steve pearce channel marketing manager
DESCRIPTION
STEVE PEARCE CHANNEL MARKETING MANAGER. WHY ARE YOUR CUSTOMERS REQUESTING MANAGED PRINT SERVICES?. Quocirca 2013 How important are the following drivers in motivating a move to an MPS? 1= unimportant 5=very important. 7. >:(. REDUCE COSTS 4.4. GAIN PREDICTABLE EXPENSES 4.3. - PowerPoint PPT PresentationTRANSCRIPT
STEVE PEARCECHANNEL MARKETING MANAGER
WHY ARE YOURCUSTOMERSREQUESTING MANAGEDPRINT SERVICES?
Quocirca 2013How important are the following drivers in
motivating a move to an MPS?1= unimportant 5=very important
7>:(
REDUCE COSTS 4.4
GAIN PREDICTABLE EXPENSES 4.3
REDUCE IT BURDEN 4.1
IMPROVE SERVICE QUALITY & RELIABILITY 4.0
REDUCE ENVIRONMENTAL IMPACT 3.8
ACCESS NEW PRINT TECHNOLOGY 3.7
IMPROVE EMPLOYEE PRODUCTIVITY 3.5
1
2
3
4
5
6
7
REDUCE COSTS 4.4
GAIN PREDICTABLE EXPENSES 4.3
REDUCE IT BURDEN 4.1
IMPROVE SERVICE QUALITY & RELIABILITY4.0
REDUCE ENVIRONMENTAL IMPACT 3.8
ACCESS NEW PRINT TECHNOLOGY 3.7
IMPROVE EMPLOYEE PRODUCTIVITY 3.5
GARTNER ESTIMATE THAT 3% OF THE TYPICAL COMPANY’S ANNUAL REVENUE IS SPENT ON PRINTING DOCUMENTS.
IN A MEDIUM-SIZED BUSINESS OF £15m TURNOVER, THAT EQUATES TO
£450k
REDUCE COSTS 4.4
GAIN PREDICTABLE EXPENSES 4.3
REDUCE IT BURDEN 4.1
IMPROVE SERVICE QUALITY & RELIABILITY4.0
REDUCE ENVIRONMENTAL IMPACT 3.8
ACCESS NEW PRINT TECHNOLOGY 3.7
IMPROVE EMPLOYEE PRODUCTIVITY 3.5
MPS DEPLOYMENTS WILL NOT ONLY MAXIMISE UPTIME, REDUCE POWER CONSUMPTION AND ELIMINATE WASTE IT WILL HELP TO REDUCE PRINT RELATED COSTS BY
30%
REDUCE COSTS 4.4
GAIN PREDICTABLE EXPENSES 4.3
REDUCE IT BURDEN 4.1
IMPROVE SERVICE QUALITY & RELIABILITY 4.0
REDUCE ENVIRONMENTAL IMPACT 3.8
ACCESS NEW PRINT TECHNOLOGY 3.7
IMPROVE EMPLOYEE PRODUCTIVITY 3.5
GAIN PREDICTABLE EXPENSES 4.3
REDUCE COSTS 4.4
GAIN PREDICTABLE EXPENSES 4.3
REDUCE IT BURDEN 4.1
IMPROVE SERVICE QUALITY & RELIABILITY 4.0
REDUCE ENVIRONMENTAL IMPACT 3.8
ACCESS NEW PRINT TECHNOLOGY 3.7
IMPROVE EMPLOYEE PRODUCTIVITY 3.5
GAIN PREDICTABLE EXPENSES 4.3
• EXPENSIVE• UNRELIABLE DEVICES• NO SLA FOR THE SERVICE PROVISION• DIFFERENT TONERS• NO CLUE ABOUT RUNNING COSTS • DIFFERENT DRIVERS• LITTLE NEW TECHNOLOGY• HIGH WASTAGE• NOISY & UNHAPPY USERS
• VARIETY IS THE SPICE OF LIFE
THE LEGACY PRINT FLEET
THE NEW MANAGED FLEET
• CHANGE MANAGEMENT • COST SAVING• FULL SLA FOR SERVICE• LATEST TECH AVAILABLE• GREATER FUNCTIONALITY• COSTS FULLY UNDERSTOOD• FAMILIAR USER INTERFACE• FINANCED DEVICES• TIMELY INVOICES FROM IMUK• GREENER
THEY WANT IT…BUT ARE THEYREADY?
