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MPS: “The Importance of a Print Management Strategy”

Though this white paper was written in 2008, it has some very good nuggets about Managed Print Services.

The Importance of a Print

Management Strategy

Darrell Amy, MBA, CDIA | Convergence Consulting, Inc.

Sponsored by DocuAudit International

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May 24, 2010 Posted by | Info for CEOs & CFOs | 1 Comment

MPS: Pre Call Research

Before you can make your value proposition for a customer you need to do:

Pre Call Research!!!!!!

Pre call research starts the MPS process.  I mentioned Pre Call Research in an earlier post, but like the value proposition, there are a couple steps as a MPS provider you must do before you engage the customer.

1.  Learn about the prospect’s overall business. 

          Website, Hoovers, LinkedIn, Website, Facebook, business journals…….  Do your research.  Know the company, number of employees, year established, competitors, and their customers.

2.   Gather Market Research and research the customer’s industry.

    Do some preliminary analysis and some market research to demonstrate TCO for the customer’s industry.  This a good way to peak the interest of the customer.  Know the industry, pros and cons of the industry and how business is done in the industry.

3.    Learn about any interesting initiatives, people, press, etc. they pride themselves in.

       I always show-up 30 minutes before my initial meetings and ask the gate-keeper if there is someone in the company who would give me a tour of the company.  9 times out of 10, I get a tour.  Companies love to show themselves off.  This a great way to learn ever more about the company before your meeting.

Doing these steps we help you get the MPS process going every time.

Cheers,

MPG

May 20, 2010 Posted by | Sales Tips Of The Day | Leave a comment

MPS: Value Proposition

    After reading comments and feedback from others I was really stuck on the what Nigel Hancock wrote: “In my travels I find that every business I talk to are aware of the “printing is costing more than you think” message and most are aware of their costs – if not to three decimal places then at least enough to understand that it could be an issue worth fixing.”  Nigel makes a great point and it very true, which why I think value propositions are the key to your MPS program.  I feel like most MPS providers who target the Small & Medium Business sector are creating their value propositions from what they hear from HP and Xerox.  So I decided for this post to look back at how you create a great value proposition.

What does a value proposition mean?

 What do we do with a value proposition?

 What does the customer want with the value proposition?

Before a MPS providers pitches their value propositions to their customers, I think they need to ask themselves a couple questions……….

1.  What does the customer value?

2.  What are your Managed Print Services value items?  

3.    What can your Managed Print Services program deliver?

4.    What value does your Managed Print Services program hold?

 Cheers,

MPG

May 20, 2010 Posted by | Reviews, Sales Tips Of The Day | 2 Comments

MPS Video: Pitney Bowes PrintWorks™ Solutions

I am on a kick of looking at other companies’ websites and marketing material and I found another gem, Pitney Bowes PrintWorks™ Solutions.

 “PrintWorks™ Solutions can uncover these inefficiencies and then employ best-in-class process improvements, technology and services to save you money.” – Pitney Bowes

Pitney Bowes Printworks

Check out the interactive video and case studies, there is a lot of good information on how the larger MPS players employ Managed Print Services.

Cheers,

MPG

May 19, 2010 Posted by | Marketing Tips | 1 Comment

Xerox: Want to Save Money??? Try MPS

After exploring Slideshare, I thought why not explore YouTube to see what videos people have posted about Managed Print Services.  There are some great videos and I recommend searching MPS on YouTube, but the one that I really enjoyed was Xerox’s video on how MPS can save companies more money.

Xerox: “Did You Know? There is still an area of your business where you can save money.”

 

Cheers,

MPG

May 18, 2010 Posted by | Marketing Tips, Reviews | 2 Comments

Managed Print Services Presentations

A great website to learn about what other companies are presenting is SLIDESHARE

On Slideshare, here are some Managed Print Services Slide Presentations:

Building a Managed Print Services Program – Presented By: Ian Crockett

Canon India – Managed Print Services  – Presented By: Alok Bhardwaj

Printelligence – Presented By: Preo

Managed Print Services Within Our Industry – Presented By: Fred Berger

Print4 Managed Print Programs

The Importance of a Managed Print Strategy – Presented By: Simile Imaging Solutions

Cheers,

MPG

May 18, 2010 Posted by | Marketing Tips, Reviews, Sales Tips Of The Day | Leave a comment

Elements that make Managed Print Services

MPS is a comprehensive solution that depending on the customer has many different elements packaged together to create one solution.  Scanning the different MPS providers’ websites and marketing material in today’s marketplace, one will see they offer many different components.  Below are some of the components that MPS providers are providing to their customers; how do your MPS solutions match up??

