W H I T E PA P E RManaging Print as a StrategicAsset for Your OrganizationHow MPS and Nuance Software Can Drive Productivi...
White Paper | MPS and The Opportunities Beyond Cost Per PageIntroduction.....................................................
| MPS and The Opportunities Beyond Cost Per PageAbout the AuthorRobert Palmer is an independent market analyst and industr...
White Paper | MPS and The Opportunities Beyond Cost Per PageMPS…In the BeginningSeveral market forces have fostered the on...
| MPS and The Opportunities Beyond Cost Per PageMost agree that MPS engagements fall into three broad tiers, which have in...
White Paper | MPS and The Opportunities Beyond Cost Per Pagestrategy with vendors and other providers utilizing MPS as a w...
| MPS and The Opportunities Beyond Cost Per PageThe True MPS Value PropositionThere is a real and immediate need for MPS c...
White Paper | MPS and The Opportunities Beyond Cost Per PageNuance and MPSThe real value-add from any managed print servic...
| MPS and The Opportunities Beyond Cost Per Page	 •  ecure document release allows users to hold print jobs at the device ...
White Paper | MPS and The Opportunities Beyond Cost Per PageNuance: The Preferred MPS PartnerFor Businesses Considering MP...
| MPS and The Opportunities Beyond Cost Per Pagehelps to simplify the MPS solutions for MFP customers. Lastly, Nuance is a...
W H I T E PA P E RCopyright © 2013 Nuance Communications, Inc. All rights reserved. Nuance, the Nuance logo,eCopy, PaperPo...
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Managing Print as a Strategic Asset

  1. 1. W H I T E PA P E RManaging Print as a StrategicAsset for Your OrganizationHow MPS and Nuance Software Can Drive Productivity Gainsand Improve Business Processes“Historically, print has basically been viewed as a necessarybut unmeasured expense: a critical business function butnot necessarily an integral business process.”
  2. 2. White Paper | MPS and The Opportunities Beyond Cost Per PageIntroduction....................................................................................................................................... 2Methodology..................................................................................................................................... 2About The Author.............................................................................................................................. 3Executive Summary........................................................................................................................... 3MPS...In the Beginning ..................................................................................................................... 4Current State of the MPS Market....................................................................................................... 4Productivity Impact ........................................................................................................................... 6The True MPS Value Proposition........................................................................................................ 7Printing is Not Always Bad................................................................................................................. 7Nuance and MPS.............................................................................................................................. 8Nuance MPS Software Solutions....................................................................................................... 8Nuance: The Preferred MPS Partner ............................................................................................... 10Summary......................................................................................................................................... 11IntroductionThis report was designed to help businesses of all sizes understand the ongoing transition to managedprint services (MPS), and to evaluate the potential benefits and long-term advantages of outsourcingprint requirements. The report looks closely at how MPS is currently deployed, and how a singularfocus on reducing cost per page will lead to inefficiencies in an overall document workflow strategy.Further, the report describes how utilizing the proper MPS software can help drive printing costs downbut also create a more productive and efficient business environment.MethodologyThis report, produced by Palmer Consulting, was commissioned by Nuance and is based on acombination of research activities, specifically: • review of historic market trends and ongoing activities in the areas of office document printing A and managed print services • ersonal interviews with office equipment manufacturers, major vendors, indirect channel partners, P and service providers • nalysis of the office printing market based on current conditions, competitive intelligence, and A historic insight © 2013 Nuance Communications, Inc. All rights reserved. 2
