Streamline your printing with Managed Print Services

1. Streamline your printing with Managed Print Services Andy Barnes

2. Mind reading Please mentally select a card and concentrate on it. I will perform this feat via mind control...

3. Mind reading This is very important. Think of the card but don’t say it out loud

4. Mind reading I have selected your card and have removed it from the pile. Surprised?

5. Managed Print Services … Transactional Sale Customer ‘I need some printers’ HP ‘Here’s the price and delivery time’ Customer ‘Thanks, here’s the order’

6. Managed Print Services … Transactional Sale Customer ‘I need some HP Cartridges’ Reseller ‘Here’s the price and delivery time’ Customer ‘Thanks, here’s the order’ Contractual Sale Reseller ‘We can help make your business more successful, but we need some quality time together with your top managers’ Customer ‘Why should I do that – you will have to convince my key people first … ’ Six months later …

7. Managed Print Services … It’s not a date – it’s a marriage ! It’s not a transaction, it’s a contract!

8. Market is shifting from Transactional to MPS 2014 Total Printing TAM* $45.9B CAGR** +1% +10.5% *Source: HP MAP team - June 13 $30B channel + $4.2B Direct SMB **CAGR 2012-2016 -3%

9. Trends Shifting budgets By 2017CMOs will spend more on IT than the CIO1 The mobility revolution 37% of worldwide workforce mobile by 20154 Consumerization of IT 74%of companies allow somesort of BYOD usage2 Security threats $5.5 million average cost per incident of corporate information theft5 Information gap 86% of corporations cannot deliver the right information at the right time3 Compliance demands 44%of all data breaches are due to compliance infringement6 1 Gartner webinar, "By 2017 The CMO Will Spend More on IT than the CIO,“ Laura McLellan, Jan 3rd 2012 2 Forbes Mobile Business Statistics For 2012 3 Coleman Parkes Survey, November 2012 4IDC, Mobile Printing Landscape, Transition to Early Adoption, August, 2012 5 U.S. Cost of a Data Breach report. Ponemon Institute, 2012 6 The State of Privacy and Data Security Compliance, Ponemon Institute, 2010

10. Enterprise printing trends: The bottom line

11. The Customer Situation Time spent by IT staff choosing and managing the document network is Not Known Most companies could reduce their printing costs by10 to 30%(Gartner) The average annual document costs are about5%of an enterprise’s revenue (IDC) 23%of help-desk callsare printer related (IDC) The average worker loses1 of every 20documents The average worker makes19 copiesof every document

12. What do customers want? “Improvemy end-user productivity.” “Reduceour costs.” “Provide printing as a service.” “Tailorservices to meet my global needs.” “Reducemy riskand exposure.” “Help us print wisely.” “Help reduceour environmentalimpact.” “Make it all work together.”

13. Balancing the triple bottom line • Lower costs, both tangible and intangible • Provide positive story for CSR report • Optimize resources • Decrease costs andincrease value • Reduce risks (security) • Improve productivity Profits Planet • Decrease consumption • Increase recycling • Decrease carbon emissions Change management challenge opportunity • Maximize flexibility • Keep it simple • Help ensure it’s reliable • Meet needs and attempt to accommodate wants People • Eliminate opposition to change • Feel good about printing responsibly

14. Total Cost of Ownership

15. A Closer Look at the Analyst Predictions The average annual document costs are about5%of an enterprise’s revenues (IDC) The average worker spends 150 hours/year Seeking incorrectly filed documents(Fujitsu / PriceWaterhouseCoopers) 23%of help-desk callsare printer related (IDC) The average cost of information theft to corporations is$2.7M per incident Costs as a Percent of Revenues(by Industry) Assuming a 10,000 employee organization… This equates to 1,500,000 hours of lost time per year… This is equivalent to 721 full-time employees or 7.2% of the workforce This includes legal costs, lost opportunity costs, costs to investigate and costs to update security requirements A typical unmanagedimaging and printingenvironment has… 8 to 10 manufacturers and 100+ printer models within the company… Consider the impact of your fleet on your current help desk operations 15% Legal / Advertising – 14% Computer /Data Services –10% 10% – Cross-industry Average – 5.9% 5% Media &Entertainment – 4% Petroleum - <1% 0% Source: ALL Associates Group

16. The information contained herein is subject to change without notice Why are Document Costs so high? Infrastructure Workflow Management Organizational Processes 10% 5% 5% 5% 28% 47% Visible Hard Costs Document Management End User Time Administration, Purchasing, and Facilities IS Support IS Infrastructure Source: ALL Associates Group

17. What makes HP different? • HP Leadership • Broader portfolio • Recognized MFP Leader – Gartner • #1 in Manageability • #1 in Mobility • #1 in Workflow • #1 in Security • Competitive TCO

18. SUMMARY – With MPS Contracts, you get… • MoreRevenue • Amonthlyrevenue stream • A deeper relationshipandloyaltywith the customer • Competitivelock-out • Controland Customer loyalty