All You Need to Know About Managed Print Services

Office Document Consulting Inc.
presents
Online Webinar
sponsored by:

More than Ink and Toner inside

all you need to know about
Managed Print Services

All materials remain the property of Office Document Consulting Inc. 2012

MPS Webinar
sponsored by

More than Ink and Toner inside

Why Managed Print Services

The 5 key components to a successful
MPS Program

Service and Operations

Assessment Strategies

Selling Managed Print Services

Why
Managed Print Services?


Why Managed Print Services?

The Benefits of an MPS Program
• Customer retention is higher
• reduced competitors in your customers accounts (supply/printer)
• Higher levels of GP
• Supply, IT, Professional Services, Software
• Better Account Management
• More effective operations backend – RMS software
• Holistic view of your customers business
• Begin to charge for ALL services provided
• Separates you from your competitors
• Change your compensation model and pay comp
on incremental volumes to sales reps
• Pay reps over a longer period of time, keeps reps around and they
now have a vested interest in the business. (Rep retention)
• It increases the value of your business



Top CIO Issues 2012
1. Virtualization and consolidation of resources, cloud computing

2. “Chief Innovation Officer."IT moving from a focus on productivity and cost
savings to a focus on delivering innovation, "intelligent economy."

3. IT staff hiring will include business skills as well as technical skills
Top CIO Issues 2011
1. CIOs will continue evolving beyond an operational focus
2. Cloud will move from an overhyped theory to an adopted
practice in mainstream business
3. CIO turnover will increase if businesses can’t scale
Top CIO Issues 2010
1. 80/20 Spending Trap
2. Mastering end-to-end business process
3. Vendor consolidation


There is a convergence of Channel Players

Your
Customer


Selling
Managed Print Services


The Total Cost of Documents

Documents are a high-impact area and, ironically, few companies have
a document strategy in place to address these hidden costs. An
effective blueprint that is able to impact this process even 1% can make
a significant impact in your overall profitability. It begs the question:

What other area of your company consumes 15% of
your revenue and goes unmanaged?



The Total Cost of Documents

Labour
Procurement
Maintenance
IT Involvement
Order Supplies
Technology Infrastructure
Procurement Space
Administration Electrical
Office Services Telephone
Service and Support Environmental



The Total Cost to Print

14%
16% Fulfillment Printing
and Cost
Distribution

11% 27%
Warehousing Internal or
and Archiving External
creation

15% 17%
Prep and Administration
review of Documents



There are four Stages to an MPS offering

Device Analyze Data Strategic Monitor and
Data Capture Optimization Software Measure Contract
Assessment Rationalized To advance Commitments
Fleet Optimization and Results



Key Milestones in an Assessment

Financial
Meet with Discovery
Present Results
Senior Validation to Senior
Management Internal Meeting Management
Communication Interviews
Set Develop
Staff Output
Expectations Map
Technology Strategy

Step Step Step Step Step Step Step Step

1 2 3 4 5 6 7 8



Touching all aspects of business

security document technology total cost sustainability
workflow of operation


Remote Management Software

fleet Capture RMS software provided by
Office Document Consulting
in the cloud

fleet Capture is re branded FM Audit



Device Data Capture and Assessment Solutions

- USB Key Viewer - Simple snapshot assessment tool

FMAudit Enterprise

- FMAudit WebAudit - Web assessment/ No Software Installed

- FMAudit OnSite - 24/7 monitoring Meters, Supplies, Service
.
- FMAudit “Local Agent” - Local Printer Assessment

- FMAudit Central - Data Warehouse / Reporting / Acct. Mgt



Benefits of Remote Monitoring

To the Dealer

• Meter reading accuracy
• Service call multi-task
• Proactive identification of MFP/Printer needs
• Planned toner deliveries reducing travel costs
• Optimize client consultations
• Lower cartridge loss at client sites
• Lower client site toner inventory
• Client MFP and printer metrics
• Higher



Benefits of Remote Monitoring

To the Dealer and the Client
• Timely meter readings
• Enhance service capabilities
• Complete fleet view

To the Client
• Never run out of toner
• Accurate billing
• See reporting data
• Speedier service with less downtime
• Strategic fleet planning



Device View


MPS Opportunities
Customized Reporting

An example of an ideal state

The Dealer has 57% of the volume


Target market your customer base!


An online assessment tool provided by
Office Document Consulting
in the cloud


• Customers need to reduce costs to remain competitive
• Your customer will see value in the process
• Understand your customers actual current state
• Complete financial disclosure from the customer
• Customer is committed to change
• Strong understanding of the way they do business
• Workflow and process improvements
• Getting wider and deeper into an account
• Holistic view of your customers business
• Begin to charge for ALL services provided
• A professional assessment will separate you from your competitors



A professional assessment is highly effective

Follow a detailed process, stay focused, capture critical data


COMPANY ABC



Current View Current VS Proposed

Proposed View Side by Side View



Online Secure Assessment Tool Offered by ODC

Secure Login - Each rep or dealer is supplied a monthly login

Assessment Data - all equipment data is supplied from fleet Capture

Sales Tool – Doc Assess can be used for both assessments and selling to a
customer the benefits of an assessment

Data Entry - Doc Assess allows for entry of all Leases, Consumables,
Purchased equipment, Service Data, Interview Data

Device Mapping - As seen on the following page Doc Assess provides detailed
mapping of the current and proposed situation for better customer buy in


MPS Webinar Series

5 must have’s for MPS
1. Remote Management Software – What is it?, why have it?

2. An Assessment Strategy – Detailing a professional assessment

3. Marketing – if you are not your competition is!

4. Service and Operations - transforming the way you do business

5. Sales Rep Training – Value Proposition, how to sell MPS


What is ODC providing to their customers

• Sales and Financial Consulting
• MPS Marketing Strategies and Design
• Assessment Strategies
• Implementation of your MPS Program
• Key Customer Engagements
• Online Assessment Tool – Doc Assess SMB - in the cloud
• Remote Management Software – fleet CAPture in the cloud
• CPC program software – DOC fleet
• Fleet Management Reporting
• Ongoing Customer Support


MPS Webinar Series

Benefits to the Webinar Series
• 5 Webinars – one per week or every other week
• Dealer specific MPS series
• Implementing a successful MPS Program
• What’s involved and how to maintain
• Dealer assessment, financial targets
• Added value to InkCycle’s customer base
• Other vendors with similar programs (GreatAmerican Leasing)
• MPS Compensation
• Include a toner/supplies benefits section
• Priced at 49.00 for the series plus applicable taxes

• This series will increase dealers success rate


Mike Lamothe
• Website www.officedocumentconsulting.com
• Email ml@officedocumentconsulting.com
• Or odcconsulting@live.com

• Phone 647 389 5048

All You Need to Know About Managed Print Services

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