MPSA Commentary

MPSA Member & MPS Industry Commentary
  • 30-Jun-2016 9:37 AM | Anonymous member (Administrator)

    by Patricia Ames

    We recently had a chance to sit down with MPSA President Kevin DeYoung and Vice President Doug Bies and get an update on MPSA goals and objectives one year into a new term for the leadership. Given the dynamic state of the industry in general right now, it is not surprising that the conversation was broad ranging and fluid — so much so that we have had to create a multi-part series to provide you with a good overview. Let’s begin!

    You are about one year into a new administration at the MPSA – how is it going?

    Kevin DeYoung: I feel really good about the association. It is amazing that this administration is already over 12 months into things. When we started a little over a year ago, we developed a hit list of things that we felt were very important from an association standpoint, and all of those initiatives are now in play. 

    Can you highlight one for us?

    Kevin: How we define MPS as an association was a major initiative. We decided to update the definition to more closely mirror the changes in technology and the offerings our members are providing. I think that was really important because that’s going to start to steer our committees in a different direction. The committees traditionally within the association have been focused on the outputs or infrastructures as related to traditional print. The new definition now incorporates inputs and business process, which forces the dialogue to start to go to workflow. We’re moving towards business process optimization, or BPO.

    The discussion around business processes is becoming more and more important for our organization, my company — we need to position for BPO; we want to have that conversation because we’re out there in a market, and we may not have a solution for all the needs presented. We’re asking “where’s the pain?” We are back to doing what I did when I first entered this industry. I started in this industry in 1983, and we would ask back then, “What are the most important documents that you have, where do they go, how do they work, where do they flow, what does it mean to your business, what happens when it doesn’t work right?”

    The MPSA committees have to start to steer towards this emphasis on asking what is being done with the inputs and questioning what companies are doing with the workflow because if we’re going to drive value to our association membership and keep the members active, this is where we need to be. This is a sweet spot in this industry. Our members have to start to take that into account as part of their business models, whether they are resellers or an infrastructure provider or involved in finance. Everybody has got to start to take a look at that.

    For example, Great America Financial Services would have to look at the product portfolio and ask questions like “how do I finance software, how do I finance these different types of inputs?” Resellers are clearly looking at all the business processes and looking for ways to leverage products. Then there are the infrastructure providers. We have a lot of infrastructure providers in the association that are focused on break-fix and consumables, but what about software, what about consultancy as it relates to the new definition of MPS?

    We have tweaked the definition, but now we have to stimulate the association. We have to start to provoke our members and go back to the standards and best practices committee or education committee and some of these other groups and say, “Can we start talking about inputs, can we start talking a little bit more about software, can we start talking about business process, can we talk about processes in general?” That’s really where the leadership of this organization now has to go back to its membership and start to educate them and start to bring that into the dialogue.

    Now that you have a new definition, how are you going to ensure that it stays relevant? 

    Doug Bies: It was difficult to change it, considering so many of our members still continue to make a majority of their revenue through supporting printers. Then you think of the future, as actual print output declines. What’s the MPSA going to turn into and do we go more progressive with redefining it? We may have to come back every two years and redefine it, redefine it, redefine it.

    Kevin: We have to keep peeling back on the initiatives and making them more current. This is something that should be considered a living definition.

    Doug: One of the tough things too is I think is that the definition evolves. It has to stay in line with the Managed Print Services Association and the whole branding behind our association. If that definition evolves too much, we almost have to re-brand our association in a way. We always have to be thinking of that.

    Read Part 2Part 3 and Part 4 of the series.

  • 27-Jun-2016 12:58 PM | Anonymous member (Administrator)

    by Kevin DeYoung

    So much of this industry seems to be focused on prints. “Prints are decreasing, Cost per prints are degrading”, “the paperless office is coming”, “color volumes are growing”. 

    Somewhere down the line these aspects of the office automation industry became monetized and a point of focus. We do assessments to figure out how many printers, print volumes, output capabilities, downtime, uptime, etc. Transaction models are created that substitute better output devices that will lessen burdens, costs and increase productivity.

    It was never ever about that. 

    This industry was founded on business processes and information distribution in the most efficient, accurate least burdensome way.  We followed the most important business documents, how they were pathed; timing, errors, burdens and the evaluation of whether or not we as resellers could improve the actual business state of our customers.

