2011 Global MPS Conference

Orlando, FL May 2-4 1

DIRECTORY SPONSOR

PLATINUM SPONSORS

the com

plete

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2 2011 Global MPS Conference

Table of Contents

Sponsors ...................................... 4Exhibitors ..................................... 6Workshops Schedule ................... 8MPS Conference Schedule ......... 10Session Summaries .................... 12Keynotes ..................................... 24Speakers ..................................... 25About Photizo ............................. 38

D o n ’ t forget to T w e e t . #MPSConf

Plaza DStage 2

Plaza KMgt & Pln

Plaza JTech, Mrk ..

Plaza IPIMS PIMS

Plaza DStage 3

Foyer Registration

Exhibition Hall

Gulf

Media Room

Atlantic

Registration Office

Florida A Stage 1

Florida B & C

General Assembly


Platinum Sponsors

Gold Sponsors

Silver Sponsors

Contributing Sponsors

Media Sponsors

Bronze Sponsors

SPONSORS

entrepreneurs sourcing expert


Exhibitors Banyan Business Solutions ... T30BEI Services ...................... T32CompTIA .......................... T21Digital Gateway ................. B03, B08ENX Magazine ................... T03Equitrac ............................. B18Falcon Tech ....................... T27FMAudit ............................. T07Guia Del Reciclador ........... T04GreenPrint ......................... T20HP .................................... B01, B10LMI ................................... T28Martin Yale ........................ B15MPSA ............................... T05MPS Insights .................... B22, B30

MWAi & Intel ..................... B11NER Data Corporation ...... B25NewField IT ....................... T29OKI ................................... B23PartsNow .......................... T19Photizo ............................. B13Print Audit ......................... B27PrintFleet............................ B14PROS Elite ........................ B23PowerSource .................... T06Recharger ......................... T18 Ricoh ................................ B04 - B07Synnex ............................. B16United Stationers .............. B24

entrepreneurs sourcing expert


EXHIBITORS

Food & Beverage

Plaza F

Plaza D

B04 - B07

T07T18

T25 T26 T27

B1 & B10

B22 & B30

B11 B14

B24

B19 B17

B27

B18

B28

B16

B26

B13

B23

B15

B25

B03 & B08

T28 T29 T30 T31 T32 T33

T19

T20

T21

T06

T05

T04

T03

Food & Beverage


Pre-Conference Workshops

StrategyLocation: Plaza DHost: Justin West, Vice President, MPSAOther Speakers:

MPSA Board MemberMPS Consultant, SigmaNet & Owner, Death of the Copier blog

Dealer Workshop - Fundamental MPS Operations: I’m Tired of MPS SeminarsLocation: Plaza FHost: Ken Stewart, Senior Consultant, Photizo GroupOther Speakers:

Director of Strategic Marketing, GreatAmerica LeasingDirector of Program Management, Great America Leasing Dealer Marketing Systems & Tribute Media

Advanced Operations WorkshopLocation: Plaza AHost: Doug Johnson, Senior Vice President of Managed Print Services, Supplies Network

Learn to increase exposure to a greater number of connected devices, dramatically reduce assessment time and expenses, improve accuracy and close ratios.

of deal engagement. We will review ways to help reduce and mitigate risk, dramatically lower operational resource requirements, and improve your end user experience.

Learn how more robust processes for service monitoring,

risk, lower operational resource requirements, and improve customer experience.

Integrate these solutions into your model to expand beyond device management to document lifecycle management. DLM expansion adds


WORKSHOPS

9:00 - 9:45

9:45 - 10:30

10:30 - 10:45

10:45 - 11:30

11:30 - 12:00

1:30 - 2:25

2:15 - 3:00

3:00 - 3:30

3:30 - 4:00

4:00 - 4:30

7:00 - 10:00

Learn the MPS Money Flow(Kim Louden)

DEALER WORKSHOP: FUNDAMENTAL MPS OPERATIONS

Ken Stewart, Photizo Group

Case Study - Nationwide Insurance

MPS Today and Tomorrow (Ken Stewart)

MPS "Training" - How to Lock You In, Raise Your Prices and

Never Meet an SLA (Greg Walters)

You Sold It, Now What? Deal Implementation Success Secret

Assessments and Proposals

Designing a Change Management Toolkit

Evaluating Assessments - Ensure Your Assessments Adds

Value to Your MPS

Hands-On: Implement Your Brand in Your Business and Not

Go Crazy (Sarah Henderson)

Do You Want Customer Loyalty? (Sarah Henderson)

Hybrid Dealer Meeting

ADVANCED OPERATIONS WORKSHOP

Doug Johnson, Supplies Network

Lunch (Florida B & C)

Morning Break (Florida Foyer)

End User Panel - Including 2009, 2010 MPSA Award Winners &

others

Pre Conference Workshops - Monday, May 2

12:00 - 1:30

Reception at Harley Davidson - Sponsored by MWA and Intel all attendees (pre-conference & conference) are invited; meet in exhibit hall, buses will depart the Peabody at 6:45

Document Lifecycle Solutions

MPS without the P - How MPS leads to Enterprise Content

Management and BPM

Hands-On: Stratify Your Customer Base and Run

Effective QBRs

An Open Discussion on the Furutre of Print: A collection of thoughts, stories, data that point to the future of the printed page.

Afternoon Break (Florida Foyer)

Changing Employee Behavior to $$ - Simple Steps to Educate and

Change Employee Behaviors

(Josh Feathers)

Supplies Management

Service Management

Hands-On: Create Your Unique 10-Step MPS Business Plan

(Corey Smith)

Florida APlaza FPlaza D

END USER WORKSHOP: MAGNIFY THE EFFICIENCY OF YOUR MPS Justin West, Nationwide & MPSA

end user dealer/resellercolors indicate topic focus

Please note that many sessions provide content for other industry functions, in addition to the primary audience indicated.


Florida A Plaza D Plaza F Plaza K Plaza J

8:00 - 9:00 a.m.

9:00 - 9:30 a.m.

9:30 -10:30 a.m.

10:30 -10:40 a.m.

10:40 - 11:30

a.m.

[Vendor Panel]

When are Customers

Willing to Pay for Assessments

and Why? Should You

Charge?

Importance of Service

Operations to Achieve a

Successful MPS Program

Q&A with Joseph Flynn

Executing Your MPS Strategy: Best Practices

for Success

The Convergence of Stage 3 MPS and BPO / ITO: What

Does It Mean for the Industry?

