Starting Up in Managed Services, from MPS

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The Things We Think and Do Not Say

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  • ----- Meeting Notes (7/26/13 19:22) -----path of MPS compared to the Path of MS -
  • Play a little game..I will say a phrase, and you think about it..
  • We’ve all heard this one -
  • Let’s stop for a second…take a breath – tell me, how do you fee?
  • Let’s stop for a second…take a breath – tell me, how do you fee?
  • Managed Services is typically considered an IT play.
  • Play a little game..I will say a phrase, and you think about it..
  • Play a little game..I will say a phrase, and you think about it..
  • Managed Services is typically considered an IT play.
  • Two sides of the same coin
  • In getting into both MS and MPS
  • Managed Print Services at an Inflection Point – Larry Walsh, ChannelnomicsIDC says managed print services is not only gaining acceptance, but has reached an inflection point.
  • Channel contention is increasing …a lot. CompTIA study.
  • ----- Meeting Notes (7/26/13 22:38) -----Channel contention…as spotted by an MSP Guy
  • ----- Meeting Notes (7/26/13 22:38) -----Channel contention…as spotted by an MSP Guy
  • 17%, 30% HP – 4 out of 10 or 3 out of ten…?
  • 17%, 30% HP – 4 out of 10 or 3 out of ten…?
  • ----- Meeting Notes (7/26/13 22:48) -----Get rid of the fear, see your place, see your model.
  • What are you thinking now?
  • ----- Meeting Notes (7/26/13 22:52) -----True relationships - empathy, business acumen positioned as a peer, not a vendor
  • ----- Meeting Notes (7/26/13 22:52) -----No close in the traditional sense as the selling cycle is continuous…refresh, opportunity for projects, etc
  • ----- Meeting Notes (7/26/13 22:52) -----New breed of Collabrative Selling Professional who can qualify quickly, be discerning and establish truth
  • ----- Meeting Notes (7/26/13 22:52) -----Not as much as an individual as a company representative, one who will marshal resources to the business goals of the client -
  • Let’s stop for a second…take a breath – tell me, how do you fee?
  • Let’s stop for a second…take a breath – tell me, how do you fee?
  • Let’s stop for a second…take a breath – tell me, how do you fee?
  • Let’s stop for a second…take a breath – tell me, how do you fee?
  • Both models will work.
  • Both models will work.
  • Let’s stop for a second…take a breath – tell me, how do you fee?
  • Assess your existing situation –To buy, merge, partner or build – Billing – from pricing, quoting, to billing and compensationService – existing talent, grow by hiring, training existing, acquiring or partnering
  • Let’s stop for a second…take a breath – tell me, how do you fee?
  • Ownership must be aboardManagement, sales, service, operations – all on the same teamSales in the field must buy in, either with the carrot or the stickService – higher level of knowledge and temperament. Most, but not all, will want to enhance their personal, technology skills.
  • Let’s stop for a second…take a breath – tell me, how do you fee?
  • Let’s stop for a second…take a breath – tell me, how do you fee?
  • Good question…let’s go back… parallel existence
  • Let’s stop for a second…take a breath – tell me, how do you fee?
  • Good question…let’s go back..
  • Good question…let’s go back..
  • Ultimately – everything will be different – the internet of everything. All people are connected, not by paper – or the presented word
  • Starting Up in Managed Services, from MPS

