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Sunday, March 29, 2009

Why Now Is The Right Time for a Managed Print Services Association

Reprint of a good article by Ed Crowley.

Ed Crowley, CEO of the Photizo Group, Thought Leaders in Managed Print Services (MPS)

During the 2009 MPS Conference in San Antonio Texas, a formation meeting will be held for the Managed Print Services Association (MPSA). Forming an association is always a challenging, and somewhat daunting task. So why, in the midst of the current economic climate when we have so many other daunting business challenges, should we, as an industry, care about starting the MPSA?

I believe there are several good reasons for starting the MPSA. First, and foremost, our industry is in the midst of a growth explosion and the current economic environment is actually accelerating that growth. In the midst of layoffs, cost cutting, and increased environmental awareness, MPS offers customers the opportunity to reduce costs, reduce burdens on overtaxed IT personnel, and have a positive environmental impact with little to no upfront investment. At the same time, it provides MPS capable vendors with a compelling customer offering, which in return can help them retain their revenue base in the face of increasing competition and increasingly commoditized technology. This is a classic ‘win win’ scenario.
As any market grows the need for standards, development of best practices and credentialing also grows dramatically. The same is true for the MPS market. This is a market with multiple stakeholders including resellers / dealers, manufacturers, the end user community, software developers, consultants, and trainers. Each of these stakeholders will want, and has a right to have a say in the development of these standards, best practices, and credentialing.

One question that may be asked is why doesn’t another group (such as the Business Technology Association or COMPTIA) form an MPS Association. While this could be possible, I believe most of these groups have an existing constituency with their own set of pre-existing motivations, member preferences, and requirements. The MPS industry is unique in that it draws from a very broad base across the technology, reseller, and end user community. As such, I believe it would benefit from the formation of a new organization which does not have an existing charter or direction.

Already, we have been approached by the Printer Work Group (an IEEE group) regarding their interest in collaborating with the MPSA to define standards around MPS. At the same time, COMPTIA, an IT technology association has approached the group about collaboration in developing certification standards. This clearly validates the need for an association. However, from my perspective, the fact that no existing organization has taken the initiative to start this association is one more solid justification for forming a new association.

So what will happen in San Antonio? During this meeting I expect that we will have a discussion regarding the groups objectives, membership requirements, and form some committees to begin working on specific topics. This is certainly a unique opportunity to engage with many leaders in the industry and to have a voice in the formation of this group. Of course, the level of participation at the meeting will also be an indicator of the industry’s interest level and willingness to support this group. So I hope you are able to participate directly in forming the MPSA in April. If you are not able to attend in person, I do encourage you to submit your comments through this blog or through the MPS group on LinkedIn (aptly called “Managed Print Services”).

So please join us, in person, or through your electronic contributions, in the birth of a new and exciting association.
Click to email me.

Monday, December 6, 2010

Strategic Realignment of Managed Print Services Association, YourMPSA.org

Focuses Supporters on New Challenges Facing Dynamic Marketplace

Leadership and volunteers recalibrate assignments to evolve with fast-growing association

December 6, 2010 -- Key volunteers and leaders within the Managed Print Services Association executive committee and board of directors have realigned their roles to focus their experience on other areas of the MPSA. This will help keep fresh ideas and new perspectives flowing across all aspects of the association.

“In an effort to improve our effectiveness and support the ideas of our volunteer leadership team, the MPSA Board has approved these changes,” noted Joe Barganier, who was elected Interim President of the MPSA. “This coordinated transition ensures members can benefit from the diversity of experience we have to offer at the leadership level. We are all very excited about taking on our new challenges.”

Saturday, June 12, 2010

Managed Print Services Association LinkedIn Group Passes 3,000 Members in Less than Eighteen Months

Social networking site plays role in launch of association.

Mount Laurel, NJ – June 9, 2010 – The Managed Print Services Association (MPSA) announced that the MPSA LinkedIn social networking group has passed the 3,000 member mark, reflecting the phenomenal growth of the Managed Print Services (MPS) industry. The site rocketed to 1,000 members shortly after its launch in January 2009, and has experienced steady growth every since. This parallels the growth of the MPS model, and demonstrates the ongoing need for dynamic contact and communication within the MPS community.

Monday, March 28, 2011

New Corporate Members Join Managed Print Services Association Steady association growth reflects strength of MPS market

Columbus, OH – March 28, 2011 – The Managed Print Services Association (MPSA) continues to experience consistent growth with a number of new corporate sponsors. The most recent additions to the

MPSA community are:

New Platinum Members
  • OcĂ© North America, a Canon Group Company – Member
contact: Tom O'Neill, Director Product Ops & Application Lab, Document Printing Systems
  • Synnex Corporation – Member
contact: James Luquire, Associate Vice President

Thursday, May 14, 2015

Greg Walters tapped to Reimagine "Managed Print Services"

Alert the Authorities...


