements are still 27% below 2007 levels.

Managed Services are in everybody's future it's just that not everybody is going to be with us.

There is, of course, a very BIG Butt - we know how to service copiers, and fulfill toner;  but what the heck do you know about network traffic, CISCO switches, Blades, Data Centers, and ITIL?

Jumping from this dying puddle is the right idea, it's just that we're going into the deep end of a very large ocean already inhabited by some very capable and efficient sharks.

We're going to need a bigger boat.

Consider this a quote from a typical IT C-Level:

“We wanted to integrate voice, IP, and data on the same high-speed network for cost-saving efficiencies in terms of IT staff and for the easy rollout of new productivity-enhancing applications such as Service Advertising Protocol(SAP). [With our service provider] we are already seeing a return on investment and have found out how much more efficient our business can be.”

Bill Freyer

Vice President of Information Technology

JT International, Switzerland

Purchaser of Managed Service

One service provider for this and MPS too?

Two words of caution for any BTA/copier dudes, looking to expand into Managed Services:

1. When one of your copiers goes down for 2 days, some end users may get upset over the fact they need to walk down a floor to pick up output.

But, when you write and support an Managed Services SLA,  a network or workstation down for 4 hours, will put your "MNS" practice in the ditch so fast you'll be running back to the demo floor, begging to discuss "scan once, print many" with the local church Deacon.

2. You are now competing in the VAR/MSP space, the originators of jargon and acronyms - when you throw the "...we now do NMS..." at the CIO, he is going to recognize you as a wanna-be, "MNS" hasn't been used since 2004.

Are you sure you want to be a Beautiful One?

 pdf here.

Accelerate Managed Print Services with the New Model

There is a bounce, a resurgence, a renaissance in managed print services. As the fear of Covid fades and offices around the world repopulate, albeit, by 40-60% of pre-Covid numbers, print and copy functions are grabbing temporary attention. But this uptick is fleeting and short-lived and not based on increased volumes or growing fleets of devices. Today's rekindled interest is based on managing the reduction of print and the increase of digital workflows.

Our traditional business theory of pivoting into managed IT or an adjacent niche was an idealistic idea in the MPS Model 2 (see below, Photizo) 

Today, expanding or diversifying services is less of an option and more of a survival tactic and a foundational plank of the continuing generation of Managed print Services (MpS).  

The circa 2012 model is still relevant, we just need to refocus and recognize new opportunities.

With this in mind, I've updated the model to include new innovations and directions for office technology.

Three Ideas for Copier People Selling Managed Services

The move into managed services is well on its way and traditional copier reps are getting caught in the middle between selling boxes and selling services.  Pundits and consultants lament "copier people cannot sell managed services" unless they attend a day of specialized sales training.

It is true, I've seen plenty of managed services or IT sales destroyed by copier sales reps - from Cali to N.C. I've written about a couple of instances.

The thing is, for all the challenges and failures, the rep is not to blame. We train them to always be closing, find pain and twist, to hunt, take-down, close, trap and "increase share of wallet" - armed with this mentality, its a miracle anybody sells anything, let alone a nuanced offering like managed services.

So, as a copier rep, what can you do to secure more managed services contracts/agreements?  Should you heed your sales manager's advice and  treat help desk like a fax board?  Does your OEM offer any clues? How about a few days of off-site training followed up with a phone blitz?

"No...no...no..."

InfoTrends Announces Professional and Managed Print Services Consulting Service

Managed Print Services has a new Consulting Service - From InfoTrends, no less.

"...While the MPS opportunity is certainly a strong one, it is multi-faceted and ill-defined. Numerous aspects of the office equipment and IT channels must be considered; the unique importance of hardware, software, services, and supplies must be recognized; and new skill sets and software will be required for executing on providers’ MPS visions..."
- Jon Reardon, Group Director InfoTrends’ Office Document Technology services

PRESS RELEASE:

(Weymouth, MA) March 27, 2009 . . . Despite the economic downturn, there is significant potential for growth and profitability in the managed print services (MPS) market. While the economic climate presents challenges for vendors as well as document technology customers, MPS offer relief to both sides. MPS present increased revenues and margins for vendors and lower costs for customers.

