Former HP CEO Fiorina targets Boxer's Senate seat

Holy Crap!

"If Fiorina decides to fund the campaign with her own personal wealth, this could be the most expensive Boxer campaign yet," said Rose Kapolczynski, a spokeswoman for Boxer's campaign. "We could be looking at a $30 million or $35 million campaign. ... She could do a lot to remake her image with that and do a lot to distort the Boxer record."

Couple this move with Meg Whitman's, former EBay exec, bid for California governor, and we've got two, ex-technology women maneuvering for a piece of political history.

Oh - and it seems each of them have more money the God.

Check out one story here.

And a contrary view here.

Managed Print Services: On the World Stage

MPS is the buzz globally, almost as much as when tray less duplex came out and analogue became digital...JUST KIDDING.

From the recent MPS Conference in Amsterdam:

“My expectations have been surpassed. I come from Dubai, and the market is hungry for this application. I am very impressed with the quality of people attending: senior executives, dealers, end-users…some very good discussion.” - Hakam Abu Rishesh, Gulf Commercial Group


“This conference is very insightful. It is the first time I have met people that actually understand MPS. I didn’t expect so many people. I think it is a great reflection on the interest in the market.” - James Du Plooy, Solution Worx, South Africa

Full Press release.

FOR IMMEDIATE RELEASE



European Managed Print Services Conference Hits Right Notes with MPS Professionals

FMAudit Renews as Platinum Sponsor of 2010 European MPS Conference


November 4, 2009 – Lexington, KY – The 2009 European MPS Conference held recently in Amsterdam was a successful educational event for the managed print services market, with enthusiastic feedback from attendees, exhibitors and sponsors. In a show of support, Platinum Sponsor FMAudit Europe/ DocuAudit, has renewed its commitment for the 2010 European conference, which will be held in Barcelona, Spain.

“The response to the 2009 European MPS conference was overwhelming. It is imperative that we continue to support efforts that bring ideas, best practices and valuable networking opportunities to this rapidly growing market,” said Jan De Kesel, President and Managing Director, FMAudit Europe/ DocuAudit,

Surpassing original attendance targets, over 140 people attended the European MPS conference, the first of its kind. MPS dealers, end users, vendors and infrastructure providers, along with sponsors and exhibitors networked and shared their experiences and knowledge. Participants commented on the quality of information, level of expertise, networking and contacts, and the overall value for their businesses.

· “Really, really interesting, it reflects the reality of the marketplace.”
Nicolas Bouillon, Blumega Technology, United Kingdom

· “This conference is great! It has given me the background of the players, services and competition—absolutely valuable to me!”
Maikel Bongers, Office Depot Europe

· “My expectations have been surpassed. I come from Dubai, and the market is hungry for this application. I am very impressed with the quality of people attending: senior executives, dealers, end-users…some very good discussion.”
Hakam Abu Rishesh, Gulf Commercial Group

· “Can’t wait to take this away and build on it. It’s great for developing market, great for bringing all these parties together and great to have an independent forum.”
Alan Kilminister, Gulf Commercial Group

· “This conference is very insightful. It is the first time I have met people that actually understand MPS. I didn’t expect so many people. I think it is a great reflection on the interest in the market.”
James Du Plooy, Solution Worx, South Africa

· “I am getting great feedback, everyone loves the diversity in topics.”
Stuart Rideout, LRS, United Kingdom

In addition to Platinum Sponsors FMAudit and HP, other European MPS Conference sponsors and exhibitors included Gold Sponsor MWA Intelligence, Inc., media sponsors BERTL Research and DocuFacts, LRS, Netaphor, Newfield IT, PerformIT, PrintFleet, SCC and other prominent MPS players.

“The interest in MPS has no boundaries. Attendees came from as far away as South Africa, Australia and Dubai to learn about MPS strategies,” said Ed Crowley, CEO and Senior Partner of the Photizo Group, which hosted the MPS 2009 European Conference. “The fact that FMAudit/DocuAudit has again committed its support as a Platinum Sponsor for the 2010 event demonstrates the success of this conference in meeting the needs of the marketplace and in bringing the right people together. It shows the importance that MPS leaders like FMAudit place on the MPS Conference as an educational forum.”

