Strategies for Unlocking Knowledge Management in Microsoft 365 in the Copilot...
Photizio Group Presentation
1. Building a Hybrid Dealer:
10 Steps to Enable the Reseller to offer MPS
Darrell Amy Lawton Smith
damy@dealermarketingsystems.com lsmith@directpointe.com
214-224-0050 ex. 101 801-805-3810
2. Hybrid Dealer
• ‘Hybrid’ dealers are dealers who combine the
best aspects of traditional copier (BTA) dealers
with the best qualities of IT VARs / Resellers
3. Building a Hybrid Dealer
Ten Steps to Strengthen Transformation
Internal External
1. Identity 1. Position the Product
2. Infrastructure 2. Provide Sales Tools
3. Vendor Strategy 3. Promote to Current Clients
4. Market Strategy 4. Promote to Potential Clients
5. Commitment 5. Promote to CFO’s
9. Where We Started in Print
• 1990: Local Remanufacturer of Toner
• 1992: Break/Fix Services
• 1999: HP, Brother, Canon Authorization
• 2001: Okidata, Lexmark Authorization
• 2002: Xerox, Samsung Authorization
• Sold 300 Toners a Month, Approximately 3k
Local Devices Under Service Umbrella
10. Industry Trends
Convergence of
Convergence of IT
Copy, Print, Scan, Fax
and Copier Industry
To Smart MFPs
Manufacturers
Dealers
VARS
Hardware Price Erosion and
Commoditization Market Saturation
11. Industry Response: Spend ~$4Billion
Unit Market
Manufacturer Recent Acquisitions Reason?
Share 2007
Distribution
Uinta Business Systems (and 57 others)
Canon 521,629
HP 376,785
IKON, Danka EU, IBM Infoprint, Automated Distribution
Ricoh 290,749
Business Products (and 3+ others)
Distribution
Global Imaging (21 companies)
Xerox 209,562
Distribution
Danka US, Huges-Callihan (4+ others)
Konica Minolta 137,844
Dell 96,700
First Choice Business Machines (and 7 Distribution
Sharp 93,205
others)
98 Companies Become 7
12. What’s the Rush?
• “Fueling the rush to print solutions is the
convergence of the copier business and the IT
market. MFPs are the flash point between
copier vendors and IT solution providers.”
Craig Zarley & Jennifer Lawinski
Channel Resource Network
December 4, 2006
13. Industry Response
Unit Market
Manufacturer Recent Acquisitions Reason?
Share 2007
Distribution
Uinta Business Systems (and 57 others)
Canon 521,629
HP 376,785
IKON, Danka EU, IBM Infoprint, Automated Distribution
Ricoh 290,749
Business Products (and 3+ others)
Distribution
Global Imaging (21 companies)
Xerox 209,562
Distribution
Danka US, Huges-Callihan (4+ others)
Konica Minolta 137,844
Dell 96,700
First Choice Business Machines (and 7 Distribution
Sharp 93,205
others)
14. Industry Response
Unit Market Additional
Manufacturer Recent Acquisitions
Share 2007 Services
Distribution
Uinta Business Systems (and 57 others)
Canon 521,629
IT
EDS
HP 376,785 Management
IKON, Danka EU, IBM Infoprint, Automated Distribution
Ricoh 290,749
Business Products (and 3+ others)
Distribution
Global Imaging (21 companies)
Xerox 209,562
Distribution
Danka US, Huges-Callihan (4+ others)
Konica Minolta 137,844
IT
SilverBack
Dell 96,700 Management
First Choice Business Machines (and 7 Distribution
Sharp 93,205
others)
16. MPS Through I.T.
• “Managed services have already been
accepted as the way to reduce the cost and
time of managing the IT infrastructure.
Printing is as much an integral part of the IT
infrastructure as other networked devices.”
Channels to managed print services success
Louella Fernandez, Principal Analyst, Quocirca
16th March 2009
20. Why We Made the Change
“We have two requirements: It has to benefit
the client and it has to build lasting value for
my team.”
-Chris Stoate
President
LaserNetworks
24. Why We Made the Change
• Reduced service delivery costs
– 80% of Issues Resolved at Time of Service Request
– Avg. Time to Resolution of 28 Minutes
– Resource Rich Environment - 23 Tier 1 Remote
Support Technicians
• A protection against commodity-driven price
erosion
– Bundled IT Solution, Vendor Volume Advantages
– Lower Barriers to Entry for Print Sale
25. Industry Trends
Convergence of IT Convergence of
and Copier Industry Copy, Print, Scan, Fax
To Smart MFPs
Manufacturers
Dealers
MSPVARS
Partner
GROWTH EXIT
Opportunities
Hardware Price Erosion and
Commoditization Market Saturation
26. Is the future of MPS simply a sub-component
of the total IT management architecture a
client would desire - or even require?
Ken Stewart
Sharp
ChangeForge.com
29. Positioning Issues
• What is MPS?
• Why should I care?
• Who else is doing this?
• Why should I do this--with you?
• When should I take action?
• How do I start?