    1. 1. The Things We Think and Do Not Say Starting Up in Managed Services, from MPS Greg Walters
    2. 2. Quick Introduction
    3. 3. Shhhhhh… Let’s Play a GameNot Say
    4. 4. “Managed Print Services Is Easy” The Things We Think And Do Not Say
    5. 5. “Managed Print Services Is Difficult” The Things We Think And Do Not Say
    6. 6. “Managed Print Services: A Completely New Model” The Things We Think And Do Not Say
    7. 7. “Managed Print Services: We’ve Got to Move from Transaction to Services” The Things We Think And Do Not Say
    8. 8. “Managed Print Services is a New Sales Model” The Things We Think And Do Not Say
    9. 9. “Managed Print Services can deliver 53% gross margin” The Things We Think And Do Not Say
    10. 10. “Managed Print Services: Change or Die.” The Things We Think And Do Not Say
    11. 11. Let’s Reflect… How do you feel? Are you Happy? The Things We Think And Do Not Say
    12. 12. Are you thinking about getting into Managed Services? The Things We Think And Do Not Say
    13. 13. What about “Managed Services” The Things We Think And Do Not Say
    14. 14. What is Managed Services? Open Question…
    15. 15. “The active management and optimization of technology supporting the organizations strategic goals…” ???
    16. 16. Same Story Same game The Things We Think And Do Not Say
    17. 17. “Managed Services Is Easy” The Things We Think And Do Not Say
    18. 18. “Managed Services Is Difficult” The Things We Think And Do Not Say
    19. 19. “Managed Services: A Completely New Model” The Things We Think And Do Not Say
    20. 20. “Managed Services: We’ve Got to Move from Transaction to Services” The Things We Think And Do Not Say
    21. 21. “Managed Services: Change or Die.” The Things We Think And Do Not Say
    22. 22. Managed Services and Managed Print Services The Things We Think And Do Not Say
    23. 23. The Things We Think And Do Not Say Why have the VAR’s been so hesitant in getting into MpS?
    24. 24. The Things We Think And Do Not Say The problem facing even the leading managed print vendors is not getting partners or customers to understand the model, but demonstrating why a particular service is different or better than a competitive offering. – Larry Walsh, Channelnomics, 7/25
    25. 25. The Things We Think And Do Not Say “Solution providers give three main reasons for not pursuing managed print further: the investment required to build out a managed print infrastructure, the risk inherent in doing so, and the lack of specific printing industry knowledge in their organizations…” - Robert Dutt, Channelnomics, 6/11/13
    26. 26. The Things We Think And Do Not Say “The biggest reason it’s difficult to jump into managed print services or managed services is because nobody wants to “do”. -Jennifer Shutwell, Walters & Shutwell, 7/28/13
    27. 27. The Things We Think And Do Not Say “…I receive press releases and communications from printer companies bragging about their managed print services businesses. And far too often, the communications highlight direct sales engagements with no channel partners involved. It's as if marketing, PR and the executive suite don't realize direct sales messaging will ultimately alienate channel partners…” – Joe Panettieri, MSPmentor, 7/24/13
    28. 28. The Things We Think And Do Not Say “…I receive press releases and communications from printer companies bragging about their managed print services businesses. And far too often, the communications highlight direct sales engagements with no channel partners involved. It's as if marketing, PR and the executive suite don't realize direct sales messaging will ultimately alienate channel partners…” – Joe Panettieri, MSPmentor, 7/24/13
    29. 29. The Things We Think And Do Not Say “Six in 10 channel firms say incidence of channel conflict has increased in the last two years; 21% say it’s risen significantly” – CompTIA, 6/7/2013
    30. 30. The Things We Think And Do Not Say OH…and they (IT folk) don’t like printers… • Up to 40% of helpdesk calls are print related – CDW • Toner Cartridges • End Users • Dirty – Engineers NOT technicians • Not as Cool as a SAN, WAN, Blade or Cloud…
    31. 31. The Things We Think And Do Not Say There is one question, with two sides: Why haven’t we gotten into MS…? Why haven’t they gotten into MPS…? Fear Dislike
    32. 32. “What is the Model?” The Things We Think And Do Not Say From the Imaging Industry perspective?
    33. 33. The Things We Think And Do Not Say
    34. 34. The Things We Think And Do Not Say High Touch Fewer Clients
    35. 35. The Things We Think And Do Not Say High Touch No “close” Fewer Clients
    36. 36. The Things We Think And Do Not Say High Touch No “close” Farm AND Hunt, without end Fewer Clients
    37. 37. The Things We Think And Do Not Say High Touch No “close” Farm AND Hunt, without end Beyond Relationship into Partnership Fewer Clients
    38. 38. The Things We Think And Do Not Say Lower Cost Less Money
    39. 39. The Things We Think And Do Not Say Lower Cost No equipment quotas Less Money
    40. 40. The Things We Think And Do Not Say Lower Cost No equipment quotas Very Low Overhead Less Money
    41. 41. The Things We Think And Do Not Say Lower Cost No equipment quotas Very Low Overhead Smaller Tech Team Less Money
    42. 42. The Things We Think And Do Not Say Lower Cost No equipment quotas Very Low Overhead Smaller Tech Team Engineers, Projects, Consulting Less Money
    43. 43. Let’s Reflect… How are you feeling? Are you Happy? The Things We Think And Do Not Say
    44. 44. Back to the Question: What, exactly, is the model? The Things We Think And Do Not Say
    45. 45. Value Prop – Why Infrastructure – How Who – You? The Things We Think And Do Not Say
    46. 46. Value Prop – Why The Things We Think And Do Not Say
    47. 47. The Things We Think And Do Not Say Strategic Business Partner Or Transactional based Vendor
    48. 48. Strategic Business Partner: Business Acumen, Empathy, High degree of qualification Transactional Vendor: PPPP or “Pick, Pack, Ship”, come one, come all The Things We Think And Do Not Say
    49. 49. Strategic Business Partner: Free IT from the Mundane Without taking away control Not simply allowing IT the time to be more strategic, but helping IT be more strategic… Transactional Vendor: Provide fast service, delivered where and when needed at a competitive price… The Things We Think And Do Not Say
    50. 50. Value Prop – Why Infrastructure – How Who – You? The Things We Think And Do Not Say
    51. 51. E*Automate, SAP, SalesForce, MpS, Etc. Managed Services Portfolio Per Seat, CPI, Lease, Incident, monthly. And Compensation Plan $ Technicians vs. EngineersService Current NOC or NOT Billing The Things We Think And Do Not Say Infrastructure – How
    52. 52. Value Prop – Why Infrastructure – How Who – You? The Things We Think And Do Not Say
    53. 53. Starts here. Set the long term goal and commit. Engage from the very beginning and work through the “it won’t work here” commentary Per Seat, CPI, Lease, Incident, monthly. And Compensation Plan $ Evaluate existing team and improve.Service Ownership Management Sales The Things We Think And Do Not Say Who – You?
    54. 54. Your partners: Distribution CompTIA MPSA Software OEM Local “Consultations” The Things We Think And Do Not Say
    55. 55. Let’s Reflect… How are you feeling? Are you Happy? The Things We Think And Do Not Say
    56. 56. The Things We Think And Do Not Say What, if ANYTHING does this have to do with managed print services?
    57. 57. “…the active management and optimization of document output devices and the related business processes…” The Things We Think And Do Not Say
    58. 58. The Things We Think And Do Not Say Document - Email Output – Bumper stickers to YouTube Device - Slice of Glass Remote Monitoring – Lights in a dark room Remove the tactical – Standard value prop Workflow/Business Process – “Show me how you…”
    59. 59. The Things We Think And Do Not Say MS is a similar path to MpS Infrastructure needs enhancement, not rebuild Selling is different, but our advantage Ownership commitment Expand beyond traditional venues and ideas
    60. 60. The Death of Managed Print Services One more thing Convergence Transformation The Singularity
    61. 61. Questions? More Information? Walters & Shutwell Inc. 329 Cathey Davidson, NC 28036 greg@waltersshutwell.com Jen@waltersshutwell.com

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