11:30 - 1:00 p.m.

1:00 - 1:50 p.m.

2:00 - 2:50 p.m.

[Case Study]

Building an MPS Program Within

an IT / MSP Organization

Making More Money While Printing Less

The Role of Benchmarks and the “Complete” Assessment in

an MPS Program

MPS Deals Gone Wild: Deal

Crafting and Take Apart,

Existing MPS Deals That Went

Wrong

Which Channel is Winning the MPS Race? A Candid

Review of the 2010 MPS Channel

Partner Selection Study

2:50 - 3:40 p.m.

3:40 - 4:30 p.m.

Successful MPS Employees: Who

Are They and How Do I

Effectively Lead Them?

Delivering

Measuring Vendor

Performance, and Why it

Matters

[Case Study]

Implementation Success - What it Takes to be

Successful and What to Avoid

Document Lifecycle

Management Opportunities

[Panel] Who is Supporting MPS and How? Presentation

plus Q&A with CompTIA, BTA and

MPSA

4:40 - 5:30 p.m.

[Case Study]

University of Calgary: Beyond MPS: A Story of

Vision and Partnership

Five Tactics to Drive MPS sales

From Social Media

You Choose: Stealing or

Retaining MPS Clients.

From Selling 'Products' to

Offering Professional Services: Ten

Steps to Transforming

Your Business

Integrating Back-

Importance and How it Impacts

Successful MPS Delivery. A Vendor Agnostic Overview

of the Basics

Registration (Plaza Foyer) / Continental Breakfast (Exhibit Hall)

Tuesday, May 3Stage 1

Implementation

Stage 2

Implementation

Stage 3

Implementation

Management

and Planning

Technology, Market

Trends, Vendor

Showcases

Reception at SeaWorld - Sponsored by United Stationers and NER (conference attendees are invited; meet in exhibit hall, buses depart the Peabody at 6:15)

6:30 - 9:30 p.m.

Lunch - sponsored by .

Exhibit Hall / Break

Conference Welcome

Keynote Address - The Truth About Trust

Mini Break

State of the Industry


SCHEDULE

end user dealer/reseller vendor neutralcolors indicate topic focus

Please note that many sessions provide content for other industry functions, in addition to the primary audience indicated.

Florida A Plaza D Plaza F Plaza K Plaza J

8:00 a.m.

8:15 - 9:00 a.m.

9:00 - 9:30 a.m.

9:30 - 10:30 a.m.

10:30 - 11:30

a.m.

The Inside Story on MPS

Adoption: Pain, Challenge and

Reward

[Panel] Building the Internal

Case for MPS: How to

Overcome Organizational Resistance to

MPS

Business Process

Automation and Management as a Part of MPS:

Identifying Opportunities

for Improvement and

Implementation

Change Management Q&A Session

with Peter Sheahan

Insights from User Print Data, and

How MPS Providers Can

Leverage It

11:30 - 1:00 p.m.

1:00 - 1:50 p.m.

TCO vs. CPP - The Complete

Picture for MPS Cost Savings

Financial Models for MPS Dealers

Technology as an Enabler for

Business Process

Optimization

2011 Peak Performance

Marketing: How to Grow Your Business and

The Software Tool Landscape:

Leaders, Trends and Futures

2:00 - 3:00 p.m.

Best practices in Stage 1

Deployment: Lessons from

Around the Globe

What Makes A Good Vendor Partnership? MPS from the Customer's Perspective

[Reseller/Dealer

Panel] Which Vendor Offers

the Best Vendor Program and

Why?

Accessing Capital for Your

Business

The Recipe for MPS Success

3:00 - 3:50 p.m.

4:00 - 5:00 p.m.

5:00 - 6:00 p.m.

6:00 - 7:30 p.m.

Wednesday, May 4Stage 1

Implementation

Stage 2

Implementation

Stage 3

Implementation

Management

and Planning

Technology, Market

Trends, Vendor

Showcases

Lunch

MPSA Awards Event and General Assembly

Morning Address

Keynote Address - Flip: Counter-intuitive Strategies for . .

[Executive Panel] Industry Leaders Speak Out on the Future of MPS and What it Means to Their Business


MONDAY, MAY 2

7:00 - 10:00 p.m. Networking ReceptionLocation: Harley Davidson Historic Factorysponsored by MWA and Intel

Transportation will be provided from the Peabody Hotel. Buses will depart at

TUESDAY, MAY 3

8:00 a.m. RegistrationLocation: Plaza Foyer and Atlantic

8:15 - 9:00 a.m. Continental BreakfastLocation: Exhibit Hallsponsored by NewField IT

9:00 - 9:30 a.m. Conference WelcomeLocation: Florida B & CSpeaker: Edward Crowley, CEO and Founder, Photizo Group

9:30 - 10:30 a.m. Keynote Address - The Truth About TrustLocation: Florida B & CSpeaker: Joseph Flynn, Co-Founder, President and CEO, Auxilio, Inc.

A foundation for successful vendor relations is at the heart of any business engagement. Understanding the role that earned trust plays between vendor and vendor as well as vendor and cus-tomer often dictates the results one can expect to achieve.

10:40 - 11:30 a.m.[Case Study] Building an MPS Program Within an IT / MSP OrganizationRecommended Audience: dealers, resellers Location: Florida ASpeaker: Greg Walters, MPS Manager, Sigmanet & Owner, Death of the Copier blog

An explanation of challenges and suc-cesses experienced while implementing


PROGRAM

an MPS practice within a traditional VAR/MSP. Also includes a customer presentation/case study.

Importance of Service Operations to Achieve a Successful MPS ProgramRecommended Audience: vendors Location: Plaza DSpeakers: Jerry Newberry, & Steve Rolla, PROS Elite

operations in managed print services

productivity benchmarks and ten “must do’s” to obtain success.

Q&A with Joseph FlynnRecommended Audience: all Location: Plaza KSpeaker: Joseph Flynn, Co-Founder, President and CEO, Auxilio, Inc.

An opportunity to connect with Flynn immediately following his keynote presentation.

Strategy: Best Practices for SuccessRecommended Audience: all Location: Plaza KSpeaker: Gordon Snider, Director of Sales, PrintFleet

There is little doubt that successful projects are often preceded by effective planning. Snider will identify the action

steps required to plan for the successful execution of your MPS program. He will

of an effective planning team and con-struct the basis for effective goal setting and action plan creation.

