Managed print Services - The Future and Current Challenge: From the Board Room to The Street, It ain't happening...

7/2011

The MpS train is well down the tracks, the ship has left the dock, Jupiter 1 is Jupiter 2.

Clicks are being captured, fleets of single-function devices automatically fed and cared for - maybe even ripped and replaced - I wonder.

The MpS ecosystem is in balance, the OEMs are playing nice, they know their place in the world, and the channel(s) all have well-established, benchmarked agnostic, and profitable MpS programs.

Well, that's the rumor.

My network of friends and colleagues expand from RiKON to Xerox, HP to LexMark and the wave is reporting a disconnect.

A 'white space' between the yearly shows, 12-week/12-step MpS mentoring (my DOTC mentoring program will be simply 10.5 weeks and include sessions in front of a refrigerator, but I digress), corporate-sponsored MpS training programs, and You. We go to class, and forget everything three steps out the door.

More troubling, we buy into the vision, understand ourselves, and recognize a great future only to arrive back in the office face to face with the Sales Manager's funnel report, or marketing's latest telemarketing talk track.

"How many contracts are you going to write this month?"
"What accounts are up for renewal? "
"Do you have your elevator speech memorized?"  Poof!

It is the old wound.

Do you still demo copiers or devices?

How many of us sat in on training sessions that were nothing but rolling product commercials?

Or is the solution selling training around a piece of hardware?  You remember, "add value...show an ROI by reducing the monthly payment..." etc., etc.  Circa 1999, 1984, 1975...just like back then, retention is difficult and post-training support non-existent.

It's worse - there isn't any real motivation to maintain.  Your management, your ownership, is in survival not visionary mode.

Do not let them fool you - they are.

I have seen just about every, single Managed print Services program out there; been given the up-skirt view, as it were...from Encompass to PagePack, MDS(Ricoh) to...well, MDS(Canon).

They're all good.  Well thought out.  White boarded to detail and not reaching potential.

Here's the opportunity:

I hear from OPS, Canon, Oce, Konica Minolta, Ricoh, Ikon, and Indy dealers from all over North America.  New York, Texas, Florida, New Jersey, Iowa, Oregon, and Canada.

Even though MpS is established and  'mainstream for smart people, all the great slide shows and nifty programs aren't getting to the field. The message is garbled,  complicated, and ignored.

It comes back to the same old mantra, "MpS is different" - so how can we expect the same training and support models of yesteryear to provide an ROI in today's increasingly sophisticated and accelerating business environment?

We can't.

I was NOT a big fan of all those long-term MpS 'mentoring' programs just a year ago. It wasn't that I was resistant to the framework or mechanics of those program types, I was repulsed by the content.

The Content sucked then, but change has come to MpS.  Real TRANSFORMATION is out here.

I point to the recently announced chaMPS program, the ever oscillating program that is PagePack, and the mythical, over-the-horizon, OPS/Printillegent HP MPS Channel.

• PagePack has a 12-week mentor program.
• chaMPS has a long-term program to assist in dealer transformation.
• HP WILL have a Printillegent-Like hybrid program.

Neither is perfect, each progressing, but the bulk of responsibility for success rests squarely in the hands of the participants in each program.

It doesn't matter if co-op or MDF pays for the program, the commitment kicks in after the class and once your organization fully commits.  Sound familiar?

"Change or Die." - again.  For the dealer channels as well as the individual, MpS Selling professional - Power is coming down to you, to us the individuals. The world and market are moving from "Push" marketing to "Pull" leverage.  More on that later

I suggest now is the time to really commit to one of these programs - whichever one fits your world, now is the time.

Points to consider-

For the Dealer:

1. Rethink everything
2. Consider cutting overhead.  Get lean(er)
3. Commit, commit, commit
4. Pay all your reps the same way

For you, real-live, customer-facing folks:

1. Rethink everything
2. Consider cutting overhead.  Get Smarter.
3. Commit, commit, commit
4. Acknowledge that EVERYBODY in your organization works FOR YOU. 

Your boss, the owner, your OEM and their rep., and your distributors all have an agenda and plan.  As a matter of fact, EVERYBODY has a plan.   Even Robinson's Lost In Space had a plan - you should too - It's Your Ship.


Click to email me. 

See. I Told You So. Disco Is Back...LMFAO

Imaging of Greg_Walters - Blogging for The Imaging Channel

So the story goes a bit like this:

goofy sales guy starts blog...
he writes about what he sees, as a hobby...
somehow, people of like mind and people not so like minded find, read and follow...

Although sales guy never asked friends, family and general well to do-ers, push goofy guy to 'monotize' his hobby...

