Managed Print Services: Conceptual Selling 101

This past May I attended Photizo’s Global Conference in Orlando. One of the events I was looking forward to on the agenda was the panel of competitors including Xerox, HP, Ricoh and Canon. They were seated up on the stage in that order. Having been in the industry over 18 years, I found this entertaining.

Months later, I’m remembering hearing one of them boast about their ability to offer MPS in a box. The question is, can we really put a service in a box? I also thought, “it’s no wonder some are saying MPS is becoming a commodity.” That’s what happens when you put things in boxes.

With that being true, the paradigm shift to selling services isn’t easy for them or anyone for that matter. Having had experience selling FM, MPS and transactional deals, here’s who I’ve work with:

1. Mostly I was with a dealer owned by a holding company that later integrated into an operating company;
2. Some years with an OEM;
3. Some time with an OEM;
4. a few months with an OEM in the middle of acquiring a dealer;
5. and now, a consulting firm.

Of course, I could have said I’ve worked for IKON, HP, Konica Minolta, Canon, and now Photizo Group, but I didn’t. Instead I illustrated by describing the companies I’ve worked for by how they were structured to do business. Do you see the difference?

A selling services approach is working with the client conceptually, which means you don’t have to mention a box unless of course they ask. Selling services is transforming the “way” business is performed, not which boxes are being swapped in and out. You can tell if you are making the transition from boxes to services by how frequently you talk about what comes in a box. Listen to yourself, to your company and look at your proposals. Are you still talking about hardware specs and software features? If so, that’s still box selling.

Solid indicators of conceptual selling include:

1. Excellent at understanding and addressing challenges at the root or a deep level.
2. Incentives and contracts are not just outcome/box based, but performance based.
3. Solutions include unique ways of servicing that go beyond technology and include peope
4. Clearly identifying what needs to go, and what can be implemented to enhance ways of doing business.
5. Relationships are built on transparency, trust, integrity and confidence.

In the end, there is no need for naming what’s in the box. So…what is “MPS in a Box”? In case you’re wondering, I’m writing about that next.

Source: http://www.mpsinsights.com

Read More

Photizo Group and PROs Elite Group Collaborate on 1st Comprehensive Managed Print Services Transformation Program

MIDWAY, Ky. – Photizo Group and the PROs Elite Group have formed a strategic partnership to deliver the first comprehensive managed print services (MPS) transformation program for channel providers. Photizo and PROs Elite designed the Partner Transformation program with key operating performance standards to specifically enhance profitability and increase MPS revenue opportunities. The transformation program is for those committed to entering the MPS market as well as re-energize those whose MPS programs have stalled. Photizo’s Transformation program integrates an annual certification process to ensure continued success.

Photizo Group is a leading transformation firm, assisting organizations with moving to a services-led model as well as a leading source for managed print services (MPS) intelligence and consulting. The PROs Elite Group is the office imaging industry’s expert in sales, service and operational execution. Photizo and PROs Elite will work with participants in real-world situations by providing a customized, milestone-driven roadmap, accelerated and on-going coaching, performance reviews, access to industry leading research utilizing a proven Success Framework.

“We sought out the PROs Elite Group to help us leverage our MPS intelligence and execute our Partner Transformation Program,” said Ed Crowley, CEO and founder of Photizo. “Their expertise lies in assessing and documenting a dealer’s current situation, then executing a plan of action to transform sales and service organizations.”

“Photizo is committed to working with dealers in a multi-step, consultative approach to deliver MPS results that have seldom been realized before. We are excited about working with Photizo to help dealers with sales and service execution through assessments, coaching and ongoing development,” said PROs Elite Group President, Jerry Newberry.
“Dealers find that training alone is not working. This program is really the convergence of proven experience from industry leaders and backed by exhaustive MPS intelligence; it’s what I wished I’d had as an dealer executive, and it’s what dealers really need today,” said Ken Stewart, Photizo senior consultant. “Over 50 percent of dealers and resellers stumble within the first year of their MPS program launch. Revenue attributable to MPS is less than what is expected, and up to 30 percent of gross profit is left on the table because dealer aftermarket operations aren’t tuned in to optimal profit. This program will help dealers who find themselves in that situation -- or don’t want to find themselves there.”

Program Focuses on Success Factors

The Partner Transformation program addresses these problems by targeting five success factors:
· Executive commitment
· Operational profitability
· Revenue generation
· Infrastructure effectiveness
· Ongoing education for all levels of the organization
“The number one focus area that yields the greatest return in MPS resides in the executive suite,” said Steve Rolla, a senior partner in the PROs Elite Group. “Every transformation from copier dealer to thriving MPS organization began with the obsessive involvement of the dealer principal.”

Many Benefits for Participants

Partner Transformation Program participants receive a number of benefits, including:
· Comprehensive POWRR Assessment
· Customized MPS Roadmap
· High-touch, ongoing education through executive, sales and service workshops
· Sales and service coaching, executive ‘quarterback’ sessions and facilitated peer groups
· MPS Insights PRO, Photizo’s premium-content and community portal
· Quotes, charts and graphs to use as expert proof sources in internal and customer presentations

Dealers can find more information at www.MPSWin.com/transform.

Source: http://theimagingchannel.com/

Read More

7 Integrated Approaches to Reduce Printing

It was a Friday afternoon and I noticed a post in the LinkedIn Manage Print Services Group while scrolling down the news feed. The post was from a hospital, probably a whole Healthcare System. He was looking for ideas to reduce printing, and he was not interested in meeting with sales people. Even of more interest is that he was already partnered with an MPS provider. Apparently, the provider was not achieving his goal of reducing print, which is not surprising considering the source.

Having years of experience in the industry successfully helping organizations transform their printing environment, here are seven steps to help organizations reduce printing:

1. Freeze Purchasing and Leasing of More
The acting of acquiring “more” is counter to the goal of reducing. This is a short-term recommendation and varies in length of time depending on the organization. Just as a hiring freeze in an organization gains attention, so does a buying freeze on printers. It is a statement that commands attention. Use it wisely.

2. Executive Commitment
Organizations typically allow the cost of printing to come under multiple budgets.

3. Assign an internal IT Project Manager

4. Implement a tool to access print data
There are many these days. If the IT group will not do it, then there are providers of Managed Print Services who can help collect print data.

5. Simplify the footprint – Simplification does not mean all from one maker, it means standards for your unique organization.

6. Present and Share – Have the IT Project Manager meet with departments sharing what, where and why data with status, trends and goals to reduce printing.

7. Changing behavior – People adapt more easily when they have options and alternatives.

The key attribute to any change or transformation is commitment from an executive. One of the successes from the field resulted in a 40% reduction of print. Then they partnered with a Managed Print Services provider to support the refreshed environment.

Source: www.mpsinsight.com

Read More