Post on 14-Jun-2015
PHOTIZO GROUP, Inc. 2011 ©
Print Happen – Manage it
Lessons from 9+ years with MPS
PHOTIZO GROUP, Inc. 2011 ©
selling MPS TO PUBLIC SECTOR
PRINT HAPPENS
PHOTIZO GROUP, Inc. 2011 ©
Positioning Norway
PHOTIZO GROUP, Inc. 2011 ©
Positioning Norway
Norway
Germany
Spain
Sweeden
United Kingdom
Population (M) Country area
GDP per Capita Unemployment
Procurement as % of GDP
PHOTIZO GROUP, Inc. 2011 ©
Why sell to public sector
PHOTIZO GROUP, Inc. 2011 ©
Opportunity
PHOTIZO GROUP, Inc. 2011 ©
Public Sector procurement Characteristic of public procurement of imaging needs
Subject to strict EU regulations
Typical frame agreement approach
Lack of understanding of cost factors
Centralized contract awards, distributed call-offs
PHOTIZO GROUP, Inc. 2011 ©
Restructuring procurement Educating customers
Raise knowledge among senior management
e -Government initiatives
Change the game plan for BID success criteria
Employ a CDM (customer developing manager)
PHOTIZO GROUP, Inc. 2011 ©
Objectives of e-government
96 %
86 %
74 %
67 %
0 % 20 % 40 % 60 % 80 % 100 %
Reduce administrative
burden
Cut cost
Spurring innovation
Improving effectiveness
Percentage of 25 responding OECD member countries
PHOTIZO GROUP, Inc. 2011 ©
in public sector procurement
SHIFT HAPPENS
PHOTIZO GROUP, Inc. 2011 ©
Influencing pre bid
• Include ICT process gains
• Secure senior sponsorship
• Lower spend vs lowest price
PHOTIZO GROUP, Inc. 2011 ©
PHOTIZO GROUP, Inc. 2011 ©
x devices 300 each = 2 400
x devices 400 each = 2 000
PHOTIZO GROUP, Inc. 2011 ©
think BIG
PHOTIZO GROUP, Inc. 2011 ©
Positioning Bergen
PHOTIZO GROUP, Inc. 2011 ©
The City of Bergen
Norway's second largest city
Population 260 000
18 000 employees
Europe 2 largest Public Sector centralized purchasing power
PHOTIZO GROUP, Inc. 2011 ©
City of Bergen RFP
• Collaborative procurement,17 local governments
• First ever public sector request for MpS in Norway
• Negotiated BID procedure announced
• Largest Equitrac installation in Northern Europe
• Highest number of locations for Xerox managed
contracts in Europe
• “Bulk installation” of 3600 devices over 6 months
PHOTIZO GROUP, Inc. 2011 ©
PIG PICTURE BIG PICTURE The
PHOTIZO GROUP, Inc. 2011 ©
BID
ASSESS
IMPLEMENT
MANAGE
DESIGN
Phases
PHOTIZO GROUP, Inc. 2011 ©
BID phase
PHOTIZO GROUP, Inc. 2011 ©
AWARD
PHOTIZO GROUP, Inc. 2011 ©
Floorwalks
• Collecting addresses
• Visits and floor walks
• Self assessments
• Data processing
PHOTIZO GROUP, Inc. 2011 ©
Design
PHOTIZO GROUP, Inc. 2011 ©
Findings
557 locations all over town
Failure of the “no printers strategy” Special needs health care
Building layout
Special needs schools
PHOTIZO GROUP, Inc. 2011 ©
Findings
8 %
15 %
39 %
29 %
9 %
Copiers
MFP (networked)
Printer (networked)
Printer (personal)
Faxes
PHOTIZO GROUP, Inc. 2011 ©
Optimizing
0
500
1000
1500
Before Today
PHOTIZO GROUP, Inc. 2011 ©
PRINT POLICY
PHOTIZO GROUP, Inc. 2011 ©
Design criteria's
PHOTIZO GROUP, Inc. 2011 ©
Service Delivery Key learnings
• Service Call Activity
• Call transfere process
• ITIL compliance
• KPI and measurements
PHOTIZO GROUP, Inc. 2011 ©
Green achievements
• consumables use down 50%
• paper usage down 11% *
• energy consumption down 30%
• Greenhouse gas emission – 170 tons
*estimate, Equitrac just compleeted
PHOTIZO GROUP, Inc. 2011 ©
TCO achievements
• Uncontrolled vs controlled output environment
• Free office space from 1670 optimized devices
• Contract management 11 > 1 vendor
• Not printed 28 M pages / paper
• 21 % reduction in direct cost YoY
• Simplification of next bid process
PHOTIZO GROUP, Inc. 2011 ©
LESSONS Learned
PHOTIZO GROUP, Inc. 2011 ©
PHOTIZO GROUP, Inc. 2011 ©
PHOTIZO GROUP, Inc. 2011 ©
OPTIMIZE, helicopter-view,
spend less, GREEN PRINT, consolidate invoices, save more,
CONTROL, single point of
contact, ITIL, process driven,
reporting, PROACTIVE, pre
empty
PHOTIZO GROUP, Inc. 2011 ©
Managed Print Services is
the battle for ownership
of output volume rather
than device sales
PHOTIZO GROUP, Inc. 2011 ©
Million dollar question:
How to make a profit from
advising clients to buy fewer
devices, implementing tools
to lower page volume?
PHOTIZO GROUP, Inc. 2011 ©
Become a trusted advisor
Interact with decision makers.
Participate in relevant forums,
grow Public Sector knowledge
on MpS benefits over traditional
box decisions.
PHOTIZO GROUP, Inc. 2011 ©
Thank you
John Alfred Hustvedt Managed Print Service Evangelist
X-Partner Stavanger AS
john.hustvedt@xpstavanger.no Follow me