Quocirca 2013How important are the following drivers in
motivating a move to an MPS?1= unimportant 5=very important
TECHNOLOGYTRIGGER
EX
PE
CTA
TIO
NS
2012
PEAK OFINFLATED
EXPECTATIONS
TROUGH OFDISILLUSIONMENT
SLOPE OFENLIGHTENMENT
PLATEAU OFPRODUCTIVITY
2 YEARS TOMAINSTREAMADOPTION
2008 20
09 2010 20
11 2012
YES
SO HOW BIGIS THISOPPORTUNITY?
2009 2010 2011 2012 2013 2014 2015
$0
$10B
$2B
$4B
$6B
$8B
$12BE
ME
A M
PS
/BP
S R
EV
EN
UE
MANAGED PRINT SERVICES BASIC PRINT SERVICES
$14B
IDC 2013
DOWNWARD PRESSURE:TOTAL PAGE VOLUMETOTAL REVENUE
2009 2010 2011 2012 2013 2014 2015 2016 2017
$0
$25000
$5000
$10000
$15000
$20000
$30000R
EV
EN
UE
IN M
ILLI
ON
S O
F U
S D
OLL
AR
S
MANAGED PRINT SERVICES OFFICE PRINTING MARKET
65%
35% $7500mUPWARD TREND:MPS PAGE VOLUMEDEVICE PLACEMENTS
MPS V OPM MARKET, EMEA 2013
OK, OK… SO WHAT’SIN IT FOR ME?
LOCK IN ANNUITYLOCK OUT COMPETITORSUNLOCK CROSS SELL OPPORTUNITIESEXTRA PAGE VOLUMETIMELY PAYMENTSNO INVESTMENT IS KEY
Over to you….
Confidential and proprietary information of Ingram Micro Inc. — Do not distribute or duplicate without Ingram Micro's express written permission. 120309_21
Ingram Micro Managed Print Solution
Gemma GlenHead of Category - Print
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Confidential and proprietary information of Ingram Micro Inc. — Do not distribute or duplicate without Ingram Micro's express written permission. 120309_23
SME End Users – Where are they?
IDC 2012
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■ We are the Leading Distributor for Print– We see and understand Managed Print & Recognise the Growth Opportunity
■ We Partner with the Leading Managed Print Manufactures & Solution Providers– Leveraging partnerships and Linking Ingram’s Capabilities
■ 12 months Development– Fully integrated into Ingram’s infrastructure, giving automation solution to keep costs down
and lock down End Users.
■ We are not new to Managed Print Solutions– We have been fulfilling most of the Managed Print Solutions – Our US Division have been delivering a Managed Print Solution for the past 2 years
Changes made to fit UK Market, taken best practices.
Background
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PrintSense - How it Works
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Key PartnersIndustry Leaders in Print Monitoring SoftwareIntegrate efficiently with ERP systems in high volume environments
Multi Vendor CoverageNationwide Service Delivery 24-7 365 daysSLA to fix as opposed to response
Platinum SponsorExtensive Hardware PortfolioService Network – Top ClassIngram End User – Working Showroom
Confidential and proprietary information of Ingram Micro Inc. — Do not distribute or duplicate without Ingram Micro's express written permission. 120309_27
■ On-going revenue and profit for a contracted period – typically 3 to 5 years– Options to managed existing print fleets or a complete refresh
■ Manage your end users fleet contracts via “MyPrinterManager”– Identify hardware refresh opportunities on-going….– Advise end user on printing usage and savings to provide continuous improvement
Charge for professional services and service delivery / lifecyle management
■ No investment in engineers or software, all included in the Ingram Cost Per Page
Sustainable Benefits for You
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■ Our Partners are here for the 2 days■ We have a workshop Tuesday Afternoon■ Opt into PrintSense■ Be included in our Education Programme
Next Steps
Confidential and proprietary information of Ingram Micro Inc. — Do not distribute or duplicate without Ingram Micro's express written permission. 120309_29
Thank You
Confidential and proprietary information of Ingram Micro Inc. — Do not distribute or duplicate without Ingram Micro's express written permission. 120309_30