Photizo Group - Unlocking Your Potential in MPS (Sponsored by Ricoh)

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Confused by all of the hype? Frustrated by all of the chatter about MPS? Unlock your potential in managed print services with Photizo Group.

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  • Dominic, I was just notified by Slideshare of your comment, so my apologies for the delay. Please send me an email at kstewart [at] photizogroup.com
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Photizo Group - Unlocking Your Potential in MPS (Sponsored by Ricoh)

  1. 1. brought to you by<br />Unlocking Your Potential in Managed Print Services<br />Channel Development Services<br />Photizo Group, Inc.<br />
  2. 2. Let’s get started<br />If you are asking:<br />What is standing in the way of my success?<br />Is there a roadmap to success in MPS?<br />Who or what can I trust?<br />Then…<br />
  3. 3. Welcome toUnlocking Your Potential in MPS <br />
  4. 4. Who is this guy?Ken Stewart<br /> My Background:<br /><ul><li>U.S. Marine
  5. 5. End-User Decision Maker
  6. 6. Dealer Management, Ops & Sales
  7. 7. Manufacturer Direct Channel
  8. 8. Board Member, MPS Association
  9. 9. CompTIA MPS Community Member
  10. 10. Senior Consultant, Photizo Group
  11. 11. Owner, ChangeForge</li></li></ul><li>The Photizo Mission<br />Providing thought leadership which allows our clients to successfully navigate the transition to a managed print services (MPS) business model.<br />CONTENT<br />Market understanding and monitoring.<br />MEDIA<br />Providing insights and understanding to the “Professional” MPS audience.<br />EVENTS<br />Education, visibility, and partnerships.<br />
  12. 12. Finding Steady Ground?Photizo Group<br />When everyone is:<br />Offering you advice<br />Trying to sell you something<br />Claiming expertise<br />What do you do?<br />It’s confusing<br />It’s frustrating<br />… and you have a business to run! <br />
  13. 13. Can MPS Be Defined?Photizo Group<br />Can someone finally define MPS for me?<br />… Please?<br />
  14. 14. MPS Defined, FinallyPhotizo Group<br />Managed print services (outsourced) is the active managementand optimizationof document output devices and related business processes.<br />http://www.yourmpsa.org<br />
  15. 15. Translation?Photizo Group<br />We take care of your imaging devices, workflow & strategy – so you don’t have to!<br />A message of simplicity, convenience & management effectiveness.<br />A comparison:<br />
  16. 16. I Don’t Need a DefinitionPhotizo Group<br />I Need Answers!<br />I Need a Roadmap!<br />This isn’t what we want?<br />
  17. 17. I Don’t Need a DefinitionPhotizo Group<br />This is what we want:<br />Simple<br />Easy to understand<br />Repeatable<br />
  18. 18. The Promise of MPS?Photizo Group<br />Doesn’t MPS Offer:<br />A way to survive?<br />A way to thrive?<br />
  19. 19. MPS Providers Survive & Thrive<br />MPS Program<br />Implemented<br />Revenue Trend<br />Net Positive<br />Benefits<br />AND<br />Maximum Impact<br />of Investment<br />Gross Margin %<br />Constant Improvements Due to Shifted <br />Product Mix and Operational Efficiencies<br />Year 1<br />Year 2<br />Year 3<br />Year 4<br />Based upon the 2009 Hybrid Dealer Report<br />
  20. 20. Mind the Gap<br />Photizo Group<br />
  21. 21. Change = Opportunity Gap Photizo Group<br />Ask yourself:<br />What external influences are driving change (e.g. economy, environment, productivity, technology, etc.)?<br />Is it technology-based, knowledge-based or both?<br />Are you loosing key accounts, market share, revenue or profit because you are not acting?<br />
  22. 22. The Opportunity Gap In Action<br />Traditional “Purchase” Model<br />Managed Print Services<br />Includes hardware, supplies, software licensing and services for distributed market.<br />Source: Photizo Group 2010 MPS Market Size, Share, and Forecast Report (Preliminary)<br />
  23. 23. The SMB OpportunityMPS Moves to the Middle-Class<br />MPS Decision Maker Tracking Studies™<br />Based on Photizo’s market tracker respondents, the sweet spot is the $100M - $499M range today. <br />As markets mature, and the channel evolves, firms with less than $100M in sales become a significant opportunity.<br />
