HP Responds to DeathOfTheCopier Questions - Enlightening

2009

DeathOfTheCopier was able to ask some questions of to Tom Codd, Director, Enterprise Marketing, Imaging and Printing Group, HP, regarding clarification of the "guarantee" and the current/future position of HP's MPS offering to the channel. Here are the questions, with responses. 1. DOTC: The HP MPS Guarantee. It looks like the refund is strictly a credit. Is this true? How is the credit issued? T. Codd - "Yes, with the Printing Payback Guarantee, HP does guarantee a credit on its services. If customers do not save what is projected, HP will make up the difference and work with the customer to get the cost-savings to the agreed upon level. And, the guaranteed credit is applied towards the customer’s future invoices." DOTC: Also, I see one of the specifications is a fee based assessment in the beginning and another assessment to evaluate final savings. Is the second assessment fee based as well? In general, what is the process? T. Codd - "For new, qualified MPS customers, HP completes a detailed, fee-based assessment of a company’s imaging and printing environment. This includes HP working in tandem with the customer to refine the architecture and establish a set of print policies for the enterprise utilizing HP technology, services and solutions. HP will then calculate an overall printing cost savings based on this specific enterprise-wide solution deployment that will be implemented by HP. After one year of full implementation, HP will conduct a second assessment (at no additional cost to the customer) and if the customer has not achieved the projected savings, HP will take remedial action. Furthermore, if the goal is not met, HP will apply credit towards future invoices." 2. DOTC: The New HP MPS "organization". I understand these initial announcements are for enterprise accounts - are there any plans to implement additional MPS programs in the dealer channel? T. Codd - "HP recognizes the tremendous opportunities around MPS for customers and is currently assessing all of HP’s MPS offerings to scale solutions specifically for our channel partners; however, HP can not comment on the specifics of future program or product offerings." 3. DOTC: Speaking of the dealer channel - What is the current offering from HP for their dealers regarding MPS? Can you give me any insight on future MPS directions, strategies for the channel? T. Codd - "HP has several options for partners who want to offer MPS to their customers, including: - HP Office Printing Channel Program (OPCP) – This is a PartnerONE Elite offering designed to enable channel partners to develop and implement their own MPS offering to customers. - For smaller solution providers interested in offering MPS, HP supports several turnkey MPS programs offered by distributor partners including SYNNEX, Supplies Network and NER. Again, HP can not comment on the specifics of future program strategies or offerings." ------ My take...something may finally come down the pike for the channel; remember HP's year end is October. I think distribution will do most of the heavy lifting translating HP's MPS guidance down through the channel for now.

Tron:"...it's just a game...Not anymore..."

Geeks Unite against the Master Control Program.

From 1982 to 2010. Still Jeff Bridges, but in IMAX and 3D - Yikes!

Cool motorcycles and a glowing Frisbee of Death, who could ask for anything more?

Who Has One Billion Pages a Month Under Managed Print Services Engagements?

Toshiba, that's who.

HUH?

A well kept secret would be an understatement. Especially with the latest rash of MPS announcements grabbing headlines all over.

It's true, Toshiba knows Managed Print Services. Effectively starting real, honest to goodness Managed Print Services some six years ago. Last week and this week, Toshiba is announcing to it's dealer channel the latest iteration, Encompass 3.0.

But wait, there's more.

During the 2009 Regional summit, Mark Mathews, President and Chief Operating Officer of Toshiba America Business Solutions, Inc. (TABS), announced that Toshiba and HP have entered into a "Strategic Agreement". According to Mathews,

“...This will include: Special Programs, Dedicated support, Aggressive pricing, and a Full IPG product catalog of hardware and consumables...”

I am told that this Strategic Agreement will allow Toshiba to "fill the A4 holes".

Who needs Canon?

Encompass 3.0 -

I spoke with Jon Hafey, Director Program Management and Service Delivery for Toshiba Managed Print Services last week detailing out Toshiba's Encompass 3.0 program.

It's a simple story really.

Toshiba has been providing MPS programs to it's larger, enterprise, global clients. Over the years, a great deal of infrastructure has been created to support these clients.

All the processes, policies, procedures, logistics, software, support, billing, etc. have been created and improved over the years into a finely tuned machine.

Today, this machine is available to Toshiba dealers as a "Touchless" system. Which simply means, a closed, MPS ecosystem where a Toshiba dealers can "plug" into an existing MPS practice; analysis, design, pricing, implementation, monitoring, to billing.

Encompass 3.0 and the Assessment- Uber-Green

In addition to the standard, volume and click gathering, Encompass has a feature that allows the fleets carbon footprint to be monitored. And get this, it will take in to consideration the geographic location of the printer/MFP to correctly calculate Kw/hr charges.

IBM/Toshiba - The Global Service Portal

This is a dealer/customer portal allowing complete control and management of costs and fleet monitoring, 24/7/365.

Page Smart Express

This is a Fully automated either OEM or non-OEM toner replenishment program which is scalable for any size dealer or MPS engagement.

By the way - a few months ago I toured a VERY large, third-party toner manufacturing plant out here in Van Nuys. I was impressed, this was not a couple of toner filling machines in some schmoes garage.

This was a 14,000 square foot, humming, manufacturing plant. Dozens of lines and nearly as many quality control stations along those lines. Ultrasonic Lasers, their own R&D, specialized packaging, and patented, customized equipment pumping out 1,000's of cartridges a week.

MSE has the ability to custom package any of their product.
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The Toshiba managed print services program looks to be as good as any in the "infrastructure" area - and like most of the recent announcements, this program can be utilized at different levels, depending on the dealer's level of MPS commitment.

The tools are there, the philosophy is sound - it is all up to the dealers, now.

There is also Monozukuri.