In addition, the stages of MPS engagements define a clear path for hardware vendors to realize valuable services and solutions revenue while addressing customer requirements for security and compliance, environmental sustainability, and electronic document workflow improvements. As a result, leading OEMs, channel participants, software vendors, and others are energizing their MPS program development and deployment efforts in 2009.

Jon Reardon, Group Director InfoTrends’ Office Document Technology services, commented,

“While the MPS opportunity is certainly a strong one, it is multi-faceted and ill-defined. Numerous aspects of the office equipment and IT channels must be considered; the unique importance of hardware, software, services, and supplies must be recognized; and new skill sets and software will be required for executing on providers’ MPS visions. Ultimately, only vendors that can understand these facets and map them to internal strengths, weaknesses, opportunities, and threats will realize the true potential of their programs.”

InfoTrends has launched the Professional & Managed Print Services (PMPS) Consulting Service to help professionals in this market overcome challenges and take full advantage of this opportunity. This service will provide the ongoing market advice and analysis necessary to make effective short- and long-term strategy decisions. It will:

* Segment and profile the customers for managed print services
* Segment and profile vendors solutions
* Examine market size and structure
* Identify key industry players and understand their strategies
* Forecast the market managed print services by key product categories and customer segments
* Identify opportunities and strategies for technology vendors and service providers

The service features a continuous flow of information provided through forecasts, end-user studies, and other research reports and analysis, and clients benefit from ongoing, direct access to our staff of experts. For more information on this dynamic new service, please contact Scott Phinney at 781 616 2100 ext 123 or scott_phinney@infotrends.com.

InfoTrends, a Questex company, is the leading worldwide market research and strategic consulting firm for the digital imaging and document solutions industry. We provide research, analysis, forecasts, and advice to help clients understand market trends, identify opportunities, and develop strategies to grow their businesses. Additional information about InfoTrends is available on the Web at www.infotrends.com.

-----------
D.O.T.C. impressions - The legitimacy of MPS is no longer in question. The definition of MPS is still dynamic - and for some mystifying. Where there is Mystery there is Margin.

InfoTrends recognizes the potential and is getting in - welcome to the games.

Want to know more? Check these out:

Managed Prints Services - That "Hot, New, Thing..." - Feb, 2008

Managed Print Services - Today's Lightning In a Bottle - Feb, 2009

InfoTrends - It's All About the Solution- Nov, 2008

Click to email me.

HP to Re-Org IPG - Again - Focus on Managed Print Services - Again

A new division specific to the MPS market will be formed, head up by Bruce Dahlgren, the former Lexmark vice president and general manager of North American Printing Solutions and Services.

You may remember the Dahlgren case back in 2006; it seems HP and Lexmark sued each other over Dahlgren's defection from Lexmark to HP.

Last week Ricoh, today HP - wowzie.

Or is it?

Industry insiders, pundits and observers have been waiting to see how and when Bruce will begin leveraging his experiences with Lexmark.

Game on.


The press release is sketchy on detail but does mention HP's interest at the "Enterprise" level.

So this does not appear, at first, to be a channel program.

There was no creation date given for this new division HP saying more information will be released over the next few months.

Also, from the PR:

"...It(HP) also launched a program Monday that it said would help to guarantee savings for companies that sign up for its print services. HP will assess a company's imaging and printing environment and calculate how much it thinks the company can save using HP's managed services. After a year, if customers haven't realized the savings, HP will make up the difference with a credit that can be used for their next printing services contract..."

Here is the full release:

July 12, 2009 — IDG News Service —

Hewlett-Packard is stepping up its efforts in the area of managed print services. The company plans to form a new group dedicated to this area, and is also launching a program that it says will help guarantee savings for customers who sign up for the services.

The new group will manage printing environments and help companies reduce the printer hardware they need to use, said Bruce Dahlgren, senior vice president of worldwide sales and services at Hewlett-Packard's imaging and printing group (IPG). The company already offers printing services, but HP will be able to give the area more focus by giving the business its own unit, Dahlgren said.

HP said it would help enterprises to consolidate their printing hardware and reduce the cost per page printed, Dahlgren said. Customers will be able to negotiate service contracts with HP, which will manage their hardware and software printing infrastructures.
Click here to find out more!

