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Paul Herman Services Platforms, Xerox XChange August 2009

Paul Herman Services Platforms, Xerox XChange August 2009. customers who know how much they spend on print. 1/10. of largest managed service providers offer managed print. 1/3. 3. or more years for each mps contract. or more in revenue per device on average per month. $150.

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Paul Herman Services Platforms, Xerox XChange August 2009

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  1. Paul Herman Services Platforms, Xerox XChange August 2009

  2. customers who know how much they spend on print 1/10 of largest managed service providers offer managed print 1/3 3 or more years for each mps contract or more in revenue per device on average per month $150 estimated number of US business printing devices 30,000,0000 size of US MPS market in three years time $15,000,000,000 Think Big: Why Managed Print Services?

  3. 50 Customers Sound realistic? 15 MPS success Remember that 90% number? 5 Avg. printers/customer 4-5 per seats per printer 75 # Printers/mfp’s Under MPS $135K Incremental revenue $150 x 12 x 75 $47K Incremental margin @ 35% margin Show me the money…

  4. Target Market • Small to medium size businesses (no SOHO) > 5 devices Sales process • Assess, design, implement, manage and support Customer benefits • Virtualization • Consolidation • Visibility • Simplicity • Managed costs Contract type • Cost per seat per month • Cost per page per month Key tools • Network Operations Center • “Page Operations Center” • Assessment tools • Deal structuring • Billing and backoffice Risks/Complexities • Investment choices • Billable utilization • Toner coverage/profit • Supplies inv. and fulfillment • Break-fix service Rewards • Long-term recurring revenue • Trusted advisor status • Incremental share of wallet • Economies of scale/scope • Additional barriers to entry MPS for MSP Managed Services Managed Print Services

  5. 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 Why Xerox?

  6. Toner coverage: we’ll cover it on standard office equipment 1 Supplies: we’ll ship it for free on your behalf 2 Software: we’ll include it 3 Service: we’ll fix it (if you want us to) 4 Support: we’ll back your brand with ours 5 What can we do for YOU?

  7. How we do it: PagePack™ 3.0 Xerox provided Xerox or Partner Partner provided

  8. 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

  9. 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?”

  10. What next? TOMORROW: Take Xerox challenge at our booth:first 25 will receive an iPod Shuffle ANYTIME: www.xerox.com/thinkbig MPS??

  11. Thank you Paul.Herman@xerox.com pagepack@xerox.com Managed Print…

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