the functional economy- xerox managed print services · services 2012–2016 forecast update and...
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The Functional Economy- Xerox Managed Print Services
Craig Burchell - Vice-President
Global Government Relations - Europe
The shift of
technology
enabled
services
Servitization
Macro Market Dynamics
There continues to be high demand for Document Technology and Management
1 TrillionPages to be printed
$40 BillionSpent on printing &
technology services
8 MillionPrinters & MFPs will be
purchased
North America and Western European Markets
Small and Medium Size Businesses with 1000 or fewer employeesSource: Internal Market size Analysis
84% of Decision Makers
Prefer To Use One Provider
For Both Print & IT Services
• Partner Led Opportunities
• Connect & manage devices
remotely and on-site
• Proactive Service
management with dynamic
reporting
• Support options part of
integrated IT contract
• MPS leads to new managed
services
• Workflow optimization “as
a service”
Synergies from
Integration of
IT and Print
Servers
Storage
Networking
Cloud
Services
Desktops
Notebooks
Intelligent
Mobile
Devices
Phone
Virtual Office
Physical
Office
Security
Security
REMOTE
SERVICES
Non Xerox
Supplies
Non Xerox
Supplies
On Site
Services
MFP
MFP
Remote Print
Devices
Printer
Printer
MFP
Our Mission:
Help derive
value from
sustainable
managed print
services
Expandto new sources of profitable revenue
ConnectXerox® technology and managed print with
their unique solutions to extend customer
ownership and acquire new customers
SimplifyHow work gets done
1
2
3
Our Mission:
Help derive
value from
sustainable
managed print
services
Expandto new sources of profitable revenue
ConnectXerox® technology and managed print with
their unique solutions to extend customer
ownership and acquire new customers
SimplifyHow work gets done
8 June 9,
2016
Managed Print Services The MPS Market Opportunity
Where Customers Prefer To Buy MPS
of basic print services
revenue in the U.S.
comes from the channel.
63%
Unlock value with new
and existing customers.
MPS for SMEsIDC
Customer Benefits
• Cost savings
• Expense Predictability
• Productivity, reduced IT burden
• Visibility of Print Activity
72%
Photizo Group
Who will win the race?
Partner Benefits• Competitive differentiation
• Customer loyalty and retention
• Recurring revenue
• Low risk way to grow their business
of SMEs have no
MPS Program
Basic and Managed Print Services
Managed Print Services (MPS)Basic Print Services (BPS)
Source : © IDC 2013
• Assessment
• Rightsizing
• Proactive management
• Ongoing optimization
• Change management
• Hardware, supplies and service
• Remote monitoring
• Combined billing and reporting
• Vendors and their partners can build on
the installed base of their own devices
• Additional efficiencies through
management of competitive brands
• End users benefit with fewer vendors
and greater print spend visibility
• Increased loyalty
• For end users, increased cost savings,
meeting sustainability goals
$11B Market in 2011,
Forecast to Grow to
$17B by 2016.
U.S. MPS and
BPS Market
Growth
5.319 5.870 6.444 6.927 7.433 7.946
5.765
6.398
7.037
7.665
8.326
8.964
0
2.000
4.000
6.000
8.000
10.000
12.000
14.000
16.000
18.000
1 2 3 4 5 6
Series2
Series1
8.8% CAGR
Source: Worldwide and U.S. Managed Print Services and Basic Print
Services 2012–2016 Forecast Update and Analysis
(IDC# 238570, December 2012)
Industry Leadership
Xerox positioned as a leader in 2014 Gartner Magic Quadrant
for Managed Print and Content Services
27.8%
14.0%
7.0%
12.4%
9.2%
7.7%
22.0%
Source: IDC, July 2014
What Drives End-Users To Managed Print Services? SME MPS Study by Quocirca
With many SMBs struggling
to contain costs, reducing
consumable and hardware
costs are the top MPS
priorities.
