Managed print services. To me, those three words represent both “opportunity” and “confusion.” As I’ve mentioned multiple times, I’m shocked by the lack of standards, hit-and-miss education and poor communications in the managed print services market. But a fledgling conference and a new association hope to move the managed print industry forward.
On the upside, a Managed Print Services Conference is scheduled for April 26-28 in San Antonio. The Photizo Group is hosting the event and plans to launch a Managed Print Services Association (MPSA) at the conference.
Some critics may ask two obvious questions:
- Is Photizo Group qualified bring order to the managed print services industry?
- Is the group qualified to launch an association?
We’ll find out in April during their Managed Print Services Conference. But in the meantime, I applaud Photizo founder Ed Crowley for standing up and trying to bring some organization to a highly fragmented, frequently misunderstood market.
Other organizations are also helping push the managed print services market forward. Ingram Micro, for instance, is hosting a half-day managed print seminar in association with the company’s Seismic Partner Conference in Dallas this May (http://www.ingrammicro.com/seismic).
Time for Managed Print APIs
My personal feeling: Printer makers should work with each other to help develop standards and open APIs (application programming interfaces). The APIs would allow all printers to integrate with all managed services platforms.
When Xerox announced API plans with ConnectWise and N-able, I thought the managed print service market would move forward rapidly. But frankly, I’ve heard very little about those efforts in recent months. Perhaps Photizo, Ingram and other will help to re-start the buzz around managed print services.
As Photizo points out in its blog, even The Wall Street Journal has touched on managed print services in recent months. Surely, vendors should crank up their education efforts.
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Posted In: Hardware as a Service | Software as a Service and Hardware as a Service
Tags: Hardware as a Service | Hewlett-Packard Managed Print Services | managed print services | PagePack | PrintSolv | Synnex | Xerox PagePack
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Take a look at our 
I don’t think Photizo Group realizes how difficult it is to launch and build and maintain a vendor neutral organization. It can turn into a political nightmare, and I’ve got the scars to prove it. I will however give them the benefit of the doubt since nobody else is stepping up to do this.
Have any printer vendors or MFP providers agreed to attend the event or join the new association???
It will be difficult – or as difficult as they let it be.
Xerox just got behind the conference.
The Association idea was hatched just a few days ago.
Vendors have been nominated for the first ever MPS Awards.
It is slow going, but it’s new.
Time…will tell.
Greg: Thanks for that update. Assuming your info is accurate and Xerox is getting behind the event that’s great news.
But I would caution against “vendor” awards. They’re a dime a dozen. Conference awards often unravel into popularity contests without any real criteria to separate the best from the rest.
Instead, vendors should be showing true interoperability — printers and MFP devices plugged into MSP dashboards, etc. Like the old Interop show, let’s hope everyone gets to see the solutions in action.
Of course, it’s easy for me to offer constructive criticism.
I know how hard it is to pull off a face-to-face conference and offer my feedback with complete respect for what Photizo Group is trying to pull off.
Here’s some more perspective regarding XRX’s managed services push, this time from Frontier Service Design, quoting The Wall Street Journal.
Joe: Good to see you post an article on Managed Print and the potential it represents to the MSP community.
In addition to the Connectwise and N-able API work, there are a few more in process. We are also looking at ways to better market these developments and work with partners to help get managed print initiatives off the ground.
What seems to be the biggest hurdle is that the culture of most managed services organizations is to hate printers. Solutions like storage, security and VOIP are more appealing to the majority of these companies. We have demonstrated a number of times that the risk-reward associated with a managed print practice can be far more lucrative, but it is still difficult to change the culture in many of these organizations.
Any suggestions that anyone might have would be greatly appreciated.
Chad: Great to hear from you. Instead of “vendor” awards, which Greg mentions in comment #2, I would suggest putting the spotlight on VARs and MSPs that have most successfully embraced managed services.