FOR IMMEDIATE RELEASE:
Oconomowoc, Wi, May 9, 2015:



Your Managed Print Services Association has asked former MPSA President and current MPSA Board of Director, Greg Walters,  to lead the charge in redefining Managed Print Services.  Greg will be forming a Blue Ribbon task force of MPSA members to collaborate in this effort.

"The time has come to once again press the boundaries," said Walters. “We're stuck in the past if we allow copiers, printers and marks on paper to define us. They do not. Everything the association takes action on supports our definition of the market. As the only, independent, free-thinking, non-profit association in our niche, it is our responsibility to lead into new and dangerous frontiers.”

Greg is issuing a "call to arms" for all MPSA members interested in directing the future of the association, to volunteer and become part of the coterie.

Reach out to him at greg@grwalters.com.

"It's pretty simple.  Everything the association takes action on, supports our definition.  That's just it.  It is OUR definition of the market.  As the only, independent, free-thinking, non-profit association in our niche, it is our responsibility to lead into new and dangerous frontiers.  Join us,"  adds Greg.

About the Managed Print Services Association

Founded in 2009, the MPSA is a global, non-profit organization that provides independent communications, collaboration, education, standards and success MPS professionals. The mission of the MPSA and its members is to address and optimize business’ office document management while enhancing the growth, efficiency, and profitability of the MPS segment through advocacy, marketing, education, research, standards and a general community of interest.


About Greg Walters

Greg Walters is an entrepreneur and founder of the notorious destination site, TheDeathOfTheCopier where he comments on all things imaging, the rise of managed services and the advance of business technology. A prolific writer and frequent speaker, Greg shares his passionate, unique—and provocative—view of technology and people addressing the digital impact on 21st century business, the new way of work and society. His book, Death Of The Copier, published in 2014, offers a controversial summary of the early days managed print services and the not so distant future of the hard copy industry. Greg is currently with a regional VAR, building an MPS practice within the IT Lifecycle model. He lives in Oconomowoc, Wi.

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Thursday, October 22, 2009

Your Managed Print Services Association Announces In Europe...It's a Long Way from San Antonio -


Managed Print Services Association Launches New Member Services and Community Website Hub at MPS 2009 European Conference

Free trial membership lets users try new MPSA services Amsterdam, The Netherlands – October 22, 2009 –

The Managed Print Services Association (MPSA) announces a new suite of member services at the MPS 2009 European Conference in Amsterdam, The Netherlands.

Starting in December 2009, a free limited MPSA membership lets users try these services for several months at no cost.

Recognizing the importance of serving a global membership, the MPSA also announces it is accepting nominations for two new board member positions offered exclusively to international MPS providers. Detailed information about member services, board nominations and other topics is available at the new MPSA web site, http://www.yourMPSA.org.

“The Managed Print Services Association (MPSA) gets down to business at European MPS Conference, although some would say we’ve been doing that all along,” said MPSA Board President, Jim Fitzpatrick of Oki Data Americas, Inc. “Membership has grown quickly, leaping to 1,000 LinkedIn MPS group members in a very short time. Now just a few months after officially forming the association, MPSA is launching a series of tools and services for members. And these resources are only the start of what the MPSA can provide for our industry.”

“It’s only fitting that we launch these services at the fall MPS Europe conference. We started this association at the first Conference in Austin, based upon the demands of our industry. It’s been a breakneck pace, but the new board has really banded together to delivery what the MPS community is requesting,” said MPSA Secretary, Greg Walters of Death of the Copier.

New Tools and Services for MPSA Membership:

The MPSA is launching a special web portal for the MPS industry as a centralized source for not only information, but also a hub where providers can collaborate and communicate to increase their own knowledge and expertise. MPSA members can also volunteer on many of the projects underway by the MPSA to help shape the future of the industry.

Tools:

· MPS Discussion Forum: Designed to help communications and collaboration for anyone doing business within the MPS Industry.

· MPS Industry Awards: Members of the MPS community can submit significant accomplishments they have made within the MPS environment. These will be profiled monthly on the site, and an annual award will be given to the most significant entries across five different categories.

· MPS Industry Events Calendar: Accessible for all areas of the MPS community to add to and document industry events.