The Convergence of Stage 3 MPS and BPO / ITO: What Does It Mean for the Industry?Recommended Audience: vendors Location: Plaza JSpeaker: Tim Brien, Director of MPS Sales, OKI Data Americas

11:30 - 1:00 p.m.Lunch Location: Florida B & CSpeaker: Dan Waldinger, Director of Strategic Marketing, Ricoh U.S. Ricoh Americas Corporationsponsored by: Ricoh

1:00 - 1:50 p.m. State of the IndustryLocation: Florida B & CSpeaker: Edward Crowley, CEO and Founder, Photizo Group


TUESDAY, MAY 3

2:00 - 2:50 p.m.[Vendor Panel] When are Customers Willing to Pay for Assessments and Why?

Assessments? Recommended Audience: vendors, dealers, resellers Location: Florida AModerator: Rob Sethre, Senior Consultant, Photizo GroupPanelists:

Greg Walters, MPS Manager, Sigmanet & Owner, Death of the Copier blogJoe Barganier, MPS Consultant, MT Business Technologies, MPSA President Robert Newry, Co-founder, NewField IT

Will ask questions like why would a customer pay for an assessment con-ducted by a provider interested in selling something beyond the assessment (e.g. hardware, services)? Do customers trust a ‘free’ assessment? What are the key objectives and expectations for an assessment?

Making More Money While Printing Less: An Environmental Perspective for MPSRecommended Audience: end users, resellers, dealers Location: Plaza DSpeaker: Kent Dunn, Vice President of Sales, GreenPrint

Helping customers to print less has been a challenge for MPS providers. Not only have the tools to facilitate print

challenges of balancing print reduc-tion and per-click engagement models

innovative engagement models are eliminating these challenges.

The Role of Benchmarks and the “Complete” Assessment in an MPS Program Recommended Audience: vendors Location: Plaza FSpeaker: John Hewitt, Vice President of Global Distribution, Print Audit

Learn how to balance vendor and customer needs in a document output


assessment. Explore customer wants and types of assessment tools.

MPS Deals Gone WildRecommended Audience: dealers, resellers Location: Plaza KSpeaker: Greg VanDeWalker, Senior Vice President of Strategic Relationships, GreatAmerica Leasing

Deal crafting and take apart of existing MPS deals that have gone wrong.

Which Channel is Winning the MPS Race? A Candid Review of the 2010 MPS Channel Partner Selection StudyRecommended Audience: all Location: Plaza JSpeakers: Ken Stewart, Senior Consultant & Jean-Louis DE LA SALLE, Senior Consultant, Photizo Group

With so many racing to add MPS to

-ers or VARs) that are winning this ‘MPS

Which channel segment is adopting MPS the fastest and why? Learn key takeaways from the study; what the typi-cal traits of a successful MPS provider are. Does my MPS program target suc-cessful providers?

2:50 - 3:40 p.m.Afternoon BreakLocation: Exhibit Hallsponsored by NewField IT

3:40 - 4:30 p.m.Successful MPS Employees: Who Are They and How Do I Effectively Lead Them?Recommended Audience: dealers, resellers Location: Florida ASpeaker: Sally Brause, Director of Human Resources Consulting, GreatAmerica Leasing

Dr. Tony Alessandra states the Platinum Rule of relationships is to “treat others how they want to be treated.” For lead-ership, this is critical to effectively work-ing with your MPS team. In this session,

-ful MPS personnel and key insights about their motivators. Armed with this knowledge, we will discuss how to most effectively lead your team by treating them how they want to be treated.

PROGRAM


TUESDAY, MAY 3

MPS: Measuring Vendor

Plus Why it MattersRecommended Audience: vendors Location: Plaza DSpeaker: Rob Sethre, Senior Consultant, Photizo Group

Established players as well as new market entrants are vying to develop comprehen-sive packages for their customers. The of-ferings are varied and complex - how can they be compared? As the MPS market matures, the industry is increasingly focus-

presentation looks at the evolving need as well as emerging analysis tools to evaluate the various MPS offerings.

[Case Study] Successful Implementation - What it Takes to be Successful and What to AvoidRecommended Audience: end users Location: Plaza FSpeaker: Jennifer Klassen, Director of Building Services and Corporate Travel, Insight Enterprises

Your company has bought into the con-cept of a managed print services program – now what? Take a deep dive into the evolution and tactical steps necessary for a successful implementation presented by MPSA’s 2010 End User Implementation Award recipient. Come away with strate-

gies that you can use to proactively man-

while effectively impacting the print culture within your company and ultimately solve world peace.

Document Lifecycle Management OpportunitiesRecommended Audience: dealers, resellers Location: Plaza KSpeaker: Doug Johnson, Senior Vice President of MPS, Supplies Network

MPS engagements today often focus on printer optimization and management. The next “level” of MPS will include managing the lifecycle of the document—from the point of origin to its return to electronic for-mat. This presentation covers opportuni-ties to add Document Lifecycle Manage-ment to your MPS practice.

[Association Panel] Who is Supporting MPS and How? Recommended Audience: all Location: Plaza JModerator: Ranga Raj, CTO and Director, Celstream Panelists:

Brent Hoskins, Executive Director, BTAJoe Barganier, MPS Consultant, MT Business Technologies, MPSA PresidentRon Cohen, Director of Enterprise Channel Sales, CompTIA


Presentation and Q&A from CompTIA, BTA, and the MPSA.

4:40 - 5:30 p.m.[Case Study] Beyond MPS: A Story of Vision and PartnershipRecommended Audience: end users Location: Florida ASpeaker: Theresa Mueller, Director of Project Imagine, University of Calgary

As one might expect in a marriage between the private and public sectors,

have been full of adventure and inertia, success and failure, agreement and dispute, give and take, and, above all, learning for both organizations. The story is still unfolding, and this presenta-tion will share the experiences.

Five Tactics to Drive MPS Sales from Social MediaRecommended Audience: dealers, resellers Location: Plaza DSpeaker: Corey Smith, President Tribute Media

Twitter, YouTube, Facebook, LinkedIn and blogs . . . social media is gaining popularity and your customers have increased conducting business online in their social circles. Understanding how

to use social media for driving managed print services deals is critical to market effectively in today’s marketplace. Come

now (and even some you should avoid) to drive sales in your managed print services program.

