You know Lexmark best for managing your print needs and it’s an important part of what we do. But it’s only part of our story. The bigger picture is that we’re focused on solving the unstructured information challenge that every organization faces. Connecting all unstructured information—the printed and the digital—with the people and applications that need it to effectively complete the processes that keep your organization running. I’d like to take just a few minutes to tell you more about this bigger picture challenge to help explain how Lexmark’s value proposition is evolving and how our [target solution – i.e. MPS] offering is a key part of the solution. So here’s the big challenge, backed up by significant research and by customers we’ve been serving for more than 20 years: The explosion of unstructured content has left people disconnected from the information they need to complete effective processes.******************************************Other Challenge Statement OptionsVERSION 1Slide Content: The explosion of content outside your enterprise applications disconnects people from the information they need most, hindering the accurate and timely completion of processes. Notes: You know Lexmark best for managing your print needs and it’s an important part of what we do. But it’s only part ofour story.Lexmark is focused on the broad unstructured information challenge enterprise like yours face.Understanding this challenge more fully will provide context for how how Lexmark’s solutions are driven with your enterprise information architecture in mind, how information affects business process and how Lexmark can help innovate the way you work.[Most importantly it will help you understand how our MPS offering is a key part of managing this challenge and how Lexmark’s broader product and service portfolio can transform your enterprise].Let’s begin with what might seem a controversial statement but is backed up by significant, documented research and by the customers we’ve been serving for more than 20 years.VERSION 2Slide Content:The explosion of content outside your enterprise applications disconnects people from the information they need most.Notes: You know Lexmark best for managing your print needs and it’s an important part of what we do. But it’s only part ofour story.Lexmark is focused on the broad unstructured information challenge enterprise like yours face.Understanding this challenge more fully will provide context for how how Lexmark’s solutions are driven with your enterprise information architecture in mind, how information affects business process and how Lexmark can help innovate the way you work.[Most importantly it will help you understand how our MPS offering is a key part of managing this challenge and how Lexmark’s broader product and service portfolio can transform your enterprise].Let’s begin with what might seem a controversial statement but is backed up by significant, documented research and by the customers we’ve been serving for more than 20 years.
Information is exploding and has been for many years. Now, it’s just doing so more quickly. Information used to be more contained and more controlled within an organization. But not any more. It has multiplied in volume and variety of formats, and it’s being created, stored and consumed all over the place, by more people than ever.
This proliferation was inevitable. We need so much information to drive today’s complex business processes. Some of those processes are straightforward. Others require variations and exceptions to the rules. And those kind of processes are quickly becoming “the norm”.
The information we need to complete the standard processes and manage these frequent exceptions effectively has evolved into two broad categories – structured and unstructured information.
On the structured side, you have your core enterprise applications that track and analyze standard data that follows the status quo. These applications form your systems of record and manage essential information.________________________________[Look for opportunities to localize this slide by talking about the systems that are used specifically by the customer and by their industry].
These applications also define set processes to keep data flowing consistently, accurately and in a logical order. But as powerful as they are, these systems alone are not enough to run your business. They lack the flexibility to handle all the information and processes you need to work effectively in the real world.
…largely because most of the information you use on a daily basis is unstructured. That is, information that your enterprise applications are not equipped to manage effectively.
Unstructured information comes in two primary forms. There’s digital information, like word processing and spreadsheet files, email, chat and social messaging, and rich file types like images, audio and video. Digital information multiplies by the second, because people are using all manner of desktop and mobile technologies to create and share it.
This information is scattered across an array of personal devices, file systems and the cloud. And when you combine the various formats and widespread distribution, you have a real information management challenge on your hands. And, unlike the structured data in your enterprise applications, there tends to be a real lack of visibility and control over this unstructured information.
In addition to the widespread flow of digital information, there is a constant stream of paper information being created and received across your organization.
People have become dependent on paper as a key way to store and communicate information and complete business processes.
But as you know, this reliance on paper leads to slower workflow, security gaps and an environmental impact. And like uncontrolled digital information, paper is difficult to tame when people across your enterprise have the ability to print and share at their fingertips._______________________________________________________________________Devices proliferate – [they are easy to acquire, set up, and put into production]Security becomes a problem - [it’s hard to know who is printing what, where and when, and paper easily leaves the building or is simply left lying about and visible]Workflow slows – [accessing paper documents can be time consuming, physically moving paper through a workflow process is inefficient, paper documents are easily misplaced and require reprinting]Negative environmental impact – [printing is resource intensive]****IDC estimates that 67% of organizations have no idea how much they print but that it is common to spend 1 – 3% of revenue on printing without knowing who, how or why.And whatever management is applied to the process is through multiple vendors, multiple departments and multiple individuals in an uncoordinated fashion.****Paper is important, but as a way to convey information it has become expensive – [not just because of the equipment, paper and ink but because of the lack of visibility and control around the information the paper contains and the difficulty of using that information in a business process.]****
So here’s the reality. You work in a complex environment every day – using the structured information managed within your enterprise applications, but also needing the unstructured digital and paper information that lie outside of that core.
