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mps
20
Organisations continue to struggle
with spiralling print costs, a patchwork
of legacy copiers, printers and new
MFPs with no insight into what is
being printed, where and by whom.
A managed print environment can
deliver strategic business advantage,
supporting cost reduction imperatives
and environmental demands, along
with improved compliance and
reduced risk. And according to
Quocirca, the channel provides an
important role in delivering impartial
assessment services and unbiased MPS
recommendations.
John Taylor, Chief Executive M2, argues
that the very essence of MPS goes against
the traditional hardware vendor sales model.
“MPS usually results in fewer devices,
encouraging users to print less and use less
colour. When you cross reference that to
the aspirations of vendors who want to sell
more units, where salesforce remuneration
schemes are based on volume sales and
whose profit lies in aftermarket consumable
sales; the two don’t stack up.”
MPS packages vary in depth and scale
and each vendor has a different definition
– from purchasing hardware, consumables
and maintenance on an all inclusive cost
per page contract; to a service which
assesses, optimises and manages the
print environment; right through to a fully
outsourced solution.
“Anyone can deliver a break/fix model
that includes toner and parts but that isn’t a
true MPS solution. A true MPS provider will
impartially assess a customers’ requirements,
current situation, objectives and challenges.
“Designing and delivering a bespoke
service that addresses individual strategic
business objectives, which provides a clearly
identifiable return on investment and is
flexible to support the business needs now
and in the future, coupled with the fact
that we’re not tied to selling or maintaining
one brand, is where we believe M2 as an
independent provider has the edge.”
Proactive MPS
Quocirca say that MPS is much more than
a simple service contract, at its best it is
an innovative business and service delivery
model that is transforming how VARs,
systems integrators and manufacturers
deliver print services and solutions. More
providers are moving away from traditional
break/fix models and making the transition to
proactive MPS.
Taylor says that proper project
management makes a lot of difference.
“It’s all about combining IT and document
management, re-engineering document
processes around the business, consolidation,
freeing up staff resource and slashing costs
by removing inefficient processes.”
“MFP technology can increase
productivity and reduce costs, but it’s only by
proactively implementing a sound document
strategy that businesses can realise these
benefits; which is why it would be foolish
to adopt a business model that’s geared to
simply ripping out and replacing hardware,”
says Matt Goodall, Office Evolution Service
Director.
Customer not brand driven
There are many basic MPS programmes, but
often these offerings are typically vanilla,
one-size-fits-all, hardware-centric MPS
contracts that may not address the specific
needs of a business; for instance, covering
only one brand of device or not offering
automated supplies replenishment.
John Gripton Managing Director of
Manchester-based COS NW attributes its
fast growth – achieving a turnover of £1.3m
within two years – to the fact that customers
really buy in to its vendor neutral and
scalable MPS offering. “When we sit in front
of a Finance Director and tell them that we
can help them save up to 30 per cent of their
print costs, they’re all ears.
“Mapping out a solution that pinpoints
the exact printing requirements of each
department and location, that’s not driven
by brand but by business need and one that
is tailored to their business, is a compelling
proposition,” says Gripton.
“The fact we’re not tied to any one
manufacturer provides an extra level of
assurance, customers are confident that
they’re handing over responsibility for the
fleet to a company that is solely dedicated to
managing printers.”
Linking environments together
MPS providers are typically vendors, VARs,
Systems Integrators (SIs) or independent
providers that specialise in print infrastructure
implementation, integration, monitoring
and management. They can take over
responsibility for managing complex and
continuously evolving print environments,
allowing organisations to focus on their core
The channel
provides an
important role
in delivering
impartial
assessment
services and
unbiased MPS
recommend-
ations.
Opportunity knocks
for the independent
Although the vendor-direct MPS approach is well suited to large
enterprise engagements, a Quocirca white paper
Rethinking MPS:
The independent approach
reports that the midmarket is typically best
served by the channel, which can often provide more flexibility and more
innovative pricing structures along with multivendor service and support.
Print.IT Reseller
John Taylor, Chief Executive M2
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