Search This Blog

Thursday, May 14, 2015

Managed print services, per seat billing. "I have two guns, one for each of you."


It's time to chime in on a subject that's been part of my Mps discussion since 2008 - per seat billing for toner and supplies fulfillment.

By now you've been reading or have heard the buzz around the idea; instead of billing in a 'usage model' or per click, we bill monthly for the number of users.  Benefits for the customer are about the same: supplies and service inclusive. For providers a steady revenue stream, regardless of decreasing print volumes.

Not a bad bargain.

"...that's the rumor..."

I've been a proponent of per-seat billing since 2008 when I was cutting my MPS teeth with Edgeline, inside a VAR.  Billing help desk and other services on a per-user basis was the norm.  Back then, I thought that someday, managing print devices would fall into the same scheme.

Of course, this hasn't happened.

"...that's just my game..."

Two sides of the same coin, arguments for and against, with no clear winner, I put together three reasons 'against' and three reasons 'for'.  Enjoy.

Against:
  1. Risk Avoidance - Assessments may be more important than ever, adding another 30 days to the cycle.  It is difficult to convert CPI or toner out costs into a per seat figure.
  2. Implementation - Can your system bill per seat?  How about three different types of seats? Who will handle adds and deletes?
  3. Ignorance - If you're doing Mps, by optimizing a 1:1 scheme, delivering toner/service only, there is little chance you'll understand the complexities and nuances of presenting to an IT professional.  Don't try per seat billing.
"...you're a Daisy if you do..."

For:
  1. Easier to bill - Once you determine the SKU(gag), billing is simple.  No meter reads.
  2. Easy to understand - Again, simple billing is a value.  So is an easy-to-understand pricing structure.
  3. Your customer does not care - And your client doesn't care how you bill.
"...I'll be your huckleberry..."

My personal belief is that by the time BTA-types figure out how to confront their fears and live outside the shadow of equipment quotas, there won't be any printing - no matter how we bill, per image, per scan, per seat, or per whim - the cheapest image is the one you don't print.  Ever.




"I was just foolin..."
"I wasn't..."

"....poor soul...you were just too high strung..."

Click to email me.

Greg Walters tapped to Reimagine "Managed Print Services"

Alert the Authorities...


FOR IMMEDIATE RELEASE:
Oconomowoc, Wi, May 9, 2015:



Your Managed Print Services Association has asked former MPSA President and current MPSA Board of Director, Greg Walters,  to lead the charge in redefining Managed Print Services.  Greg will be forming a Blue Ribbon task force of MPSA members to collaborate in this effort.

"The time has come to once again press the boundaries," said Walters. “We're stuck in the past if we allow copiers, printers and marks on paper to define us. They do not. Everything the association takes action on supports our definition of the market. As the only, independent, free-thinking, non-profit association in our niche, it is our responsibility to lead into new and dangerous frontiers.”

Greg is issuing a "call to arms" for all MPSA members interested in directing the future of the association, to volunteer and become part of the coterie.

Reach out to him at greg@grwalters.com.

"It's pretty simple.  Everything the association takes action on, supports our definition.  That's just it.  It is OUR definition of the market.  As the only, independent, free-thinking, non-profit association in our niche, it is our responsibility to lead into new and dangerous frontiers.  Join us,"  adds Greg.

About the Managed Print Services Association

Founded in 2009, the MPSA is a global, non-profit organization that provides independent communications, collaboration, education, standards and success MPS professionals. The mission of the MPSA and its members is to address and optimize business’ office document management while enhancing the growth, efficiency, and profitability of the MPS segment through advocacy, marketing, education, research, standards and a general community of interest.


About Greg Walters

Greg Walters is an entrepreneur and founder of the notorious destination site, TheDeathOfTheCopier where he comments on all things imaging, the rise of managed services and the advance of business technology. A prolific writer and frequent speaker, Greg shares his passionate, unique—and provocative—view of technology and people addressing the digital impact on 21st century business, the new way of work and society. His book, Death Of The Copier, published in 2014, offers a controversial summary of the early days managed print services and the not so distant future of the hard copy industry. Greg is currently with a regional VAR, building an MPS practice within the IT Lifecycle model. He lives in Oconomowoc, Wi.

###

Wednesday, May 13, 2015

HIMSS 2015 and Print(?)


HIMSS is a national, yearly show promoting technology in healthcare put on by the Healthcare Information and Management Systems Society. One can find providers for everything from hospital beds to billing software; from business intelligence to prescription printing.

