Perspectives onManaged Print Services                    Tim Herbert                   VP, Research                       ...
The Print Landscape!  U.S. printer/MFP shipments down 6.4% in 2011; revenue flat. On-going   shift to MFPs, color and wire...
Assessing Customer Understanding of MPSSelf-reported familiarity with MPS (5-point rating scale)                          ...
MPS Market Potential and Demand Drivers  Consideration of Managed                       Elements of MPS that Most   Print ...
Customer Rating of Current Experiencing ofMaintaining/ Troubleshooting Print DevicesAmong non-MPS customers               ...
Customer Print Needs Prioritization1         Tier 1 Requirements                !  Reliability / Service up-time (90%)    ...
Incidence of Print Assessment Elements During     Typical Prospect EngagementReported among IT firms with a MPS practice  ...
Needs of IT Firms Planning to Start MPS PracticeUnderstanding of vendor partner programs                           41%    ...
Document Management Still Heavily Paper Based               Save original paper copy                            45%   Scan...
Organizations Engage in a Range of Practices thatReduce Paper Consumption                Electronic Invoices              ...
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Perspectives on the Managed Print Services Market

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Trends in the managed print services market

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Perspectives on the Managed Print Services Market

  1. 1. Perspectives onManaged Print Services Tim Herbert VP, Research CompTIA
  2. 2. The Print Landscape!  U.S. printer/MFP shipments down 6.4% in 2011; revenue flat. On-going shift to MFPs, color and wireless printers (source: IDC)!  U.S. printed page volume projected to be flat, although volumes still at high levels, reaching 1.2 trillion printed pages (source: IDC)!  Overall, high levels of satisfaction (NET 80%) with print capabilities and experience, although many customers seek improvements in certain areas (Source: CompTIA)!  Many sources project solid growth of the MPS market 1
  3. 3. Assessing Customer Understanding of MPSSelf-reported familiarity with MPS (5-point rating scale) 70% NET Familiar 63% 38% 20% Partially Familiar, 23% Partially Unfamiliar 34% Large Firms 10% NET Unfamiliar 13% Medium Firms 29% Small Firms Large = 500+ employees Medium = 100–499 employees Small = 1–99 employees 2 Source: CompTIA
  4. 4. MPS Market Potential and Demand Drivers Consideration of Managed Elements of MPS that Most Print Services Adoption Resonate with Customers Over Next 12 Months 5% 7% 85% Cost savings / lower TCO 85% Consistent and reliable service NET 35% of customers 75% Proactive approach to printer 32% maintenance 30% indicate MPS 26% consideration 73% Greater cost predictability 72% Reduced energy consumption through device consolidationNET will Not NET MPS 72% Freeing IT staff from printer Consider Consideration maintenance duties May or May Not Consider 3 Source: CompTIA
  5. 5. Customer Rating of Current Experiencing ofMaintaining/ Troubleshooting Print DevicesAmong non-MPS customers 21% Could be significantly better 12% 11% 61% Could be somewhat better 59% 42% 18% Large Firms Fine as is 29% Medium Firms 47% Small Firms 4 Source: CompTIA
  6. 6. Customer Print Needs Prioritization1 Tier 1 Requirements !  Reliability / Service up-time (90%) !  Total cost of ownership (TCO) (88%) !  Integration with network infrastructure (86%) !  Ease of set-up and maintenance (85%) !  Multi-function capabilities (82%) 2 Tier 2 Requirements !  Proactive device management (75%) !  WiFi enabled (70%) !  Security / Print restriction capabilities (70%) !  Device footprint (64%) NET importance percentages !  Cost recovery / Department charge-back (64%) shown in parenthesis !  Visibility / Reporting of printing activity (63%) !  Mobile device support (58%) 5 Source: CompTIA
  7. 7. Incidence of Print Assessment Elements During Typical Prospect EngagementReported among IT firms with a MPS practice Gathering all direct print expenses 64% End user data collection 57% Install Data Collection Agent 56% Gathering indirect expenses related to print 56% Walk through 54% Business process analysis 50% Device mapping 42% Total cost of ownership (TCO) estimates 32% 6 Source: CompTIA
  8. 8. Needs of IT Firms Planning to Start MPS PracticeUnderstanding of vendor partner programs 41% Lead generation strategy 36% Technical training 36% MPS marketing collateral 34% Insights into customer pain points 32% Business training / MPS best practices 28% Sales training 21% 7 Source: CompTIA
  9. 9. Document Management Still Heavily Paper Based Save original paper copy 45% Scan document to PDF or image file - 22% store in standard PC file folders Incidence of a Formal Document Scan document to PDF or image file - Retention Policy 10%store in a document management system 73% Large Firms 53% Medium Firms 40% Small Firms Some combination of the above 22% 8 Source: CompTIA
  10. 10. Organizations Engage in a Range of Practices thatReduce Paper Consumption Electronic Invoices 55% Duplex printing 54% E-fax 51%Staff policies/guidelines on printing 49% E-signature 42% Tablets - internal meetings 31% Tablets - customer meetings 28% 9 Source: CompTIA
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