Managed Print Services and Beyond - I Know One Name? (IKON)

There is a very, very big shoe about to drop in the MPS universe - the "Alan Parson's Project", also known as the Preparation "H", RiKON's - Managed Document Services. 

I have mentioned in various discussions, observing many "want ads" appearing across the country for Managed Document Services Specialist / Managed Print Services posted by IKON. 

Small, interesting point here, the ads are posted by IKON, not Ricoh. At one point, my Google Alerts were bringing 3 to 5 returns from IKON a day. 

I noticed this morning, only one, out here in Irvine. To me, this says they have hired up and are about to roll out the MDS program. It's no secret that IKON, on paper, should have the best MPS talk track in the world. They have an FM - where the standard "assessment" is paramount and software called "TRAC".

Ikon has an EDM division - they know how to craft and sell an SOW. The sales force is huge - feet on the street. A fairly large service footprint - access to multiple manufacturing service parts(debatable, I know) And they should be able to go after business at the Enterprise and SMB level. 

 Indeed, it is my opinion, and I think this is shared by some, that IKON MDS solution has the potential of providing a pallet of services, supported by a very good Professional Services consulting staff, an above-average fulfillment system, and a vendor-agnostic toolset helping clients manage their environment. Of course, every, single, MPS program out there looks fantastic on paper, doesn't it? 

Been there, done that, got the pink slip to prove it. (Well, not me personally, but you get the point...)

IKON MDS is built on Three Phases: 

Total Fleet Managementt – a range of baseline support for deploying and managing diverse fleets of output devices, including supplies, service and maintenance (preventive and restorative), and management reporting. 

Intelligent Device Rationalization – a strategic assessment of current assets, business processes and workflows to help organizations achieve a balanced deployment utilizing the right device at the right time. 

Optimized Business Processes – a consultative approach to design, plan and implement improved business processes. 

 If the above seems vaguely familiar, see the chart below: 

It's the same - Another interesting point, the job description for an MDS Specialist at RiKON includes:

"...Performs complex business analyses of customer’s business communication requirements and develops benchmark demonstrations, proposals and value propositions that exceed customers’ requirements resulting in the development of new customers and retention of existing Managed Print Services account by applying a consultative approach...

" Wow - ok...does this sound like a "copier sales guy"? I know the MDS project, ahem I mean the "Alan Parsons Project" was initiated a while back; back when MPS was hot. Before all the other copier dealers tried and failed. 

So it will be with great interest we watch the press releases as RiKON/RBS/Ricoh start to announce all the "big MDS" wins that will undoubtedly occur between now and the end of the summer. 

One thing - I wonder if there will be a hardware gate inside the MDS commission structure. 

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The Final Definition of Managed Print Services...for now.

Ok. This is not a tease.

We here at Death Of The Copier are making a stand.

Staking our claim, drawing a line in the sand.

Here is my definition of Managed Print Services, as of today, March 23, 2010,

"...the act of managing components and processes associated with moving, saving and presenting information in the form of documents..."

...and the crowd goes crazy...well, at least the crowd smiles, brightly...on a beach...somewhere in SoCali.

Here is my take on the definition.

The Managed Print Services Universe is large enough to include all of the parts in the MPS Ecosystem - hardware to software; single function devices to third party toner; from paper supplier to lease company; from remote monitoring to invoicing workflow. It is all here in MPS, and so much more.

More importantly, as we on the inside of the industry struggle to define what it is we can make money with, some of us may be forgetting the prospect, the customer.

After all, isn't MPS suppose to be all about the Client, not about us?

Some say, MPS is simply about "print". I know, I know, its right there in the moniker.

But if we hang our future on the 'P' we are doomed.

Just ask the current pool of unsatisfied copier/printer/output dealers failing with MPS.

And yes ~ it does have a tinge of oldskool and includes EDM.

This definition works; it doesn't tie you to the print, but includes the print.

When using this, your clients and prospects will respond favorably and won't hear "copier" or "printer" so you are not pigeon holed into an equipment and CPI competitive battle.

Your assessments will naturally expand beyond volumes and supplies cost.

This definition can be used by toner folks, copier guys, wide format, FM, software, printer resellers, leasing companies, paper suppliers AND IT VARs.

But the most important aspect: I have been asking PROSPECTS and CLIENTS what they think of it. Market testing, as it were.

I tell them, and then I ask them, what does it mean to them.

Most shrug and say, "... you manage all my processes and units around my information..." - perfect.

One more time - Managed Print Services is,

"...the act of managing components and processes associated with moving, saving and presenting information in the form of documents..."

Inclusive...not exclusive. Brief. Succinct, and Tweetable.

Definition settled.

There. Now we can be friends.

Let us hold hands and frolic amongst the waves, shall we?







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Oce REBRANDS Their Current Fleet Management program into Managed Print Services

This is like updating your online Profile.

Well, at least Oce is being honest about it.

In a press release, today, Oce announced Oce MPS, a rebranded version of the company's current Oce Universal Fleet Management service.

"The new offering provides enterprises with optimized utilization of document output equipment, better control of document-related expenses and improved operating efficiency. The net impact is a marked reduction in the total cost of office print/copy, which is estimated at three percent of revenue according to such industry analysts as Gartner, IDC and InfoTrends..."

Oce's stated, idea of a Successful Managed Print Service:

"...Successful Managed Print Service solutions should include a comprehensive assessment of current and future document production output that is aligned with a customized migration strategy for managed print. Staff training and equipment optimization to reduce costs and curb inefficiency are also components of a solid managed print plan. An optimized fleet configuration and effective ongoing management can reduce costs as much as 30%.

MPS Goals:

Improve multi-brand fleet performance and ultimately standardize the fleet

Separate underutilized from cost-efficient systems

Calculate true cost of ownership

With proper managed print, companies receive the resources needed to better control document process operations and expenses. By assessing existing devices relative to the print trends of the organization, it is then possible to redeploy existing assets and achieve a better ROI.

There are many cost-saving strategies inherent in MPS.

Some of those can include:

Route document production jobs to the most efficient device to reduce costs
Encourage document sharing by establishing departmental charge-backs for the cost of printing..."

See it all here.



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