Give them awards/praise or some sort of co-branded marketing (viral video on YouTube) to highlight the number of MFPs they have under contract, their year-over-year percentage growth with managed print services, and other metrics that show success to peer MSPs and VARs.
Show the success of the MSPs and VARs — rather than the success of the printer vendors — and you’ll get peer MSPs and VARs to join the movement to managed print services.
As a professional critic I do wonder about the qualification of the Photizo Group. The concern is that their website, articles and posts indicate that they are a research company, consultancy, sales training company, and M&A shop. They are now forming an association and giving out awards so it is important to be able to answer the question Who is the Photizo Group?
Some obvious questions to ask:
• Does the Photizo Group consist of Ed Crowley or are there other players? Their website is noticeably baron of any real details.
• Who is Ed Crowley and what are his qualifications to produce research or bring organization to MPS. What degrees has he earned and what is his detailed work experience in this field.
• Is Photizo a research company, consultancy, sales training company, or M&A shop. If they consult, train, and do M&A work how can they remain independent in research and as an association?
• Do they have experience in forming associations? Is the association for the channel or for users of MPS?
• How can Photizo claim to have measured the MPS market when they posted a question this week asking for a definition of MPS? They quoted a person who appears to be a sales executive at a VAR as the source of the definition of MPS they are seeking comment on?
• What are the details of the methodology of their research? What is their definition of MPS so we understand what they are measuring? What product and services are included?
Regarding the awards that Photizo will present:
• How can the judges be independent when they appear to have cross promotional agreements with Photizo or they are speaking at the Photizo conference?
• How can Photizo be independent when they appear to depend on the MPS providers purchasing their products?
Photizo seems bigger than life but like Bernie Madoff when something is bigger than life it is usually just a mirage. We would like to know the facts about the Photizo Group.
IT Fact Checker: I think you are raising valid questions regarding (A) who is Photizo and (B) are they up to the task of running a vendor-neutral association?
However, I tend to give people the benefit of the doubt AND I tend to root for underdogs who step in to fill market voids where leadership doesn’t otherwise exist.
Ultimately, the market (initial association members and vendors) will vote with their wallets regarding Photizo’s ability to launch a managed print services association. If Photizo’s association is the real deal, membership will grow. If the association isn’t the real deal, it will disappear quickly during the bad economy. It’s that simple.
And even if Photizo is run by a single person: Remember, most of the greatest IT movements were driven by individual passion (Gates = a PC on every desktop and in every home; Torvalds = Linux; Steve Jobs = digital content on the go). Single-person movements can become industry movements.
I am not endorsing Photizo. But I am endorsing leadership in a market that needs it.
IT Fact Checker is DEAD ON with his questions.
Joe, you didn’t just compare Ed Crowley to Gates, Torvalds, and Jobs did you?
Mr Anderson: Um, no. My point was somebody, somebody please stand up and lead the managed print services market forward. Until somebody else with deep pockets and a big name steps up to do that, I’m willing to give Ed the benefit of the doubt.
Wow, it’s great to have this level of discussion around the conference and the Photizo Group! I see there are a lot of questions, so let me try to address a few:
1) Who is Photizo Group?
The Photizo Group is a research and consulting firm which conducts research in the Imaging (Print, Copy, Fax, Supplies, and Service) market. We have been conducting research in the Managed Print Service area for over three years, including making a significant investment in an on-going tracking study in North America and Western Europe to survey MPS decision makers. In 2008 we surveyed over 700 decision makers in the two geographies. We will survey the same number again this year. We are a relatively new company (7 employees). Personally, I have been in the Imaging Industry for over 20 years including time with MPS pioneer Lexmark Intl. I have been very involved in associations including holding a seat on the Product Development and Management Association’s (PDMA) National Certification Committee.