  3. 3. | MPS and The Opportunities Beyond Cost Per PageAbout the AuthorRobert Palmer is an independent market analyst and industry consultant. With more than 20 yearsof experience in the printing industry, he has covered technology and business for prominent marketresearch firms such as Lyra Research and InfoTrends. He was managing editor for the Hard CopyObserver for six years and more recently served as director of office document services for PhotizoGroup.Executive SummaryAs business expenses continue to rise, companies of all sizes remain focused on three key areas:reducing costs, streamlining operational efficiencies, and strengthening the bottom line. Nowhereis this more evident than in the area of office document printing. Historically, print was viewed as anecessary but unmeasured business expense—a critical business function but not necessarily anintegral business process.That changed as more companies look for ways to optimize their print environment and take costout of the system. This increased focus on the cost of print has helped fuel the transition to managedprint services (MPS). With MPS, businesses can simply turn the entire process of office printing—fromequipment acquisition to ongoing management and supplies fulfillment—over to a third-party serviceprovider. In turn, the MPS provider promises to reduce the customer’s overall printing costs andin many cases provide ongoing optimization of the printing fleet along with other document-basedbusiness processes.It is clear, however, that MPS should not be deployed in the same way for every business customer.Indeed, to be effective managed print engagements must be tailored to meet the specific needsof businesses depending upon a number of variables, including company size, document outputrequirements, business processes, and document workflow. It is also best to understand that reducingprinting costs, while very important, should not be the only goal in any managed print engagement.It is quite possible to reduce printing costs while causing significant disruption to overall productivityand process efficiency. This is particularly true today as many businesses are deep in the midst oftransitioning their operations from traditional paper-based workflows to a more digital, and increasinglymobile environment.Managed and implemented properly, MPS streamlines office document strategy—driving printingcosts down while creating a more effective and productive business environment. As such, MPS goalsshould not only focus on reducing printing costs, but also on driving competitiveness and, ultimately,profitability. There are two key elements to achieving this balanced approach: understanding first howinformation is captured, consumed, shared, and distributed within the organization, and then utilizingtechnology and software to create a cohesive document output strategy driven by organizationalgoals and business processes.This is a radically different approach compared with today’s typical MPS engagement. Insteadof focusing first on understanding the makeup of the printing fleet, the company should workclosely with its MPS provider to first optimize business processes and document workflowin order to manage print as a strategic asset and not just as another cost center. In otherwords, create the most effective business process and workflow environment for yourcompany, and let that dictate your document output needs, instead of the other way around. © 2013 Nuance Communications, Inc. All rights reserved. 3
  4. 4. White Paper | MPS and The Opportunities Beyond Cost Per PageMPS…In the BeginningSeveral market forces have fostered the ongoing adoption of managed print services—but theeconomic downturn could certainly be identified as the strongest contributing factor. As the economyslowed down, belts tightened and IT budget constraints caused businesses to look for any and allways to reduce operational costs. Not that long ago, businesses had little control over the printingfleet, and even less knowledge as to the ongoing costs for document output, so printing was a naturalplace to look for ways to shave office expenses. What became apparent fairly quickly was that therewas significant over capacity and underutilization of office printing equipment in the market.Meanwhile, traditional printer and copier markets were rapidly converging. These markets havehistorically been driven by two distinctly different business models: printers and supplies were typicallyacquired outright on an as-needed basis, while copiers and office MFPs were leased under a click-based, service contract. But as printer companies began to introduce more fully functional A4-sizeMFPs, the lines between the two markets blurred and products became commoditized. Businesseswith a mix of device types and multiple brands struggled to manage their fleets effectively and a newtype of outsourced, service-based model emerged. As a result, MPS was born—fueled primarily bylarge companies partnering directly with OEM equipment providers to streamline their office outputneeds.So what exactly is managed print services? There are probably as many different answers to thatquestion as there are companies who claim to provide MPS capabilities. The Managed Print ServicesAssociation (MPSA), an independent trade association made up of members encompassing all facetsof the document imaging market, defines managed print services in the following way: “Managed print services is the active management and optimization of document output devices and related business processes.” The Managed Print Services Association Figure 1: MPS DefinitionNo matter how you define it, the fact is that MPS is no longer just about managing hardcopy outputdevices. Indeed, MPS has evolved to include the ongoing optimization of the printing environment andfurther improvements to complementary business processes.Current State of the MPS MarketAs the traditional printing market has matured, hardware sales and print volumes have steadily declined.Businesses that compete in this industry are actively looking to transform—shifting from productsto services to help stem the loss of revenue and profits from shrinking supplies sales. Equipmentvendors and channel partners alike are looking to MPS as the growth engine that will help sustain theprinting business, and virtually every equipment vendor now has some form of managed print servicesoffering, some of which are more extensive than others. © 2013 Nuance Communications, Inc. All rights reserved. 4