Retaining MPS ClientsRecommended Audience: dealers, resellers Location: Plaza FSpeaker: Jennifer Shutwell, Major Account Executive, Canon

Shutwell provides insight and tips into building a new client base and keeping your customers happy so that they do end up as someone else’s customer.

From Selling ‘Products’ to Offering Professional Services: Ten Steps to

Recommended Audience: dealers, resellers Location: Plaza KSpeaker: Steven Swift, Senior Consultant, Photizo Group

Swift will discuss the transformation from a hardware-centric business to a services-oriented business. He will pro-vide a road map for success and identify potential obstacles.

PROGRAM


TUESDAY, MAY 3 -

tems: Importance and How it Impacts Successful MPS DeliveryRecommended Audience: dealers, resellers Location: Plaza JSpeaker: Jeff Way, Director of Strategic Products, Digital Gateway

A vendor agnostic overview of the basics. Best practices to operationalize your MPS program through integrated

effective MPS management, automation -

6:30 - 9:30 p.m. Networking ReceptionLocation: SeaWorldsponsored by United Stationers and NER Data Corporation

Transportation will be provided from the Peabody Hotel. Meet in the exhibit hall.

intermittently between each location.

WEDNESDAY, MAY 4

8:00 a.m. Sponsor, Exhibitor and Speaker Breakfast Location: Blue Spring sponsored by MPS Insights

8:15 - 9:00 a.m. Continental BreakfastLocation: Exhibit Hallsponsored by NewField IT

9:00 - 9:30 a.m. Morning AddressLocation: Florida B & CSpeaker: Edward Crowley, CEO and Founder, Photizo Group


9:30 - 10:30 a.m. Keynote Address - Flip: Counter-Intuitive Strategies for Exploiting Market Opportunities in Managed Print Services

Location: Florida B & CSpeaker: Peter Sheahan, CEO, Change/LabsSponsored by:

10:30 - 11:30 a.m.The Inside Story on MPS Adoption: Pain, Challenge and SuccessRecommended Audience: dealers, resellers Location: Florida ASpeaker: Dr. David Cameron, Owner, Cameron Consulting

Three channel case studies will shed light on what MPS dealers and resellers can expect when adopting MPS.

[Panel] Building the Internal Case for MPS: How to Overcome Organizational resistance to MPSRecommended Audience: vendors, dealers, resellers Location: Plaza DModerator: Greg VanDeWalker, Senior Vice President of Strategic

Relationships, GreatAmerica LeasingPanelists:

Justin West, Vice President, MPSADan Waldinger, Director of Strategic Marketing, Ricoh U.S., Ricoh Americas Corporation Ken Stewart, Senior Consultant, Photizo GroupCarl Fernyak, CEO, MT Business Technologies

Get perspectives from end-users, channel and OEMs who have been there. Panelists will discuss the major obstacles, causes of resistance, key motivators and more.

Business Process Automation and Management as a Part of MPS: Identifying Opportunities for Improvement and How to Implement ThemRecommended Audience: end users Location: Plaza FSpeaker: Charity Parsons, Market Development Manager, Ricoh

Parsons focuses on Stage 3 in detail, providing a roadmap to get there and best practices, as well as sample case studies

choose to move toward true business process improvement rather than just managing the hardware and supplies components in their environment.

PROGRAM


WEDNESDAY, MAY 4Change Management Q&A with Peter SheahanRecommended Audience: all Location: Plaza KSpeaker: Peter Sheahan, CEO, Change/Labs & author

An opportunity to connect with Sheah-an immediately following his keynote presentation.

Insights from User Print Data and How MPS Providers Can Leverage ItRecommended Audience: vendors, dealers, resellers Location: Plaza JSpeaker: Gary McCone, Director, President and Chief Executive

What we are learning about end-user print behavior? What business problems does this help us address for the cus-tomer and MPS provider? How does this affect the MPS customer engage-ment – what opportunities does it open? What some of our leading partners are doing?

11:30 - 1:00 p.m.Lunch Location: Florida B & C

1:00 - 1:50 p.m.TCO vs. CPP - The Complete Picture for MPS Cost SavingsRecommended Audience: end users Location: Florida ASpeaker: Scott Steele, Senior Vice President, NER Data Corporation

Can you really deliver 30 percent sav-ings to customers just by moving them to a CPP program? Getting to true costs savings, ROI and TCO involves digging deeper and presenting the com-

associated with assessments, procure-ment, project management, document

Learn where the total value is and how to present deliver both hard and soft dollar cost savings to your customers.

Financial Models for MPS DealersRecommended Audience: dealers, resellers Location: Plaza DSpeaker: Rob Sethre, Senior Consultant, Photizo Group

One of the challenges of MPS is the convergence of differing business models. Players come from different legacy busi-ness backgrounds. New elements are added to the product mix, and these new

the business. Sethre will take a look at the


key success drivers in the MPS business transformation and provide concrete in-sights and tips for ensuring best-possible

Technology as an Enabler for Business Process OptimizationRecommended Audience: vendors, dealers, resellers Location: Plaza FSpeaker: Tom Osterday, Vice President Global Executive of Electronics Industry Solutions, IBM

With the business landscape becoming ever more challenging, companies must transform to maintain competitive ad-vantage. Osterday will identify key trends in the industry and the critical business imperatives that companies must focus on to compete in the constantly chang-ing environment. He will discuss how smarter electronics is a key enabler of this business transformation, and look at real-time asset location, analytics and the Ricoh Intelligent Device Manager as examples of smarter electronics.

2011 Peak Performance Marketing: How to Grow

Recommended Audience: dealers, resellers Location: Plaza KSpeaker: Aaron Dyck, President, LMI Solutions

Dyck focuses on outbound and inbound MPS lead generation ideas. Dyck will

walk the audience through a self-evaluation of their own MPS marketing and share 10 ideas for boosting your marketing opportunities.

The Software Tool Landscape: Leaders, Trends and FuturesRecommended Audience: all Location: Plaza JSpeaker: Scott Hornbuckle, Market Analyst, Photizo Group

as analyzed in the 2010 MPS Software Tools Study. Hornbuckle will share what differentiates these tools, identify emerg-ing trends and provide an outlook for the industry.

