Win Customers
Keep Customers
Build Recurring Revenue
CASE STUDY
Solution: Print Audit Premier
"Within 90 days of signing up
for Premier we are already
profiting from the program."
Donny Mihalevich,
Chief Technology Officer of Standley Systems.
About Standley Systems
Summary
The largest Savin dealer in Oklahoma, Standley
Systems has helped keep offices running smoothly
and efficiently since 1934. Standley offers a full line of innovative digital
equipment as well as state-of-the-art software solutions that can address all
organizations’ document and print management challenges.
For Standley, Print Audit
Premier is generating value
and savings at every stage
of the sales cycle:
The Challenge Before Premier
Prior to signing up for Premier, Standley Systems was collecting meter reads
from its customers using a proprietary tool from Ricoh. This product did not
offer automated supplies fulfillment, did not track local devices and was less
accurate when it came to non-Ricoh devices.
Although Standley was conducting some in-depth print assessments, their
frequency was limited due to the cost of the assessment software tools.
Print management tools were offered to customers via an outright purchase
model. This delayed the return on investment on the solutions and limited the
number of organizations choosing to adopt them.
Standley’s Premier Process
Standley joined Print Audit Premier in June of 2012. Premier is a new
subscription service that gives office equipment dealers use of all Print
Audit products at a low, fixed monthly price. Under Premier membership,
Standley controls the pricing and usage of these tools.
The print management capabilities available to Standley Systems via
Premier include rapid assessment, print workflow assessment, remote meter
reading, supplies fulfillment, service alerting, cost recovery, rules-based
printing, as well as secure print and pull-printing functions.
WIN CUSTOMERS
Adding 4 to 6 customers
monthly using print
management software
KEEP CUSTOMERS
No print management
customers lost since joining
Premier.
BUILD RECURRING REVENUE
Generating a monthly return
of 200% on their
subscription.
Driving additional equipment
sales using proof of concept
and assessments.
Getting a foot in the door with new prospects
Under Print Audit Premier, the Facilities Manager tool plays a key role for Standley at the prospecting stage, since it can
be installed in a matter of minutes and provides instant access to valuable information such as print volumes, toner
coverage and device properties on all printers. This information is then used to pave the way for a full print assessment.
2
Providing print assessments and proof of concepts
A comprehensive print assessment using Print Audit 6 helps Standley uncover inefficiencies by revealing key user
workflow data such as who is printing, what is being printed, the size of each job and more. If necessary, Standley can
also offer a proof of concept in order to validate the savings that can be achieved by combining new equipment with Print
Audit solutions such as Rules and Recovery.
3
Generating additional recurring revenue
“70% of print assessments, which also include a proof of concept, turn into MPS deals for us,” stated Donny Mihalevich,
Chief Technology Officer of Standley Systems.
Once the deal is closed, organizations pay Standley for the software under a monthly billing model. Currently Standley’s
monthly billing under the Premier program is close to $5,000 for Print Audit 6 alone, which is a 200% return on their
monthly subscription.
4
Creating ongoing stickiness
With Premier, Standley retains ownership of the Print Audit solutions. This makes it less likely that clients will leave
Standley’s program, since they would be giving up the cost savings and other benefits they are achieving using Print
Audit tools.
The Results
Print Audit is helping Standley achieve all 3 of
Premier’s brand promises:
“Premier drives equipment sales in that a successful
assessment or proof of concept using Print Audit’s
tools almost always has equipment tied to it.”
Donny Mihalevich, Standley Systems.
WIN CUSTOMERS
Conducting an average of 9 assessments and proof of concepts per month.
Adding 4 to 6 customers monthly using print management software.
KEEP CUSTOMERS
Able to offer automated supplies fulfillment with Facilities Manager.
No print management customers lost since joining Premier.
BUILD RECURRING REVENUE
Generating a monthly return of 200% on their monthly subscription cost.
Only using 15% of the licensing included with their subscription so far.
“The best part about Premier is its ability to generate revenue. By charging for the program’s user
management tools, our use of capabilities such as print assessment and device monitoring is
essentially free,” concludes Mihalevich.
Toll Free: 1-877-41-AUDIT (28348)
Phone: 1-403-685-4932
www.printaudit.com
support@printaudit.com • sales@printaudit.com
Print Audit has several offices around the world.
Please visit our website to find the location nearest you.