2) The 2009 MPS Conference
This conference is being sponsored by Xerox, Print Fleet, Print Audit, WestPoint Products, and Print Operations Group (with more in the que to sponsor). There are two tracks. One for ‘users’ and one for dealers. Our speakers include Nationwide Insurance, Bob Jones University, Novartis Pharma (Europe), Xerox, Konica Minolta, Netaphor, and the Canadian Department of Printing (to name a few).
3) The MPS Leadership Award
The Photizo Group is sponsoring the award in terms of providing a venue and supporting the awards committee. However, neither we, nor any of the sponsors are sitting on the judging panel. The judging panel includes a cross section of experts from the MPS community. There are three award catagories: End User Implementation, MPS Vendor, and MPS Infrastructure Provider(software, training, etc.). We have done everything possible to make this an unbiased, open award. Nomination forms are available at the Photizo Group web site (www.managed-print-services.com).
4) Managed Print Services (MPS) Association
We have actually had firms from across the industry (dealers, vendors, and end users) asking us to assist in setting up an association. We did finally agree to host the kick-off meeting during the conference. As has been noted in this discussion, starting an association is a tricky and challenging task. However, we feel this is something the industry needs and as such we have been willing to step forward and help form the association.
5) Is the Photizo Group an M&A firm?
We have a subsidiary, based out of NY, called the Woodford Group. This seperate company specializes in consulting and research for Wall Stree clients including doing M&A work. We split the company off last year in order to avoid any potential conflicts and to provide this area with the focus it needed. Growth in our “Industry” practice had resulted in this area basically being neglected.
6) Why Ask for an MPS Definition?
The reason we asked for an MPS Definition was to generate discussion on our blog and the MPS LinkedIn Group. We actually have a definition posted on Wikipedia, however, we feel its valuable to hear others views and opinions in addition ot our own.
IN SUMMARY
I am absolutely certain that we will make some mistakes and have some challenges with launching this conference and supporting the assocation. And of course, we will have some folks take pot shots or challenge our credentials. The facts are that we are the only firm which has focused on Managed Print Services for several years now. Other firms such as MSP Mentor clearly examine the broader Managed Services market and do a fine job at this. But as Joe notes, there are clearly unique challenges associated with the printer segment of the market.
FYI… If you read the full Wall Street Journal article that Joe mentions, you will find that our firm’s market numbers for the MPS market are the only numbers which the author quotes. We focus on providing market based facts, not just opinion.
I hope this helps answer some questions, and I am certainly happy to answer any questions via my email at eacrowley@photizogroup.com.
Ed: Thanks for filling in the blanks and sorry the conversation started running away here without your input. Good luck with the event, the association, etc. You can reach me at the contact info below. I’d love to hear more about your efforts.
-jp
Joe Panettieri
Editorial Director, MSPmentor
joe [at] NineLivesMediaInc.com
For your consideration: Regarding the possibility of a new industry association, know that the Business Technology Association (BTA) has made MPS/print management among its key areas of focus. For example, to date, we have had 113 dealers/attendees take advantage of the association’s 1.5-day BTA Print Management Workshop, developed and taught by the experienced professionals at Strategy Development. (This number includes dealers who will be attending the workshop next week in Denver.) Meanwhile, the association has addressed the topic in its monthly webinars and in its monthly magazine, Office Technology, on a regular basis. In fact, it’s the cover story for our March issue: “Page-Volume Roundup.” For years the association has worked to provide guidance and insight to dealers as new opportunies emerge. We are doing the same with MPS. Have you checked BTA out lately? We’ve made some great strides in recent years. Brent Hoskins, Executive Director, Businesss Technology Association.
Hey Brent: Thanks for filling us in on BTA’s efforts. I will be sure to check out the BTA site.
-jp
Brent,
It’s great to see you on this site and to see you promoting Managed Print Services. I think the things are great that you are doing with the BTA. I hope we see the BTA supporting the new Managed Print Services Association. I believe the BTA organization is primarily targeted at the ‘copier’ dealer channel, is that still correct? I believe one of the goals of the MPSA will be to reach across channels and provide a venue for dealers, IT resellers, and VARs to drive Managed Print Services, in addition to Manufacturers and Infrastructure providers.