2:00 - 3:00 p.m.Best practices in Stage 1 Deployment: Lessons from Around the GlobeRecommended Audience: vendors Location: Florida ASpeaker: Jean-Louis De LA SALLE, Senior Consultant, Photizo Group & Dr. David Cameron, Owner, Cameron Consulting Group

Discusses assessments and answers whether to charge or not to charge.What are the components of a good assessment? Is technology always the best answer?

PROGRAM


WEDNESDAY, MAY 4What Makes A Good Vendor Partnership: MPS from the Customer’s PerspectiveRecommended Audience: end users Location: Plaza DSpeaker: Earl Beauvais, Retired MPS Director For a Major Aerospace Manufacturer

While serving as director or print, plot and scan at a major Aerospace Manu-facturer, Beauvais successfully imple-mented a large-scale MPS program that covered all of the aerospace’s domestic locations and touched more than 100,000 people. Beauvais will share his story and explains what makes a good MPS vendor partnership.

[Reseller & Dealer Panel] Which Vendor Offers the Best Vendor Program and Why? Recommended Audience: dealers, resellers Location: Plaza FModerator: Ken Stewart, Senior Consultant, Photizo GroupPanelists:

Kevin DeYoung, President, Qualpath, Inc Chip Micelli, President,

Equipment Kevin Morris, CEO, OneDOC Managed Print Services

what the “best program” means and asks what makes a vendor program the “best program.”

BusinessRecommended Audience: vendors Location: Plaza KSpeaker: Justin Marriott, Managing Director and Founder, Marriott & Company

An overview of the institutional capital market and an introduction on how companies can successfully secure

presentation will cover venture to late stage growth private equity and subordinated debt. Marriott will also highlight how a business owner can “take some chips off the table” through an institutional partner in a partial sale and recapitalization.

The Recipe for MPS SuccessRecommended Audience: dealers, resellers, vendors Location: Plaza JSpeaker: Doug Nash, Vice President/General Manger of Technology Solutions and Services, USSCO/NER DATA

Nash outlines the ten key ingredients for building a successful MPS program within your dealership.


3:00 - 3:50 p.m.Afternoon BreakLocation: Exhibit Hallsponsored by NewField IT

4:00 - 5:00 p.m.

[Executive Panel] Industry Leaders Speak Out on the Future of MPS and What it Means to Their BusinessRecommended Audience: all Location: Florida B & CModerator: Edward Crowley, CEO and Founder, Photizo GroupPanelists:

Mike Feldman, Vice President and General Manager, Managed Enterprise Solutions Imaging and Printing Group Americas, HP Mike Festa, Vice President, Business Transformation, Finance, Mergers and Acquisitions Xerox Global Customer Operations GroupMark Boelhouwer, Vice President of Strategic Marketing, Ricoh U.S.Valerie Belli, Vice President of Business Solutions, Canon USA

5:00 - 6:00 p.m.

The Future of MPS and the Imaging Industry: A Vision

Location: Florida B & CSpeaker: Edward Crowley, CEO and Founder, Photizo Group

6:00 - 7:30 p.m.

MPSA Awards Event and General Assembly Location: Florida B & C

PROGRAM


Joseph Flynn, Co-Founder, President & CEO, AUXILIO, IncJoseph J. Flynn is the co-founder, president and CEO of AUXILIO. Under Flynn’s leadership and strategic direction, the company has experienced continued and successful growth since its inception in 2004. He is an accomplished business leader in the IT, media and market research industries with more than 20 years of international and domestic business management experience with some of the world’s largest global companies, such as the Nielsen Corporation and Advanstar Communications.

earned a master’s degree in foreign language education from the University of Rhode Island. He is a graduate of the Catholic University of America in Washington DC with a BA in international affairs.

Peter Sheahan, CEO, Change/LabsAuthor of six books, including the international bestsell-ers Flip and Generation Y,of the world’s leading brands in the area of innovation and behavioral change.

-panies failed to invest in solutions to problems that affect their future – problems such as health, education and skills shortages.

Change/Labs™ grew out of his desire to answer these chal-lenges by offering practical, workable solutions that also drive business results and sustainable competitive advan-tage for the brands that create them. The primary focus of

marketplace changes impacting our client industries today, and then create the thinking and innovative programs to exploit them.

Keynotes


SPEAKERS

Earl Beauvais, Retired MPS Director For a Major Aerospace ManufacturerEarl Beauvais was the director of Print, Plot, & Scan Ser-vices for a large aerospace company. He is currently retired. While serving as the director, he successfully implemented a large-scale MPS program that covered all of the aerospace’s domestic locations and touched more than 100,000 people. The program included standardizing and refreshing more than 16,000 devices (which were generating over 700 million imag-es), standardizing services such as toner/paper replacement and maintenance, establishing an active asset management system

Mark W. Boelhouwer, Vice President of Strategic Marketing, Ricoh U.SMark Boelhouwer, Vice President of Strategic Marketing, is respon-sible for Customer and Market Intelligence, Development of new Services, Vertical Marketing and CRM Strategy in Ricoh Americas Corporation. As a global leader for Managed Document Services, he also holds responsibility for Marketing & Sales development and deployment of Ricoh’s Managed Document Services approach for FG 500 customers. He joined Ricoh Americas Corporation in August 2008. Prior to that he was Vice President Marketing and Distribution (2004 – 2008) of one of Ricoh’s leading European subsidiaries, where he successfully led a transformation to a more services focused, multi-channel, customer approach. In early 2000, Boelhouwer started two companies focused on eBusiness Innova-tions and Customer Contact Center employment solutions.

Sally Brause, Director of Human Resources Consulting, GreatAmerica LeasingSally Brause is the Director of Human Resources Consulting at GreatAmerica Leasing. Her areas of expertise are attracting, motivating and developing top talent and she has been sharing this information within the industry. Brause has a sincere desire to help clients become more successful by working with them to leverage their human capital developed by her work for several

as a Senior Professional in Human Resources (SPHR) and has

at Work. Brause received a B.A. from Coe College and a Masters Degree in Organizational Leadership from St. Ambrose University.


Tim Brien, Director, MPS Sales, OKI Data AmericasTim Brien has more than 13 years of industry sales experience, nine of which are in the imaging industry. Prior to joining OKI Data Americas where he now holds the position of Director, MPS Sales, Brien worked for PrintFleet since the company’s inception. At the time he directed numerous dealerships to successful en-terprise print management implementations and was responsible for creating back-end procedures for the company’s go-to market MPS strategy in the BTA dealer and VAR channels. Prior to PrintFleet, Brien was an Account Executive at Ricoh Canada, Inc., where he built custom infrastructure solutions while dramatically increasing the company’s customer base.