Services:

· First MPS Business Listing: This is a first -- anyone within the MPS Industry can list products, services and offerings.

· Industry Best Practices & Standards: A primary focus for the MPSA team, this will help establish the standards and best practices that ensure success.

Vendors, dealers and enterprises can find more information about the MPSA at http://www.yourMPSA.org.





Tuesday, March 17, 2009

Managed Print Services Association: See Your Future, Be Your Future

Evolution is a wonderful thing, even if it is inevitable. As those of us take pleasure in bantering about the "definition and re-definition of MPS" it becomes more evident that a single, unifying force, other than gravity, is called for.

Visionaries see this, critics - criticize, yet men(and women) of destiny, take action.

And so it is with the Managed Print Services Association forming with the help of the Photizo Group.

A bold endeavor to be sure, but we don't run from history, we make it.

Ed felt as though he was going out on a limb with his announcement of such a group. Indeed, in the first round of attention given to the association, on the MSP Mentor forums, arm-chair challenges and the veiled snobbery of the "intelligentsia" greeted the news.


Ed's post, Why Now Is The Right Time for a Managed Print Services Association is here.

Here is one passage I like:

"...One question that may be asked is why doesn’t another group (such as the Business Technology Association or COMPTIA) form an MPS Association. While this could be possible, I believe most of these groups have an existing constituency with their own set of pre-existing motivations, member preferences, and requirements. The MPS industry is unique in that it draws from a very broad base across the technology, reseller, and end user community. As such, I believe it would benefit from the formation of a new organization which does not have an existing charter or direction..."


...Only time will tell...

Wednesday, October 5, 2011

MPSA Sponsors Splinter MpS Group, that does not exist...

2011- No Rules MpS


Almost a year ago, deep within bowels of a super-secret, underground bunker, difficult even for the attendees to find - the first No Rules MPS meeting convened.

No Rules
No PowerPoint
No Ego's

This improbable collection of bleeding edge adopters, consumed adult beverages and spoke the forbidden language of collaboration.

DOTC style.

Weeks of 'Thirsty-Thursday's", private, encrypted and scrambled online collaboration sessions resulted in the second No Rules MPS session being held in "No Rules, Eastern Command" - Tennessee.

The MPSA took note, and agreed to sponsor the third iteration of No Rules MPS in Vegas, January 2012.

As a wild, untamed, right of the bell curve loosely connected gang of MpS'rs, No Rules prided themselves on just that - No Rules.

Can this rebellious tone continue with the backing of the only MPS association?

Will the big Mother Ship devour her young hellions?

Like injecting the 24th Chromosome, will No Rules enhance the association's DNA, producing a faster, healthier, more nimble warrior?

Or will this 24th chromosome reveal the worst of all worlds and collapse?

In the end, it's up to you - get to Vegas.  Like you need another reason...

Press Release Below:

Thursday, January 22, 2015

MPSA Announces Nominations Open for Board of Directors, Executive Committee


CHARLOTTE, NC -

The Managed Print Services Association (MPSA) announced the opening of nominations for its 2015 elections. Nominations for executive committee positions and Board of Directors positions will be open from Jan. 22-Feb. 6.

Individual members of the MPSA may nominate themselves or another member to any of the open positions. Nominees must be current members of the MPSA. More information as well as a nomination form is available at http://www.yourmpsa.org/nominations.

The following positions will be open for nominations:

• President
• Vice President
• Secretary
• Treasurer
• Board of Directors

As nominations are received, the MPSA nomination committee will confirm the nominee’s interest in participating, review their qualifications, and present the most qualified candidates to the existing MPSA Board of Directors for approval. The final slate of candidates will be presented on a ballot for election, and voting will be open to MPSA members Feb. 16-23.

The new Executive Committee and Board members will be announced Feb. 26, and inaugurated at a Board of Directors/Executive Committee meeting during the ITEX show in Ft. Lauderdale, March 10-12.

This is an opportunity to help lead the MPSA, an association dedicated to advancing the MPS industry by connecting great ideas and great people, and to inspire leadership within the MPS community.
“I’ve enjoyed every turn, and every obstacle we’ve surmounted and have never worked with a finer group of people,” said current President Greg Walters. “The association and industry are facing yet another inflection point. Help guide this non-profit, all-volunteer organization into the future.”
If you are not currently a member of the MPSA, this is a great time to get involved and help shape the dialog. Join an international group of professionals from every aspect of the imaging industry including major OEMs, renowned service providers and leading technology companies: http://www.yourmpsa.org/join

About the Managed Print Services Association

The Managed Print Services Association (MPSA) is an independent, not-for-profit organization that serves the MPS industry. Its focus is on the development of standards, education and industry guidelines that unite the different segments of the industry that bring value to all those participating. For more information about benefits and memberships, visit www.yourmpsa.org.