  5. 5. | MPS and The Opportunities Beyond Cost Per PageMost agree that MPS engagements fall into three broad tiers, which have increasing scope andstrategic value to the organization. There may be slight differences in the number of stages or tiers,and perhaps some alternative views on what constitutes each, but the general premise is the same. Figure 2: MPS Engagement Tiers Tier 1: Assessment of the Print Environment • nitial I assessment, conducted pre sale that focuses on installed hardware and print volumes from installed hardware in order to establish a baseline for MPS contract terms • ngoing assessment of print activity, including user behavior, and performance O $2(![9! K%%2%%72/!:!02!B($/!Y/3$(/72/ analysis against MPS contract objectives as the print environment evolves Tier 2: Optimization of the Print Environment • Focuses on putting the right devices in place, and actively managing the printing fleet on an ongoing basis • ddresses strategic questions such as centralized versus distributed printing, A printing versus scanning, mobile access to printing, etc $2(![9! K%%2%%72/!:!02!B($/!Y/3$(/72/ Tier 3: Process Improvement • ocuses F on leveraging the print environment to improve business processes, often by adding complimentary functions–paper and electronic document capture and workflow–to the core print -management capabilitiesOf course, the deployment of MPS varies depending upon the provider and upon the customer’sneeds. Still, the MPS tiers described above represent a fairly well accepted approach to the markettoday. It is also important to note that these tiers tend to be viewed as a means to migrate customersfurther up the MPS adoption curve. In other words, the most recognized strategy today is to engagea customer at a Tier 1 level for basic fleet management services, before moving them further upthe value chain to eventually providing process improvements or other non-print-related managedservices.MPS has grown significantly over the past few years. According to independent market researchfirm IDC; global revenues from MPS reached $11.03 billion in 2011, with hardware (printer andMFP) vendors accounting for 73% of the total, while the channel (dealers/resellers and professionalservice providers) accounted for 27%. Most market research firms, including IDC, predict double-digitcompound annual growth for MPS over the next five years. Vendors look to capitalize on the growthof MPS but they do so by leveraging the “reduced cost” value proposition to take market share fromtheir competitors. In many ways, the entry-level market for MPS evolved to become a “land grab” © 2013 Nuance Communications, Inc. All rights reserved. 5
  6. 6. White Paper | MPS and The Opportunities Beyond Cost Per Pagestrategy with vendors and other providers utilizing MPS as a way to steal pages from their competitorsby offering to manage the customer’s fleet at reduced costs. Once the MPS contract is in place, theintent is to convert existing installed machines to a different device type and/or brand over time.Productivity ImpactAs popularity and penetration for MPS continues to grow, office equipment providers and theirchannel partners push MPS to small- and medium-size businesses (SMBs). However, for many ofthese providers the value proposition remains unchanged with the focus on reducing overall cost-per-page, often with little regard to the impact on productivity. The dangers with this developing trend aretwofold. First, many businesses looking for immediate cost savings from MPS may not see the kind ofresults they desire simply because their current printing costs are fairly low relative to other businessexpenses. A 20-30% reduction in printing costs for some businesses might provide very little impactto the bottom line.Second, those customers who choose to implement MPS without first considering their overalldocument workflow strategy stand to lose more in productivity than could be gained by reducing printcosts, regardless of the size of the organization. Outdated or inefficient business processes couldbe costing companies much more in wasted effort and lost worker productivity than could ever berecovered by making output less expensive to produce. In fact, an MPS strategy with a singular focuson driving output costs lower could lead to further inefficiencies in overall document workflow.For example, one way that MPS providers can reduce printing costs is through the implementationof rules-based printing procedures. These policies can range from administrator-controlled access tooutput devices or features, to mandatory restrictions and printing limitations. Implemented properlyand as part of an integrated document workflow strategy, rules-based printing procedures can be aneffective means for optimizing business processes and controlling output costs.On the other hand, if these policies are strictly enforced with no thought given to the impact onworkflow they can cause significant disruption to worker productivity. In some cases, employees willactually waste significant time and effort simply to avoid certain restrictive print policies in order to dotheir job effectively. An effective MPS program should leverage intelligent software to encourage betterprint behavior, rather than simply mandate it as a cost-savings utility. The result is a better workingenvironment, and a workforce that is equipped with the information needed to make proper decisionsregarding output costs versus alternative document-based processes.The commoditization of MPS has lessened the value of print as well as the value of MPS itself.Managed print services offer significant benefits that extend well beyond reducing the cost-per-pagefor printers or MFPs. The real advantages lie in leveraging a managed print engagement to improvebusiness processes and create a more streamlined office document strategy—from capture, tostorage, distribution, and output. For many businesses, the cost of printing is inconsequential relativeto the process efficiencies that could be achieved with an optimized document strategy. © 2013 Nuance Communications, Inc. All rights reserved. 6