    There was no thinking or prejudice to prints. No one in 1980 thought about how many copies were going to be made; the thought was about how quickly and accurately information could be distributed.

    One of the greatest minds in the history of the world Cai Lun in 105 AD invented paper. Before that, kings and emperors had to travel and read their orders and laws. China invented the mass production of paper and for over a thousand years closely guarded the paper creation process. The concept of copies, prints and outputs is old and for some reason has been confabulated into an important issue.

    We as an industry need to remember what started all of this in the first place. The need to disseminate, control, reference, process and accurately act on data. The devices that do that are only relevant to the extent that they facilitate these actions in the most cost affordable least burdensome way. 

    A true MPS Provider operates without prejudice to prints. The word print is poorly defined; we think of that word as toner on a piece of paper as opposed to data presented as an image. This image certainly can be on a piece of paper but it also can be on a monitor, cell phone, tablet, phablet; whatever. We are not in the business of getting companies to print more or less. We are in the business of improving business processes; we always were, we always have been. 

    How sad is it for a person to sell a “thing” on the basis that it prints faster, is cheaper and therefore the basis for the transaction is a cheaper faster thing than the older slower more expensive thing? Where is the relevancy for the salesperson, reseller or customer? We ponder, debate and theorize new transaction angles as opposed to expending that same energy on how to make the customers’ processes better.

    A solution could be one where it results in less prints, more automated workflows. It also could be one that results in more prints. 

    What matters is did we as an industry make the customers’ business processes better?  The reduction in burdens, increases in process accuracy, decreases in costs, and improvement in our customers’ profits and competitive strategic market positioning is all that counts. The money doesn’t know where it comes from. We should re-center our temperament and focus on improving our customers’ important information distribution in the best way possible. If this results in more or less prints—who cares?

    Kevin DeYoung is the President & CEO of Qualpath Inc., a Florida-based Managed Print Services (MPS) provider. Qualpath has been recognized as the Top MPS Indirect Provider by the Managed Print Services Association and Entrepreneur Magazine as one of the fastest growing companies in the USA. Kevin has 32 years of experience in the Managed Services and Office Automation Industry. Previous to Qualpath Kevin served as President of Kodak Latin America and CEO of Ameritrend Corporation, an Inc. 500 Company. Currently serving as President of the Managed Print Services Association, Kevin advocates for the Industry at both the end user and provider levels. Kevin is a  graduate of the Florida State University with a Bachelor’s Degree in Business.

  • 31-May-2016 9:27 AM | Anonymous member (Administrator)

    by Amy Weiss

    It’s one of the most exciting times of the year at the MPSA as the 2016 MPSA Leadership Awards nomination period is open and taking nominations from members in 10 categories. With the nomination period open until June 24, we thought we’d take a moment to sit down with Lou Stricklin, who serves on the awards committee in addition to his role as the MPSA’s treasurer. We asked Lou to dig a little deeper and tell us some more about the awards.

    First things first: why should MPSA members nominate themselves for an MPSA Leadership Award?
    First, the awards process is only open to current MPSA members and is considered a key benefit of membership. Applying for an MPSA Leadership Award is a method to celebrate your company’s achievements and position yourselves as a market leader within the MPS community. From a company perspective it is always motivating to collaborate on the awards application and internally recognize and validate the efforts of the entire team.

    Can members nominate other members for an award?
    Members can certainly encourage other members to submit an application for an award, however a company or individual who wishes to participate in the awards process will need to complete the required application process.

    What is the process for choosing the winners?
    The MPSA awards committee has solicited applications for independent judges. The judging process is very thorough and we do not allow judges to participate in categories in which they may be competing.

    What are you looking for in the winning entries?
    The MPSA is focused on innovation and the advancement of MPS in the market. Winning entries are often from individuals or companies that have demonstrated technological innovations (both hardware and software), new solutions in MPS delivery, fulfillment and logistics, exceptional customer support and/or have made a positive impact on the MPS community as a whole.

    What value does the award have for a company or individual, and how can it be used?
    Winning an MPSA Leadership Award serves as a validation of the individual’s or company’s commitment to their MPS practice and shows that they are a true market leader. From a marketing perspective the award is an exceptional tool to help solidify trust and confidence within the provider’s customer base.  

