ecowise managed print services for profit
DESCRIPTION
Some new ideas in Managed Print Services presented at ITEX Mar '11. Proposed is a billing model that aligns the client and service provider to print LESS.TRANSCRIPT
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