We have enjoyed the opportunity to contribute articles to the BTA’s Office Technology magazine (in fact you featured our article on the MPS Adoption Cycle in 2008). I’m looking forward seeing the results from the positive strides the BTA is making in this area.
Joe, are you available for a call next week? I’ve been trying to reach you this week.
Regards,
Ed
Hey Ed: Sorry I didn’t get back to you. I will give you a call Monday.
You’ll see some passion in this post about the BTA. That emotion is based solely on the contagious passion of the BTA Team, who without any other motive, provides value and helps their members achieve success.
I think the statement that the BTA is a “copier” organization is extremely dated. Although the BTA, then known as the National Office Machine Dealer Association, did a fine job as an organization for the copier dealer though the 80s and early 90s, the BTA has learned, grown and transitioned to support today’s technology dealer.
If you look at BTA’s members you would find the major equipment manufacturers, software companies, printer and copier supply and parts companies, printer service training companies and technology and outsourcing consulting firms; so the manufacturers and infrastructure providers. You would also find VARs, computer supply companies, IT resellers, imaging dealers and pure MPS/print management companies.
If you looked at “BTA’s Building Your Business Webinars” you would find free training for their members dating back well over a year on MPS, as well as other critical areas to a business owner – manager including using financial models, service profitability, professional services, sales management and marketing, just to name a few.
The BTA’s monthly magazine, Office Technology, has many helpful articles, and the Strategy Development team (www.strategydevelopment.org) has been fortunate to have contributed to the publication. Over the last few years, we have written on MPS—and other subjects—as have other qualified authors written on the MPS subject.
Although there are still “copier” companies out there, these unfortunate few are fighting over a shrinking market. Most copier companies from the last millennium have transitioned. Here is a partial list of the steps they have taken, supported the entire way by the BTA.
Selling professional services to include advanced capture, document routing, content management, variable data, web submission, and scanning services, include back office conversion and day forward solutions. They also bundle and sell consulting time with many of these software or service solutions. Many BTA dealers also sell managed services and other IT hardware, communications and software solutions. Supported by the BTA Professional Services Workshop, developed and delivered by Mitch Morgan, former principal of a large VAR.
Selling a total input and output solution including printers, high speed scanners and copier based MFDs from the smallest desktop to production center units. Many software solutions are sold in the production space and in support of the document workflow between these devices and back ends.
Selling color MFDs on applications, educating users on how to in source documents they currently are sending out and how to use color to make presentations and marketing material more poignant and effective. Sounds contrite, but to do it correctly it takes knowledge, skills, and training.
Selling MPS, including the BTA Print Management Workshop (developed and delivered by Strategy Development, my employer).
There are many ways to look at MPS. One is to break it down into the components of consulting services, equipment, software, break fix service, supplies and a contract. Whether sold through a VAR, IT reseller, or imaging dealer the BTA offers support in all of these areas.
Many of the major vendors of each component of an MPS agreement are BTA members. BTA also provides legal services to their members. This service has benefited members in many areas, one being contracts.
The convergence of the VAR, IT reseller and imaging dealer is occurring in areas of overlap. Printer companies are looking for growth and with their MFD technology their expanded market definition includes many traditional copier placements. Copier manufacturers have redefined their market space to include printer placements. Many VARs have a history of selling the same software solutions now embraced by imaging dealers, along with the VAR’s historically deeper IT offerings such as unified communications, security, and virtualization. Pure MPS dealers are sprouting up all over the country.
So there is clear overlap in the space. I believe the BTA is well positioned to help all channel players understand how to leverage the overlap. Check them out at http://www.bta.org
David Ramos
Strategy Development
ramos@strategydevelopment.org
http://www.strategydevelopment.org
Wow, this site has been busy!