    How and why did you become involved with the awards process?
    The awards process is a key benefit that we extend to the MPSA membership. The MPSA is made up of some of the industry’s brightest minds and literally spans the globe. I chose to get involved because it enables you to celebrate the achievements within the MPS industry and recognize the exceptional work of so many companies and individuals.

    The MPSA Leadership awards are a highlight of the year, and showcase the best in the industry. If you were on the fence about submitting a nomination before, you shouldn’t be now — head on over to the awards page at http://yourmpsa.org/awards and find your category! The nomination deadline is June 24 and the award winners will be announced during CompTIA ChannelCon, Aug. 1-3 in Hollywood, Florida. We’ll see you there! 

  • 23-May-2016 8:37 AM | Anonymous member (Administrator)

    by Kevin DeYoung

    It was April 2015. A conference call. Not just any, but the kind you log into wondering. On the call were some of the brightest, most knowledgeable people in the Managed Print Services industry. They were convening voluntarily in one place working on an initiative that would refresh the definition of Managed Print Services for the foreseeable future. 

    This impressive “moment in time” where we saw a centralization of knowledge, intensity and passion is rare; particularly given no one would be compensated from what they were about to do. These individuals convened for the pure purpose of collaborating with other likeminded passionate people in a neutral setting to address a go-forward premise for the Industry.

    No one company or organization to this day could aggregate or compensate this level of expertise in one place, yet there they were, volunteering, no charge, for the purpose of what happens next. It was quiet in the beginning, how would this start? These people were a diverse personality blend of analytics, expressives, theorists, practitioners, among others. I was there to listen, learn, perhaps contribute if I could.

    This was why I joined the Managed Print Service Association. To be in a spot like this where the best minds in the industry gather for the pure passion of the art and science of Managed Print Services.

    The opinions initially were polarized, well founded and argued from a basis of probability, trends, statistics and experiences. Other opinions were pure emotion. Yet other opinions lacked foundation, yes the wheat began to separate from the chaff.

    As a dealer (I hate that word that everyone uses to define us) I joined the MPSA to further my business, to understand best practices; to deliver a superior and mutually beneficial solution to my customers. I attended various Committees of the MPSA like their Standards & Best Practices, Education and Collaboration Committees. Participation in the Committee initiatives provoked new thoughts, changes in my business culture, transactional models, and perspectives to the market.

    Collaterally I made friends and developed a network of people who amazingly volunteered their advice, help, connections and information. In turn I wanted to help them; whether it be what I was seeing on the ground, my connections or something else. These friendships are real and yes I also know about their families, sports favorites and hobbies but most importantly I can call anyone of them and solicit an objective opinion relative to the best advice that would improve my business.

    After a tremendous amount of debate, meetings, and emotion this group created a more current definition of Managed Print Services:

    “Managed Print Services is the active management and optimization of business processes, related to documents and information including input and output devices.”

     Every word was evaluated. This definition is an “output” but cannot express the journey of collaboration, passion, partnership, friendship and fraternity that allowed it to be created. The journey in these efforts is truly the reward and for those who are looking to make the industry better, the MPSA is your home where there is a place to learn, foster, connect and contribute. I welcome you to avail yourself of this great organization.

    Kevin DeYoung is the President & CEO of Qualpath Inc., a Florida-based Managed Print Services (MPS) provider. Qualpath has been recognized as the Top MPS Indirect Provider by the Managed Print Services Association and Entrepreneur Magazine as one of the fastest growing companies in the USA. Kevin has 32 years of experience in the Managed Services and Office Automation Industry. Previous to Qualpath Kevin served as President of Kodak Latin America and CEO of Ameritrend Corporation, an Inc. 500 Company. Currently serving as President of the Managed Print Services Association, Kevin advocates for the Industry at both the end user and provider levels. Kevin is a  graduate of the Florida State University with a Bachelor’s Degree in Business.

  • 29-Mar-2016 5:00 PM | Anonymous member (Administrator)

    The MPSA was out in full force in the month of March, holding a networking reception, a board meeting and various committee meetings at the annual ITEX show. Many members were also exhibitors at the show.