Monday, March 14, 2011

Your Managed Print Services Association - Looking for Standouts

Nominations Now Open for 2011 Managed Print Services Leadership Awards

Third annual award program takes place at MPS Global Conference in Orlando

Columbus, OH – March 14, 2011 – The Managed Print Services Association (MPSA) is accepting nominations for the third annual MPS Leadership Awards. These awards recognize organizations demonstrating leadership in implementing, providing or supporting MPS projects.

“The road to success in MPS takes hard work, and organizations that demonstrate leadership and innovation deserve to be recognized. Our winners exemplify the initiative, excellence and diligence found throughout the managed print services industry. The awards catapult deserving firms into the winners’ circle of this emerging and critically important MPS world, and bring them valuable visibility and credibility,” said MPSA President, Joe Barganier.

Monday, March 9, 2015

If I Had a Heart: Drop the "Print" from Managed print services. The World According to Greg


March 2015 

Heartbreak and glory - the times are changing universally. One turn in my personal metamorphosis is stepping down as President of the Managed Print Services Association.

My involvement with the MPSA started at the very beginning, back when a room full of folks voted to form the association at  Photizo 1.  I am honored to have served and proud of all the accomplishments we've achieved - it has been a great time.

Congratulations to the new Managed Print Services Associations executive board:
President: Kevin DeYoung, Qualpath - owner, managed print services visionary, leader
Vice President: Doug Bies, Canon USA - new, passionate, cutting edge philosophy
Secretary: Sarah Henderson, West Point Products/Clover Technologies - stalwart, foundational, dedicated
Treasurer: Lou Stricklin, Muratec America - solid, fresh, tactician
Today, as I exit the Oval Office,  relegated to a Board of Director, I am free from the yoke of compliance, broken are the shackles of other's stunted and spun opinion, open to express my opinions based on observed behavior, not Survey Monkey or the corporate drawer statement.

I am unencumbered by concerns about how a potential sponsor or customer might feel. 

Free to ignore conversations geared around the ROI of donating $10,000.00 for a corporate membership.  

We were not lying when we said your ROI is measured by your contribution to the industry, not shelf space, or tossing our membership into your sales funnel.

The shackles of self-censorship have fallen away...

UNLEASHED...

My managed print services observations or better yet:

The World According to Greg

Managed print services is Dead and the OEMs killed it -

That's what I said.  

It was called 'managed print services' not 'managing printers & service'.  Leveraging the 'services' model to increase MIF is disingenuous and prospects see right through the scam.

Customers do not care -

Speaking of customers, they don't give a rip about the toner remanufacturing process.  They don't care about the seven steps of xerography, and their eyes gloss when you speak of ink vs. toner; color vs. B/W, or mobile print.  Stop doing that.

Find something else to talk about - say business-oriented, like employee morale, the impact of BYOD, and managing print servers.

My advice to the incoming MPSA Executive Board - 
  1. Change the definition of managed print services and the direction of the MPSA.  Move away from toner, printer, and hardware - to a "Managed Services Association".  Expand the horizons, and blow the minds of millions.
  2. Do not fall victim to the procedure, meeting paralysis, Roberts Rules of Order planning on how to do something without ever doing anything.
  3. Once a member proclaims, "...that's not the way I operate..." they've volunteered.  The association, like our industry, is at a crossroads.  Like times in the past, both glory and ruination await.
Ideas are bulletproof -

Not only is the world on a path to less paper, but the new world will be populated with self-healing devices - no need for as many service technicians.

Managing services for your clients is the future.  This core idea is unflappable in a turbulent sea of rhetoric, incorrect research, and marketing talk.

The world of MPS, like life,  holds promise and doom - fortune, glory, and tragedy.  False promises? Yes.  Self-interest? Of course.

When haven't we experienced both?

To make a move, a real move, we've got to take that leap of faith...again and again, and again.  Heartbreak, then Glory.  Glory, then heartbreak.

Always.  All ways.



Click to email me.

Thursday, February 26, 2015

MPSA Elects New Board and Executive Committee



CHARLOTTE, NC - The Managed Print Services Association is pleased to announce its new executive committee and board of directors. Elections were held during January and February, and the new officers were chosen from the largest slate of candidates in MPSA history.