Over 20 different sessions addressed a broad spectrum of topics with speakers from across Europe providing expertise and insights. Along with the keynote presenters from FMAudit and HP, sessions featured MPS experts from Canon, DirectPointe, EKM4, LRS Europe, PrintFleet, PulsarTec, Konica Minolta, Leads City Council, LRS Europe, Nationwide Insurance, Newfield IT, Relevance Biz and SolutionsWorx.

Conference Content Focuses on MPS Success

The series of MPS Conferences address the urgent need for information about the fast-growing managed print services market. The Photizo Group estimates that the MPS market is worth over $25 billion globally this year and is projecting it will be a $60 billion market by 2013. Conference content features case studies, panels, exhibitions and interactive sessions that highlight successful approaches and practical ideas from actual MPS engagements. MPS decision makers, vendors and channel partners benefit from a rich agenda of relevant topics.

For more information about the MPS Conference series, visit http://www.mpsconference.com.

# # #

Media contacts:
The Photizo Group
Misty Hamel
617-921-5725
mhamel@photizogroup.com


ABOUT THE PHOTIZO GROUP

The Photizo Group is a leading research firm specializing in the analysis of the printing and imaging industry and specifically the Managed Print Services market. Photizo has become the market’s main source for ongoing business intelligence about the rapidly growing opportunity of MPS. Since its landmark MPS study released in April 2008 to ongoing research covering North America and Europe, Photizo has emerged as a leader in dynamic business intelligence about the MPS market. Clients include eight of the top ten imaging manufacturers in the digital

What Remains of the "Grey Lady"?: Google Might Buy New York Times

That's the rumor. This could be the shape of things to come.

2010, the year of the Tablet and perhaps the year digital and print media truly begin to merge?

Just a blurb, but still...

The Death of Print Continues -

Bowling Green Initiating Managed Print Services Program: Print Responsibly

Press Release:


"Print Responsibilty' campaign goes into effect

Monday, 02 Nov 2009, 11:11 AM EST

By Sentinel Staff

BOWLING GREEN, Ohio -

Bowling Green State University this week will begin to implement its Print Responsibly campaign that President Carol Cartwright announced during her State of the University address last month.

The program is described as a more cost-effective and environmentally friendly way to handle everyday printing and other tasks like copying, scanning and faxing.

The university will contract with a company with expertise in managed print services.

When fully implemented next year, BGSU will no longer purchase any non-specialized printers, copiers, fax machines or scanners.

The campaign is projected to save about $1.5 million a year and reduce annual consumption of paper by up to 40 percent.

University departments will not be responsible for purchasing toner or other materials, or maintenance costs, but instead will simply pay a per-page price for printed or copied documents. This will also give BGSU access to the latest technology.

Beginning Tuesday, the Print Responsibly team will be visiting offices and departments. The purpose of these initial visits is to confirm the inventory of printers, copiers, and fax machines and scanners.

The inventory is expected to take about four weeks to complete. Other visits will follow to discuss printing needs with the departments.

In November, ITS will begin a pilot program with several departments that have volunteered to be part of the launch. University-wide implementation of the Print Responsibly program will likely begin next semester.

A Web site to provide additional information about the program can be found at here.

Cartwright said there will likely be changes to the university's approaches to printing but expects the payoff for the program will be quite significant. She said savings will stay in the respective departments.

She noted the university prints about 70 million pages per year. With Print Responsibly, Cartwright expects to see a reduction in the amount of paper used of up to 40 percent or 28 million pages.
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DOTC - 70 million pages/year billed at let's say 0.0120 results in a revenue of $840,000; at the "standard" MPS GP of 35%, 294k in GP.

The "Hunters vs. Farmers" Sales Metaphor - It's Dead: Let's Break Out of The Box

2009

Within the MPS Ecosystem, the struggle is moving between back-room infrastructure and field-level acumen.