HP didn't say exactly when it would form the new unit, but said announcements will follow in the coming months.

It also launched a program Monday that it said would help to guarantee savings for companies that sign up for its print services. HP will assess a company's imaging and printing environment and calculate how much it thinks the company can save using HP's managed services. After a year, if customers haven't realized the savings, HP will make up the difference with a credit that can be used for their next printing services contract.

"With all the expertise, we should provide a guarantee," Dahlgren said. The company thinks it can help companies cut 20 percent to 30 percent of their costs, he said.

HP may be looking to stimulate growth in its printing and imaging group, which saw revenue decline more sharply in the last quarter than some other divisions. Revenue from the group dropped 23 percent in the last quarter to US$5.9 billion, compared to a drop of 3 percent in revenue for HP as a whole.

Printing services are a big opportunity for HP, said Gilles Biscos, president at Interquest, a research and consulting company in Charlottesville, Virginia. Some areas of the printing business, such as billing and the production of legal documents, have been relatively unaffected by the rise of the Web, and there remains a big market in helping companies to find ways to cut their printing costs.

Large companies could potentially save money by consolidating copiers, fax machines and multifunction printers, Biscos said. Simple steps like shutting down printers when they are not in use and printing on both sides of pages can dramatically cut costs, he said.


Link Here.

Summary of ECS 2024 - Ai

By GRW_GPT

“Implementing AI is going to shrink jobs...you’re going to see legislation that can fundamentally change how you are using AI in your business and what the future possibilities are.” - Joe Brunsman of The Brunsman Group

What You Will Know After Reading:

1. AI as a Central Theme: AI dominated discussions at ECS 2024, highlighting its increasing role in shaping the future of office technology.
2. The Importance of Managed Services and Diversification: Insights from leaders like Frank Cucco and John Hey underscored the need for businesses to innovate and diversify, particularly into managed IT and cybersecurity, to remain competitive.
3. Veterans' Value in the Tech Industry: The summit spotlighted the significant contributions veterans can make to the industry, encouraging companies to embrace their skills and experiences.

The Water Training Institute Set to Launch Its Certified Managed Print Services Seller(TM) Sales Training and Certification Program [CMPSS(TM)]

It was only a matter of time. 

I have never heard of the Water Group. For 2 years now I have been scouring the internet looking for any mention of "managed print services" and today is the first time this group pops up. 

No surprise, "where the is mystery, there is margin...". 

Today's mystery is MPS and as much as I believe there are a few "unique" aspects to selling MPS, selling is selling. Well, "solution selling" is "solution selling". One thing is for sure, this group is not short on content. 

And although the content looks and sounds good, I still can't help but be skeptical about anyone claiming to be in MPS for more than 11 years - that would be...since when, 1996?

Somebody help me out, were copiers even digital back then? Wasn't Apple running "ads" showing the difference between an Apple and PC user?(see above) 

Was I using a Palm Pilot back then? 

Didn't Office 97 ship on 45, 3.5-inch floppy's back then? 

And don't remember anybody offering to manage a fleet of IBM-Pro Printer; service and ribbons that is. And as I read through their squeaky new, freshly painted website, I could not help to think "HP"; it has the look and smell of SPS, which pretty much, well...smells. 

And then there is this, 

"...The team of Water Training Institute associates whom have designed and will deliver the Certified Managed Print Services Seller(TM) program curriculum have collectively sold nearly $1Billion in MPS business...Collectively, our brain-trust have more experience and success in sales and selling MPS than probably anyone in the world...” 

Wow...I mean...wow. Go ahead, divide $1billion by 0.0120 and then divide that by 11 years...whaddya get? I don't know, I ain't doing it. Of course, these numbers are accurate, you can't put it out there like that if it ain't true - but then again, it all depends on how one defines "MPS", doesn't it? 

According to their documentation, there are 5 separate modules of training - one is webinar-based and the test module is $500.00 and must be attached to Module #3, "In-Class Certified Managed Print Services Seller Program" If taken individually, the total cost is $4,975.00 - but act now by enrolling for September's classes, and the price goes to $2,490.00. 

These guys know how to market. 

