The printing drain… 60% of SMBs rely on printing 50% say colour volumes growing 60% say consumables expenditure growing.

The printing drain…

60% of SMBs rely on printing

50% say colour volumes growing

60% say consumables expenditure growing

© 2013 Quocirca Ltd 2

Top printing challenges

Quocirca 2012 SMB MPS study: 150 organisations across UK, France, Germany

Ensuring document security

Reducing admin time

Enforcing print policy

Reducing energy consumption

Understanding usage

Reducing costs

2 2.5 3 3.5 4 4.5

3.3

3.3

3.4

3.7

3.6

3.6

3.5

3.5

3.5

3.5

3.9

4.0250-500 employees50-249 employees

Average Score1= not a challenge to 5 = always a challenge


The changing IT landscape

Mobility/BYOD

Cloud

Security

Digital workflow


Mobile printing

What is your level of interest in mobile print capabilities (i.e. printing from smartphones or tablets e.g. Android, BlackBerry, iOS)

50-500 employees

500-1,000 employees

1,000 plus employees

0% 5% 10% 15% 20% 25% 30%

18%

20%

25%

7%

10%

17%

Deployed mobile printingPlanning to implement


Security…low priority

Quocirca Print Security Study, 2012

What is your level of concern of the risk of data leakage via the following: (1= not at all concerned to 5= very concerned )

Other USB devices

Tablet devices (iPads etc)

Printers/MFPs

Smartphones

USB memory sticks

Web mail

Laptops

Corporate Email

1.5 2.0 2.5 3.0 3.5 4.0

2.0

2.4

2.6

2.6

3.0

3.1

3.2

3.6

Average Score


Security

Quocirca Print Security Study, 2012

500-1000 employees

1000+ employees

0% 20% 40% 60% 80% 100%

29%

30%

44%

36%

12%

24%

15%

10%

Yes, one occurrenceYes, multiple occurencesNoDon't know

Has your organisation experienced an ACCIDENTAL confidential data breach through printing in the past two years ?


The less-paper office

60% of SMBs want to reduce paper usage

Rules based printing

Document workflow

“Pull” printing


MFPs: smart and personal

Transactional capture – business process under a button….

Managed Print Service


MPS ADOPTION


What is Managed Print Services (MPS)

SMBs remain reliant on printing…

“the assessment, optimisation and proactive, on-going management of the print environment by an external provider”


Multiple suppliersTHE OLD WAY X

Multiple service contracts

THE NEW WAY

Ad-hoc supplies purchasing

SMBs lack time and resources


MPS approaches


Basic

Hardware, supplies and service

Vendor’s own brand

Small fleets

Minimal investment for reseller

Full MPS

Assessment and design

Hardware, supplies and service

Large, mixed fleets

Some investmentAudit tools, training


Rewards

Scope of MPS agreement

Complete outsourcing of all devices, planning and design with end-to-end service level management

Model 2

Model 3

MPS maturity model

Out-tasked services with specific service levels (MPS)

Full outsourcing of all devices, planning and design with end-to-end service level management (MDS)

Cost and risk reduction

Basic

Enterprise

Midmarket

SMBModel 1 Break/Fix Service Contract


Awareness low amongst small SMBs…

How knowledgeable are you on the topic of managed print services (MPS)?

50-249 employees

250-500 employees

0%20%

40%60%

80%100%

9%

15%

27%

48%

48%

32%

16%

5%Complete and detailed understanding-have researchedGood understanding, know what it isLittle understanding-have heard phraseNo understanding-what is MPS?



The MPS opportunity

Midmarket opportunityFull MPS

SMB opportunity:Basic MPS


Cost is the top MPS driver

How important would the following be in motivating the use of a managed print service? (Rated important or very important)


Reduce hardware costsReduce energy consumption

Simplify adminImprove device uptime

Mitigate document security risksReduce paper costs

Gain predicitable expensesReduce paper usage

Reduce IT burdenImprove visibilty of costs

Reduce consumable costs

0% 10% 20% 30% 40% 50% 60% 70% 80%

21%23%

26%32%33%

55%56%

59%60%

68%73%


Service quality is most highly rated


If entering into a MPS agreement what would be the three most important aspects?

Document security solutions

Full print audit

Solutions to reduce print volumes

Usage and cost reporting tools

Guranteed SLAs

0% 10%20%30%40%50%60%70%80%90%

34%

36%

50%

71%

78%

Column1


COMPETITIVE LANDSCAPE


Market summary

• Strong vendor participation• Solutions emerging as key differentiator• Managed IT services opportunity


Quocirca MPS vendor landscape

MPS Landscape

Basic Services Value Services

Enterprise services Business Process Services

Channel

Direct




* Customer base: Please note that enterprise customer figures and estimated devices under management have been considered when determining customer base bubble size.

Market presence

VERY STRONG

Completeness of offering

Xerox (+)

LOW

Market leadersHP (+)

Lexmark (+) Ricoh (+)

Konica Minolta (+)

WEAK VERY STRONG

Canon (+)

Strong performers

Kyocera (+)

Customer base *

ContendersOther

vendors


Quocirca Channel MPS landscape

Breadth and depth of offering

Strategy

Low High

Strong

Weak

• Document workflow• Mobility • Security




Xerox differentiators

• Strong depth and breadth of offering• Multivendor support• Modular approach• Solutions – cloud, mobility, workflow• Flexible tools for channel

QuocircaStrong Rating Completeness

of Offering


The channel must evolve


HardwareServices and solutionsService contracts

The printing drain… 60% of SMBs rely on printing 50% say colour volumes growing 60% say consumables expenditure growing.

Documents

important quocirca

printing slide

basic mps slide

printing challenges

mps adoption slide

concerned slide

training slide

ios slide