Just like everything else the "experts" attempt to do, we selling professionals, are being classified; boxed in, and commoditized.

The questions now are, "What type of person do I need to employ as an MPS Sales Executive?"

"How many appointments should my team generate to reach a close?"

"What is a good monthly revenue/sales/profit number an MPS rep should hit?"

It is apparent that the "copier mentality" is only a fraction of what is needed to bring home MPS Engagements. That is of course unless you simply start defining your CPC agreements as MPS Engagements. Whiskey Tango Foxtrot!

And by the way, if your manager/owner/principal is plugging MPS Assessments into your "normal" copier funnel, you know, "15 face to face meetings per week, 5 Demos, 3 MPS Assessments, 1.5 closes per week", you are far, far removed from an MPS Practice.

Managed Print Services is not a bolt-on marketing scheme.

So, does MPS need Hunters or does MPS need Farmers?

The answer is Both - The answer is Neither.

We need Professionals who can do both; who can do it all.

"Hunter" - Find it, Kill it, move on.

"Farmer" - Move in after the kill, bury it, water it, reap.

It may be just me but I tend to think of selling "farmers" akin to vegetarians. And as you know, another name for a vegetarian is a "hunter with bad aim..."

Hunter? Farmer? Hello, the 1950's called, they want their sales cliches back...keep this up and the ditto-machine will make a come back.

I don't care what anybody says, real MPS is different - it is a Hybrid process, Hybrid product, Hybrid service, Hybrid business model. How can we expect the same old selling models and formulas to prevail?

How can anyone presume to tell Selling Professionals how to go about selling MPS(Hybrid), if those selling professionals are not Hybrid themselves?

What? Huh? Am I saying that there is MORE to selling than PROCESS?

Am I?

Goodness gracious, great balls of fire! Should I feel a slight agitation around my neck? Like John had when Herod came by, ready to fulfill Solome's wish? (don't get it? Go here)

Yeah - sure, sales is more than process, tell that to HP/Xerox - I often wonder how the enterprise clients feel, knowing they are part of a "process". Perhaps they feel like Velveeta?

There are, without fail, little flecks of hope, sparkling in the distance whenever I hear somebody say they are looking to hire folks from outside the industry. People with Insurance or market/advertising sales experience - not a bad start, I understand the premise. But there are challenges here as well.

Any ex-AFLAC agent is going to absolutely Laugh Out Loud when his MPS compensation plan doesn't have monthly residuals for life. The insurance industry invented that model for crying out loud.

And you are going to tell them that after developing a relationship he gets a one-time hit, a pat on the back, and a kick in the buttocks? Really? And this fresh, new, vibrant talent is going to break down your door, demanding a MPS selling position because why?

HA! But encouraging...

This is my thought; don't let "them" define you. Try, endeavor, toil against the meat grinder. And the best way to do this is to improve yourself, for yourself not your boss.

Does this mean attending company paid, useless, painful, Death-by-Powerpoint, speeds and feeds sales training classes?

Yes.

Does this mean picking up a book, if they still print them, about the latest, rehashed from the 80s, business strategies?

Yes.

Does this mean making every, single plant tour or walk-thru a field trip, learning not only how many output devices exist, but also how they run their business?

Yes.

Does this mean that everything you see and experience is yours, not your bosses, and improves you as a Selling Professional?

Yes.

Does this mean that one, tiny atom in my fingernail could be one little...tiny universe?

Yes.

Disruptive Marketing? Let's try Disruptive Defining.

Here's a message for all of us in the trenches, trying to sell MPS against ALL COMPETITION, including internal competition: The MPS Ecosystem is wide open for excited, daring, bold Selling Professionals - we work for the person in the mirror, not the one scrolling through the Monday morning sales meeting slide deck.

Don't think of yourself as either a "Farmer" or a "Hunter". Be both, Be better, be more.


Copier Sales People Destroy Managed Print Services Opportunities: Daily The New SalesPerson - Death of the "Close"

Thoughts from the CDA Meeting: Adapt or Die!