23. The Things We Think And Do Not Say
Why have the VAR’s been so hesitant
in getting into MpS?
24. The Things We Think And Do Not Say
The problem facing even the leading
managed print vendors is not getting
partners or customers to understand the
model, but demonstrating why a particular
service is different or better than a
competitive offering. – Larry Walsh, Channelnomics, 7/25
25. The Things We Think And Do Not Say
“Solution providers give three main reasons
for not pursuing managed print further: the
investment required to build out a managed
print infrastructure, the risk inherent in
doing so, and the lack of specific printing
industry knowledge in their organizations…”
- Robert Dutt, Channelnomics, 6/11/13
26. The Things We Think And Do Not Say
“The biggest reason it’s difficult to jump into
managed print services or managed services
is because nobody wants to “do”.
-Jennifer Shutwell, Walters & Shutwell, 7/28/13
27. The Things We Think And Do Not Say
“…I receive press releases and communications
from printer companies bragging about their
managed print services businesses. And far too
often, the communications highlight direct sales
engagements with no channel partners
involved. It's as if marketing, PR and the
executive suite don't realize direct sales
messaging will ultimately alienate channel
partners…” – Joe Panettieri, MSPmentor, 7/24/13
28. The Things We Think And Do Not Say
“…I receive press releases and communications
from printer companies bragging about their
managed print services businesses. And far too
often, the communications highlight direct sales
engagements with no channel partners
involved. It's as if marketing, PR and the
executive suite don't realize direct sales
messaging will ultimately alienate channel
partners…” – Joe Panettieri, MSPmentor, 7/24/13
29. The Things We Think And Do Not Say
“Six in 10 channel firms say incidence of channel
conflict has increased in the last two years; 21%
say it’s risen significantly” – CompTIA, 6/7/2013
30. The Things We Think And Do Not Say
OH…and they (IT folk) don’t like printers…
• Up to 40% of helpdesk calls are print
related – CDW
• Toner Cartridges
• End Users
• Dirty – Engineers NOT technicians
• Not as Cool as a SAN, WAN, Blade or
Cloud…
31. The Things We Think And Do Not Say
There is one question, with two sides:
Why haven’t we gotten into MS…?
Why haven’t they gotten into MPS…?
Fear
Dislike
32. “What is the Model?”
The Things We Think And Do Not Say
From the Imaging Industry perspective?
44. Back to the Question:
What, exactly, is the model?
The Things We Think And Do Not Say
45. Value Prop – Why
Infrastructure – How
Who – You?
The Things We Think And Do Not Say
46. Value Prop – Why
The Things We Think And Do Not Say
47. The Things We Think And Do Not Say
Strategic Business Partner
Or
Transactional based Vendor
48. Strategic Business Partner:
Business
Acumen, Empathy, High degree
of qualification
Transactional Vendor:
PPPP or
“Pick, Pack, Ship”, come
one, come all
The Things We Think And Do Not Say
49. Strategic Business Partner:
Free IT from the Mundane
Without taking away control
Not simply allowing IT the time to
be more strategic, but helping IT
be more strategic…
Transactional Vendor:
Provide fast service, delivered
where and when needed at a
competitive price…
The Things We Think And Do Not Say
50. Value Prop – Why
Infrastructure – How
Who – You?
The Things We Think And Do Not Say
51. E*Automate, SAP, SalesForce, MpS, Etc.
Managed Services Portfolio
Per Seat, CPI, Lease, Incident, monthly.
And Compensation Plan $
Technicians vs. EngineersService
Current
NOC or NOT
Billing
The Things We Think And Do Not Say
Infrastructure – How
52. Value Prop – Why
Infrastructure – How
Who – You?
The Things We Think And Do Not Say
53. Starts here. Set the long term goal and
commit.
Engage from the very beginning and work through
the “it won’t work here” commentary
Per Seat, CPI, Lease, Incident, monthly.