  24. 24. The MPS Offering (What Customers Want)<br />
  25. 25. Innovate, Innovate, InnovatePhotizo Group<br />MPS value is real and credible:<br />Market Shifting; moving mainstream.<br />Benefits are real and accepted.<br />Tremendous market growth.<br />Mind the gap:<br />Not all customers are alike; dynamics vary by market and geographies.<br />Market growth comes at the expense of traditional markets.<br />Stage 3 offers above-average attractive opportunities.<br />Think vertically & dive deep.<br />
  26. 26. Bridging the Gap<br />Photizo Group<br />
  27. 27. Three GuessesPhotizo Group<br />With MPS growth in the SMB space, who is best suited to bridge the gap?<br />Dealers currently investing in MPS infrastructure & delivery!<br />Not all customers are alike: Local, high-touch experience catered to customer need.<br />Nimble, and able to react quickly to market changes.<br />Highly creative and resourceful.<br />
  28. 28. The “Transition” Dilemma<br />How do I move from the ‘old model’ to the ‘new model’ without destroying the existing business?<br />How do I manage my risk during the transition?<br />What if it doesn’t work?<br />I’m not feeling the pain… yet.<br />
  29. 29. But Getting There Isn’t Easy<br />Providers will struggle with the transformation to the hybrid model.<br />Fall-out Due to:<br /><ul><li>Myopic sales focus
  30. 30. Generation transition
  31. 31. Limited pain tolerance
  32. 32. Internal political / cultural issues</li></ul>Fall-out Due to:<br /><ul><li>Inertia
  33. 33. Disbelief
  34. 34. Risk aversion
  35. 35. Failure of vision
  36. 36. Lack of investment</li></li></ul><li>Why Photizo?<br />Photizo Group<br />
  37. 37. Why Photizo?Photizo Group<br />What is standing in the way of my success?<br />Remove obstacles to your success by:<br />Leveraging primary research to reveal insight.<br />Gaining perspective from our experience & that of our network of successful clients.<br />Drive the next level of your success from the clarity you achieve.<br />
  38. 38. Why Photizo?Photizo Group<br />What is standing in the way of my success?<br />Is there a roadmap to success?<br />
  39. 39. Educational Services EcosystemPhotizo Group<br />
  40. 40. Success WorkshopsPhotizo Group<br />
  41. 41. Market Intelligence PackageTMPhotizo Group<br />Market Intelligence PackageTM (MIP)<br />For the Executive<br />Leverage research data to guide business planning<br />Get ideas from real-world success stories<br />For Sales & Marketing<br />Access compelling graphs, charts and presentations to build credibility<br />Develop an effective sales strategy based on the real-world needs of prospects<br />For Service & Operations<br />Access to industry benchmarks<br />Select vendors and programs right for your organization<br />
  42. 42. The MPS TribeTMPhotizo Group<br />The MPS TribeTM:<br /><ul><li>Accountability in ActionTM
  43. 43. Team up with like-minded & non-competing MPS providers to share, grow and succeed together.
  44. 44. 6-7 non-competing MPS providers.
  45. 45. Monthly or Quarterly
  46. 46. Share best practices, failures, successes and strategize on how to dominate!</li></li></ul><li>Why Photizo?Photizo Group<br />What is standing in the way of my success?<br />Is there a roadmap to success?<br />Who or what can I trust?<br />Trust the leaders in MPS market research.<br />We are not selling hardware, software or supplies.<br />We are not selling you MPS in a box.<br />Pure MPS research + real world experience is the foundation of our educational offerings.<br />
  47. 47. Takeaways<br />Kstewart@PhotizoGroup.com<br />864-351-9199<br />MPS is not a destination, it is a direction.<br />MPS isn’t a ‘Happy Meal’, but there is a roadmap to success.<br />Education, insights and action are critical, but don’t work without a plan. <br />Choose partners carefully.<br />Contact me for your complimentary, 15-page roadmap, Photizo’sACTion Plan for MPS Success <br />
  48. 48. Thank You<br />Phone 864.351.9199<br />Email: kstewart@photizogroup.com<br />

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