The newly elected MPSA executive committee consists of:

President: Kevin DeYoung, Qualpath
Vice President: Doug Bies, Canon USA
Secretary: Sarah Henderson, West Point Products/Clover Technologies
Treasurer: Lou Stricklin, Muratec America

“I’m pleased to continue to be part of the MPSA and honored to serve as president,” said incoming President Kevin DeYoung. "The ongoing vision of the MPSA is to continually embrace all industry participants in a collaborative and noncompetitive environment as we strive together to provide the necessary industry standardization, education and removal of barriers to provide growth and high value for all businesses, be they provider or end user, within this sector.”
The newly elected board of directors consists of seven members: Six members were chosen during the elections, while the outgoing president, Greg Walters, will hold the seventh position.

Ron Alphin, Distribution Management/Supplies Network
Kim Louden, GreatAmerica Financial Services
Kevin Morris, OneDOC MPS
Robert Palmer, BPO Media
Brian Stevenson, footPRINT Managed Services
Jenna Stramaglio, MWA Intelligence
Greg Walters, Greg Walters Inc.

The 11 members that will guide the MPSA for the next two years have some of the most extensive experience in the imaging channel and represent independent dealers, financial services, OEMs, the largest global consumables manufacturer, leading media and research, cutting edge software and independent consultants.

The new officers will be welcomed to their new positions at the board meeting at the ITEX show in Ft. Lauderdale, March 11, 2015.

If you are not currently a member of the MPSA, this is a great time to get involved and help shape the dialog. Join an international group of professionals from every aspect of the imaging industry: http://www.yourmpsa.org/join

About the Managed Print Services Association

The Managed Print Services Association (MPSA) is an independent, not-for-profit organization that serves the MPS industry. Its focus is on the development of standards, education and industry guidelines that unite the different segments of the industry that bring value to all those participating. Learn more about benefits and memberships.

Thursday, July 8, 2010

Johan Kosters Elected to Managed Print Services Association Board of Directors

Document industry veteran pledges focus on MPS business benefits for both end users and service providers.

Mount Laurel, NJ – July 1, 2010 – Johan Kosters has been elected to the Managed Print Services Association (MPSA) Board of Directors representing the Independent Consultant segment. MPSA members and current board members took part in the vote.

“On behalf of the MPSA, we are excited to have Johan Kosters participate in a leadership role as a member of the board of directors. It was a tough race among 13 very qualified candidates representing six countries. It demonstrates the international nature of the MPS industry and of MPSA. In fact, over 40 percent of our membership is international,” said MPSA president Jim Fitzpatrick.

On a Balance of Interests

“Managed Print Services will challenge the imaging and printing playing field in the upcoming years. MPS engagements will need to serve dynamic end-user needs for a high performing infrastructure to align their business processes and customer communication. Providers must concentrate on improving customer business processes and creating value through innovative infrastructure and services. As an MPSA board member, I will work to balance the interests of both end users and providers for healthy development of the MPS business,” said Kosters.

Wednesday, August 12, 2009

Vote For Me: If You Feel So Inclined - MPSA Secretary


The Managed Print Services Association is real. It must be, because it now has a charter.

Having been there at the very beginning I am honored and privileged to have been nominated for the post of Secretary.

For those who nominated me, thank you, the nomination alone is very satisfying.

To vote for me, go here.

"But Why Greg? Why would you ever want to be a Secretary in the MPSA?"

The answer is simple - I want to contribute as much as I can in creating a group unique and different within our niche. Something bold, a group that everyone would want to be a part.

Sellers, buyers, manufacturers, MSP's, MPS's, VAR's, clients, BTA, pundits, and experts.

I was asked a question on LinkedIn by Jim Fitzpatrick:

"...Greg, you are well-known throughout the industry for you “Death of the Copier Blog”, in which you identify everything within MPS Industry that doesn’t make sense.

In your possible ... new role as Secretary within the MPSA, outside of your Blog, will you help the MPSA make sense, out of everything that doesn’t make sense?

Sorry, it doesn’t hurt to ask …"

My response:

"...Yes, I will help make sense out of everything that doesn't make sense.

I will bring all I can to help and guide the MPSA through these most interesting times.

I do know MPS; I know MPS holistically and I see MPS from the clients' and the reseller perspective.

What is so very exciting about MPS right now, at this singular point in time, is it's uniqueness and ever changing form.

And I guess for me, this is a direction I was always heading; my past exploits unknowingly preparing me.

I intend to be part of building an association where it is easy to belong. A group with a simple, easy to understand purpose and common ideals.

So again, yes, I will help the MPSA in every way I can.