    It was hard to complain about the venue, given the scenery:


    The MPSA networking reception sponsored by Clover Imaging Group kicked things off in style:



    Many MPSA board, corporate and general members shared their expertise at ITEX by presenting education sessions. These included a very well-attended joint presentation from MPSA President Kevin DeYoung and MPSA Secretary Sarah Henderson. Corporate members of the MPSA also represented, including Larry Trevarthen from Epson, Jennie Fisher from GreatAmerica Financial Services, Christian Pepper from LMI Solutions, Mike Stramaglio from MWA Intelligence and Wouter Koelewijn from Y Soft.

    Additional members had their voice heard on panels, including Sarah Custer from Supplies Network and Tawnya Stone from GreatAmerica Financial Services. The venerable Ed McLaughlin also made an appearance, presenting on opportunities and transition. 

     That’s quite a presence from the MPSA!

    Larry Trevarthen of Epson lays the case for Ink in the Office

    Mike Stramaglio of MWAi talks ERP

    ITEX is not just about the sessions, though. There was also an entire show floor of equipment, supplies and solutions. MPSA members did not disappoint, displaying some of the most innovative and popular booths on the show floor.

    Perhaps the standout of the show was the eye-popping and caffeinated GreatAmerica booth. Grateful show-goers were treated to delicious coffee treats the entire show.


    Parts Now and LMI booths were also looking great!



    Of course, there was also some time for the unofficial networking sessions, mainly around the pool bar at the Hilton host hotel.

    Josie Heskje and Tawnya Stone with Jeff Bendix.

    Keep an eye on the event calendar for future events with MPSA members!

  • 01-Mar-2016 9:30 AM | Anonymous member (Administrator)

    by Mark Schneider, Y Soft

    In today’s climate of MFP vendor mergers and reorganizations, you might be wondering how this impacts your business. If you are a dealer that is seeing shrinking sales of MFPs, you have probably thought about adding print management software to your MPS options. (Many dealers tell us that customers find 80 percent of cost reductions come from our print management software, which represents only 5 percent of the total MPS contract). But that is another story.

    A good dealer knows that finding a solution that is "sticky" – one that customers will renew easily once the contract renewal time arrives, is an important item in his toolbox. And print management is one such service. But a forward-thinking dealer knows that a portfolio of these kinds of sticky solutions in your toolbox puts you in the best situation. Having multiple solutions increases the likelihood that you can upsell or at least show additional value to your customers making that renewal process a no-brainer.

    Dealers who have already shifted from selling hardware to selling solutions are a step ahead. But is that enough? What other solutions can you provide your customers?

    What about 3D printers? In many ways, it is very much like selling 2D printers. You are selling a box that uses consumables and needs to be serviced. We see our 3D printers exploding in many verticals such as education, manufacturing and medical – anywhere where fast prototyping of design ideas, custom manufacturing or finished good manufacturing is done.  Is there something else?

    While print management and 3D printers are still in growth stages, Y Soft is thinking about future solutions for your B2B toolbox. And you should be too. For example, the Internet of Things.

    In a December 2015 report, Gartner[1] noted  “A majority of business processes will be impacted by the Internet of Things (IoT), creating pressure on IT leaders to evolve systems and infrastructure to adapt.”

    And that is why Y Soft announced YSoft Labs – an internal innovation center where our R&D teams can experiment with emerging technologies for potential new enterprise solutions for your toolbox. We are still setting the bar high on innovations in print management and 3D printing solutions (stay tuned for more on that soon) but we also recognize the need to look several steps ahead and consider the broader trends in meeting the needs of the enterprise. IoT and social business process management are two of the new areas we are exploring.

    And for you, this means potential new, additional solutions to add to your toolbox. 

    Mark Schneider is National Sales Manager, Y Soft 

    [1] Gartner, Predicts 2016: Unexpected Implications Arising From the Internet of Things, Ted Friedman, et al., December 3, 2015  #G00293264

  • 26-Feb-2016 12:44 PM | Anonymous member (Administrator)
    by Patricia Ames


    It’s no surprise that we are drowning in information. According to IBM, we create 2.5 quintillion bytes of data every day —so much that 90 percent of the data in the world today has been created in the last two years alone. What’s more, this is expected to double in the next year and a half.

