The changing print market

Xerox's Dan Smith talks business transformation

Tags: Xerox Corporation
  • E-Mail
The changing print market Smith says key to success with any MPS solution is a properly trained staff.
By  Dan Smith Published  November 30, 2012

Dan Smith, head, Integrated Marketing for the Middle East and Africa region, Xerox Developing Markets Operations, talks about what it takes to transform your Business and why you need to do it now.

Businesses of all sizes are looking at every part of their IT infrastructure in an effort to find additional cost savings. Believe it or not, the print infrastructure is still one place most haven’t looked – and it’s a huge opportunity for resellers. Showing customers how their unmanaged print environment has a negative impact on their bottom line is a successful sales strategy and helps them to reduce costs and increase productivity.

Case for managed print

Many businesses spend far more money than is needed on office printing and have deployed more copiers, faxes and printers than they actually need.

MPS is a proven approach for reducing costs and improving productivity. The most effective MPS providers position themselves as catalysts for business growth, often taking the following advice into account:

First manage what you have: The first step is to help customers manage their existing fleet of printing devices. Take time to get control and reduce costs with what’s already in place.

Optimise the fleet: Show the customer how consolidating and simplifying their print infrastructure can help the business work more efficiently. Leverage the trends: Multi function printer (MFP) hard drive security and green printing initiatives are just examples of how to get the conversation started.

Think beyond page volumes and clicks: Pre-sale conversations can make or break the transaction, so ask the right questions such as: what are your goals; what applications are you using; what are your expectations; and what efficiencies would you like to achieve?

Show what’s possible: Consider all cost factors when completing the on-site analysis including hardware costs, paper usage, power consumption, IT management needs and footprint of ideal print solution.

Waste is about more than cost: The ROI of MPS isn’t just dollars and cents. Make sure to highlight the other efficiencies that will be realised including employee productivity, environmental benefits, space savings, etc.

Getting started

Adding MPS to your portfolio can be a simple, lucrative process if you follow the right steps, and engage the right partner to help with operational knowledge to ensure effective implementation.

Here are few tips to getting started:

• Assess your major accounts. Focus on those that represent about 80% of your revenue, as well as those accounts with the greatest potential for cost savings with MPS.
• Understand the competitive environment. Ensure that you will be able to clearly differentiate your solution from competitors’ offerings.
• Invest in education and communication. Early on in managed-print efforts, focus on internal education to make sure the entire company knows the direction you are taking with print services.
• Find the right programme. When looking for a vendor partner for MPS, consider the company’s reputation, experience, support and tools, as well as which vendor will help generate the most revenue for the business.

Weighing the options

While analysts predict double digit growth for the MPS market over the next few years, it’s not enough to simply offer MPS in your portfolio. MPS is an evolution, not a revolution: it’s about simplifying a customer’s managed print fleet and improving it over time. To that end, it’s important to seek a MPS programme that offers opportunities to profit from whatever type of print network.

Ultimately, the key to success with any MPS solution is a properly trained staff, ensuring the customer won’t have to face the very challenges they are trying to avoid by having managed print in the first place. Once MPS is successfully in your portfolio, it will improve your overall strategic market position.

Add a Comment

Your display name This field is mandatory

Your e-mail address This field is mandatory (Your e-mail address won't be published)

Security code