He does not...

He never 'blogs' what he had for breakfast or what stunt the neighbor's cat just performed...
He sticks to a simple plan, "Write What You Would Read...put in some music you would listen to, and sprinkle in some hotties."

He attracts good friends, colleagues, more readers and haters but really no rivals...

Three years slip by...

One day, notoriety shines in his direction; people take notice and offer to pay for his words.

He accepts, turning the paige...

Email, Text, "Les Trois Mousquetaires" are all Documents. And so is your Vodka...,

How to Program a Message on Your MEDEA Bottle from Medea Spirits on Vimeo.


Wow...

Click to email me.

The Three Musketeers Team - "Just 40...it was an off day..."

"There are things in this world worth fighting and dying for...

We're Warriors, its who We are...

We are surrounded by enemies...

War will engulf the entire ecosystem...

Only We can prevent the coming Apocalypse...

You want to be a Leopard?
Your chance is coming..."

Team Building -

Forty, four hundred or four, a team within a team, small, agile, aware flexible, effective.

Lyra Sees the MpS Ecosystem Through the OEM/Enterprise Kaleidoscope

It's like we share a brain, except DOTC doesn't have a staff and was on this page 12 months ago...Yeah, I know, I have self-esteem issues.

An article posted on The Imaging Channel caught my eye, "Managed Print Services: OEM Strategies". The headline piqued but the source engaged - Lyra.

Of all the research groups I know, only two command my attention. One is Lyra. I trust their opinion, to be honest. Sometimes, I may not agree with their observations but that is okay.

If you are an MpS'r from way back, say 24 months(!), what the Big 3 say is of no surprise; if you are a steady reader of DOTC, again, no surprise.

Lyra spoke with Xerox, HP, and Ricoh during the first half of 2011. The article is a reflection of all three.

The caveat is these discussions orbit around enterprise-level MPS engagements - not that there is no value - it's just that when interviewing at this level, the information is more proactive than responsive - the OEMs projecting their view of MPS, not necessarily reflecting the real MpS.

Regardless, it is the Future.

John Adams

Happy Fourth! Enjoy The Moment...

"...Should we Win the Day..."

"We will not go quietly in the night...!"

"We will eliminate the position of President and CEO, Ricoh U.S..."

Ricoh US vs. Ricoh Americas: Integration or Consolidation?

Last year, Convergence 2010- April, 2010.

"...Togashi then addressed what was most likely the number one concern of the dealers in the room – the recent appointment of several senior IKON executives to high-level positions at Ricoh. Citing the need to expedite the Ricoh-IKON integration process, Togashi outlined some of the appointments. These included Matt Espe, the new chairman and CEO of Ricoh Americas Corporation (responsible for operations in North, Central and South America, including IKON); Martin Brodigan, the new executive vice president and CFO of Ricoh Americas Corporation; and, Jeffrey Hickling, the new president and CEO of Ricoh U.S..."

Most Recently:

Dear Ricoh Family Group Dealers,

Over the past two years, we have been working to integrate and align Ricoh Americas Corporation (RAC) to further strengthen Ricoh's position as an industry leader and best meet our customers’ needs. This has included a focus on both our Direct distribution and Dealer channels, as well as improved collaboration between the two channels.

After careful review, I have decided to further align the RAC organization with Ricoh U.S. to leverage our synergies and the strength of the U.S. organization. With this decision, we will eliminate the position of President and CEO, Ricoh U.S. and align the U.S. sales and operational leadership under RAC through my direction. And as a result of this decision Jeff Hickling will be leaving the organization. Jeff will continue in his role through July 15 to facilitate a smooth transition of U.S. sales and operations functions.

I want to thank Jeff for his leadership with both the IKON and Ricoh organizations over the past six years. Since Ricoh’s acquisition of IKON, Jeff has been instrumental in building an effective integrated leadership team in the U.S. and has had a positive impact with our Dealer community by building stronger collaborative relationships and increasing market share across all channels. We will continue to build upon these successes as we move into the next phases of our integration. I want to reassure you that we will continue our commitment to the Dealer channel as we work to strengthen the collaboration across channels.
Please join me in thanking Jeff for his many contributions to IKON, Ricoh and RFG dealers which will benefit us as we move forward, and wish him continued success in his future endeavors.

Thank you,


Kevin Togashi
Chairman and CEO
Ricoh Americas Corporation

A good view of Convergence 2011.

Didn't I....

Have a Great 4th! John Mellencamp does Bruce...

The song is a protest song.  Anti-Vietnam War, even. Often misinterpreted, it is still a pro-USA work.