ecowise managed print services for profit

Eco-wise: Print for Profit While Being Environmentally Responsible

Gerry SkipwithVice President, ServicesCompugenMarch 24, 2011

Ptolemic System:The earth at the centre of the universe

CopernicusRevolutions

1543 ADPtolemyPlato

Republic300 BC

KeplerAstronomia

nova 1609

GalileoDialogue

1632

GilbertDe Magnet

1600

NewtonPrincipia

Mathmatica1687

Heliocentric System:The Sun at the centre of the universe

It is not about Printing

It’s about … NOT Printing

Remember EcoWise Print

Help Clients Print Less

Rethink how we bill

I have 3 key messages

Remember EcoWise Print

Gain the full benefits of print in an environmentally responsible manner

“with great power, comes great responsibility”

Uncle Ben

Print is Great

2400 B.C.: Papyrus appeared in Egypt

618: Carved wooden blocks for multiple transfers

1456: Gutenberg prints the Bible

1891: Presses print 90,000 4-page papers/hour

1938: Chester Carlson invents electrophotography

The Very High Cost of Print

• IDC: 1-3% of Revenue • Infotrends: 1-5%

• All aspects of content creation, management and print

Procurement/AdminNetwork InfrastructureIT SupportEqpt, Supplies, Mtce

$300-$1000 per person

Content Creation

DocumentManagement

DocumentPrint

PaperEnergyCO2Solid WasteEcology

Environmental impacts

Environmental Facts

• 757 lunar trips with US annual office copy• 20M Acres logged annually

(Pennsylvania)• 5.4M Tons of paper consumed annually in

U.S.• 10,000 pages by the average office

worker• 21’ wall around the equator• 200m tons of hazardous substance • 3rd largest user of industrial water• 4th largest industrial emitter of GHG• 4th largest industrial user of energy

The Solution is Easy

Help Clients Print Less

It’s actually necessary!

…is Half the

Solution

Managed Print Services

The Missing Half

How do you make money?How do you bill the client to

help them stop doing something?

Particularly when you bill them to print

We need a new billing model

• Do an Assessment• Maybe its free?

• Sell some Equipment• One time event?

• Maintenance and Toner• More use = more revenue

• May requires savings guarantees

How does print billing happen today

• Utilize the current state• Provide competitive CPP rate

• Establish a quarterly fixed cost• Skip the assessment• Execute a planned set of interventions

Margin

$

Customer Price

Print Volume

Year 1

Year 2

New idea to align provider and client?

Balancing the Risks

Companies seek;• Cost savings• Reduced risk• Environmental kudos

People seek;• Environmental impact

Remember EcoWise Print

Help Clients Print Less

Rethink how we bill

My 3 key messages

Eco-wise: Print for Profit While Being Environmentally Responsible

Gerry SkipwithVice President, ServicesCompugenMarch 24, 2011