Not just by pointing out what does not make sense, but forwarding positive ideas and approaches..."

There you have it.

Now, anyone got a baby that needs kissin?

Would you like to know a little more? Article from March, 2009.

Managed Print Services Association: See Your Future, Be Your Future






Thursday, November 17, 2011

Leopard One Speaks Down Under - Press Release








MPSA Executive Committee Leader

Takes a Hard Look at MPS Industry Trends in MPS Conference Keynote

Columbus, OH – November 17, 2011 – Managed Print Services Association (MPSA) Executive Committee member, Greg Walters, recently presented a keynote speech at the 2011 Asia Pacific MPS Conference in Sydney, Australia. In addition to his longtime volunteer work with the MPSA, Walters is creator of the popular MPS blog, thedeathofthecopier.blogspot.com.

As a founding Executive Board member of the MPSA, Walters has been part of the MPS industry throughout its transition. “The industry has evolved more in the last four years than the previous six,” he declared. “MPS has changed everything and shifted influence from the OEMs to the individual.”

In his keynote presentation, Walters focused on several concepts affecting the marketplace:

• Transformation – “From the inside out. Apple transformed by building what they would use, not what the marketing pundits told them to produce.”

• Partnerships and Collaboration – “Advisories will forge new partnerships. OEM to toner re-man, dealer to dealer.”

• The Big Zag, for Today – “Running and managing an MPS practice is challenging. The more who don’t understand that, the better for we who do. Once the ‘P’ is removed, we are left with ‘Managed Services’. If you can run an MPS practice, you can thrive inside an MS.”

Monday, November 30, 2009

Your Managed Print Services Association International Board Member Election: It's Your Association - Globalized


As part of the MPSA, it is my duty to promote the MPSA and it's events.

I have never considered this a "duty" - and it is was great pride, I cut and paste this announcement from the site.

In less than eight months, the MPSA has now expanded international, with seven candidates vying for two international board member openings.

A listing of complete bio's here.

Hakam Abu-Risheh: Gulf Commercial Group

Mr. Hakam Abu Risheh has been at the helm of GCG since 2003 and has played a pivotal role in establishing the position of market leader that GCG enjoys today. He was previously with El Ajou group in Saudi Arabia as General Manager for its Canon operations, and also had additional responsibilities for the Unisys and Pitney Bowes product lines. He holds a Bachelor Degree in Electronics from the University of Manchester in the UK.

Ravi Balaguragi: Mustafa Sultan Office Technology Co LLC

Johan Kosters: DOCplus

Mr. J. Kosters has been an industry expert and ‘docaholic’ for more than 20 years. Since 2002 he is an independent consultant in the imaging, print and mail industry. Before this he has held several positions within OcĂ©'s research, sales, training and business services. In 2004 he founded DOCplus Consultancy, supporting clients with improving their document infrastructure and processes. DOCplus Consultancy has built an independent leadership position for document output management strategy development, purchasing support and ongoing end-user service level management of MDS/MPS engagements.

Graham Mann: The Danwood Group

In standing for election to the MPSA board I have put together the following profile with highlights of my industry background, significant accomplishments and what I can offer the MPSA and its members.

My name is Graham V Mann. I was born in London in 1959 and currently hold the position of corporate accounts director working for Europe’s largest independent print management services company – The Danwood Group. http://www.danwood.co.uk/. My background is mostly sales, however I am trained in marketing with Institute of Marketing Qualifications. More recently I have learned an appreciation for project management skills and understand the value this brings to a successful MPS offering. Outside of work I enjoy spending time with my family and am actively involved with local community cricket and football clubs.

Robert Newry: NewField IT

This is an exciting time to be in the industry as we transform from a box led proposition to a service led one. There are many choices and challenges to address and the Managed Print Services Association (MPSA) provides a much needed independent source of advice, discussion and standardization. My experience at NewField IT where we have been involved in 100+ MPS type projects in 31 countries is why I feel I can bring a knowledgeable and independent view to this diverse and fast evolving area.

Uwe-Jens Nonnsen: Self employed Consultant

My experience in this industry goes back to the 70’s. As Managing Director of the German subsidiary of Nashua Corporation, Nashua, N.H. I established mid of the 80`s the foundation for an ever growing and prospering organization. I stayed Managing Director throughout the acquisitions and mergers performed by Gestetner in 1990 and followed by Ricoh in 1995. In 1991-1993 I also was as MD in charge for Gestetner Denmark and Sweden. 1995 was the start of NRG Group Plc. (Nashuatec/Rex Rotary/Gestetner) – a 100 % owned subsidiary of Ricoh Tokyo. All subsidiaries of NRG operated parallel and competed with Ricoh’s own subsidiaries.

