New Business Models For Managed Print
Fresh ideas for post-pandemic success
What is the MPSA? The MPSA provides community, education, research, and best practices to help organizations actively manage and optimize their business processes and related document output devices. To learn more about the MPSA, please visit: www.yourmpsa.org
Today’s panel: Executive Committee
MPSA President
MPSA Vice President
West McDonald, VP Biz Dev, Tigerpaw Software
Gregory Brisco Sr Director, Genesis Technologies
MPSA Treasurer
MPSA Secretary
Mark Hart, Exec Dir Biz Dev, ACDI
Tawyna Stone VP Strategic Tech, Great America
Board of Directors
Ron Alphin ABM Federal
Eric Crump Ringdale
Jon Greene CEO Juice
Sarah Henderson Clover Imaging Group
Stephen McKim RJ Young
Paul Pedersen Guy Brown
Mitchell Filby First Rock
Paul Giorgi ECI Software Solutions
John Hewitt Upland Software
Charles Lamb FunnelMaker/MPSandit
Tanya Ross ISG
Brian Stevenson footPRINT
Housekeeping
● Listeners will be muted for the duration of the presentation. ● Questions will be answered as they come. Submit in comment/question area. ● Presentation will be downloaded for member use
The CPP Cliff Has Arrived •
The Pandemic has closed offices the world over
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Remote workers in home offices aren’t all coming back
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Nobody knows if return to normal will bring pages back
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Even before pandemic, decline of 3% to 5% per/user/year
74% of companies plan permanent shift to remote work
Source: Gartner (from public press release)
Look Who’s Going 100% remote
Why only Cost Per Page? "Any customer can have a car painted any color that he wants so long as it is black.“ --Henry Ford DISCUSS: What is the best family car? • 1970 • 1990 • 2000 • 2020
This Photo by Unknown Author is licensed under CC BY-NC-ND
New Models For Managed Print? ● Buying habits will never be the same. ● Remote work is here to stay ● Digital workflow acceleration
This Photo by Unknown Author is licensed under CC BY-NC-ND
MPS is Dead. Long Live MPS! • Level 1: Self-serve/Ecommerce • Level 2: All-inclusive cartridge • Level 3: CPC & auto-toner fulfillment • Level 4: Device based billing • Level 5: User based billing with rules
E-Commerce
E-Commerce over CPP â—? No more counting (Customer/Dealer) â—? Great option for remote locations
This Photo by Unknown Author is licensed under CC BY-SA
E-Commerce ●
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E-Commerce Positives:
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Easy to price
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Easy to bill for
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No risk for over-printing or coverage
E-Commerce Negatives:
This Photo by Unknown Author is licensed under CC BY-NC-ND
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Already highly competitive (Amazon anyone?)
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Value-add is hard to define
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Typically low margin/high volume
All Inclusive Cartridge
All inclusive cartridge over CPP ● What’s old is new again! ● No more counting (Customer/Dealer) ● Great option for remote locations
All inclusive cartridge ●
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All Inclusive Cartridge Positives: ○
Easy to price
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Easy to bill for
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No risk for over-printing or coverage
All Inclusive Cartridge Negatives: ○
Fast road to commoditization
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Easier for competitors to replicate
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Doesn’t align with Diversified services billing models
Flat Rate Billing
Flat rate over CPP ● ● ● ●
Budgetable & Predictable (Customer) No more counting (Customer/Dealer) Customer/Dealer Alignment Harder to commoditize IF rules are applied to build price ● Better alignment if adding new services
Flat rate by Device ●
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This Photo by Unknown Author is licensed under CC BY-SA
Device Based Positives:
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Easier to price
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Easier to bill for
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OEMs love it
Device Based Negatives:
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Fast road to commoditization
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Easier for competitors to replicate
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Doesn’t align with Diversified services billing models
Flat rate by User ●
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User Based Positives:
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Fits with Managed IT/Diversified Services models
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Can see & manage “Who, What, Where, When & Why” of print
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Potential for “rules” to drive customer savings & higher dealer profits
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Harder for competitors to “unbundle”
User Based Negatives:
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Harder to price & track
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Learning curve for any “rules” based options
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ERP may not support user/seat options
Rules & Margin ● Reduce costs for users, increase margins for you ○
Reduced color: email
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Reduced pages: secure release
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Right pages to right devices
Diversification
Diversification options ● ● ●
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MPS: $17 to $24/user/month Managed Services: $65 to $150/user/month Layer the contract! ○
Managed IT
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VOIP
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Cloud
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Security
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Software
○ Professional Services Ideal for User/Seat based
Food for thought ● “BUY LOCAL” is much more than just a catch phrase these days. Use that! ● The Only Constant is Change (and we’ve done lots of that!) ● Think about how to make “remote work” a strong part of your offering. ● Give customers more options on how to consume your services: Why just one?
Don’t go it alone ○
Explore/master all 5 levels of MPS
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Work with industry experts
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Design new models with your peers
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Join the MPSA!
www.yourMPSA.org
Questions?
www.yourMPSA.org