  7. 7. | MPS and The Opportunities Beyond Cost Per PageThe True MPS Value PropositionThere is a real and immediate need for MPS customers and providers alike to move beyond the issueof cost-per-page and focus on end user needs. It is no secret that business processes today areundergoing significant change. The factors influencing that change can be attributed to many forces,but the single factor causing the most disruption is the recent changes in information technologies.Advancements in digital display technologies and cloud-based infrastructure are driving new ways ofcreating, sharing, collaborating, storing, and distributing business information.This disruptive process is being fueled by the adoption of mobile devices and by the ongoing andrapid progression occurring in the Internet ecosystem. Proliferation of cloud-based computing andservices have created a globally connected, virtual computing environment where software is basicallydecoupled from hardware—allowing individuals to maintain constant connection with all of theirbusiness data, information, and resources. Individuals can now work from anywhere and at any timeof the day or night, basically with unlimited access to the data needed to conduct their everydaybusiness.These changes in business process must be factored into any ongoing print-related strategy, whether itis outsourced through an MPS engagement or otherwise. For example, businesses today have accessto a wealth of information that is used both for internal correspondence and for documents that moveoutside the organization. Typically, multiple individuals are responsible for creating this content using avariety of different software applications, all of which have unique file structure and formatting issues.Dealing with incompatible file formats and consolidating content into a single document structureeither for viewing or printing can be a daunting task. An MPS strategy designed to “optimize printing”should certainly take these kinds of issues into account.Printing is Not Always BadUnfortunately, many MPS providers and software vendors today have fostered a “printing is bad”mentality: with an over emphasis on promoting “print less” strategies, and cost per page and pagevolume reductions without first understanding how these changes might impact business productivity.There are strong environmental and cost-savings benefits from printing fewer pages, and those shouldnot be understated. Nevertheless, printing less with no regard as to how that might impact businessprocess and worker productivity is simply not the best approach.The fact is, printing remains a vital business function. The need for printing is certainly changing, andbusinesses need to understand how their printing needs are evolving—but those strategies shoulddrive the document output environment as opposed to the other way around. Often, printing mightbe the most viable option if the data were in the proper format. Similarly, electronic format may notalways be the best solution for a paper-based workflow that does not easily migrate to digital. AnyMPS strategy should ultimately help customers and their employees make better decisions aboutwhich vehicle for sharing and storing information is the most appropriate given the information sourceand the business objective. Once again, focusing solely on the cost savings of print could lead toinefficiencies that might prove difficult to recover. © 2013 Nuance Communications, Inc. All rights reserved. 7
  8. 8. White Paper | MPS and The Opportunities Beyond Cost Per PageNuance and MPSThe real value-add from any managed print service engagement comes from addressing fundamentalproblems with office documents—including page volume, security vulnerabilities, compliance risks,and inefficient document workflows that lead to lower worker productivity. In order for organizations toderive value from any of the three MPS tiers described above, software is an essential component ofMPS. Only the proper software can provide insight into how users interact with their printing resources,and give businesses and their MPS providers the ability to influence end user printing-related behavior.Nuance is one of the industry’s leading providers of MPS software. The firm’s software is availablenot only as standalone tools but is also embedded in many of the prominent office MFPs from theleading equipment vendors on the market today. Based both on revenue and geographic footprint,the Nuance MPS software suite of tools position the firm as the leading independent provider of MPSsoftware.Nuance software solutions help businesses achieve strategic objectives within their documentmanagement and workflow environments, such as reducing print-related costs; ensuring compliancewith regulations; providing anytime/anywhere access to information; and streamlining and automatingdocument workflows. These are the key areas in which businesses today must focus in order to dealwith the ongoing changes in business processes and the shift to mobility. Nuance