Transcript Kyocera - Steve Pearce

STEVE PEARCE
CHANNEL MARKETING MANAGER
WHY ARE YOUR
CUSTOMERS
REQUESTING MANAGED
PRINT SERVICES?
Quocirca 2013
How important are the following drivers in
motivating a move to an MPS?
1= unimportant 5=very important
>:(
1
2
3
REDUCE COSTS 4.4
GAIN PREDICTABLE EXPENSES 4.3
REDUCE IT BURDEN 4.1
4
IMPROVE SERVICE QUALITY & RELIABILITY 4.0
5
REDUCE ENVIRONMENTAL IMPACT 3.8
6
7
ACCESS NEW PRINT TECHNOLOGY 3.7
IMPROVE EMPLOYEE PRODUCTIVITY 3.5
REDUCE COSTS 4.4
GAIN PREDICTABLE EXPENSES
4.3
GARTNER
ESTIMATE THAT4.1
3% OF THE
REDUCE
IT BURDEN
TYPICAL COMPANY’S ANNUAL REVENUE IS
SPENT&ON
PRINTING DOCUMENTS.
IMPROVE SERVICE QUALITY
RELIABILITY4.0
REDUCE ENVIRONMENTAL
IMPACT 3.8BUSINESS OF £15m
IN A MEDIUM-SIZED
TURNOVER, THAT EQUATES TO
ACCESS NEW PRINT TECHNOLOGY 3.7
IMPROVE EMPLOYEE PRODUCTIVITY
£450k
3.5
REDUCE COSTS 4.4
GAIN PREDICTABLE EXPENSES
4.3
MPS DEPLOYMENTS
NOT ONLY
REDUCE
IT BURDEN WILL4.1
MAXIMISE UPTIME, REDUCE POWER
CONSUMPTION
AND ELIMINATE WASTE IT
IMPROVE SERVICE QUALITY
& RELIABILITY4.0
WILL HELP TO REDUCE PRINT RELATED COSTS
REDUCE ENVIRONMENTAL
IMPACT 3.8
BY
ACCESS NEW PRINT TECHNOLOGY 3.7
IMPROVE EMPLOYEE PRODUCTIVITY 3.5
30%
REDUCE COSTS
4.4
GAIN
PREDICTABLE
EXPENSES
GAIN
PREDICTABLE
EXPENSES 4.3
REDUCE IT BURDEN 4.1
IMPROVE SERVICE QUALITY & RELIABILITY 4.0
REDUCE ENVIRONMENTAL IMPACT
3.8
ACCESS NEW PRINT TECHNOLOGY 3.7
IMPROVE EMPLOYEE PRODUCTIVITY 3.5
REDUCE COSTS
4.4
GAIN
PREDICTABLE
EXPENSES
GAIN
PREDICTABLE
EXPENSES 4.3
REDUCE IT BURDEN 4.1
IMPROVE SERVICE QUALITY & RELIABILITY 4.0
REDUCE ENVIRONMENTAL IMPACT
3.8
ACCESS NEW PRINT TECHNOLOGY 3.7
IMPROVE EMPLOYEE PRODUCTIVITY 3.5
THE LEGACY PRINT FLEET
•
•
•
•
•
•
•
•
•
EXPENSIVE
UNRELIABLE DEVICES
NO SLA FOR THE SERVICE PROVISION
DIFFERENT TONERS
NO CLUE ABOUT RUNNING COSTS
DIFFERENT DRIVERS
LITTLE NEW TECHNOLOGY
HIGH WASTAGE
NOISY & UNHAPPY USERS
• VARIETY IS THE SPICE OF LIFE
THE NEW MANAGED FLEET
• CHANGE MANAGEMENT
•
•
•
•
•
•
•
•
•
COST SAVING
FULL SLA FOR SERVICE
LATEST TECH AVAILABLE
GREATER FUNCTIONALITY
COSTS FULLY UNDERSTOOD
FAMILIAR USER INTERFACE
FINANCED DEVICES
TIMELY INVOICES FROM IMUK
GREENER
THEY WANT IT…
BUT ARE THEY
READY?