    But what may surprise you is that much of that information is still in paper form. One research report from AIIM found that nearly half of businesses they spoke to said that the biggest single productivity improvement they could make would be to remove paper from their workflow. Indeed, 68 percent of respondents said that business at the speed of paper will be “unacceptable in just a few years’ time.” But despite this recognition, paper consumption is still increasing for one in five organizations in the survey.

    “Less Paper” Initiatives Needed

    One reason for the staying power of paper is the apparent lack of C-level level support for paper suppression. According to the AIIM study, just 19 percent of the organizations participating in the survey had a board-level endorsed policy to cut paper consumption. What is needed are more “less paper” initiatives with executive support. Consider these surprising statistics:

    • The average American office worker uses 10,000 sheets of copy paper every year. (Cleanair.org)
    • The average American office makes 19 copies of each paper document. (Laserfiche)
    • Offices also lose one out of 20 paper documents. (Laserfiche)
    • These offices then spend up to $120 searching for every misfiled paper document. (Laserfiche)               
    • Paper accounts for up to 71.6 million tons of waste per year. (US Environmental Protection Agency)
    • Paper makes up 28 percent of municipal solid waste, more than anything else Americans throw away. (US Environmental Protection Agency)

    Stop the Fight

    The battle with paper does not have to continue. You no longer need a budget fit for a Fortune 500 company and the use of specialized consultants to be able to go down the path to digitization. A new generation of Enterprise Content Management (ECM) solutions has emerged with more tightly integrated features and functions that don’t require great investment or effort to adopt, and this should change the landscape of ECM significantly.

    “Paper-Light”

    According to the CEB Tower Group, almost two-thirds of executives indicate that their firms will increase its their ECM spending within the next fiscal year. It seems that more and more C-level level decision-makers are recognizing that “digitizing" the paper in their organization is worth the work because it will allow them to take advantage of the latest ECM developments in new and more broadly strategic areas: improved  marketing intelligence, better customer experience and a much more closely controlled custody of sensitive and confidential information.

    How can you move forward? Here are three important areas to consider. 

    Use Distributed Capture for MFPs – Manufacturers are bringing new embedded MFP solutions to market at ever-increasing speed and companies should make note of the available benefits. One important one is distributed capture, where documents are entered into the business process at the MFP, creating a decentralized environment. This strategy allows for significant cost savings on services like postage and courier expenses, reduces paper consumption and perhaps most importantly, speeds data input and expedites the processing of critical documents.

    Use Mobile Capture – The next step is mobile capture. Distributed Capture capture succeeds in incorporating capture all the way out to the far edges of the organization; mobile capture includes the ability to integrate this process beyond a company’s actual borders. Documents and data can now be captured via tablet and smartphone in the field, from remote offices and directly at the point of service. This allows for speedy, inexpensive and highly accurate process.

    Use the Cloud – The global market for the cloud is soaring. Analysts tell us that cloud-based services now account for more than 50 percent of new IT spending. Less-paper approaches using capture and document management are ideally suited for the cloud and SaaS. Not only can you eliminate the paper, postage and carbon footprint, but you take advantage of transformational cloud-based advancements in on-demand capacity and self-service. Customer communications in the cloud help automate business processes, serve customers better and optimize operating expense.

    Make the Right Steps

    How do we get to the "paper-light” office? It’s important to make the right steps now. The good news is that many next-generation ECM solutions bring the critical functions that are needed most – document and data capture, content management and archiving, online viewing, and case management – together into one platform that does not require users to purchase and integrate separate parts and pieces. Look for providers and partners that provide the right mix of innovation and application that will help you reduce the burden of paper in your workflow and take advantage of the latest advancements in ECM technology.

    Patricia Ames is senior analyst for BPO Media, which publishes The Imaging Channel and Workflow magazines. As a market analyst and industry consultant, Ames has worked for prominent consulting firms including KPMG, and has more than 10 years’ experience in the imaging industry covering technology and business sectors. Ames has lived and worked in the United States, Southeast Asia and Europe and enjoys being a part of a global industry and community. Follow her on Twitter at @OTGPublisher or contact her by email at patricia@bpomedia.com.

  • 03-Feb-2016 7:39 AM | Anonymous member (Administrator)

    by Simon Vermooten, Auxilio Inc.

    As a Managed Print Services (MPS) provider, Auxilio references the MPSA definition of MPS as it correlates with our business model providing managed print service to the healthcare industry.