Sorry everyone, I hadn’t had time to respond to Ed Crowley’s comment on his working for the MPS pioneer that is Lexmark thus making himself an expert on the MPS space. I was busy the last few weeks actually doing deals on MPS.
Ed, can you tell us about success you have had actually working specific MPS transactions while you were a Marketing Manager at Lexmark or maybe from your time at Texas Instruments while you were responsible for their laser product line?
Please provide us one (1) example of an enterprise or any size company for that matter where you did the following (please provide details of how you executed each step and your factors for success).
1) Delivered a presentation on managed print and built a business case for doing an assessment.
2) Completed an actual assessment by gathering data on devices by type, copiers (workgroup, production and color), faxes, mono-printers, color printers, wide format printers, and scanners. Gathered data on all the consumables by device type and quantified the total $ value. Gathered all the volume data so as to analyze usage. Please provide an example of the amount of time between volume reads and why you recommend that timeframe.
3) Analyzed the data to do a strategy session with the customer/prospect and identified hardware redeployment opportunities to avoid having high volume printers in low volume areas and vice-versa.
4) Held a strategy session with a customer/prospect to layout the redeployment schedule.
Oh, one thing before I forget. When doing the assessment you find all these gem opportunities to replace hardware. And the temptation/mistake most equipment reps make is during the strategy session they try to go and replace a bunch of the old beat up hardware with new hardware. This usually results in wreaking havoc on the opportunity because you are telling the IT Director they need 50 new MPS pioneer Lexmark printers to replace 50 marketshare leader HP’s. So to avoid this mistake, we don’t go after that hardware opportunity immediately, we wait. We put together a refresh program in the future that addresses future hardware needs but it revolves around device consolidation not hardware proliferation. But more on this when I get to quarterly reviews.
5) Did a financial MPS proposal where you captured all the volume off of the customer/prospects printer fleet.
6) Implemented a contract.
7) Executed quarterly reviews to capture more share of wallet within the account i.e. hardware examples like I listed earlier. This is where you go after the hardware opportunities. Through ongoing monitoring of their usage you will build credibilty and gain trust. The quarterly is the vehicle to showing the client the value you bring and solidifying the relationship. Hardware opportunities follow.
Ed, I await your example with your field knowledge/experience.
Anderson: I wonder if you give every association and organization the same level of scrutiny when assessing if they are able to develop an association or event. There are plenty of organizations/associations that are run by individuals who haven’t been ‘in the trenches.’ The point of Ed’s organization, and I believe, of his conference, is to offer an opportunity for people to get together and learn from each other – specifically about MPS.
It seems that this is a bit of a personal attack on Ed, and I wonder if you ask the same of every other association out there?
Amy Katz
CEO, Nine Lives Media Inc.
Actually Anderson, we have made a tremendous investment in this space including investing well over six figures in research with over 700 MPS decision makers in both North America and Western Europe (in 2008, we are conducting similar research in 2009), we have interviewed over 200 resellers in 2008, and we are constantly speaking with the vendor community. I would be more than happy to compare this ‘data’ to your personal experience. We have also launched a publication (MPS Insights Journal) to capture best practices and to highlight successful implementations, isssues, and challenges in MPS engagements.
Your focus still seems to be on ‘hardware replacement’ – a hardware centric attitude which has little to do with a true services led MPS engagement.
Oh yes, and by the way, my company has taken on significant financial and reputation exposure to launch the 2009 MPS Conference. I don’t believe your firm (and who is your firm anyway?)has taken any steps to support the growth of the industry. Please correct me if I’m wrong.
If you would like to take pot shots for this or for our facilitating the formation of an MPS Association, fire away. As Amy said, our goal with the conference is simply to provide a forum for learning and education.