At the recent MPS Conference, the most popular "off-line" conversational subject was "...can someone tell me how to effectively put an MPS Practice together?" Maybe this can be a great first step for rookie salespeople - or maybe even old "salts" of the copier world can get trained on moving "solutions" instead of boxes. Or better yet, perhaps some "Sales Reps" with IT VARs can get acclimated to real solution selling by attending and getting certified. 

But I keep going back to what one of my old sales managers once told me, "...sometimes we just overcomplicate what we do..." - FIVE modules? Oh well, if I could get HP or CISCO or VMWARE to pay for it, I would go. 

Here is the Press Release: 

Voorhees, NJ, May 07, 2009 --(PR.com)-- Beginning September 16, 2009, The Water Training Institute (a division of Water, a New Jersey-based Professional Services firm) will offer the Certified Managed Print Services Seller(TM) Sales Training & Certification Program, designed for sales professionals that sell and promote Managed Print Services solutions. 

Managed Print Services (MPS) is a solution that bundles office printers, copiers/MFPs, fax solutions, software, services, supplies, consumables, usage tracking, support, and management all for a single monthly invoice. 

The CMPSS(TM) program is designed to provide sales professionals with a thorough understanding of MPS, comprehensive MPS sales training, a tailored MPS sales acumen evaluation & development plan for each participant, and a Certification Exam that – combined with the other aspects of the program - would substantiate that the successful candidate has demonstrated a certain standard of MPS sales performance and comprehension. 

 According to Jon Reiser, a Principal at Water, “Our customers tell us the Managed Print Services sales training seminars they send their sales reps to are ineffective and don’t really prepare the reps to effectively sell MPS solutions. 

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So they hire Water to come in, re-train the sales reps properly, get them prepared, and give the managers a written analysis of each sales rep’s preparedness to sell MPS. In the end, the customers end up paying twice for something they should have gotten in the first place.

Click to email me.

tDOTC Managed Print Services: Top 15 Posts of 2010

12/2010

No order, really. And an end-of-the-year tradition.

Enjoy.

1. More Than Managed Print Services - Born Free, You and Me

2. MPS Selling Appointment: "This is Turning Out to Be One Hell of a Morning!"

MPSA Task Force Brings Meaning to Managed Print Services

"Managed print services is the active management and optimization of document output devices and related business processes." - MPSA, 2010 DOTC 

Reflection - This was a very difficult task. One which Joe and Matt struggle with for months. A task that created a lot of dynamics within the MPSA Board. Joe and Matt came through and the board unanimously(yes, including me) approved. 

I like that the definition can be applied to both MPS provider and a self-implemented MPS engagement, like Nationwide Insurance. It's a good base, a solid foundation to build upon. And something easily Incorporated into multiple MPS talk-tracks for your prospects and clients. 

Good Form! 

PRESS RELEASE: New MPS definition helps end-users and providers standardize services, expectations 

Mount Laurel, NJ – July 8, 2010 – As the managed print services juggernaut rolls on to its projected $60 billion market size by 2013, one thing has been missing – a definition of this amazing segment. Just what exactly do we mean by “managed print services”? 

Background: The Emergence of Managed Print Services Over the past 10 years, the traditional copier and printer industries have converged, especially with the introduction of multifunction peripherals (MFPs). With the blending of these two hardware-focused industry segments, their products became commoditized. 

At the same time, users need more help managing their output devices, so a managed services approach to output emerged. Managed print services (MPS) grew as a business model revolving around servicing end-users’ output needs, not focused on a specific hardware manufacturer. The true MPS provider is a new breed: vendor agnostic and customer-focused. 

Ultimately they are paid for their consulting value, in addition to the tangible products that fulfill the consultation. Defining a New Business Model Until now, MPS has gone undefined, but thanks to the efforts of the Managed Print Services Association (MPSA), the market (worth over $25 billion globally) has a focus. 

According to the MPSA, "Managed print services is the active management and optimization of document output devices and related business processes."

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 - Does it Really Matter How WE Define It?

May 2009-

The first people who wanted to define Managed Print Services were, of course, the consultants. Define it, measure it, survey around it, create reports about it, and sell the data. Nice model.

Not far behind those folks are the "trainers" - oh yes, we all know those guys.

Anything new has got to be figured out - everything new has mystery about it, and as Max once told me,"...where there is mystery, there is margin..."