David Cameron, PhD, President, Cameron Consulting GroupDavid Cameron has over 25 years of experience as an executive in the hardcopy industry. He is currently president of Cameron Consulting Group (CCG), focused on proprietary client advisory services, market research and consulting for the managed print services industry. His background includes production engineer-ing support, managing production and design engineering teams, and later, business/technical leadership roles at Texas Instru-ments, IBM Global Services and Dell. Most recently, Dr. Cameron was the COO at Photizo Group responsible for guiding the research team and developing strategic relationships with clients and collaborative partners. He also teaches in the management department at Texas State University.

Edward Crowley, Founder & CEO, Photizo GroupEdward Crowley has over 20 years of experience in the hardcopy industry, including key leadership positions at QMS, DataProducts and Lexmark. Most recently Crowley was the senior manager for global marketing and product strategy in Lexmark’s PS&SD Division. Crowley is a board member of the MPSA and a speaker at conferences worldwide on the topics of brand strategy, the hardcopy markets, and marketing strategy and intelligence.


SPEAKERS

Jean Louis DE LA SALLE, Senior Consultant, Photizo GroupJean Louis has spent more than 20 years of experience in the high-tech and document industry. He recently joined Photizo Group as a senior consultant based out of Paris covering many European countries. He has served various organizations with multiple customer-facing events, giving him an insightful view on barriers to adoption in a fast changing economy. He also holds the position of vice president for the French Chapter of

-sociation. He is responsible for international relations with other chapters and promoting adequate recognition by companies of the importance of documents to their success.

Kent Dunn, Vice President of Sales, Green-Print Kent Dunn is an entrepreneur focused on building green tech-nology businesses and currently serves as the vice president of Sales for GreenPrint. In 2001, Dunn was a co-founder of Verdiem Corporation, now the market leader in PC power management software. Prior to Verdiem, Dunn spent 11 years in a variety of related public and private sector roles. Dunn holds a Bachelor’s Degree in Natural Resources Devel-opment from the Ohio State University.

Aaron Dyck, President, LMI Solutions Canada

experience in the imaging supplies and software industries. As the director of sales with PrintFleet Inc., Dyck strategically de-veloped and implemented PrintFleet’s MPS advisor program. In addition to leading a team of successful sales professional, Dyck was responsible for expanding and growing PrintFleet’s tier-one distribution partnerships. Now with LMI Dyck is responsible for the strategic account program in the United States and will be responsible for expansion into Canada.


Josh Feathers, MPSA Board MemberJosh Feathers is leading the implementation of an MPS infra-structure throughout Nationwide Insurance, supporting 36,000 associates in 43 different regional locations throughout the United States. Feathers has worked for Nationwide for 14 years and has various document-centric roles under his belt. Feath-ers is an active Board Member of the Managed Print Services Association, and serves on the Communication Committee. As a board member, Feather’s goal is to promote, educate and advocate to the end-user segment of the MPS community. He is proud to have served on the 2010 and 2011 Leadership Awards, after Nationwide was recognized with the award in 2009.

Mike Feldman, Vice President and General Manager, Managed Enterprise Solutions Im-aging and Printing Group Americas, HPMike Feldman and his team are driving direct sales of the IPG product, solutions and MPS portfolio to named enterprise and public sector customers throughout the Americas. In this role, Mike has responsibility for delivering against the MPS GTMU

share-of-wallet with enterprise and public sector customers and optimized HP’s route-to-market effectiveness through strategic account and market management. Prior to this, Feldman served as vice president of WW Sales and Marketing for HP’s Imaging and Printing Group, where he was responsible for leading the worldwide sales strategy focused on driving greater revenue.

Michael Festa, Vice President, Business Trans-formation, Finance, Mergers and Acquisitions Xerox Global Customer Operations GroupMichael Festa was named to his current position in July 2010. Festa was appointed vice president of the corporation in October 2010. Festa oversees Xerox’s acquisition investments, valuation analysis and negotiations as well as the company’s intellectual property operations. In addition, he is responsible for driving Global Customer Operations infrastructure and business trans-formation initiatives, including managed print services, remote


SPEAKERS

Sarah Henderson, Director, Strategic Mar-keting, GreatAmerica LeasingSarah Henderson is the director of Strategic Marketing for

role, she develops marketing strategies for GreatAmerica and its customers, including developing end-user marketing as part of the MPS Navigator program, a business planning tool for dealers and resellers. She has more than 10 years experience, including developing award-winning materials for several national organizations. She holds a bachelor’s degree in communication.

John Hewitt, Vice President of Global Distri-bution, Print AuditWith over 30 years of experience in the print and documenta-tion management industries, Hewitt has developed countless partnerships with business equipment manufacturers and facilities management companies worldwide. As vice president of Global Distribution at Print Audit, Hewitt helps Print Audit and its international distributors build relationships with major customers such as, Xerox, Ricoh, Konica Minolta and Ingram Micro.

Scott Hornbuckle, Market Analyst, Photizo GroupScott Hornbuckle joined Photizo Group as a Market Analyst in 2008. As a market analyst, Hornbuckle is responsible for provid-ing proactive research and analysis, and collaborating with the consulting team to develop value-adding insights and recommen-dations. He has headed studies including the MPS Market Share, Size and Forecast, Hybrid Dealer Study and is currently the head of Photizo’s TechWatch service which offers timely and actionable insights on the latest developments for OEM and independent MPS software tools and technology. TechWatch answers the need for independent, third-party evaluation and comparison of competing tools. He is a graduate of the University of Kentucky and holds a Bachelors of Science degree in Accounting as well as a Bachelors of Business Administration degree in Finance.


Doug Johnson, Senior Vice President, Man-aged Print Services, Supplies NetworkDoug Johnson joined Supplies Network in 2010, after a three-year engagement as a managed output services consultant and founder of RedSage Consulting and RedSage Partners. Johnson also served as SVP/COO of Print Inc. and president of its subsidiary, PrintValue Solutions. Print Inc. was a start-up in 2001 that pioneered MPS, which was sold to Pitney Bowes in 2006. Prior to Print Inc., Doug was with HP for 20 years serving as SVP of world-wide marketing for HP’s Imaging and Printing Group, and VP/GM for HP’s Imaging Supplies Division.