Peter Strohkorb: PS Consulting

Peter is a hands-on Consulting, Sales & Marketing professional with over 20 years senior management experience in B2B Solutions. He enjoys coming into organizations to either start new lines of business, or to take existing businesses to the next level.

Peter is a specialist in Managed Print Services. He recently joined CSC Australia to build the Enterprise Print Solutions business. Previously, he spent seven years at Canon where he started and built the Solutions and Managed Document Services business from zero.

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Become a member, vote here.








Sunday, April 24, 2011

Business Acumen - Another Contribution from Leopard David Ramos. "The World of Selling"

4/24/2011
By Dave Ramos

I was listening to this consultant/trainer speak at a national show this past week and he made the statement “The world of selling hasn’t changed much in recent years.” Then he continued to dole out the same old tired advice, instructions, and stupid clichĂ©s that were taught decades ago…at least the guy is consistent (see, I always spin it in the positive).

The only problem with his philosophy is that those teachings are the reasons, that today, so many salespeople more than ever are struggling to survive.

Here is what I know. The world of business, in general, has changed DRAMATICALLY. Yet for whatever reason, one area of business that has been remarkably stagnant and continues to fiercely resist change is sales.


Make 2011 about your personal development in your sales profession. Leave the stale, crusty, techniques of the past behind. Focus on effective techniques and self-education that will truly have an impact on your career. Focus on building and expanding your business network. If the CIO is your target in the MS or MPS world, then you should understand the network CIOs live in and connect wherever you can.

  1. CIO’s team – cultivate relationships inside the circle. Learn who their staff is and learn to leverage contacts one level removed.
  2. CIO’s peers – they are trusted more than any other source of information. References and referrals count. Learn how to ask for them and leverage them.
  3. Also other relationships they might have with trusted supplier partners, consultants, etc...

Next, learn to do some research people. Did you know the #2 annoyance of technology buyers is reps showing up unprepared for meetings? Un-freaking-believable!!! You mean to tell me we go through all this effort to get a meeting then show up unprepared?! Here is a basic checklist that I use to test sales reps on their accounts prior to them engaging a prospect or client on an appointment.

  1. Who is the account’s CEO, president or owner? Who are the key contacts by department?
  2. What is the company’s highest priority goal or objective?
  3. What is their mission/ vision/core values?
  4. What is their key product or service?
  5. Who is their toughest competitor?
  6. What is the biggest problem they face in their industry?
  7. Is there pending legislation that will affect their industry?
  8. What is their greatest strength?
  9. What is their strategy: a) Low-Cost b) Differentiation c) Niche Player?
  10. Who is their largest customer?

Lastly, develop some business acumen. Business acumen can be described as an understanding of how a business works and what it takes to make it profitable. It is about comprehending topics such as amortization, assets, balance sheets, book value, cash flow, fixed assets, liquidity, margin and return on assets, to name just a few.

Here are a few suggestions:

  1. Reading business publications and watch specific business channels can provide current information about business trends, markets, or economic factors affecting various businesses and industries.
  2. Join a professional networking organization (there it is again, networking, sorry cold call lovers!) and association dedicated to sharing business information with their members can offer networking events, conferences, and seminars.
  3. Attending evening or weekend courses focusing on business topics can build one’s knowledge on matters such as understanding financial statements and P&L (Profit & Loss), cash generation, or revenue growth.
  4. Finding a mentor with a strong business understanding is a great way to learn how businesses operate. The mentor can be a co-worker, a former boss, or someone who is a member of the same professional association that you joined to do NETWORKING.

In today’s fast-moving world, we may face some of the same challenges, but the answers are constantly changing. If you do not continue your learning curve and have an open mind to alternative ideas and approaches, you will be left behind. Those who continually adapt are better at getting ahead, while those who insist on clinging to their old, “right” answers will become obsolete.


About the author: David Ramos is a sales operations consultant for Strategy Development, an industry management consulting and advance sales training firm providing sales, sales management, service & MPS information.  He also instructs a selling skills workshop called “Sell With Success”. You can reach him at ramos@strategydevelopment.com.



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Tuesday, December 23, 2008

Equitrac Professional Print Management and Cost Recovery Solution


"Today's Equitrac solutions are secure enterprise-level management tools that are increasing productivity and reducing print waste in support of dual initiatives to maintain the bottom line and be environmentally friendly," said Michael Rich, CEO of Equitrac Corporation. "In a challenging economy, these initiatives rise in importance. Equitrac remains committed to working with its partners and customers to leverage our experience and technology innovation to deliver solutions that streamline and centralize print and cost management throughout the networked print environment."