MPS softwaresolutions fall into three primary categories: • Office print management • Office capture and workflow • Office document conversion and workflowBecause Nuance software is platform independent, it can be integrated seamlessly into complexenvironments with mixed brands and device types. In short, Nuance software enables customersand MPS providers to deploy best-of-breed print infrastructure solutions aimed at driving workerproductivity..Nuance MPS Software SolutionsPrint management: perhaps the most important element of any MPS engagement. It sits at the coreof the service provider’s relationship with the customer because ongoing management of the devicefleet is typically how service level agreements (SLAs) are initially identified in the early stages of an MPScontract. There are many facets to print management, and Nuance Equitrac Office, Nuance EquitracExpress and Safecom software solutions deliver on all of the prime elements that are most essential tocreating an effective and efficient document workflow strategy. Some of the features of these softwareprograms include: • nly print what you need, when you need it, and where you need it. Equitrac and Safecom turn O the MFP into an engine for eliminating nonessential printing. • ollow-You Printing makes network printing convenient and secure, and reduces waste of time F and materials by streamlining faulty network printing workflows, e.g., printers offline due to jams, supply outages, mechanical problems, etc…, and by eliminating banner pages and abandoned print jobs. © 2013 Nuance Communications, Inc. All rights reserved. 8
  9. 9. | MPS and The Opportunities Beyond Cost Per Page • ecure document release allows users to hold print jobs at the device until released with a secure S PIN. This feature, enabled at the MFP ensures compliance with regulations and policies; keeps documents secure; and eliminates the need for more costly, single-function personal printers. • ules-based printing to encourage responsible print habits that eliminate waste, including the R unnecessary or limited use of color, single-sided or duplex printing, etc. • racking and reporting of print, copy, and scan traffic enables optimization of the total fleet of T hardware devices. • obust audit data and reports enable the development of charge-back models for document R workflows, and better measurement of time to complete business processes.Capture Workflow: Scanning remains one of the most important elements of any documentworkflow strategy. The digitization of hardcopy content and converting paper-based workflow toelectronic workflow remains a challenge for businesses of all sizes. Nuance eCopy software solutionsspeed access to information currently trapped in paper. More importantly, these solutions have theintelligence to scan directly to the desired system, and in the format the customer needs. Key benefitsof these software solutions include: • liminates unnecessary photocopying, which perpetuates the “trapped in paper” problem. E Scanning is a more efficient, less expensive alternative to photocopying hardcopy documents. • FP-based scanning makes the benefits of scanning accessible to everyone with access to the M device, as opposed to individual users. • hared use of networked scanners is more efficient and less costly compared with personal S single-function scanners. • reating scanned, searchable files eliminates labor-intensive processes, such as searching C hardcopy documents for information manually. According to a study by Gartner, the average office worker spends 20% of their time searching for information1. • ffice MFPs can be programmed so that a simple button touch can automate scanning workflows O such as conversion, filing, routing, distribution, data capture, etc. • ranular data regarding document capture helps prove cost reduction and compliance in an MPS G deployment.Office Document Conversion and Workflow: part of the continued process of digitizing documents,Nuance’s eCopy PDF Pro Office / PDF Converter software helps keep office documents digital,replacing paper with full conversion and sharing of documents in the most popular formats. Benefitsof Nuance’s document conversion software include: • ocument conversion at the desktop and MFP provides the ability to take documents from any D format, to the formats the customer needs for sharing. • eeping digital files digital eliminates manual re-keying of information. According to a recent IDC K study, 25% of printed digital original documents are re-keyed into computers2. • sers who face incompatible file formats don’t have to resort to printing hard copy as a “universal U format” for assembling into a single document. • ocument-handling tools streamline work with electronic files. For example, selecting pages D from multiple documents and perhaps in multiple formats, then consolidating them to a single document for printing. © 2013 Nuance Communications, Inc. All rights reserved. 9