In terms of our expertise, investing in research, interviewing end customers, and analyzing successful and unsuccessful engagements does generate expertise. We have made a larger investment in this for Managed Print Services than any other company, period. Often times, when you are in the trenches you gain a myopic perspective of the market based your personal experience, which may or may not reflect the market as a whole or best practices.
Please feel free to share you full name and your companies name so we can compare notes.
David,
Good comments, and you are absolutely fair in saying it’s a bit dated to call the BTA a copier assocation (could I say perhaps ‘copier dealer centric?’). And yes, they are doing a very nice job with Office Technology of capturing relevant MPS editorial. I also agree that the channels are ‘converging’ in this space. In fact, we use the term Hybrid Dealer for those dealers at the nexus of this convergence. Again, good comments and I agree, the BTA has a lot to offer.
Best Regards,
Ed
Amy, I do scrutinize “consultants” who claim expertise in a space where they have never actually worked in the field (trenches). Wouldn’t you if they were trying to sell you their services? I read about all these different industry “experts” in the space, yet their resumes don’t support what they are selling. My questions weren’t personal in nature and definitely were not an attack.
It really is no different than if I were interviewing a person for a position with my company, I ask questions regarding their past experience in order to see if their skills fit the position for which I am hiring them.
Would you hire someone to advise you on something that they haven’t actually done themselves?
Ed, I have a business. 8 million dollar a year “copier dealer” in 03, in 08 we finished at 13 million and we did it by moving into the MPS space. I have invested ZERO $ in research to support the growth of the industry, only $ to support my business. Going into 04, my research told me it was going to be investing in capturing CPP agreements off of printers and not traditional Facilitites Management contracts.
You are dead wrong with your read on what I wrote regarding the strategy phase. 85% of our contracts begin as service only, strict afermarket capture. We capture the printer hardware opportunities either in the 2nd or 3rd quarterly review. The copier opportunities after that, usually after the leases are at the point that it’s financially viable for the client to make the change. And at that point it’s only to wrap them up into the MPS agreement.
If your read on my questioning your field expertise as a pot shot, well, that in an indirect way answers my questions regarding your experience.
Good luck with your conference.
Anderson, you still haven’t said your company name. And based on your numbers, you have grown by 8% CAGR in a market that is growing by 24% CAGR. Perhaps you should invest some money in marketing research to gain a competitive advantage! And most of the individual MPS agreements we executed at Lexmark were considerably larger than your entire company, so, I believe that would qualify as a field experience.
Anderson, I have great respect for anyone who can grow a business. I own a small business myself and it is never an easy task to grow a busienss. You certainly have developed expertise with your experience, I respect that. Just because my experience is different than yours, it doesn’t make it any less valuable. Please provide me the same consideration.
Regards, Ed
I find it odd that the two parties most concerned over the launch of MPSA are not concerned enough to use their real names. If they chose to display any professionalism and provide their real names, I’m sure Ed Crowley would be more than happy to send them invitations to the conference.
Max: We encourage all readers to take part on the conversation on MSPmentor. Ed shouldn’t have to defend his efforts to anonymous critics, though.
The MSPA idea is definately gaining momentum. We have been invited to collaberate with the Printer Working Group (an IEEE standards group) in the standard setting process for MPS and the COMPTIA Group is reaching out for discussion. From my perspective, this is exactly the type of collaberation and discussion I was hoping the association would be a catalyst for. There is a LinkedIn Group (Managed Print Services) where more pre-meeting discussion is taking place for the association. Please feel free to also comment at this location.
The quiet is…deafening.
http://thedeathofthecopier.blogspot.com/2009/03/seven-elements-of-managed-print.html
Joe: I probably did not explain my point as well as I could have. I also encourage readers to participate on the conversation, and an element of this participation is signing your name and owning your comments versus heckling from the cheap seats while wearing a mask over your face.
To all, I think this is a wonderful debate helping to bring light and focus to an issue that Joe has hit dead on! MPS is presently many things to many people, and if not executed properly, will yet again help to stoke the fires of mismanagement of our client-base by this industry.
