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MPS Customer Adoption Model - Update
Photizo Group, March 2010, Pages: 11
This report takes the original MPS Customer Adoption Model expands it based upon the last three years of research. In addition, the metrics from our MPS Decision Maker Tracking StudyTM are applied to the model to provide further validation.
An adoption model should be based on the most current research collected from a broad spectrum of companies. It should offer quantitative data that compares managed print services (MPS) across multiple companies and industries. The MPS Adoption Model defined in this report derives its data from research of the MPS industry. This model explains the three (expanded to five) stages of MPS adoption and tells what is most important for customers at each phase. The model can be trusted because it is based on the most current market research, so you can make decisions with a high degree of confidence.
For the vendor, MPS contracts can be lucrative. Most contracts really come down to relationships and these relationships come from in-depth understanding of your customers’ imaging devices, their needs, and goals. To prepare for these contracts, printer vendors, IT VARs, copier dealers and integrators must ensure they are positioned properly, with the right services for the right customers.
As an MPS vendor you need a resource that is data-driven, has demonstrated effectiveness, and is a framework for classifying customers and understanding the needs of those customers at eachstage of the MPS lifecycle. This MPS Customer Adoption Model helps structure the MPS engagement for each unique situation no matter where you are in the adoption cycle. The MPS Customer Adoption Model keeps you from wasting time and pitching the wrong message and solution.
For the customer considering an MPS engagement, the MPS Customer Adoption Model helps ferret out what you truly want in your MPS contract. Are you primarily interested in reducing your printer, copier, fax, and MFP fleets? Are you concerned with developing workflow to enhance your core processes? What is change management and how does that fit into MPS? These are just a few questions that customers ask when deciding whether an MPS engagement is the correct decision. The MPS Adoption Model gives customers confidence that other companies have blazed the trail and have had financial and cultural change success.
Finally, by providing a disciplined, structured approach, the MPS Adoption Model provides a framework for the engagement, it sets the stage for MPS vendors and customers alike. This report delves into why we have added some additional enhancements to the prior model, introduces stage zero, brings to light differences in stages between North America and Western Europe and discusses competitive positions for five companies in North America in relationship to market share and stages.
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