What attracts
customers to
MPS
3,50
3,59
3,63
3,65
3,65
3,65
3,68
3,71
3,72
3,73
3,84
3,89
3,3 3,4 3,5 3,6 3,7 3,8 3,9 4,0
Reduce the environmental…
Seamless implementation
Enhance security (document…
Reduce IT burden
Gain a single point of contact…
Improve business continuity…
Improve document workflow
Simplify admin and…
Gain predictable expenses
Improve tracking of print costs
Reduce costs (hardware)
Reduce costs (consumables)
Quocirca SMB MPS Study - January 2014
73% Say Print is
Indispensable• SMBs remain reliant on printing
to support business activities.
• 35% indicate it is critical to their
business.
• 38% say it is very important.
• This has been consistent over
the past few years, despite
predictions of the demise of print.
35% 38% 20% 7%
Critical to our business - we cannot work without it
Very important for the majority of our activities
Important but not essential to the running of ourbusiness
Compliments our business but is not essential
Color Printing
Increasing,
Costs Too
• SMBs continue to see growth
in color printing.
• Majority of respondents are
seeing a rise in consumable
costs, indicating expenditure
on consumables is growing.
• This equates to increased costs
if left unmanaged.
67% 31% 2%
Color Print Volume
Increasing Stable
71% 27% 2%
Color Print Costs
Increasing Stable
Print Services Strategy And Roadmap Helping Partners and customers manage print costs
Xerox
Channels
Managed
Service
Continuum
“On Ramp to MPS”
CHANNEL VALUE
CLIE
NT
VA
LU
ERemote
Monitoring
Managed
Supplies
Basic Print
Services
Advanced
MPS
On Ramp to MPS with Remote Monitoring and Managed Supplies
Remote Monitoring
• Xerox Print Assist
• Enables remote monitoring & management of network
print devices
• Integrated view of printers within LabTech platform
• Device alerts provide meaningful status
• Integrates w/LabTech ticketing
Managed Supplies Replenishment
• eConcierge
• Cloud-based supplies replenishment
• Free lifetime service coverage
• Capture supplies sales for Xerox, Brother, HP, Lexmark
and Samsung devices
• Xerox provides the technology and infrastructure for the
service
• Xerox CompleteView Pro for assessments
• Xerox ConnectKey Technology create workflows
• Xerox Managed Supplies Services
• Xerox Earth Smart
• Cisco EnergyWise
Xerox® Partner Print Services Capability Roadmap
Strategy Client Value XPPS Capabilities
Automate
& Simplify
Assess &
Optimize
Secure &
Integrate
• Xerox ConnectKey Solutions for Scan, Fax and
Document Management
• Personalized Application Builder for MPS
• Xerox App Studio Cloud Scan and Print
• Xerox Digital Alternatives (coming in 2015)
• Xerox ConnectKey Solutions for Authentication
and Authorization
• McAfee Embedded Security
• Xerox Mobile Print
• Mopria Print Service
Xerox
Channels
Managed
Service
Continuum
Summary
• Xerox engineers the way companies work for greater efficiency.
• Customers prefer one provider for Printing and IT solutions.
• Managed Print Services is an $11Bn category growing 8.8%CAGR.
• Customer attraction to MPS focuses on cost containment, work flow
improvements, predictability, sustainability, simplified admin.
• Xerox is a technology leader in Servitization with 4 ways to partner:
− Xerox Print Assist for remote monitoring
− E-Concierge, Distributor MPS for managed supplies
replenishment
− Xerox Page Connect Services with analysis, reporting tools,
a broad range of devices supported, easy on boarding
− Xerox Partner Print Services for more complex MPS
solutions: Assess and Optimize, Secure and Integrate,
Automate and Simplify
22
© 2015 Xerox Corporation. All rights reserved. Xerox®, Xerox and Design® and “Work Can Work Better” are trademarks of Xerox Corporation in the United States and/or other countries.
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