Jennifer Klassen, Director of Building Services and Corporate Travel, Insight EnterprisesJennifer Klassen, director Building Services and Corporate Travel – joined Software Spectrum in April 1991 as the Recep-tionist working in a Temp capacity. Her role quickly changed to Operations Coordinator which put her on the fast track to Global Operations Manager, supporting Sales Teams in North America, EMEA and APAC regions. In August 2001, she was asked again to transition to a new role; Manager Global Facilities and Corporate Travel which later developed into her current role as Director of Building Services and Corporate Travel. The 2006 acquisition of Software Spectrum by Insight Enterprises proved to be another positive layer to her reward-ing 20 year career in the technology industry.

Kim Louden, Director of Program Manage-ment, GreatAmerica LeasingKim Louden is the director of program management for the

she is responsible for the development and management of national accounts programs. Her background includes work in credit, sales and operations at GreatAmerica. She holds a bachelor’s degree and an MBA from the University of Iowa.


SPEAKERS

Justin Marriott, Managing Director and Founder, Seare Marriott and Co.Justin Marriott is a managing director and founder of Marriott & Co., a leading middle market investment bank in Richmond, Virginia. Prior to founding Marriott & Co., Marriott was a managing director at Virginia Capital Partners, a private equity group, where he managed new business development and deal origination, led

-folio companies. He was previously employed at Bowles Hollowell Conner where he worked on mergers and acquisitions in a variety of industries. He received a Master of Science in Economics from the University of Kentucky after receiving a B.S. in Business and Economics.

Gary McCone, Director, President and Chief

From 1992-1998, Gary McCone was co-founder and president of Posicom, Inc., one of Canada’s largest switchless resellers of long distance services. In 1998, Poiscom Inc. was sold to Calgary based MetroNet Communications which subsequently acquired controlling interest in AT&T Canada where McCone assumed the position of President-Marketing, Carrier and Consumer Services until July 2000. From 2000-2007, he was involved with a number of start-ups in the Telecommunications/IT sectors. McCone has been the president and CEO of Preo since October 2007 and a director since December 2009.

Theresa Mueller, Director, Project Imagine, University of Calgary Project Imagine is a unique partnership between the University of Calgary and Xerox that provides on-campus solutions includ-

and communications, copying, scanning, faxing and electronic document management. As director of Project Imagine, Theresa Mueller is responsible for managing all aspects of this partner-ship. She works closely with Xerox to do strategic planning for the partnership and deliver all services to users. Mueller has more than 20 years at the University of Calgary in information technol-ogy management positions at the Haskayne School of Business and in the central IT organization, as well as prior experience consulting at the University of Missouri – Columbia and several small businesses in Missouri.


Doug Nash, Vice President & General Man-ger of Technology Solutions and Services, United StationersAs vice president and general manager of Technology Solutions and Services for United Stationers, Nash drives USSCO’s new focus on developing a services-based business starting with managed print solutions. He joined United in July 2003 and previ-ously held positions as VP/GM of technology products and VP/

the Kellogg School of Management.

Jerry Newberry, Managing Partner & President, PROS EliteJerry Newberry brings over 24 years of industry experience, the

and vice president of service. During Newberry’s time with Global Imaging Systems he was responsible for working with all global locations to achieve service operational benchmarks and a 52 percent company wide service GP. Prior to his career with Global Imaging Systems, Newberry spent 10 years at Xerox Corporation and was a vice president of service in the independent dealer environment.

Tom Osterday, VP Global Executive, Electronics Industry Solutions, IBM Software GroupTom Osterday has over 25 years of experience in the high tech industries. In his current role, he is responsible for work-ing with clients to help them transform their business through the prudent application of technology. Osterday has done electronics systems design, managed design teams and man-aged electronics manufacturing engineering teams. Osterday has been the CIO of a $16B division of IBM and has led the deployment of SAP in two projects that were executed on time and on budget. Osterday has also led the deployment of supply chain software, product data management, manufactur-ing execution systems, and collaboration tools.


Charity Parsons, Market Development Manager, RicohAs a market development manager at Ricoh Strategic Market-ing, Parsons is responsible for developing and distributing

customers. With more than 10 years of experience at Ricoh, Parsons was previously a relationship manager for Enterprise Acute Facilities where she specialized in relationship imple-mentation and continuous improvement within large healthcare organizations. Parson focused managed print services, forms management, EMR/HER integration, electronic fax routing, policy development, compliance and security audits and issue violation/issue resolution and change management.

Ranga Raj, CTO & Director, Celstream TechnologiesRanga Raj has over two decades of rich and varied experience in IT, media, print, consumer electronics and the telecom Industries. He is the CTO and a director of Celstream Technologies, a 400 person strong global product engineering services company servicing startups to fortune 500 companies. His areas of interest

-ing, MPS and device anagement systems. He provides direction to Celstream’s technology, domain and industry capability so as to align with their customers’ strategic product initiatives and goals. Raj is also a board member of Thinxtream Technologies, a product company based in Singapore.

Stephen J. Rolla, Senior Partner, PROS Elite

years and is one of the few company presidents in the indus-try who has come from a service background. Most of the industry knows of Rolla as the president of organizations that have achieved IKON’s CEO of the Year award, or the Global Imaging Systems Chairman’s award. Rolla brings 15 years of experience as the vice president of Service and Operations for the largest independent dealer the industry has ever known, A-Copy where he managed a powerful organization with over 25,000 customers and 250 Service personnel.

SPEAKERS


Rob Sethre, Senior Consultant, Photizo GroupRobert Sethre is a veteran of the printing and imaging industry with more than 20 years of experience with leading compa-nies in the sector, such as; Konica Minolta, Lexmark, Kyocera Mita and Lanier. He has held executive positions within these companies and his experience includes a broad range of geographies, product groups and functional responsibilities. Before joining Photizo as a Senior Consultant and the Photizo, Sethre was director of Printer Marketing at Konica Minolta

Jennifer Shutwell, Major Account Executive, CanonJennifer Shutwell is a major account executive with a leading OEM in the Carolinas. She is an accomplished MPS profes-sional with 18 years of experience with key leaders in the industry including IKON, Hewlett Packard, Konica Minolta and Canon Business Solutions. Shutwell specializes in sales terri-tory development, consultative solution selling, client retention and expansion strategies as well as building new relationships with key stakeholders. Her experience includes improving

-sourcing or outsourcing centralized and decentralized printing, copying, faxing, scanning, electronic document management and mailroom solutions.