Press Release here.

Some of the highlights, Equitrac Professional 5.2.3 :


Increased productivity

-- WAN Optimization - For multi-office, distributed deployments of Equitrac Professional, this feature improves print workflows by allowing IT to configure caching options and the use of locally configured servers.

-- Pop-up tracking of print processes - A new status tool will help administrators evaluate the status of print requests direct from the desktop. The pop-up gives a complete view of all steps and decision points in the print job progression.

-- Microsoft Active Directory Synchronization - New attributes are available for synchronization with MS Active Directory, such as phone extensions, locations and user class association.

Enterprise-class document scanning and output:

-- A default network addressable "Home" folder has been added to this latest version of Equitrac Professional to support efficient and quick scanning. Home folder association can be controlled via the System Management console, file import and Microsoft Active Directory synchronization.

-- Scanned document output type conversion - Equitrac Document Capture can now be configured to offer document output type conversion to end users. Whether an MFP scans as PDF or TIFF files, this latest version of Equitrac Professional can convert the final output to PDF, Multi-Page TIFF, Single-Page TIFFs, JPEG, or PNG file formats.

-- Improved scan workflows - Site administrators can now predefine scan workflows as scan aliases for efficient selection at TouchPoint Consoles. These aliases can be customized to specific business requirements and are also customizable to individual user classes.

Expanded Partner Support

-- Canon - Equitrac Professional 5.2.3 adds extended copy attribute support for older version Canon printers. This support will allow customers to implement print and cost recovery management solutions across a printer network that includes both older Canon MFPs that don't currently support extended copy attributes through the copy cable, and newer model Canon MFPs. This new feature enhances productivity and more effective cost management by enabling tracking that discerns black/white vs. color print jobs and includes device log readings and synchronization of the data with TouchPoint sessions.

-- Equitrac Embedded for eCopy - eCopy Scan Station client support has been enhanced to include full authentication and roaming user profiles, favorites, and history. In addition, Equitrac Professional version 5.2.3 adds support for the recently released eCopy Cost Recovery Protocol version 3 which features Single Sign On (SSO). This feature is available for Equitrac Embedded for eCopy and TouchPoint Consoles.

-- EFI SendMe and IKON DocSend - This embedded option allows for EFI SendMe and IKON DocSend users to log in, allocate billing information and conduct a scan right at the EFI or IKON device.


SOURCE: Equitrac

Thursday, January 4, 2024

The Resurgence of Managed Print Services: A New Dawn?


I've been asking this for over a year now, "Is MpS is back?"

Surprisingly, dealers and salespeople have been telling me their Prospects are asking for managed print services. Prospects have a definition of managed print services, see a need and are actively seeking out providers.  

Not like the old days.

MPS is not merely surviving; it's thriving and adapting in ways that promise a brighter, more efficient future for businesses worldwide.

Wednesday, April 15, 2009

2009:First Annual Managed Print Services Conference and Association - Oh What a Difference a Year Makes!

4/2009-



The conference is fast approaching. We have had many "Go To Meeting" meetings. The awards have just about been determined, trophy's await the engraver.

I wrote my first article about Ed and the gang, April 15, 2008, one year ago, today.

They were the only ones out there talking about MPS - other than myself and a close circle of colleagues.

In that article, I quoted Ed, "“...It is important to note that the decision making process is less collaborative than might be expected. The market is shifting to an IT-controlled, printer-based MFP-centric environment, and study results indicate that IT is winning the battle to make the MPS decision for the entire fleet, including printers, MFPs and copiers..." - spot on.

In the beginning, there was no Xerox sponsorship, no special announcement from Samsung, no MPM (see the cool video, here.) And the idea of an association was months away.

Back then, HP sold Managed Print, Edgeline was "on fire" and IKON was, well, still IKON.

Today, MPS is just entering the "Trough of Disillusionment" on it's way to the "slope of enlightenment" - for reference, Confidential Printing is at the back end, on the Plateau of Productivity. If you don't know what the heck I am talking about, hit me up on email, I will share.

So it seems, today, there are dozens of MPS experts, hundreds of MPS providers and a growing number of consultants, advisers, mentors, blah, blah, blah - I know the real deal.

If you haven't got your seat, go register - it is going to be stellar.

I can say I was there, almost in the beginning.

Check this link.


Contact Me

Greg Walters, Incorporated
greg@grwalters.com
262.370.4193