  10. 10. White Paper | MPS and The Opportunities Beyond Cost Per PageNuance: The Preferred MPS PartnerFor Businesses Considering MPSFor businesses looking to deploy a managed print solution, Nuance is uniquely positioned to deliveron the “true” value proposition of MPS. The firm has helped companies around the world createan effective document workflow strategy aimed at driving user productivity and enhancing processefficiencies. In addition, Nuance software solutions address all of the core elements of any MPSengagement, from assessment, to optimization, and process improvement for the output and captureof paper and electronic documents.Businesses need to understand that print savings, while important, should only be viewed as a singlecomponent of MPS and not the primary target. An effective managed print services engagementshould not only reduce printing costs, but should drive cost savings in other areas such as fewerbreak/fix interventions, reduced IT and help desk calls, improvements in document workflow andbusiness processes, and reduced environmental impact. By looking beyond the benefits of deviceconsolidation and print volumes, Nuance MPS software turns print environments into a source oflonger-lasting business advantage through gains in user productivity, business-process efficiency, anddocument security.Document security remains a primary concern for all businesses today as compliance issues continueto evolve. Nuance MPS software provides tracking, reporting, and audits on document workflowsthat can help minimize the risks of noncompliance with laws or regulations. Finally, Nuance is anindependent provider with strong relationships to all the major MFP vendors. As a result, Nuance isuniquely qualified to help with heterogeneous (mixed-fleet) MPS deployments.For OEMs, Channel Partners, and Service ProvidersBasic fleet management services, or MPS engagements that focus only on assessment servicesand reducing consumables, are at risk of becoming commoditized. The opportunities to continueto grow market share by simply “grabbing” devices and converting them to a different brand arediminishing. Meanwhile, the ability to differentiate services is limited. As revenue from click-charge(or CPC) contracts continues to erode, the opportunity to replace that source of income lies in value-added services through document workflow optimization and process improvement.Nuance software enables MPS providers to go beyond cost savings to help customers turn printingresources into a source of productivity improvement—a strategic business asset. Instead of lamentingthe need for print, Nuance partners can help customers identify where and when printing is the mostviable alternative business solution. As a result, providers can strengthen their customer relationshipsto become indispensable partners. Driving value and profits for their customer translates to repeatable,long-term business that is not easily replaced by competitors.Even if customers prefer a traditional lease-based arrangement, Nuance partners can still deliver manyof the benefits of MPS by selling hardware with embedded Nuance software. Additionally, Nuance is asingle software provider that can manage all print-related devices through a common interface, which1 Gartner, “Document Management: Assessing Costs Benefits,” 2000.2 IDC Insights, “An Easy and Often Missed Opportunity for CIOs – MPS,” Angele Boyd, April 3, 2012. © 2013 Nuance Communications, Inc. All rights reserved. 10
  11. 11. | MPS and The Opportunities Beyond Cost Per Pagehelps to simplify the MPS solutions for MFP customers. Lastly, Nuance is a global company with aglobal footprint, which means that service providers can more easily offer ongoing support for globalMPS engagements.SummaryWith managed print services expanding beyond large organizations into small- and medium-sizebusinesses, it has become increasingly important to drive value in MPS by focusing beyond costsavings. MPS providers must understand that driving down CPP rates by reducing hardware andlowering print volumes is only a short-term benefit to a long-term problem. Businesses are faced withmany challenges today: the increasing costs of doing business, security and compliance concerns,doing more work with fewer people, and the transition to mobility and mobile document workflows,just to name a few.The MPS model provides a unique opportunity for businesses and service providers alike. The bestapproach is to leverage the MPS relationship to first optimize the one element that sits at the heart ofall the transitional challenges: document workflow. Today, most MPS engagements are driven by thedesire to reduce costs. Any ongoing optimization of the fleet or further business process improvementis almost an afterthought.Nuance believes that the most effective MPS engagements begin with creating an optimized approachto document workflow. This helps simplify the process of “right sizing” the printing fleet, drives workerproductivity, and leads to a more effective and efficient overall document strategy. As the businessworld continues to move to mobile technologies, this becomes even more important. MPS providersshould focus on ways to bridge the gap between the paper and digital worlds. As owners of theprinted document, our industry should be leading the charge in the transition from paper to digital andfrom paper-based workflow to mobile workflow.All of these issues require a partner with long-term experience and expertise in business process,document management and tracking, print management, and document workflow. Nuance is alreadythe leading software provider in the MPS space, with both embedded and standalone solutionsfocused in each of these areas. As a result, Nuance is in the best position to help MPS providers takethe next step in managed print services and to meet the real requirements of today’s MPS customer. © 2013 Nuance Communications, Inc. All rights reserved. 11
  12. 12. W H I T E PA P E RCopyright © 2013 Nuance Communications, Inc. All rights reserved. Nuance, the Nuance logo,eCopy, PaperPort, and ShareScan are trademarks of Nuance Communications, Inc. or its affiliatesin the United States and/or other countries. All other brand and product names are trademarks orregistered trademarks of their respective companies.

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