Elements of Managed Print Services

Single Invoice Billing

Preventative Maintenance

Just in Time Supplies/ Consumable fulfillment

Multi-vendor Fleet Management

Usage Tracking

Hardware

Software/Applications

Training

Technical Phone Support or Helpdesk

Company Site Assessment

Break-fix Support

Onsite Support

Transition Project Management

Deployment Project Management

Asset Management

Fleet & Solution Design

Installation

Pay as you go

Remote Monitoring

Change Management

Project Management

Cheers,

MPG

May 17, 2010 Posted by | Marketing Tips | Leave a comment

MPS: MPS Website Marketing Part II

MPS Website Marketing the World

         A couple posts ago I wrote about Managed Print Services marketing and I got a lot feedback from readers that they enjoyed the post, so I decided to see how MPS providers are marketing their services in the United Kingdom and Australia.  I picked 2 random MPS providers from the United Kingdom and 2 from Australia and checked their websites to see how they market their services.

Australia:

SmartPrint Good Corporate Video about their strength Fleet Management.   This a MPS provider located in Australia and I really enjoyed their tab “why SmartPrint.”  In this tab, SmartPrint talks about the 12 reason why they should be your MPS providers.  They use key words and phrases like “buying power,” “cost reduction,” “automate,” “multi-vendor environment,” “one easy invoice,” “reporting & expertise,” and “better, onsite service.”  These are key components to MPS and SmartPrint demonstrates this well on their website.

UPSTREAM Very interactive website without a lot of good information about MPS.  I really enjoyed “customer” tab.  They have over 3,500 clients and are not shy about expressing their success with over 3.5 million pages under management.  They do a great job of demonstrating references, as well as what they index and measure under the “resources” tab.

United Kingdom:

Document ExpressThis MPS Xerox provider located in the UK that has a nice section about their services.  In the services section has nice explanations about their “SLAs,” “Reporting,” “MPS Helpdesk,” “Remote Support,” and “How do I…”  Also, the do a nice job with case studies about their customers.

NewField IT“Optimizing paper-related assets” Located in the UK and the USA, NewField IT is an independent software and services company that helps companies reduce their document and print management costs.  Their “Print Assessments” tab is excellent. Read their brochure, it is great and talks about their process and why they are different.  One part of their process that I really enjoyed was their do face to face interviews with end users. This is a great way to understand the print and document environment.  They are an unbiased and vendor independent, which a great selling point to customers. 

Every MPS provider has different way to demonstrate their offerings, but if you look at these 4 different providers and see how people are pitching MPS services

Cheers,

MPG

May 14, 2010 Posted by | Marketing Tips, Reviews | Leave a comment

MPS: Xerox Pagepack

Xerox PagePack

         There are many articles out there saying that Xerox is controlling the MPS space in the SMB market is thru their program PagePack.  According to Xerox, “PagePack is a simple, easy cost-per-print program that bundles supplies and service into one customer contract.”  Now pricing of PagePack all depends on a MPS provider’s agreement with Xerox, but it allows many MPS providers to give customers a more accurately predict monthly printing and copying costs and provide them with a more affordable monthly cost.  I know in the US, only some Xerox products are eligible for PagePack, while others are not, but I have also heard that in Europe, MPS providers can PagePack the whole Xerox product line. If you have reviews about PagePack please leave them in the comment page.  Above is a link to an older PagePack white paper and here is a link to PagePack 3.0

Check out General Informatics a Louisiana MPS provider who markets Xerox’s PagePack on their website.

 

Cheers,

MPG 

 

May 13, 2010 Posted by | Reviews | Leave a comment

MPS: Choosing the right MPS provider

How to choose the right MPS provider

To C-Level Executives:

MPS providers are popping everywhere and the MPS market is made up with old copier vendors, printer manufacturers, and IT outsourcing vendors.  But how do you know which one is the right one for your company?  The most important criteria to consider when you are selecting a MPS provider are as follows (in no particular order):

Does the MPS provider do an existing assessment of your printing environment?

  A MPS provider cannot MANAGE your document output fleet if it does not MEASURE it first and they do this thru an assessment.  If you are bidding out your fleet, make sure each potential provider does their own assessment, don’t share assessments.

Do the MPS provider’s core competencies match your company’s strategic goals?

  Make sure they fit your needs and not the other way around.  Make sure the MPS provider offers a wide array of services.

Can the MPS provider meet your ever changing needs?

  Some MPS providers are good at supporting your equipment, but have limited experience in workflow solutions and document solutions.  Make sure the MPS providers an array of solutions and can actually delivery them.

References, References, References………..

  Ask for references for companies they support in your industry, as well as for each service they provider like workflow and document solutions.  Ask them how many pages and devices they manage monthly.

What is the service footprint and are they vendor neutral?

  The MPS provider must be able to support all of your locations and footprint.  Also, it is a key that the MPS provider can work on your whole fleet.  If they can’t, does the MPS provider offer support and manage devices from other vendors?  

Is the MPS SLAs and Agreement flexible?

  Technology and hardware is always changing, read the agreements to make sure you have the flexibility to change out equipment without costly fees.  What change management methodologies are used?

During the length of the agreement, does the provider conduct regular meeting with you?

 Communication is a KEY to a good MPS provider and they should meet with monthly or quarterly to make sure all goals and metrics are being met by both you and the provider.

 

C-Level Executives should use the following criteria when trying to find the right Managed Print Services provider.

 

Cheers,

MPG

May 12, 2010 Posted by | Info for CEOs & CFOs, Info for IT Directors | 3 Comments