Transcript Slide 1
Paul Herman Services Platforms, Xerox XChange August 2009 Think Big: Why Managed Print Services? 1/10 customers who know how much they spend on print 1/3 of largest managed service providers offer managed print 3 or more years for each mps contract $150 or more in revenue per device on average per month 30,000,0000 estimated number of US business printing devices $15,000,000,000 size of US MPS market in three years time Show me the money… Customers 50 Sound realistic? MPS success 15 Remember that 90% number? Avg. printers/customer 5 4-5 per seats per printer # Printers/mfp’s 75 Under MPS Incremental revenue $135K Incremental margin $47K $150 x 12 x 75 @ 35% margin MPS for MSP Target Market Sales process Customer benefits Contract type Key tools Risks/ Complexities Rewards Managed Services Managed Print Services • Small to medium size businesses (no SOHO) > 5 devices • Assess, design, implement, manage and support • Virtualization • Consolidation • Visibility • Simplicity • Managed costs • Cost per seat per • Cost per page per month month • Network Operations • “Page Operations Center” • Center Assessment tools • Deal structuring • Billing and backoffice • Investment choices • Toner coverage/profit • Billable utilization • Supplies inv. and fulfillment • Long-term recurring • Incremental share of • Break-fix service revenue wallet • Trusted advisor • Economies of status scale/scope • Additional barriers to entry Why Xerox? Brand and brand permission: document management Proven solutions: 70 Billion pages WW from 2.5M devices Channel commitment and partnership: channel delivered MPS for >5 yrs Platform for development: beyond devices and supplies Breadth of offering: printers and larger multi-functions What can we do for YOU? 1 Toner coverage: we’ll cover it on standard office equipment 2 Supplies: we’ll ship it for free on your behalf 3 Software: we’ll include it 4 Service: we’ll fix it (if you want us to) 5 Support: we’ll back your brand with ours How we do it: PagePack™ 3.0 Xerox Non-Xerox CPP All NonXerox PagePack PagePack NX PagePack FM Service Consumables Toner Management Software Assessment & Deal Support Xerox provided provided Xerox or Partner Partner PagePack 3.0: Resources and Rewards People: • Over 40 field-based, MPS-focused sales people • 10 inside sales support resources • 10 PagePack program and technical support people Pricing: • Bid Support Desk & fleet optimization support Certified PagePack™ Partner Program: • Hardware sales rebates (up to 7%) through our PEAK Channel Program • Managed Print Rebate (up to 7%) for the first year of contract Partner Enablement: • Basic: online training and authorization for PagePack • Full PagePack 3.0 Certification: 3 –day business planning and orientation event followed by 11 weeks of sales and operations mentoring • Key benefits: PagePack FM and Tools, extra incentives • Outcome: Certified PagePack Partner Managed Print Services: Summary • Predictable revenue streams vs. random transaction waves (or ripples) • Trusted advisor vs. one of many • Cost per page vs. cartridge per closet • Coherent program vs. disparate tools • Xerox know-how vs. “no, how?” What next? TOMORROW: Take Xerox challenge at our booth: first 25 will receive an iPod Shuffle ANYTIME: www.xerox.com/thinkbig MPS?? Thank you [email protected] [email protected] Managed Print…