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Streamline your printing with Managed Print Services

Andy Barnes

© Copyright 2014 Hewlett-Packard Development Company, L.P. The information contained herein is subject to change without notice.

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

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This is very important. Think of the card but don’t say it

out loud

Mind reading

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Mind readingI have selected your card and have removed it from the

pile. Surprised?

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Managed Print Services …

Transactional SaleCustomer ‘I need some printers’HP ‘Here’s the price and delivery time’Customer ‘Thanks, here’s the order’

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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 SaleReseller ‘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 …

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Managed Print Services …

It’s not a date – it’s a marriage !

It’s not a transaction, it’s a contract!

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Market is shifting from Transactional to MPS 2014 Total

Printing TAM* $45.9B

*Source: HP MAP team - June 13$30B channel + $4.2B Direct SMB**CAGR 2012-2016

2012 2013 2014 2015 2016 $-

$5,000,000

$10,000,000

$15,000,000

$20,000,000

$25,000,000

$30,000,000

$35,000,000

$40,000,000

MARKET: Channel Printing TAM

Transactional MPS

Tota

l Add

ress

able

Rev

enue

+1%

+10.5%

-3%

CAGR**

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Trends

1 Gartner webinar, "By 2017 The CMO Will Spend More on IT than the CIO,“ Laura McLellan, Jan 3rd 20122 Forbes Mobile Business Statistics For 20123 Coleman Parkes Survey, November 2012

Information gap86% of corporations cannot deliver the right information at the right time3

Shifting budgetsBy 2017CMOs will spend more on IT than the CIO1

Consumerization of IT74%of companies allow somesort of BYOD usage2

The mobility revolution37% of worldwide workforce mobile by 20154Security threats $5.5 million average cost per incident of corporate information theft5

Compliance demands 44% of all data breaches are due to compliance infringement6

4 IDC, Mobile Printing Landscape, Transition to Early Adoption, August, 20125 U.S. Cost of a Data Breach report. Ponemon Institute, 20126 The State of Privacy and Data Security Compliance, Ponemon Institute, 2010

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Enterprise printing trends:The bottom lineCost Productivity• Every $1 spent on putting marks on paper

involves $9 to manage it (All Associates Group)• 90% of all companies do not track

printing costs (Buyer’s Laboratory)• Bottom Line: Do more with less

• Information doubles every 18 months• The average worker spends 40% of their

time looking for information• Bottom Line: Focus on running your business, not your IT

Security and risk management Environment• Unauthorized access is 2nd biggest cause

of financial loss in US corporations• Bottom Line: assess risks/protect your data, devices and end users

• 30% of infrastructure purchasing decisions are based on environmental factors• Bottom Line: Assess carbon footprint, save energy and paper, recycle, and tame paper-intensive processes

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Time spent by IT staff

choosing and managing the

document network is Not

Known

The Customer Situation

The average worker makes19 copiesof every document

The average worker loses1 of every 20documents

23%of help-desk callsare printer related (IDC)

The average annual document costs are about

5%of an enterprise’s revenue

(IDC)

Most companies could reduce

their printing costs by

10 to 30%(Gartner)

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“Reduce my risk and exposure.”

What do customers want?

“Improve my end-user productivity.”

“Help us print wisely.”

“Tailor services to meet my global needs.”

“Provide printing as a service.”

“Help reduce our environmental impact.”“Make it all work together.”

“Reduce our costs.”

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Balancing the triple bottom line

Profits

People

Planet

Change management challenge

• Optimize resources• Decrease costs and

increase value• Reduce risks (security)• Improve productivity

• Maximize flexibility• Keep it simple• Help ensure it’s reliable• Meet needs and attempt

to accommodate wants

• Lower costs, both tangible and intangible

• Provide positive story for CSR report

• Decrease consumption

• Increase recycling• Decrease carbon

emissions

• Eliminate opposition to change

• Feel good about printing responsibly

opportunity

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Total Cost of Ownership

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A Closer Look at the Analyst PredictionsThe average annual document costs are

about5%

of an enterprise’s revenues (IDC)

0%

5%

10%

15%

Petroleum - <1%

– Cross-industry Average – 5.9%

Source: ALL Associates Group

Media &Entertainment – 4%

Computer /Data Services –10%

Legal / Advertising – 14%

Costs as a Percent of Revenues(by Industry)

23%of help-desk calls

are printer related (IDC)

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

The average cost of information theft to

corporations is$2.7M per incident

This includes legal costs, lost opportunity costs, costs to investigate and costs to update security requirements

The average worker spends 150

hours/yearSeeking incorrectly filed

documents(Fujitsu /

PriceWaterhouseCoopers)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

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Organizational Processes

WorkflowInfrastructu

re

Why are Document Costs so high?

The information contained herein is subject to change without notice

Source: ALL Associates Group

End User Time

Document Management

Visible Hard Costs

IS SupportIS Infrastructure

Administration, Purchasing, and Facilities

Management

10% 28% 47%5% 5% 5%

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What makes HP different?

HP LeadershipBroader portfolio

Recognized MFP Leader – Gartner

#1 in Manageability#1 in Mobility

#1 in Workflow#1 in Security

Competitive TCO

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SUMMARY – With MPS Contracts, you get… • More Revenue • A monthly revenue stream • A deeper relationship and

loyalty with the customer • Competitive lock-out• Control and Customer

loyalty