With input from the Photizo team of senior consultants and analysts, Scott Dunham examines what 2011 held for the managed print industry, setting New Year’s resolutions to make the most out of 2012 opportunities.
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As a result of dramatic transformations in the MPS industry, decision makers are increasingly located in the C-suite. This shift will require MPS providers to take a more strategic sales approach, operating as members of a team as opposed to working with one contact. Join Photizo Group Senior Consultant Rob Sethre as he discusses the challenges presented by the C-level.
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In the MPS industry, every potential client has a different set of needs. By not strategizing according to these needs, providers are only setting themselves up for failure. But, by using the Photizo Customer Adoption Model, you can refine your messaging, develop a long-term strategy and position yourself to win more deals.
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Salespeople, the link between customer and provider, are on the frontlines of our industry. Without knowledgeable, capable and compassionate salespeople, even the best MPS offerings and solutions will fall flat. With the guidance of Photizo Group Senior Consultant Ken Stewart, determine if your sales team is primed for success or destined for failure.
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Assessments can be the difference between success and failure in an MPS implementation. With many engagements being long-term contracts, inaccurate assessments, or having no assessment at all, can lead to disaster. Here, Lee Tucker reveals assessment statistics taken from the 2011 MPS Decision Maker Tracking Study.
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Rules-based printing can help organizations save even more money within their managed print services contract, but not implemented with care you might just have a rebellion on your hands. Scott Hornbuckle shares three rules to implementing an effective rules-based printing program.
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The small-medium business sector presents a tremendous opportunity for channel partners, but MPS providers are still struggling to transform their business for this new customer. Drawing on his experiences as both an end-user and channel partner, Ken Stewart discusses the road to success and the quickest way to get there.
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Ed Crowley discusses how Japanese OEMs are adapting and transitioning to the evolving managed print services market, asking if they have the same ability as IBM, HP and Xerox to transition from product-lead to services-lead.
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Lexmark has been the center of many recent conversations. Are they an acquisition target? Can they survive given their size relative to industry behemoth’s HP, Xerox, Ricoh and Canon? Can Lexmark compete against larger rivals when offering global managed print service engagements? How will they create a competitive advantage against much larger rivals? This past…
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What part should technology play in the customer value proposition? Moving past Stages 1 and 2 of the Customer Adoption Model, Photizo’s Ken Stewart explores the value that Stage 3 technology can bring to an engagement with a comparative look at how developing technology has changed the telecommunications industry.
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Ricoh’s sponsorship of the Transform 2012 Global Webcast will make it possible for hundreds of professionals to participate around the globe.
On Thursday, May 24, we will begin broadcasting select sessions ... »
By: David Fung
David Fung is the Director of Sales and Marketing for UniPrint. David has over 30 years of industry experience and co-founded the company in 2000.
As one of the ... »
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