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By Amber E. Watson
Traditional print hardware providers view managed print services (MPS) and managed document services (MDS) as a priority strategy for serving enterprise users.
Randy Dazo, senior director, solutions and services, office group, InfoTrends, notes an interest among manufacturers in penetrating this vertical market as a means of differentiating oneself from the competition. “End users seek cost savings, which is always a competitive factor among manufacturers, but the role of MDS allows the vendor to provide true value differentiation,” he states.
Management services allow a customized engagement with customers. Dazo says that with escalating costs, changing needs, and environmental concerns intensifying each year, relevant MPS and MDS solutions cater to current trends and continue to meet customer demands.
A study produced by Gartner in 2012, Competitive Landscape: Managed Print Services, Worldwide, concludes that MPS continues to grow, even as shipments of printers and printed pages slow.
Research conducted by InfoTrends indicates a decline in traditional supply-only engagement and a movement towards more complex MDS.
The Advent of MPS
MPS and MDS services have been available for years in some form, more recently developing as a dedicated, specific solution by leading office hardware vendors. The formation of these solutions address evolving customer needs and demands.
The official launch of Canon’s Managed Document Services offering in 2009 brings together a full portfolio of tools, technologies, and services enabling Canon and its channel partners to evaluate a company’s individual needs and ensure continuous improvements through the five-phased approach of discover and analyze; design; deploy and transition; support and manage; and evaluate and review.
Canon generally approaches mid- to large-sized customers via its direct operations while leveraging indirect channel partners as the primary method of reaching small- to mid-sized businesses (SMBs). Top vertical markets are banking and securities; communications, media, and services; education; healthcare providers; and manufacturing and natural resources.
Hewlett-Packard (HP) has offered MPS for more than 15 years. As the market accelerated, the company formed a dedicated business group in 2006—now known as HP Managed Services—that is sold through direct contracts and channel partners, reaching companies of all sizes and industries worldwide. The partner program is growing with new countries added monthly. Through direct and partner relationships, HP specializes in healthcare, communications, media and entertainment, financial services and insurance, manufacturing, and the public sector.
Konica Minolta has provided MPS/MDS services for years, but formalized its official program about five years ago under the brand Optimized Print Services (OPS). According to Sam Errigo, SVP, Business Intelligence Services, Konica Minolta Business Solutions U.S.A., Inc., the company has experienced consistent growth year-over-year in its MPS program nationwide, with more customers approaching MPS on a global basis. “This presents another significant area for renewed focus on print management,” he says.
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