And Compensation Plan $
Evaluate existing team and improve.Service
Ownership
Management
Sales
The Things We Think And Do Not Say
Who – You?
56. The Things We Think And Do Not Say
What, if ANYTHING does
this have to do with
managed print services?
57. “…the active management and
optimization of document output devices
and the related business processes…”
The Things We Think And Do Not Say
58. The Things We Think And Do Not Say
Document - Email
Output – Bumper stickers to YouTube
Device - Slice of Glass
Remote Monitoring – Lights in a dark room
Remove the tactical – Standard value prop
Workflow/Business Process – “Show me how you…”
59. The Things We Think And Do Not Say
MS is a similar path to MpS
Infrastructure needs enhancement, not rebuild
Selling is different, but our advantage
Ownership commitment
Expand beyond traditional venues and ideas
60. The Death of Managed Print Services
One more thing
Convergence
Transformation
The Singularity
----- Meeting Notes (7/26/13 19:22) -----path of MPS compared to the Path of MS -
Play a little game..I will say a phrase, and you think about it..
We’ve all heard this one -
Let’s stop for a second…take a breath – tell me, how do you fee?
Let’s stop for a second…take a breath – tell me, how do you fee?
Managed Services is typically considered an IT play.
Play a little game..I will say a phrase, and you think about it..
Play a little game..I will say a phrase, and you think about it..
Managed Services is typically considered an IT play.
Two sides of the same coin
In getting into both MS and MPS
Managed Print Services at an Inflection Point – Larry Walsh, ChannelnomicsIDC says managed print services is not only gaining acceptance, but has reached an inflection point.
Channel contention is increasing …a lot. CompTIA study.
----- Meeting Notes (7/26/13 22:38) -----Channel contention…as spotted by an MSP Guy
----- Meeting Notes (7/26/13 22:38) -----Channel contention…as spotted by an MSP Guy
17%, 30% HP – 4 out of 10 or 3 out of ten…?
17%, 30% HP – 4 out of 10 or 3 out of ten…?
----- Meeting Notes (7/26/13 22:48) -----Get rid of the fear, see your place, see your model.
What are you thinking now?
----- Meeting Notes (7/26/13 22:52) -----True relationships - empathy, business acumen positioned as a peer, not a vendor
----- Meeting Notes (7/26/13 22:52) -----No close in the traditional sense as the selling cycle is continuous…refresh, opportunity for projects, etc
----- Meeting Notes (7/26/13 22:52) -----New breed of Collabrative Selling Professional who can qualify quickly, be discerning and establish truth
----- Meeting Notes (7/26/13 22:52) -----Not as much as an individual as a company representative, one who will marshal resources to the business goals of the client -
Let’s stop for a second…take a breath – tell me, how do you fee?
Let’s stop for a second…take a breath – tell me, how do you fee?
Let’s stop for a second…take a breath – tell me, how do you fee?
Let’s stop for a second…take a breath – tell me, how do you fee?
Both models will work.
Both models will work.
Let’s stop for a second…take a breath – tell me, how do you fee?
Assess your existing situation –To buy, merge, partner or build – Billing – from pricing, quoting, to billing and compensationService – existing talent, grow by hiring, training existing, acquiring or partnering
Let’s stop for a second…take a breath – tell me, how do you fee?
Ownership must be aboardManagement, sales, service, operations – all on the same teamSales in the field must buy in, either with the carrot or the stickService – higher level of knowledge and temperament. Most, but not all, will want to enhance their personal, technology skills.
Let’s stop for a second…take a breath – tell me, how do you fee?
Let’s stop for a second…take a breath – tell me, how do you fee?
Good question…let’s go back… parallel existence
Let’s stop for a second…take a breath – tell me, how do you fee?
Good question…let’s go back..
Good question…let’s go back..
Ultimately – everything will be different – the internet of everything. All people are connected, not by paper – or the presented word