And when you act as an authority and have a track record of sorts, never mind that the record was based on an archaic and outdated, equipment model, people will pay big time to hear you tell them how to "succeed".

After the "trainers" come the "Providers" - BTA Dealers, copier manufacturers, VARs, and software people. Those who sling gear and sell CPC service agreements.

The last group are those who claim to "...have been selling and providing MPS for 8, 10, 20, 30 years..." - these are the ones who really crack me up, but they are in the "boat" too.

If one were to Google MPS just 12 short months ago, one may have found some hits regarding HP or Xerox and most certainly Photizo - but not Lyra or AIM or BTA, or Kyocera, Konica Minolta, or a great number of copier dealers.

Now, MPS is everywhere - dealers provide it, manufacturers provide it, software people provide it, marketing firms, toner re-manufacturers, and even technology providers talk MPS.

And today, more copier reps are on the street waving their dongles and selling the hot new product, MPS, than ever before. (Managed Prints Services - That "Hot, New, Thing...")

Synnex, Ingram, InfoTrends, and Water provide "MPS training" for the salesperson, the dealer, and the owner - honestly, I am a proponent of the "selling is selling, no matter what you sell..." theory. So even though all the MPS Sales courses are simply re-hashed "copier CPC" selling or "Solution Selling" subject matter, that's ok. Any knowledge is good knowledge.

I think the biggest and most significant issue to remember, and one echoed by Xerox's Ashby Lowry at the Managed Print Services Conference last month is that true MPS strives to REDUCE the number of prints and REDUCE THE NUMBER OF MACHINES(IN FIELD).

But how does this reconcile, for example, with Kyocera's need to find homes for more machines? Will they reduce production schedules because they now offer MPS?

How does OPS affect the number of Konica Minolta's vs HP's?

How does this balance with Ricoh/IKON's need to convert more Canon customers to Ricoh? Is there a significant, MPS-based reason to move from Canon to Ricoh?

How does real MPS jive with Xerox selling 3 Phasers with every copier?

Are they paying lip service to MPS or simply defining MPS for their own purpose?
Recently, Lexmark released data defining how much the government is wasting on inefficient printing policies and procedures. The results are not surprising; big government wastes tax dollars, duh. And the Federal Government is a great prospect for solid MPS.

But is it just me, or do you get the feeling that the next article is going to be about how Lexmark, by supplying only Lexmark gear, saved the taxpayer's gajillions?

Is there a good answer to this, no? Is it wrong that when Lexmark wins an MPS deal, it consists of Lexmark(or Xerox, HP, Konica Minolta, Samsung...) only gear? No, not really, because of how they define MPS. Their flavor is tainted with their machines - not a true MPS.
Real Managed Print Services is NOT a technique. It is not a product. It is not a marketing campaign.

Managed Print Service is a process. A process that reduces costs, over a period of time, and enhances the overall, business process and workflow of any company/organization.

This leads me to a simple list of qualifying questions:

If you sell only toner, are you in MPS?
If you sell only Ricoh's, are you in MPS?
If you sell paper, are you in MPS?
If you sell data storage, are you in MPS?
If you sell marketing materials and production of those marketing materials, are you in MPS?
If you sell single-function laser printers, are you in MPS?
If you sell and service only one hardware manufacturer, are you in MPS?
If you sell power control and monitoring devices for the data center are you in MPS?
If you sell directly, exclusively, and strictly to the Purchase Agent of any company, are you in MPS?
If you sell fax servers, are you in MPS?
If you sell laser printer service, are you in MPS?
If you sell contract negotiations, and bid management, are you in MPS?
If you sell office supplies, are you in MPS?
If you sell archiving software, are you in MPS?
If you sell leasing and financial services, are you in MPS?
If you sell into a CRD environment, are you in MPS?
If you sell your business expertise and cost reduction acumen, are you in MPS?

Any one of the above, indeed perhaps a score or two more, can qualify as a component of MPS - that is of course except for one. There is one item in the above list, that completely, unequivocally disqualifies you as an MPS provider and negates your membership as one who plays in the MPS niche.

Care to take a guess at which one?