I for one will vote for anyone taking a leadership role at this point to help bring some definition and education to this movement.
In defense of Ed and his group, I think they are hitting things spot on in many areas. With Kearns, we had fashioned MPS programs for over 8 years well before it was “in fashion.” From my experience and research, the research being presented to date is rather accurately capturing what is happening out there.
I support the right and need to ask these questions, but I did want to chime in and let you know I’m finding the juice is in the research. BTW, since when did a great football coach have to be the best football player anyway?
ahem…Ken, all of my coaches were great players – they told me so…even that Bo Schlembechler guy…but he was my coach for just a week…but I believe everything he told me…
All: Shameless plug: Dell is going to add its voice to the managed print services conversation on March 18 during our MSPmentor Live: Hotseat webcast. I can’t say much right now, but some managed print services info is coming during the webcast. Join me to learn more.
Max @29: I agree with your point fully. All are welcome to comment on MSPmentor, but cheap shots from anonymous folks aren’t welcome.
Greg – I didn’t say they couldn’t be… I just said there were a few who had much more spectacular careers as coaches than as players. Mike Shanahan and Dick Vermeil come to mind… Both played – as quarterbacks even, but their careers were short lived.
Ken – I know.
I was only foolin’
And so…the Managed Print Conference has ended.
The Definition of MPS is reaching solidity.
The Awards have been given out.
The MPSA is newly formed and actually conducted two votes.
The nay-sayers…where are you?
Surely, there must be something to criticize from the sidelines…
There are constructive criticisms: The show was too vague, needed a separate “how to” track; The sessions, at times, seemed to have a “commercial” feel to them; The chili was, “unusual”.
That’s all I heard…
Greg: Kudos to you for coming back to the conversation and providing a recap. Please us posed as the MPSA moves forward and generates more news. It’s easy for people to criticize start-up efforts. But I tend to give them the benefit of the doubt, because it takes guts to step into a chaotic market, bring order and fill a void…
April 28, 2009 to August 19, 2009 – MPSA is real.
Tirelessly toiling away, the founding members of the MPSA carved out the charter and pulled together an election process yielding the “charter” Executive Staff and Board members.
Some thought it folly.
Some tried to create it in their own likeness…either way, agree or disagree, cheer or jeer, the MPSA is real, it’s here, and it is ready to include ALL who wish to partake.
In a post over at the LinkedIn Managed Print Services Group, newly elected President, Jim Fitzpatrick, announced the results of the first election for board members and Executive staff.
Here is the announcement, http://bit.ly/2IFZ9
Wow…the amount vendor “chewing” in this blog absolutely is amazing. Proves that a lot of you are still in the business of manipulating data to prove you are a “best practice” solution. I agree with the few that question motives that in the end always recommend new hardware to the solution without proper eval of workflows. Until this product offering actually becomes viable from a consultative level, most client cultures with reject these assumptions and approaches.
Unfortunately, some of you will be disappointed to find out that I for one will not join the incredible waste of time of trying to figure out how to solve the culture war within the BTA industry. David Ramos is NOT the sender of this reply!!!!!
Most of you are missing the point from the buyers side of the desk and will destroy credible opportunities by jumping into the “I want to replace your owned devices with the ones I sell.”
I appologize for the anonymous message and will not provide e-mail or contact information yet. I am not an industry outsider and in fact am very much an insider. My compliments to the fairly few consultative comments from people that appear to “get it”. Culture is hard to change and with such disparate and self servicing approaches, I applaud the efforts of a few to develop consultative methods that don’t live through so many assumptions that inevitably result in a proposal for new “consolidation” strategies” that always result in “buy my hardware”. As long as manufacturers require dealers to have quotas to buy equipment, and reps have comp plans to sell copiers, no one will appear to be selling solutions…only replace with my copier! Transparent as hell….!