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Paul Herman Services Platforms, Xerox XChange August 2009. customers who know how much they spend on print. 1/10. of largest managed service providers offer managed print. 1/3. 3. or more years for each mps contract. or more in revenue per device on average per month. $150.

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Paul Herman Services Platforms, Xerox XChange August 2009

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Paul Herman

Services Platforms, Xerox

XChange August 2009


customers who know how much they spend on print

1/10

of largest managed service providers offer managed print

1/3

3

or more years for each mps contract

or more in revenue per device on average per month

$150

estimated number of US business printing devices

30,000,0000

size of US MPS market in three years time

$15,000,000,000

Think Big: Why Managed Print Services?


50

Customers

Sound realistic?

15

MPS success

Remember that 90% number?

5

Avg. printers/customer

4-5 per seats per printer

75

# Printers/mfp’s

Under MPS

$135K

Incremental revenue

$150 x 12 x 75

$47K

Incremental margin

@ 35% margin

Show me the money…


Target Market

  • Small to medium size businesses (no SOHO) > 5 devices

Sales process

  • Assess, design, implement, manage and support

Customer benefits

  • Virtualization

  • Consolidation

  • Visibility

  • Simplicity

  • Managed costs

Contract type

  • Cost per seat per month

  • Cost per page per month

Key tools

  • Network Operations Center

  • “Page Operations Center”

  • Assessment tools

  • Deal structuring

  • Billing and backoffice

Risks/Complexities

  • Investment choices

  • Billable utilization

  • Toner coverage/profit

  • Supplies inv. and fulfillment

  • Break-fix service

Rewards

  • Long-term recurring revenue

  • Trusted advisor status

  • Incremental share of wallet

  • Economies of scale/scope

  • Additional barriers to entry

MPS for MSP

Managed Services

Managed Print Services


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

Why Xerox?


Toner coverage: we’ll cover it on standard office equipment

1

Supplies: we’ll ship it for free on your behalf

2

Software: we’ll include it

3

Service: we’ll fix it (if you want us to)

4

Support: we’ll back your brand with ours

5

What can we do for YOU?


How we do it: PagePack™ 3.0

Xerox providedXerox or PartnerPartner 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:

  • Bid Support Desk & fleet optimization support

Certified

PagePack™ 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

    • Outcome: Certified PagePack Partner


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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