Quocirca 2013
How important are the following drivers in
motivating a move to an MPS?
1= unimportant 5=very important
EXPECTATIONS
2 YEARS TO
MAINSTREAM
ADOPTION
TECHNOLOGY
TRIGGER
PEAK OF
INFLATED
EXPECTATIONS
TROUGH OF
DISILLUSIONMENT
SLOPE OF
ENLIGHTENMENT
PLATEAU OF
PRODUCTIVITY
2012
SO HOW BIG
IS THIS
OPPORTUNITY?
$14B
EMEA MPS/BPS REVENUE
$12B
$10B
$8B
$6B
$4B
$2B
$0
2009
2010
2011
2012
MANAGED PRINT SERVICES
2013
2014
2015
BASIC PRINT SERVICES
IDC 2013
MPS V OPM MARKET, EMEA 2013
REVENUE IN MILLIONS OF US DOLLARS
$30000
$25000
$20000
DOWNWARD PRESSURE:
TOTAL PAGE VOLUME
TOTAL REVENUE
65%
$15000
$10000
UPWARD TREND:
MPS PAGE VOLUME
DEVICE PLACEMENTS
$5000
$0
2009
2010
2011
2012
2013
MANAGED PRINT SERVICES
2014
2015
2016
35% $7500m
2017
OFFICE PRINTING MARKET
OK, OK… SO WHAT’S
IN IT FOR ME?
LOCK IN ANNUITY
LOCK OUT COMPETITORS
UNLOCK CROSS SELL OPPORTUNITIES
EXTRA PAGE VOLUME
TIMELY PAYMENTS
NO INVESTMENT IS KEY
Over to you….
Ingram Micro Managed
Print Solution
Gemma Glen
Head of Category - Print
Confidential and proprietary information of Ingram Micro Inc. — Do not distribute or duplicate without Ingram Micro's express written permission.
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SME End Users – Where are they?
IDC 2012
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Background
■ We are the Leading Distributor for Print
– We see and understand Managed Print & Recognise the Growth Opportunity
■ We Partner with the Leading Managed Print Manufactures &
Solution Providers
– Leveraging partnerships and Linking Ingram’s Capabilities
■ 12 months Development
– Fully integrated into Ingram’s infrastructure, giving automation solution to keep
costs down and lock down End Users.
■ We are not new to Managed Print Solutions
– We have been fulfilling most of the Managed Print Solutions
– Our US Division have been delivering a Managed Print Solution for the past 2 years
 Changes made to fit UK Market, taken best practices.
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PrintSense - How it Works
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Key Partners
Industry Leaders in Print Monitoring Software
Integrate efficiently with ERP systems in high volume
environments
Platinum Sponsor
Extensive Hardware Portfolio
Service Network – Top Class
Ingram End User – Working
Showroom
Multi Vendor Coverage
Nationwide Service Delivery 24-7 365 days
SLA to fix as opposed to response
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Sustainable Benefits for You
■ On-going revenue and profit for a contracted period – typically 3 to 5 years
– Options to managed existing print fleets or a complete refresh
■ Manage your end users fleet contracts via “MyPrinterManager”
– Identify hardware refresh opportunities on-going….
– Advise end user on printing usage and savings to provide continuous improvement
 Charge for professional services and service delivery / lifecyle management
■ No investment in engineers or software, all included in the Ingram Cost Per
Page
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Next Steps
■ Our Partners are here for the 2 days
■ We have a workshop Tuesday Afternoon
■ Opt into PrintSense
■ Be included in our Education Programme
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Thank You
Confidential and proprietary information of Ingram Micro Inc. — Do not distribute or duplicate without Ingram Micro's express written permission.
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Confidential and proprietary information of Ingram Micro Inc. — Do not distribute or duplicate without Ingram Micro's express written permission.
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