Tuesday, March 30, 2010

Managed Print Services - Dressed Up and Ready to Compete - What Do You Think?

What do you think? How will you respond? 

In this series, “Dressed Up and Ready to Compete -   What Do You Think?” we will look at some MPS indicators and market directions so that we can address the questions... or at least be aware of what's taking place. 
OEM's are Creating Buzz 
"IKON Expands Comprehensive Managed Document Services Offering to Leverage Its Suite of Leading Technology and Services"

"There is a very, very big shoe about to drop in the MPS universe - the "Alan Parson's Project", also known as the Preparation "H", RiKON's - Managed Document Services".

We all see what's taking place in the market:  Xerox, HP, Dell and the rest are all taking a direct channel approach to the market, aggressively, and they don't have your best interests at heart. You are not necessarily in their long range plans, so let’s not fool ourselves. How many different approaches are they taking? Here's two....

IT Acquisitions
Xerox acquires ACS, HP buys EDS, and Dell acquires Perot Systems. 

Direct Channels
How about all the direct to end user channel initiatives on the street (Xerox, HP , Dell, Ricoh, Lexmark, Cannon, and the list goes on). The model is changing and we all need to be ready and positioned.

So I just have to ask the question: Are we, the independents, dressed up and ready to compete? Maybe we need to be aware of the trends; possibly we need to keep an eye on what's shaping up in the market; who's doing what and who's supporting what initiatives. Who’s pulling the purse strings and what impact or exposure is it really creating for your business? Are you positioning to MPS yourself right out of business? I’m just asking the questions.

I think it’s important that we understand that as big as the MPS space is, it's bringing with it more competition than ever before; into your local markets. It’s not the guy down the street that’s going to be your biggest threat - it’s the nationals. And jumping on the big supply house distribution models may seem like an easy way into the MPS space, but I’d be thinking that ALL THE WAY THROUGH!

We’ll continue to look at more examples of these threats in the days to come but let's be asking the questions.....Are you dressed up and ready to compete? What’s your national story? What’s your national presence? How are you positioned to leverage and expand? Are you in control?
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