61
The Things We Think and Do Not Say Starting Up in Managed Services, from MPS Greg Walters
2. Quick Introduction 3. Shhhhhh Lets Play a GameNot Say 4. Managed Print Services Is Easy The Things We Think And Do Not Say 5. Managed Print Services Is Difficult The Things We Think And Do Not Say 6. Managed Print Services: A Completely New Model The Things We Think And Do Not Say 7. Managed Print Services: Weve Got to Move from Transaction to Services The Things We Think And Do Not Say 8. Managed Print Services is a New Sales Model The Things We Think And Do Not Say 9. Managed Print Services can deliver 53% gross margin The Things We Think And Do Not Say 10. Managed Print Services: Change or Die. The Things We Think And Do Not Say 11. Lets Reflect How do you feel? Are you Happy? The Things We Think And Do Not Say 12. Are you thinking about getting into Managed Services? The Things We Think And Do Not Say 13. What about Managed Services The Things We Think And Do Not Say 14. What is Managed Services? Open Question 15. The active management and optimization of technology supporting the organizations strategic goals ??? 16. Same Story Same game The Things We Think And Do Not Say 17. Managed Services Is Easy The Things We Think And Do Not Say 18. Managed Services Is Difficult The Things We Think And Do Not Say 19. Managed Services: A Completely New Model The Things We Think And Do Not Say 20. Managed Services: Weve Got to Move from Transaction to Services The Things We Think And Do Not Say 21. Managed Services: Change or Die. The Things We Think And Do Not Say 22. Managed Services and Managed Print Services The Things We Think And Do Not Say 23. The Things We Think And Do Not Say Why have the VARs been so hesitant in getting into MpS? 24. The Things We Think And Do Not Say The problem facing even the leading managed print vendors is not getting partners or customers to understand the model, but demonstrating why a particular service is different or better than a competitive offering. Larry Walsh, Channelnomics, 7/25 25. The Things We Think And Do Not Say Solution providers give three main reasons for not pursuing managed print further: the investment required to build out a managed print infrastructure, the risk inherent in doing so, and the lack of specific printing industry knowledge in their organizations - Robert Dutt, Channelnomics, 6/11/13 26. The Things We Think And Do Not Say The biggest reason its difficult to jump into managed print services or managed services is because nobody wants to do. -Jennifer Shutwell, Walters & Shutwell, 7/28/13 27. The Things We Think And Do Not Say I receive press releases and communications from printer companies bragging about their managed print services businesses. And far too often, the communications highlight direct sales engagements with no channel partners involved. It's as if marketing, PR and the executive suite don't realize direct sales messaging will ultimately alienate channel partners Joe Panettieri, MSPmentor, 7/24/13 28. The Things We Think And Do Not Say I receive press releases and communications from printer companies bragging about their managed print services businesses. And far too often, the communications highlight direct sales engagements with no channel partners involved. It's as if marketing, PR and the executive suite don't realize direct sales messaging will ultimately alienate channel partners Joe Panettieri, MSPmentor, 7/24/13 29. The Things We Think And Do Not Say Six in 10 channel firms say incidence of channel conflict has increased in the last two years; 21% say its risen significantly CompTIA, 6/7/2013 30. The Things We Think And Do Not Say OHand they (IT folk) dont like printers Up to 40% of helpdesk calls are print related CDW Toner Cartridges End Users Dirty Engineers NOT technicians Not as Cool as a SAN, WAN, Blade or Cloud 31. The Things We Think And Do Not Say There is one question, with two sides: Why havent we gotten into MS? Why havent they gotten into MPS? Fear Dislike 32. What is the Model? The Things We Think And Do Not Say From the Imaging Industry perspective? 33. The Things We Think And Do Not Say 34. The Things We Think And Do Not Say High Touch Fewer Clients 35. The Things We Think And Do Not Say High Touch No close Fewer Clients 36. The Things We Think And Do Not Say High Touch No close Farm AND Hunt, without end Fewer Clients 37. The Things We Think And Do Not Say High Touch No close Farm AND Hunt, without end Beyond Relationship into Partnership Fewer Clients 38. The Things We Think And Do Not Say Lower Cost Less Money 39. The Things We Think And Do Not Say Lower Cost No equipment quotas Less Money 40. The Things We Think And Do Not Say Lower Cost No equipment quotas Very Low Overhead Less Money 41. The Things We Think And Do Not Say Lower Cost No equipment quotas Very Low Overhead Smaller Tech Team Less Money 42. The Things We Think And Do Not Say Lower Cost No equipment quotas Very Low Overhead Smaller Tech Team Engineers, Projects, Consulting Less Money 43. Lets Reflect How are you feeling? Are you Happy? The Things We Think And Do Not Say 44. Back to the Question: What, exactly, is the model? The Things We Think And Do Not Say 45. Value Prop Why Infrastructure How Who You? The Things We Think And Do Not Say 46. Value Prop Why The Things We Think And Do Not Say 47. The Things We Think And Do Not Say Strategic Business Partner Or Transactional based Vendor 48. Strategic Business Partner: Business Acumen, Empathy, High degree of qualification Transactional Vendor: PPPP or Pick, Pack, Ship, come one, come all The Things We Think And Do Not Say 49. Strategic Business Partner: Free IT from the Mundane Without taking away control Not simply allowing IT the time to be more strategic, but helping IT be more strategic Transactional Vendor: Provide fast service, delivered where and when needed at a competitive price The Things We Think And Do Not Say 50. Value Prop Why Infrastructure How Who You? The Things We Think And Do Not Say 51. E*Automate, SAP, SalesForce, MpS, Etc. Managed Services Portfolio Per Seat, CPI, Lease, Incident, monthly. And Compensation Plan $ Technicians vs. EngineersService Current NOC or NOT Billing The Things We Think And Do Not Say Infrastructure How 52. Value Prop Why Infrastructure How Who You? The Things We Think And Do Not Say 53. Starts here. Set the long term goal and commit. Engage from the very beginning and work through the it wont work here commentary Per Seat, CPI, Lease, Incident, monthly. And Compensation Plan $ Evaluate existing team and improve.Service Ownership Management Sales The Things We Think And Do Not Say Who You? 54. Your partners: Distribution CompTIA MPSA Software OEM Local Consultations The Things We Think And Do Not Say 55. Lets Reflect How are you feeling? Are you Happy? The Things We Think And Do Not Say 56. The Things We Think And Do Not Say What, if ANYTHING does this have to do with managed print services? 57. the active management and optimization of document output devices and the related business processes The Things We Think And Do Not Say 58. The Things We Think And Do Not Say Document - Email Output Bumper stickers to YouTube Device - Slice of Glass Remote Monitoring Lights in a dark room Remove the tactical Standard value prop Workflow/Business Process Show me how you 59. The Things We Think And Do Not Say MS is a similar path to MpS Infrastructure needs enhancement, not rebuild Selling is different, but our advantage Ownership commitment Expand beyond traditional venues and ideas 60. The Death of Managed Print Services One more thing Convergence Transformation The Singularity 61. Questions? More Information? Walters & Shutwell Inc. 329 Cathey Davidson, NC 28036 [email protected] [email protected]