For us on the "inside" the definition of MPS, of course, is complex. Because MPS can be any one of the answers from above - MPS, true enlightenment in MPS would include ALL of the above and more. But once this is achieved, it no longer is MPS it becomes MIS.(back to the beginning, again)

The ultimate One Throat To Choke.

Back to my original question, "Does it really matter how WE define MPS?"

NO, it does not.

I am reminded of a statement made by Randy Elliot from Dow Chemical at the recent MPS conference. For him, he really didn't care how we defined MPS - it is unimportant to him, as a customer.

Wow.

That should truly sum it all up - what matters isn't how we define MPS, what matters is how our prospects and clients define MPS.

RiKON/Ricoh Blazing Into Managed Print Services - Four Stages, 23 Modules - WOW

A couple weeks back, while off the grid, I had an epiphany of sorts. I wish now that I had written it down then.

As the tedious and fatiguing debate "raged" around the definition of MPS, someone asked me what I thought a perfect MPS Practice would look like.

I didn't have a quick answer, but I did give an answer.

Later, around midnight, I pondered, weak and weary, remembering back to the good aspects of IKON, there are plenty, when it struck me - "if Ricoh got their act together, and combined the IKON trifecta, Professional Services, Equipment Sales and Service, & Facilities Management into one MPS Practice, they would be unstoppable..."

Well, I guess I am not the only one to have seen the potential:

Ricoh - "...today announced that it is now offering a robust Managed Document Services (MDS) Program. Managed Print Services (MPS) provides the foundation for this program, which focuses on total cost of ownership, business process improvement, security and compliance and environmental sustainability. While Ricoh has provided professional services for its clients for nearly a decade, its recent IKON acquisition and growing market demand for MPS has allowed the company to enhance its capabilities in this area..." GMTA

This is great - I just have a few questions. Who the hell is Prosci, what is his change management methodology and why did Ricoh decide to use it?

Read on...

From the Press release, 7/9/2009- format changed and links added.

Ricoh Helps Create Positive Organizational Change With Managed Document Services Program

WEST CALDWELL, N.J., July 9 /PRNewswire/ -- Ricoh Americas Corporation, a leading provider of digital office equipment, today announced that it is now offering a robust Managed Document Services (MDS) Program. Managed Print Services (MPS) provides the foundation for this program, which focuses on total cost of ownership, business process improvement, security and compliance and environmental sustainability.

While Ricoh has provided professional services for its clients for nearly a decade, its recent IKON acquisition and growing market demand for MPS has allowed the company to enhance its capabilities in this area.

Beyond conducting assessments, implementing solutions, providing on-site and off-site management of fleets, Ricoh MDS helps customers effectively change their document output practices across their organization, streamlining processes and cutting costs, which is especially critical in today's economic climate. A new Managed Document Services logo with the tagline "MPS and Beyond" helps communicate Ricoh's intention to deliver additional document management services.

Ricoh and IKON both had strong best practices with regard to MPS, but with their combined insights, Ricoh is able to take its services to the next level. In fact, together these best practices set the groundwork for Ricoh's MDS Program.

One of the most important methodologies Ricoh has developed from this fusion of expertise, resources and thought leadership is a strategic four-phase approach for effective managed services.

In the first stage of the MDS methodology, Ricoh utilizes DOCutivity(R) to assess the current document output environment of a business and identify the technologies, associated costs and process workflows in place.

Then, in phase two, system architects design a new document management workflow blueprint that takes into consideration security regulations, process improvement, total cost of ownership and environmental sustainability.

The third step entails the transformation of an old workflow system of a business to a new and improved version that introduces more evolved technologies which reduces risks, enhances efficiency and makes document management easier for the end-user.

Last is the fourth phase -- Ricoh manages the fleet, provides operations, continuous improvement and additional support services. Regardless of the hardware and software solutions implemented, Ricoh offers on-site and remote services to effectively govern the new and existing systems.

Further, Ricoh's support services do more than simply answer questions, troubleshoot problems and install supplies; they work with businesses to change output practices across their entire organization. There are a total of 23 Service Modules that Ricoh can deliver within the MDS Program.

Understanding that office cultures cannot be changed overnight, members of Ricoh's MDS Teams apply Prosci's change management methodology. Prosci has become the leading provider of change management tools and benchmarking reports, working with more than 2,000 companies from 65 countries on research projects in change management.

