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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.

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Paul Herman

Services Platforms, Xerox

XChange August 2009

think big why managed print services

customers who know how much they spend on print


of largest managed service providers offer managed print



or more years for each mps contract

or more in revenue per device on average per month


estimated number of US business printing devices


size of US MPS market in three years time


Think Big: Why Managed Print Services?
show me the money



Sound realistic?


MPS success

Remember that 90% number?


Avg. printers/customer

4-5 per seats per printer


# Printers/mfp’s

Under MPS


Incremental revenue

$150 x 12 x 75


Incremental margin

@ 35% margin

Show me the money…
mps for msp

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


  • Investment choices
  • Billable utilization
  • Toner coverage/profit
  • Supplies inv. and fulfillment
  • Break-fix service


  • Long-term recurring revenue
  • Trusted advisor status
  • Incremental share of wallet
  • Economies of scale/scope
  • Additional barriers to entry

Managed Services

Managed Print Services

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

Why Xerox?
what can we do for you

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


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


Software: we’ll include it


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


Support: we’ll back your brand with ours


What can we do for YOU?
how we do it pagepack 3 0
How we do it: PagePack™ 3.0

Xerox provided Xerox or Partner Partner provided

pagepack 3 0 resources and rewards
PagePack 3.0: Resources and Rewards


  • 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


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
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
What next?


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




Thank you