"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."
Document industry veteran pledges focus on MPS business benefits for both end users and service providers.
Mount Laurel, NJ – July 1, 2010 – Johan Kosters has been elected to the Managed Print Services Association (MPSA) Board of Directors representing the Independent Consultant segment. MPSA members and current board members took part in the vote.
“On behalf of the MPSA, we are excited to have Johan Kosters participate in a leadership role as a member of the board of directors. It was a tough race among 13 very qualified candidates representing six countries. It demonstrates the international nature of the MPS industry and of MPSA. In fact, over 40 percent of our membership is international,” said MPSA president Jim Fitzpatrick.
On a Balance of Interests
“Managed Print Services will challenge the imaging and printing playing field in the upcoming years. MPS engagements will need to serve dynamic end-user needs for a high performing infrastructure to align their business processes and customer communication. Providers must concentrate on improving customer business processes and creating value through innovative infrastructure and services. As an MPSA board member, I will work to balance the interests of both end users and providers for healthy development of the MPS business,” said Kosters.
A study has been conducted: What's better to read on, an electronic device or paper?
"Summary:
... people reading long-form text on tablets find higher reading speeds than in the past, but they're still slower than reading print..."
Uh oh...maybe Print Isn't Dead, yet...
This study looked at 32 participants, each reading an article that on average required 17 minutes, 20 seconds to read - a Hemingway short.
The media included an iPad, Kindle, PC monitor, and a printed book.
I have cut and pasted right out of the article by, Jakob Nielsen.
"Results: Books Faster Than Tablets
The iPad measured at 6.2% lower reading speed than the printed book, whereas the Kindle measured at 10.7% slower than print. However, the difference between the two devices was not statistically significant because of the data's fairly high variability.
Thus, the only fair conclusion is that we can't say for sure which device offers the fastest reading speed. In any case, the difference would be so small that it wouldn't be a reason to buy one over the other.
But we can say that tablets still haven't beaten the printed book: the difference between Kindle and the book was significant at the p<.01 level, and the difference between iPad and the book was marginally significant at p=.06.
User Satisfaction: iPad Loved, PCs Hated After using each device, we asked users to rate their satisfaction on a 1–7 scale, with 7 being the best score. iPad, Kindle, and the printed book all scored fairly high at 5.8, 5.7, and 5.6, respectively. The PC, however, scored an abysmal 3.6. Most of the users' free-form comments were predictable.
For example, they disliked that the iPad was so heavy and that the Kindle featured less-crisp gray-on-gray letters. People also disliked the lack of true pagination and preferred the way the iPad (actually, the iBook app) indicated the amount of text left in a chapter. Less predictable comments: Users felt that reading the printed book was more relaxing than using electronic devices. And they felt uncomfortable with the PC because it reminded them of work.
This study is promising for the future of e-readers and tablet computers.
We can expect higher-quality screens in the future, as indicated by the recent release of the iPhone 4 with a 326 dpi display. But even the current generation is almost as good as print in formal performance metrics — and actually scores slightly higher in user satisfaction..."
January 1, 2010, I was given the honor of trying to pull a messed up, terribly run, unprofitable MPS Practice out of the fire - Operation Phoenix.
It is true that I have been involved, writing about, evaluating, talking, being sold and advised on all things MPS. Not only therotically, but in practice.
What I know about MPS is both utilized and enhanced by my "day job" - I talk the talk, and sell the dream.
There is nothing anybody can say to me now, that I haven't heard or recognized about MPS.
For example, I could go back to articles I created almost two years ago, and repost as new, the content is still, if not more, relevant today.
Since the show in May, I have been inundated with many vendor programs, MPS software, assessment training and "How to" webinars/seminars, they are starting to look alike - not just because of plagiarism.
I think I may be the only person in the world who has seen under the hood of both Canon and Ricoh's MDS programs; evaluated PrintAudit, FMAudit, and PrintFleet - two and three times over the past 3 years and utilize some of the best HP tools ever created.