When it comes to digital information like email, photos, presentations, web pages, audio and video—that critical content simply can’t be managed by conventional database-driven systems alone.
Regarding output,IDC estimates that 67% of organizations have no idea how much they print, but that it is common to spend 1 – 3% of revenue on paper information without knowing who’s printing, how often or why.
And with the majority of information residing outside of your core visibility and control, it’s no wonder that most of the processes that require that information are happening outside the core as well. According to Gartner, processes that happen within core applications represent perhapsonly 20% of the actual effort required to deliver value to your customers.
The result is extensive inefficiency as your people struggle for a completely informed picture of their customer, employee or student … chasing after critical information in this filing cabinet or that server or this inbox.It’s a frustrating disconnect between information, processes, applications and people and a very difficult information management challenge at the corporate level.__________________________________________________[As we mentioned before, there is research indicating as much as 80% of the information you need is unstructured and not managed by your enterprise applications.][Think about our invoice processing example and how you have to combine PO documents, shipping tickets, proof of delivery documents, packing slips, original invoices and who knows what else into packet of unstructured information that gets stored somewhere to support a single supply chain transaction].****We also know that that in order to to get things done we[Research as shown that up to 2/3 of process execution occurs in a partial or completely manual fashion.][Think about our invoice processing example again and how you combine email, the post, overnight delivery, telephone, a chat session, a conversation at the water cooler and signatures from three different people into a process that ultimately results in the approval to pay a single invoice].*****
But what if you could connect every individual to the right information, in the right form. at the right time, in the context of the business processes and applications they use every day.You’d be able to manage and interact with a complete, relevant view of unstructured digitalinformation at the moment it’s needed. You could optimize your output environment for maximum efficiency, security and cost control when handling printed information. And you could automate and integrate manual or wasteful processes using a cycle of design, discovery and improvement.
Your [customer] has a better experience [as yourespond to their request faster, as you make better decisions about their status, as you act proactively instead of reactively on their behalf]A better financial performance for your [shareholders] as you increase your top line through [superior customer service], as you increase your bottom line through increased operational efficiency, and as you lower your risk by understanding all the information in your business better Ultimately your in a stronger position to face an uncertain future [from new competition, new regulatory pressures and changes in the technology landscape.]****_______________________________________________________________________
How does Lexmark fit into this picture?Everyone is trying to solve this big information problem and we see enterprises struggling to pull different technologies, vendors and service providers together to gain the control and visibility that need.What’s different about Lexmark is that we have more than 20 years experience working on the problems presented by information that is outside your enterprise applications and building all the technologies that are applied to solve it.
Because Lexmark builds and owns a complete platform of products that help organizations manage their unstructured content and processes, xxxxThose technologies include comprehensive output management for your unstructured paper information…
Complete digital content management for your unstructured digital information
And powerful process management tools that connect unstructured information and processes with the people and applications that need it most.
As proud as we are of our technology we know it’s not enough.We don’t just look for the unique ways you operate. We bring an understanding of process challenges, financial constraints, compliance requirements and customer needs that are unique to [your industry]. We look for the perfect blend of the way you operate today with the way you can operate better. Sometimes that requires big change. Sometimes not.Our experience in your industry allows us to apply our focus on the problems that offer the greatest potential for your return on investment.
Lexmark maintains a culture of inquiry, collaboration and responsiveness with our customers – something we call customer intimacy.It’s a continuous feedback loop into the research and development process allowing our products to evolve effectively for our customers. Combined with technology ownership and industry experience we can quickly adapt to changing industry and technical requirements our customers face.
The result of this effort are solutions – a word we don’t use lightly. A solution is a collection of products and services that recognize the process you are trying to impact and the results you are looking for first and foremost. A solution is built on a powerful, scalable platform that is enterprise ready but is deployed quickly, with purpose and with a fast ROI model.[Talk about solutions specific to this customer]
Lexmark brings a unique focus to the entire unstructured information problem, paper and digital…Combing technology, experience and understanding… Into solutions that deliver tremendous value for our customers.****Now let’s get busy…
PerceptiveLIVE 2013 - Defining the challenge
Defining the Challenge
International Marketing Director