Corey Smith, President, Tribute MediaAfter for working for Canon USA and for an independent dealership as a solutions specialist, Corey Smith has been providing Web marketing services for the office equipment industry for more than three years. In addition to serving as chief web architect for Dealer Marketing Systems, he also serves as president of Tribute Media, a successful Web consulting firm.


Gordon Snider, Director, Sales, PrintFleet, Inc.As the director of Sales, Gordon Snider and his team are charged with developing strategic business plans that help drive corporate growth and deliver innovative solutions to the company’s growing partner base. Snider has worked with OEMs, Distribution Partners and Dealerships to develop suc-cessful MPS programs by helping to develop strategies and executable business processes. He is responsible for provid-ing clients with executive leadership during critical transition phases and for driving continued growth with existing channel

-cial services industry managing a private investment portfolio.

Scott Steele, Senior Vice President of Mar-keting and Business Development, NERScott Steele oversees business activities for multiple areas within NER including MPS, marketing, business development and strategy. He has more than 15 years experience in ex-ecuting programs, products, and services for IT. Snider has a

cost of ownership within the IT infrastructure. Prior to NER Snider spent 8 years with technology companies integrating disparate requirements into single systems and solutions; this has included work with AT&T, Verizon, IBM, and other large scale IT organizations.

Ken Stewart, Senior Consultant, Photizo GroupKen Stewart, founder of industry blog ChangeForge.com, is a senior consultant at Photizo Group, a leading advocate of MPS research and consulting. Stewart graduated from West-ern Governors University with a BS in Information Technology Network Management. A decorated former Marine, Stewart has successfully navigated the technology and business landscape for over a decade, advising businesses on using technology process and people to overcome challenges.

SPEAKERS


Steven Swift, Senior Consultant, Photizo GroupSteven Swift has more than 20 years experience in the imag-ing industry. He was responsible for establishing Ricoh Global

services. He went on to work at NewField IT, an independent consultancy, providing software and services to help clients optimize document management and output. Most recently, Swift was a vice president at Acco Brands, with responsibility

Greg VanDeWalker, Senior Vice President of Strategic Relationships, GreatAmerica LeasingGreg VanDeWalker, senior vice president of Strategic Rela-tionships, is responsible for developing and strengthening a variety of national account relationships and programs for all GreatAmerica business units. VanDeWalker has taken the lead in developing strategic relationships with partners in the office equipment industry to help dealers implement print management strategies.

Dan Waldinger, Director of Strategic Marketing, Ricoh U.S., Ricoh Americas CorporationDan Waldinger brings more than 23 years of industry experi-ence to the table. He has held sales and marketing manage-ment positions in research, product development, business development and brand communications. His experience in establishing and deploying hardware, software and services has allowed Waldinger to help create Ricoh’s industry leading managed document services offering in the U.S. He is also responsible for strategic and national account customer engagements at Ricoh’s network of Technology Portal show-room around the country.


Greg Walters, MPS Manager, SigmaNet & Owner, The Death of the CopierGreg Walters is currently a provider of managed print services in Southern California, with a large regional IT VAR. He has been in the output industry since 2000 and providing high- technology business solutions since 1988. Walters participates in many online MPS groups and serves as secretary of the MPSA. He currently resides in sunny, southern California. You can read more at Walters’s blog, TheDeathOfTheCopier.com.

Jeff Way, Director of Strategic Products, Digital GatewayJeff Way began his career as the manager of Information Systems at Decoursey Business Systems. Way left Decoursey to assume a new position as the corporate director of Infor-mation Systems at Global Imaging Systems. During his time there he played an integral role in growing the corporation from $40M to over 1.2 B in revenues. At Digital Gateway, Way helps facilitate the increasing number of larger dealers who are implementing e-automate dealer management software.

Justin West, Vice President, MPSA, IT Pro-fessional, Nationwide InsuranceAt Nationwide, Justin West helped lead a team that com-pleted the implementation of a managed print infrastructure

36,000+ associates. Since the start of the MPS project, Nationwide has seen cost avoidance of more than $20 mil-lion. The Nationwide MPS project was recognized as a top IT project at Nationwide and has consistently been a model that other companies have bench-marked against. West serves on the Nationwide CIO Advisory Board, a very small group of Nationwide IT associates that work directly with the Nation-wide CIO to focus on improving success of IT initiatives and ensuring change leadership at Nationwide. West was part of the original foundation group and currently serves as the vice president of the MPSA.

SPEAKERS


gathering data, we utilize the best data available, apply years of industry experience and deep insight into our

clients issues to provide practical solutions.

in the MPS industry. Uniquely positioned at the center of vendor, channel and end-user communities, Photizo delivers proprietary research and consulting, advisory services, industry publications, and MPS conferences designed to help advise and educate clients as they navigate the rapidly changing MPS environment.

MPS-enabled Hybrid Dealers with its ground-breaking Hybrid Dealer

Model and continues to update this model as the industry and customers evolve.

Research and Consulting Each of our clients face a unique set of challenges. Whether it is determining the best growth strategy, identifying acquisition candidates or creating a compelling competitive differentiator through focused marketing programs. Our goal is simple—to bring our industry experience,

consulting practice areas include: MPS program development and

Advisory Services Photizo provides a suite of advisory services to keep you and your company at the forefront of the industry. Each advisory service is specially packaged to include materials relevant to your challenges, such as key studies, industry publications and personalized guidance with experienced Photizo consultants. To learn more, visit photizogroup.com/research/services/.


Conferences In the Spring of 2009, Photizo

dedicated to managed print services. So successful was

now become a global affair. More than a trade show, Photizo brings every aspect of the industry together under a banner of education and networking.

To learn more about MPS Conferences, visit photizogroup.com/conference.

Publications Identifying a need for information and insight into this industry, Photizo began

dedicated solely to managed print services – the MPS Insights Journal in 2007. Today,

has expanded across different platforms, reaching a global audience of MPS decision

Learn more at mpsinsights.com.

PHOTIZO

Mike Huster,Senior Consultant and Vice President of Production

Steven Swift,Senior Consultant

Ken Stewart,Senior Consultant

Keng Keng Tan,Senior Consultant

Rob Sethre,Senior Consultant

Edward Crowley,CEO and Founder

Meet Photizo


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2011 Global MPS Conference

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