The printing drain…
60% of SMBs rely
on printing
50% say colour
volumes growing
60% say consumables
expenditure growing
Top printing challenges
Reducing costs
3.6
Understanding usage
3.6
4.0
3.9
250-500 employees
50-249 employees
3.5
3.7
Reducing energy consumption
Enforcing print policy
3.5
3.4
Reducing admin time
3.5
3.3
Ensuring document security
3.3
2
3.5
4
4.5
Average Score
1= not a challenge to 5 = always a challenge
© 2013 Quocirca Ltd
2.5
3.5
Quocirca
2012 SMB
MPS study:
150
organisations
across UK,
France,
Germany
3
2
The changing IT landscape
Mobility/BYOD
Cloud
Security
Digital workflow
© 2013 Quocirca Ltd
3
Mobile printing
What is your level of interest in mobile print capabilities (i.e. printing from smartphones
or tablets e.g. Android, BlackBerry, iOS)
17%
1,000 plus employees
25%
10%
500-1,000 employees
20%
Planning to implement
7%
50-500 employees
18%
0%
© 2013 Quocirca Ltd
Deployed mobile printing
10%
20%
30%
4
Security…low priority
What is your level of concern of the risk of data leakage via the following: (1= not at all
concerned to 5= very concerned )
Corporate Email
3.6
Laptops
3.2
Web mail
3.1
USB memory sticks
3.0
Smartphones
2.6
Printers/MFPs
2.6
Tablet devices (iPads etc)
2.4
Other USB devices
2.0
1.5
2.0
2.5
3.0
Average Score
3.5
4.0
Quocirca Print Security Study, 2012
© 2013 Quocirca Ltd
5
Security
Has your organisation experienced an ACCIDENTAL confidential data breach
through printing in the past two years ?
1000+ employees
30%
500-1000 employees
29%
36%
24% 10%
Yes, one occurrence
Yes, multiple occurences
No
Don't know
0%
44%
12%15%
20% 40% 60% 80% 100%
Quocirca Print Security Study, 2012
© 2013 Quocirca Ltd
6
The less-paper office
Rules based
printing
60% of SMBs
want to reduce
paper usage
“Pull” printing
Document
workflow
© 2013 Quocirca Ltd
7
MFPs: smart and personal
Transactional capture – business process under a
button….
Managed Print Service
© 2013 Quocirca Ltd
8
MPS ADOPTION
© 2013 Quocirca Ltd
9
What is Managed Print Services (MPS)
“the assessment, optimisation
and proactive, on-going
SMBs
remain
management of the print
reliant on
environment by an external
printing…
provider”
© 2013 Quocirca Ltd
10
SMBs lack time and resources
THE OLD WAY
X
THE NEW WAY

Multiple suppliers
Ad-hoc supplies
purchasing
Multiple service
contracts
© 2013 Quocirca Ltd
11
MPS approaches
Basic
Full MPS
Hardware, supplies and
service
Assessment and design
SMBs
remain
Vendor’s own brand
reliant on
printing…
Small fleets
Minimal investment
for reseller
© 2013 Quocirca Ltd
Hardware, supplies
and service
Large, mixed fleets
Some investment
Audit tools, training
12
MPS maturity model
Cost and risk reduction
Rewards
Full outsourcing of all devices, planning
and design with end-to-end service
level outsourcing
management
(MDS)
Complete
of all devices,
Model
3
Model
2
Model
1
Enterprise
planning and design with end-to-end
service level management
Out-tasked services
with specific
service levels
(MPS)
Basic
Break/Fix Service Contract
Midmarket
SMB
Scope of MPS agreement
© 2013 Quocirca Ltd
13
Awareness low amongst small SMBs…
How knowledgeable are you on the topic of managed print services (MPS)?
Complete and detailed
understanding-have
250-500 employees 15%
researched
Good understanding,
know what it is
48%
32% 5%
Little understandinghave heard phrase
50-249 employees 9% 27%
48%
16%
No understandingwhat is MPS?
0% 20% 40% 60% 80%100%
Quocirca 2012 SMB MPS study: 150 organisations across UK, France, Germany
© 2013 Quocirca Ltd
14
The MPS opportunity
SMB opportunity:
Basic MPS
© 2013 Quocirca Ltd
Midmarket opportunity
Full MPS
15
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 consumable costs
Improve visibilty of costs
Reduce IT burden
Reduce paper usage
Gain predicitable expenses
Reduce paper costs
Mitigate document security risks
Improve device uptime
Simplify admin
Reduce energy consumption
Reduce hardware costs
© 2013 Quocirca Ltd
73%
68%
60%
59%
56%
55%
33%
Quocirca 2012
32% SMB MPS study:
26% 150 organisations
across UK, France,
23%
Germany
21%
0%
20%
40%
60%
80%
16
Service quality is most highly rated
If entering into a MPS agreement what would be the three most
important aspects?
Column1
Guranteed SLAs
78%
SMBs
Usage and cost reporting tools
remain
reliant Solutions
on to reduce print
printing… volumes
71%
50%
Full print audit
36%
Document security solutions
34%
0%
© 2013 Quocirca Ltd
50%
100%
17
COMPETITIVE LANDSCAPE
© 2013 Quocirca Ltd
18
Market summary
• Strong vendor participation
• Solutions emerging as key differentiator
• Managed IT services opportunity
© 2013 Quocirca Ltd
19
Quocirca MPS vendor landscape
Enterprise services
Business Process Services
Direct
Basic Services
MPS
Landscape
Value Services
Channel
© 2013 Quocirca Ltd
20
Quocirca MPS vendor landscape
VERY
Market leaders
STRONG
Xerox (+)
HP (+)
Lexmark (+)
SMBs
Market
remain
presence
reliant on
printing…
Strong performers
WEAK
© 2013 Quocirca Ltd
Konica
Minolta (+)
Canon
(+)
Kyocera
(+)
Contenders
Other
vendors
* Customer base: Please note that
enterprise customer figures and
estimated devices under
management have been considered
when determining customer base
bubble size.
LOW
Ricoh (+)
Customer base *
Completeness of offering
VERY
STRONG
21
Quocirca Channel MPS landscape
Strong
Strategy
• Document workflow
• Mobility
• Security
Weak
Breadth and depth of offering
Low
© 2013 Quocirca Ltd
High
22
Quocirca MPS vendor landscape
Xerox differentiators
• Strong depth and breadth of offering
• Multivendor support
• Modular approach
• Solutions – cloud, mobility, workflow
• Flexible tools for channel
Quocirca
* Customer base: Please note that
enterprise customer figures and
estimated devices under
management have been considered
when determining customer base
bubble size.
© 2013 Quocirca Ltd
Strong Rating
Completeness
of Offering
23
The channel must evolve
Hardware
Service contracts
Services and
solutions
* Customer base: Please note that
enterprise customer figures and
estimated devices under
management have been considered
when determining customer base
bubble size.
© 2013 Quocirca Ltd
24