    “The active management and optimization of business processes related to documents and information, including input and output devices.”

    The critical modification in the new definition to include the active management and optimization of business processes is one our organization has been performing for our clients for years. The biggest hurdle has been the various meanings of MPS across our competitors and customers to truly understand what the customer ultimately wants and needs versus what is being offered.

    We believe there are three types of customers, and each has its own expectation of a managed print service program:

    Price driven, not expecting a high service level.

    Cost conscious and expects a high service level with some value added services.

    Aiming for cost savings through business process improvements that increases efficiency and end user satisfaction, which could include technology implementation.

    In the market, we see most providers serving the Basic Needs and Blended Service customers. It’s an advantage for service providers like Auxilio to see the new MPSA definition fitting with the service level expectation of the Blended Service customer and their assumptions.

    As managed print services is evolving, Auxilio’s model evolves to include services outside of the traditional box-and-toner model to involve workflow around business processes comprising software and services. This is a focus on information management versus document management and requires a different personnel skill set and business plan. This transition is allowing Auxilio to service our mature accounts with software solutions and our expertise managing the program. This is not an easy transition as sales, solutions, implementation, and administrative functions have to change to meet a differing set of requirements for this offering.

    At Auxilio, in addition to the MPSA definition, we include the total cost of ownership in our service model, because just managing and optimizing devices is only part of an MPS program; business processes are what should ideally be the driving force behind what input and output devices are actually needed. The problem is that the anticipated print/copy volume drives the device requirement in an unmanaged environment, resulting in excess devices and capacity. As soon as a comprehensive MPS program is in place, then there is the opportunity to match business process to documents and information required for the business function that in turn leads to the input and output device requirements.

    The on-going adoption of digital devices and electronic content is reducing the need and reliance on the printed document, resulting in the need for fewer devices and a reduced total cost of ownership. Good for the consumer, bad for the vendor.

    As an industry, we will continue to experience the challenge of MPS and its variety of definitions and interpretation of the definition. MPS means a hundred different things to a hundred different people. As stated earlier, Auxilio references the MPSA definition as this best fits the MPS business model that Auxilio provides and now with the expanded definition, this provides additional gravitas for those vendors who can effectively transition their business model to broaden their scope of services rather than cherry pick the services they deem easy to provide and most profitable. In addition to the new definition and the multiple interpretations, providers must be flexible and adaptive to the customer’s ever changing business needs. MPS is not just a solution, it’s also an ongoing trusted partnership.

    Simon Vermooten is EVP Managed Print Service Strategy, Auxilio Inc.

  • 25-Jan-2016 10:22 AM | Anonymous member (Administrator)

    by Patricia Ames

    It is no understatement to say that office technology is evolving more quickly than ever before. But more than the technology, the strategies and tactics behind its use are evolving as well. Organizations are looking for ways to improve processes and boost the performance of the organization — and save money doing so. It is no small task. As a result, the office technology industry is experiencing a transformation as well, away from a box-oriented approach to a more consultative and solution-based mindset. 

    Evolve With the Times

    How should suppliers and providers react? To plan your approach, first consider the undeniable fact that the market is moving away from a hardware-centric mindset toward a more process-oriented approach. Let’s face it, hardware manufacturers are working in an environment where hardware has become increasingly commoditized. As a result, if you want to maintain any kind of margin while maintaining your client base you need to offer more. This might include some sort of customization or specialization that adds value and expertise, or simply the increased ability to solve more problems with your offerings. It’s not bad news for hardware suppliers. In fact, part of that “more” can be found in the incredibly advanced capabilities that we are now seeing with hardware. But ultimately, your success is contingent upon your ability to differentiate yourself with your ability to improve organizational performance and show increased value. 

    Have a Different Conversation

    For most hardware suppliers, this is a very different conversation to have with prospects and customers. The conversation is changing because of the growing need to streamline disparate systems and processes. Information is exploding from every portal and the need to capture, manage and archive that information is an ever-growing challenge. Any solutions that help streamline and automate that effort are in high demand as a result. And if hardware manufacturers are the ones that can integrate a solution to improve the process then they will get the client.