When I first heard that my new company was attending the HIMSS conference in Chicago, even though I wasn’t even officially yet a member of the team, I elbowed my way into the fold. It was to be the company’s first appearance, which is both odd and timely. You see, we specialize in healthcare and have built solid book of business and stellar reputation in the niche, so it seemed a natural occurrence.

This year, the show hosted thousands of exhibitors and many thousands of attendees – at times it seemed every bus, taxi and hotel in Chicago was inhabited with HIMSS people. The locals were at a loss to explain the sudden spike in population. It gave me great pleasure to explain the show over deep-dish and beer — how every healthcare technology provider in the realm, from software to beds and nursing stations was planting a stake in the ground.

I expected HIMSS to deliver more than any of the shows I typically attend — which it did. If I combine the shows I’ve attended over the past 36 months, HIMSS blows them all away. In scope, in depth and scale of solutions, the event is a tidal wave of technology goodness.

The biggest draws were the software providers, yet a small contingent of managed print services providers managed to land a spot or two.

I knew PrinterLogic was attending and figured the OEMs would be there plying their solutions, but didn’t expect to see any more of the usual suspects. This expectation was proven correct with one surprising exception: FlexPrint.

Who was at HIMSS:

Xerox, Ricoh, Konica Minolta, Lexmark, Canon, Samsung and HP were displaying workflow, scanning, and mobile print. Only Lexmark placed “MPS” on their marquee, but even they had to track down the MPS person.

Konica Minolta has a nifty, Troy-like prescription print solution. Samsung had copiers, scanning, and with the help of Ringdale, follow-me print.

Biggest impressions:

IBM

It’s no wonder Big Blue commands attention. The booth was always filled and comprised of multiple solutions — not a printer in sight. The future is all about intelligence and healthcare presents an almost insurmountable amount of raw data. Churning through streams of live metrics and discerning a plan of action is front and center of IBM’s strategy.

Imaging OEMs

Lexmark, Xerox, HP, and Ricoh have sizable portfolios of healthcare solutions. Primarily supported by their direct teams, each is betting heavily on healthcare as a growth area.

FlexPrint

I was surprised to hear that FlexPrint was exhibiting – a familiar entity in a sea of strangeness. The ladies of the booth were amicable, posing for pictures and everything, although they saw me as a competitor.

They were there representing the copier niche as a national provider of managed print services. Commendable.

PrinterLogic

Over the past 12 months, I have shared all I know about this company. I’ve banged the drum and tried to explain to copier dealers the overwhelming significance of this specific offering within an advanced MpS practice. No takers. It is my contention that this sophisticated and elegant solution neutralizes one of the most frustrating managerial issues IT departments face. My opinion isn’t based on a training session or marketing material – paying clients, more than one, have expressed this to me. Enough said. If you’re interested, googlitize PrinterLogic.

What can we learn - three things:

1. In healthcare, print isn’t the most crucial issue, but it is important. For most, finding ways to eliminate inefficient paper-based processes is primary.

2. Our OEMs are small players in this ecosystem.

3. There is little room for an indirect channel. The expertise required is deeper than equipment surveys and toner delivery. Basic MPS engagements in healthcare are living on borrowed time.

Personal Observations:

When I think about MPS practices and copier dealers selling into the healthcare niche, I am concerned. For all the training and customized solutions the OEMs bring to the channel, they seem to barely simply scratch the surface – the print environment is more that simply print servers and cues. There is a world of CITRIX print

Print is a topic of discussion - it was odd, most of our OEMs were talking about digital workflow while the rest of the vendors were talking follow-me print. I spoke with more than a few attendees about follow-me/PIN/cloud/mobile print solutions. Other than access to the network, the biggest concern I heard was errant print jobs remaining, unclaimed, in the output tray. They were shocked to hear this solution has been around since the early 2000s.

Without ringing the doom and gloom bell, again, I’ve seen a slice of the healthcare universe the indirect channel doesn’t know about. I was completely overwhelmed by the relatively insignificant position our OEMs hold – they aren’t the “big boys” in this field.

The opportunity is huge, but the commitment is bigger – three days of technical training and a day of sales classes will not prepare you for the multi-faceted, extremely dynamic nature in healthcare.

My recommendation is to secure as many contracts as possible with clinics, hospitals and networks providing toner and service only. Don’t try to play in the software arena – the existing providers are seasoned, clients savvy and you’ll find yourself competing with your OEM. Get in there and grab the clicks for as long as you can.

Original post, here.



Contact Me

Greg Walters, Incorporated
greg@grwalters.com
262.370.4193