Basic HTML Version
mps
world of Services, it's the direction most of
the OEMs are headed, albeit slowly.
As I touched on in my article
The Coming
Storm That is BYOD
in the Spring 2013 issue
of
PrintIT Reseller
, I’m not a big believer that
‘Mobile print is going to save MPS’. In fact,
I firmly believe that helping customers with
workflow and tablet solutions will actually
have a negative impact on printing volumes.
I don’t think printing is going away –
like yours, my business depends on that
view – but I think we can agree that there
will be a notable decline in pages and a
corresponding reduction in the quantity of
devices that print them. Gartner certainly
isn't optimistic about printer sales: “They
(HP) are in trouble over the long term,” said
Federico De Silva, a principal analyst at the
market research firm. “It’s a big business,
to be sure, but it’s not growing. It’s in a
slow decline and we don’t see it coming
back.”
(source: http://seattletimes.com/
html/businesstechnology/2019912440_
hpprinterdeclinexml.html)
Don‘t run away screaming just yet. Lost
pages under a CPP program means lost
revenue, I get that. But instead of avoiding
the reality that customers are demanding
help with their workflow, why not just
change the way you bill them? Why not
charge per seat? When you charge per
seat, the less your customer prints the
better it is for your margin. And the more
software you use to manage their workflow,
the less manpower it takes to manage
an MPS engagement. This leads to higher
contribution margins, and that leads to
healthier profits even if revenues go down.
I‘ll be leading the pre-conference
workshop at TransForm Europe 2013
on October 14 and we'll be diving deep
into everything I‘ve touched on in this
article and a whole lot more. This working
session will cover how to incorporate
simple workflow solutions into your MPS
practice; how to harness the intelligence of
the modern MFD; the effects of BYOD on
MPS; and options for becoming a simple
Managed Services provider. If what you‘ve
read has struck a nerve and I am echoing
what you‘ve seen in the market then I invite
you to join me at the workshop in October.
If you think that the need to understand
Mobility and per seat billing is ‘out there’,
I invite you to attend the workshop as well.
I don't mind hecklers.
“By 2016, forty-one percent of printing revenue is forecast
to be under managed print service (MPS) contract, making
the shift to services more critical than ever.” Photizo Group
MPS or bust
Transform Europe 2013 is Europe's premier event for anyone involved with
or interested in Managed Print Services. Manufacturers, software vendors,
channel partners, consultants, IT decision-makers – all will be able to take
something away from Photizo Group's marquee event.
A valuable source of information for resellers at every stage of the MPS adoption
curve, Transform Europe 2013 combines a multi-track conference programme,
workshops, round-table discussions and an exhibition where you can discuss your needs
with leading providers of MPS solutions.
Exhibitors this year include FocusMPS, Ringdale, Euroform, BNP Paribas, Printfleet,
Perform IT, In-Map, Xerox and many others. Kingswood Media will have a stand so
please drop by and introduce yourself to the
PrintIT Reseller
team.
Conference
The heart of Transform Europe 2013 is the conference programme, which each day starts
with an inspirational keynote speech. On Day One, it is being given by Jim Lawless,
author of
Taming Tigers
and an expert in personal development, leadership and change;
and on Day Two by Photizo Group founder and CEO Edward Crowley.
The two-day conference programme is split into three tracks:
• The Market
– analysis of MPS market growth and sales opportunities for the
channel, including an assessment of 3D printing;
• Building an MPS Program
– how to build an MPS capability and become a
services-oriented company; and
• Beyond Basic MPS
– taking MPS to the next level with business process
optimisation and managed IT services.
Delegates can gain further insights by attending one of Transform Europe’s informative
panel discussions.
To register or to find out more, please visit
europe2013.photizogroup.com
About
FocusMPS:
West McDonald
has been directly
involved in the
Managed Print
Services (MPS)
space for nearly a
decade and is one
of the foremost
experts in the field.
He has trained
thousands of sales
representatives in
the art and science
of selling MPS and
has helped hundreds
of organisations to
focus and win in
MPS.
www.focusmps.
com
Learn More:
October 14th:
TransForm Europe Pre-Conference
Hands On Workshop:
http://europe2013.photizogroup.
com/2013/01/08/hello-world-2/
Diary Date
October 14-16
Hilton London Metropole, Edgware Road, London
Online registration: europe2013.photizogroup.com
Print.IT Reseller
www.printit
reseller.
co.uk
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