Prosci's popular ADKAR(R) model is used worldwide. Following this methodology, Ricoh works with a customer's corporate office and end-users to formalize guiding principles of the change management program, which are to be carried out by everyone across the organization. Once these are set, staff training takes place to ensure they understand these principles and why it is essential to abide by them.

Additionally, Ricoh collaborates with the customer to internally promote a branded campaign, which includes marketing materials that generate awareness, develop desire, educate, and reinforce the program principles.

A significant return on investment can be seen as end-users change habits and integrate new workflows into their everyday practices -- helping companies reduce costs, better utilize information, decrease environmental impact, and improve efficiency.

"By enabling control of output-related costs and assets, optimizing the fleet and enhancing the document management environment, customers will see efficiencies across the board with the MDS Program which will provide them a competitive advantage in today's marketplace," said Dan Waldinger, Director, Strategic Marketing, Ricoh Americas Corporation. "We are proud to offer a program that does not provide a temporary solution based on existing needs, but seeks to positively change behavior within an organization to lead to more effective, lasting results. Ricoh has made significant investments in delivery mechanisms and provided continuous improvement for its customers over time. To this end, we are best suited to deliver the benefits associated with an MPS deployment."
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- THIS IS IMPORTANT, IGNORE AT YOUR OWN PERIL -

As press releases go, at first blush, this one appears the standard - but upon further review is a bevy of Ricoh/MPS tidbits.

First off - Prosci's Methodology of Change, I bet my friend Ken Stewart knows all about this.
Secondly - the Fusion of IKON strengths. I agree.
Third - 23 Modules. Holy Crap!
Fourth - "...provide continuous improvement ...over time...". Long term Partnerships with clients.
Five - branding, "MPS And Beyond". Getting away from the "P" in MPS.
Six - INTERNAL branding(!) a la, Dow and Nationwide. Ricoh must have been at the MPS Conference in San Antonio. Deeper client relationships.

So we can finally add Ricoh to the herd - Xerox PagePack, Konica Minolta OPS, Samsung, Kyocera, and expected announcements/re-launches from Oki, Toshiba and HP(who?), looks like by summer's end, every "big boi" will have a pound of flesh in the game.

And let's not forget the IBM connection, InfoPrint.

To me, it seems Ricoh has been paying attention over the last 12 months not only to MPS demand, but to the stumbling and misfires of MPS program launches.

Of course, planning, fancy process names, and logo's will get you only so far.

Execution in the trenches is where the rubber will meet the road - we are watching.

Ricoh's Embedded Intelligence System works with IBM's Tivoli Monitoring Networked Multifunction Products- And Why is This Important?

Read More Here. Full PR Here.

Maybe We Shouldn't Get Into Managed IT Services

Are we marketing the edge of forever or yesterday's Enterprise?

I'm beginning to think the road to #digitalTransformation, for #TheImagingChannel, doesn't require stepping into the managed (IT) services niche. 

Maybe we've been looking at and been told the wrong thing by well-meaning yet misguided know-it-alls. (me included).  

I.T. isn't all that sexy. 

I know, I know, compared to #copiers, firewalls and anti-virus are #seductive.  

Wouldn't it be easier to deliver, and install coffee machines connected to the IoT? Or design and implement an IoT Connectivity Policy? Or how about looking to the fringe of technology beyond the curve? 

“Fewer clients. Less money. More attention. Caring for them.”

Speaking to the next generation of copier dealers - those who have survived, inherited, or still fly under their original colors - If every copier, printer, and paper document disappeared tomorrow, what would you do? 

What would you sell? 

Year Two: Managed Print Services Focuses on Change

Ed posted this over at ChannelWeb, here.

I commented, and then I cut and pasted - enjoy.
--------------------
Ed Crowley
Posted by Ed Crowley on May 28, 2010 1:43:34 PM

The first North American Managed Print Services (MPS) conference was launched in April of 2009 amidst the very ugly depths of the economic crises of 08-09 at a time when other conferences were seeing their attendance fall by 50% or more.

Many skeptics debated whether this would be a huge failure, or at best, moderately successful. Well, the first conference ended with 35% more attendees than planned, tremendous excitement and enthusiasm, and the formation of the Managed Print Services Association (MPSA).