Accelerate Managed Print Services with the New Model

There is a bounce, a resurgence, a renaissance in managed print services. As the fear of Covid fades and offices around the world repopulate, albeit, by 40-60% of pre-Covid numbers, print and copy functions are grabbing temporary attention. But this uptick is fleeting and short-lived and not based on increased volumes or growing fleets of devices. Today's rekindled interest is based on managing the reduction of print and the increase of digital workflows.

Our traditional business theory of pivoting into managed IT or an adjacent niche was an idealistic idea in the MPS Model 2 (see below, Photizo) 

Today, expanding or diversifying services is less of an option and more of a survival tactic and a foundational plank of the continuing generation of Managed print Services (MpS).  

The circa 2012 model is still relevant, we just need to refocus and recognize new opportunities.

With this in mind, I've updated the model to include new innovations and directions for office technology.

Why a new model?  The MpS Renaissance Model "2Z22.

Years ago, managed print services for some, was a gateway into managed IT services which made sense as for the first time, we legitimately worked with IT departments and providers.

But we stopped at toner, service, and monthly invoices.  Rarely venturing beyond the device, we focused on supplies, automatic toner fulfillment, rip and replace, and raced headstrong to the bottom.  It was the way of things.

Times have changed, people don't print as much, and technology keeps shifting into higher gears. This new paradigm does not ignore copiers and printers.  Indeed, the model recognizes the value of these devices and the significance they carry in the transformation process.  The model does not replace hardware it optimizes the environment by outlining a path into the future, away from print, but utilizing strengths developed over decades of evolution; from the typewriter to the cloud.

The 'old' model is adequate yet linear, two-dimensional. The new model doesn't eliminate any of the previous steps, phases, or stages nor does it simply add more tasks to those steps.

The next iteration requires at least three dimensions; a more celestial representation.

Instead, this guidance is designed to step away from the "P" and into the "IoT".   The designations are NOT 'stages' or and the path is not sequential and with the exception of Area 00, is not dependent on previous areas.

Additionally, because of limited dependencies, multiple Areas can occur simultaneously; activities 

The Renassaince MpS Model, 2Z22:

• Pre-Engagement - Getting the word out and selling.  Build infrastructure to support the practice.
• Assess & Manage - Care and feeding of existing output devices, assessment of IT, Workflow, and existing vendors. Begin Print Policy. 
• Revise - Reduce costs, retire, replace & redeploy inventory. Implement digital workflow & execute Print Policy. 
• Expand - IT services; your Technology stack Evolve Print Policy into Technology Policy. 
• IoT - Pivot into adjacent niches. Monitoring with both on-site and remote support.

This new model is full of opportunity and direction yet it is just a guide to a bright future.  The goal is to move through each area on the path out of the 'marks on paper' realm.

Let's look briefly at the beginning or should I say before the beginning: Area 00

Area 00 - Pre-Engagement.

This stage is the bedrock for this and every other new program.  I can't tell you how many times new practices are built without a go-to-market strategy, an outlined marketing plan, allocated resources, timeframe, growth path, or establishment of industry partnerships.

This stage is relevant at the practice level as well as each sales opportunity and is summarized with basic bullet points:

• Marketing & Sales
• Infrastructure
• Partnerships

Area 00 for the Practice:

• Marketing & Sales
• How will we attract new opportunities
• Infrastructure
• Do we need to build or connect support teams 
• Partnerships
• Which industry resources are going to help us be successful

Area 00 for the Opportunity:

• Marketing & Sales
• How will we communicate with and convert the prospect into a fan
• Infrastructure
• What tools do we have to collect, engineer data into knowledge, propose and support our recommendation
• Partnerships
• What client and industry relationships will secure a successful relationship

*The model is fluid, turbulent, and melds with existing practices - it evolves.

What is the End Game of Model 2Z22?

Simple.  

To separate from print, away from copiers, toner, and paper into the Blue Ocean.

As you can imagine, Area 00 can be extremely detailed and each area is full of moving parts, I'll flesh out the remaining model over the next few weeks.

What do you think?  Am I going in the right direction?

If you'd like to hear more or receive a .pdf of the MPS Renaissance Model 2Z22 click here to email me and I will send you a copy.

Stay tuned for more.

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