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Managed Print Services Contract - PowerPoint

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Managed Print Services Contract - PowerPoint Powered By Docstoc
					Paul Herman
Services Platforms, Xerox

XChange August 2009
Think Big: Why Managed Print
Services?
                  customers who know how much
1/10              they spend on print
                  of largest managed service
1/3               providers offer managed
                  print
3                 or more years for each mps
                  contract
                  or more in revenue per
$150              device on average per
                  month
                  estimated number of US
30,000,0000       business printing
                  devices
                  size of US MPS
$15,000,000,000   market in three
                  years time
Show me the money…

        Customers   50   Sound realistic?

       MPS success 15    Remember that 90% number

                   5
Avg. printers/customer   4-5 per seats per printe

                  75
    # Printers/mfp’s     Under MPS

                 $135K
 Incremental revenue     $150 x 12 x 75

 Incremental margin
                 $47K    @ 35% margin
MPS for MSP
                Managed Services           Managed Print
Target                                        Services
               • Small to medium size businesses (no SOHO) >
Market
Sales            5 devices
               • Assess, design, implement, manage and
process          support
               • Virtualization         • Consolidation
Customer       • Visibility
benefits       • Simplicity
               • Managed costs
Contract       • Cost per seat per      • Cost per page per
type             month                    month
               • Network Operations     • “Page Operations
Key tools      • Center
                 Assessment tools         Center”
               • Deal structuring
               • Billing and backoffice
               • Investment choices     • Toner
Risks/         • Billable utilization     coverage/profit
Complexities                            • Supplies inv. and
                                          fulfillment
               • Long-term recurring    • Incremental share of
                                        • Break-fix service
Rewards          revenue                  wallet
               • Trusted advisor        • Economies of
                 status                   scale/scope
                                        • Additional barriers
                                          to entry
Why Xerox?
Brand and brand permission:
document management

Proven solutions:
70 Billion pages WW from 2.5M devices

Channel commitment and partnership:
channel delivered MPS for >5 yrs

Platform for development:
beyond devices and supplies

Breadth of offering:
printers and larger multi-functions
What can we do for YOU?

1   Toner coverage: we’ll cover it on standard of
2   Supplies: we’ll ship it for free on your beha
3   Software: we’ll include it
4   Service: we’ll fix it (if you want us to)
5   Support: we’ll back your brand with ours
How we do it: PagePack™ 3.0
                            Non-Xerox -    All Non-
                  Xerox
                                CPP         Xerox

  Service

  Consumables

  Toner
  Management
  Software
  Assessment &
  Deal Support
                 PagePack   PagePack NX   PagePack FM

     Xerox provided    Xerox or Partner   Partner
     provided
PagePack 3.0: Resources and
Rewards
People:
•Over 40 field-based, MPS-focused sales people
•10 inside sales support resources
•10 PagePack program and technical support people
Pricing:                                   Certified
                                          PagePack™
•Bid Support Desk & fleet optimization support         Partner

Program:
•Hardware sales rebates (up to 7%) through our PEAK
 Channel Program
•Managed Print Rebate (up to 7%) for the first year
 of contract
Partner Enablement:
•Basic: online training and authorization for
 PagePack
•Full PagePack 3.0 Certification: 3 –day business
 planning and orientation event followed by 11 weeks
 of sales and operations mentoring
  • Key benefits: PagePack FM and Tools, extra
    incentives
Managed Print Services: Summary

• Predictable revenue streams vs.
  random transaction waves (or
  ripples)
• Trusted advisor vs. one of many
• Cost per page vs. cartridge per
  closet
• Coherent program vs. disparate tools
• Xerox know-how vs. “no, how?”
What next?

TOMORROW:
Take Xerox challenge at our booth:
first 25 will receive an iPod Shuffle

ANYTIME:
www.xerox.com/thinkbig
                              MPS??
Thank you
Paul.Herman@xerox.com
pagepack@xerox.com




                        Managed
                         Print…

				
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