    Change Your Focus

    Suppliers therefore must adopt a mindset: process first, then the hardware. While this may seem like a challenge to the familiar status quo, remember that there is a great deal of opportunity in this shift in mindset. Dealers and resellers have a unique opportunity to start developing vertical strategies that take advantage of these new developments in the market by focusing on the process first. Building specialized know-how in specific industry segments also does a great deal to differentiate you from the competition and bring real value to your clients. 

    Moving Forward

    How should you move forward? It is important to know the full capabilities of the equipment you sell and to work to become an expert in the processes they support. This will give you maximum flexibility in selling solutions to your clients. But most of all, you’ll have better success because you’ll be tapped into the process and the real needs of your clients. It’s clear that newer scalable solutions utilizing cloud-based platforms offer a great deal of flexibility and can grow with your clients. So make sure to understand those benefits and incorporate them into your offerings to broaden out your portfolio and appeal.

    Patricia Ames is senior analyst for BPO Media, which publishes The Imaging Channel and Workflow magazines. As a market analyst and industry consultant, Ames has worked for prominent consulting firms including KPMG, and has more than 10 years’ experience in the imaging industry covering technology and business sectors. Ames has lived and worked in the United States, Southeast Asia and Europe and enjoys being a part of a global industry and community. Follow her on Twitter at @OTGPublisher or contact her by email at patricia@bpomedia.com.


  • 20-Jan-2016 7:14 AM | Anonymous member (Administrator)

    by Doug Bies

    2015 was a unique year in the print industry, the MPSA, and my career. The MPSA made some huge strides under the new leadership that was sworn in at ITEX in March. The print industry itself continued to evolve with a number of major announcements, while from a career perspective, I accomplished more for the MPSA and Canon than I previously thought possible.  

    Although at ITEX in March many of us on the MPSA Executive Committee and Board of Directors already knew one another from within the print industry, none of us knew how we’d work together to evolve the MPSA in 2015. Under Kevin DeYoung’s leadership, the MPSA has made a number of key moves to help evolve into what it is today.  Some of these 2015 accomplishments are listed below.

    • New MPSA Definition – In early December, based on MPSA member collaboration, the MPSA released an update of the definition of MPS. Although most organizations create their own definition of MPS, the MPSA’s definition holds value because of who created it and is often used by sales organizations to help define MPS to customers
    • New Committee Leadership and Projects – A number of MPSA committees, including Education, Marketing/Communications, and Membership, expanded and gained new leadership. The Education Committee developed the framework for a playbook called “How to Conduct a Proper Assessment,” which is expected to be released mid-year. The Standards and Best Practices Committee also progressed on a deliverable around MPS Break/Fix Service Best Practices, which also is expected to be released around mid-year.
    • New Members – Several midsized organizations joined the MPSA and increased their involvement with in the MPSA
    • Increased Board of Directors – The MPSA welcomed two new Directors to the Board in an effort to leverage these members skills and bring value to the MPSA and MPSA members
    • Membership Value Committee – The MPSA created this committee to help better deliver value to the MPSA’s current members, and this group has made great strides since its creation
    • ITEX live meeting – The Executive Committee and Board of Directors met and collaborated over a three-day period at ITEX in Ft. Lauderdale in March, helping lay the framework for what we accomplished in 2015
    • ChannelCon – The MPSA ran a booth on the exhibit floor at ChannelCon and facilitated key meetings amongst members
    • Webinars – The MPSA conducted a number of webinars that presented organically developed content to educate members. 

    2015 also featured a number of key industry announcements that will no doubt help to transform the print industry and the MPSA. As page volumes continue to decrease and end users become less reliant on physical paper output, print-centric organizations will continue to evolve. I’ve been lucky to be in a position within Canon to be able to assist with this sort of MPS evolution. During the past year, I learned a lot at Canon and the MPSA, and this will continue to help me bring value to both organizations for years to come.

    Doug Bies of Canon USA is vice president of the MPSA and co-chair of the education committee. Doug entered the print industry after receiving his marketing degree from Northern Illinois University in 2005. After successfully selling hardware, software, and solutions, for a number of years at Océ, he played a key role in creation and monetization of Océ's MPS Program. Following Canon's purchase of Océ, Canon leveraged Doug's experience at Océ to further develop Canon's MDS Program. Doug's experience with MPS program development, social media, sales, marketing, and planning will play a key role in both the future of both Canon and the MPSA.  

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