I have witnessed PagePack evolve from version 1.0 to 3.0(there never was a PPack 2.0). I know the difference between Cabon 6 and Axess; CompTIA and Your MPSA - I remember when Great America was simply a "leasing company" and barrister meant "lawyer".
You think you got it tough?
What, your manager, the one who can't spell M-P-S, let alone sell it, wants to go on a ride-along?
Your funnel isn't up to snuff?
Is it Tuesday and you need to sit in on one, more MPS training/con call?
Is your dealership owner STILL fumbling around with your MPS compensation plan?
Really?
The economy gotcha down?
Poor baby.
Well, tell me this, tough-guy - every time you sign your name, endorsing your paycheck, it feels pretty good, doesn't it?
How about the feeling you get, watching a prospect, turn into a client, scratching his name next to the "X" on one of your agreements?
Nice, isn't it?
Have you ever once, considered that your or your clients' signature, the simple act of writing your name on a piece of paper, would result in your death sentence?
That by acknowledging your beliefs, your ideals, by taking a stand, deciding what is right and what is wrong, and signing "for it", you would be pursued and vilified all over the land, your house was taken, your friends killed and in the end, your neck at the end of a rope.
And so it was, that hot July in 1776. 55 men signed their name on a piece of parchment - all knew that if this great endeavor failed, they would be publicly hung, the families ruined and shamed.
And still, they put pen to sheepskin, ink into ideas - changing the world, changing mankind, forever.
Happy Fourth.
A few weeks ago, I was discussing one of my MPS deals with another MPS contemporary.
As he is a resident of the state of Ohio - the heck is a Buckeye, anyway?- I shall not use his real name.
Let's just call him "Joe".
So Joe and I are talking about selling MPS and copiers and printers and all sorts of output-geek-like subjects when I mention I am just about ready to implement a new MPS Engagement.
Approximately $3800.00 per month.
He asks, "Oh, really? What are you doing?"
"We're setting up automatic supplies fulfillment for his fleet of 200 devices spread out all over the west", I proudly proclaim.
And without missing a beat, Joe responds, "Oh. That's not MPS..."
Before jumping into a "you don't know shit about MPS" rampage, I stopped and considered, "oh god, he's right..."
"...Aim Small, Miss Small..."
What I knew and didn't share with Joe was that this was the first step in a long process - the beginning of Stage 1, Control.
Look at it like this:
When taking on a big MPS challenge, saving your client money, I think we should go after the high-value, high-impact targets - like officers riding on horseback, first.
Start there. Take down the hard cost targets making an immediate impact.
And knowing your goal is to eliminate additional expenses and set your client free, you attack other costs after establishing credibility.
You will need to rely on skills developed through years of turmoil.
And you will have a team. Probably newbies. First-time MPS'ers, children really.
And when things get rolling, you'll need to cover for them, maybe jump out from behind a tree and draw some fire. They will be ok.
You must be bold, it's your only choice. Luck favors the bold.
Moving through your process as easy as you walk through a post-conference reception, you continue to take down the costs: getting rid of big, expensive, over-capacity copiers, removing slower, small, and expensive printers, helping streamline the invoicing process, cutting down the number of prints.
In the midst of all this transition and chaos you, like each and every one of us, will be presented with an ultimate choice. One that looks impossible from the outside, but a situation you have been through before.
This is a defining moment; do you go for a 50% or 55% GP?
Should you review your agreement in detail? Both sides and all 47 clauses?
Without hesitation, you act. The tools are so comfortable, they are extensions of yourself. Know Thy Self.
Calculate your risk, take your shot, and make it work.
And as you continue, letting the genie out of the bottle, hacking away at all the waste, remember - when you put it down, put it all the way down. Take care of everything.
Since the 2010 MPS Conference in San Antonio, I have attended no fewer than 10 webinars and half a dozen face to face meetings regarding MPS; infrastructure, selling, getting in, training, software, hardware, third party toner, etc.
