- Describe your company – a high level description of what your business does.
AIS provides comprehensive business technology solutions that help organizations improve productivity, security, and efficiency. Our services include document technology solutions such as copiers, printers, wide-format plotters, and production print systems. AIS also offers Managed IT and Cloud Services, cybersecurity, business automation and document management solutions, VoIP and cloud-based phone systems, as well as video security and display systems. By integrating these technologies, AIS helps businesses streamline operations, reduce costs, and support long-term growth.
- How does your organization generally execute within the managed print services (MPS) landscape, and what has been your relationship or involvement with the MPSA local and or global community?
AIS executes within the Managed Print Services (MPS) landscape by taking a consultative approach focused on optimizing document workflows, reducing print-related costs, improving device utilization, and enhancing the overall user experience. Our MPS programs combine fleet assessment, proactive monitoring, automated supply fulfillment, service management, and strategic device placement to help clients maximize efficiency and control operating expenses.
What differentiates AIS is our ability to integrate MPS with a broader portfolio of business technology solutions, including Managed IT Services, cybersecurity, cloud solutions, business process automation, VoIP communications, and video security systems. This holistic approach allows us to address not only a client’s print environment but also the technology infrastructure that supports their entire organization.
AIS has embraced industry best practices and standards that align with the mission of the Managed Print Services Association (MPSA). Through our partnerships with leading manufacturers and technology providers, we remain committed to advancing the value of MPS as part of a comprehensive digital transformation strategy for our clients. We view the MPSA community as an important resource for promoting innovation, collaboration, and the continued evolution of managed services within the document technology industry.
- From your perspective, what is the most significant way your dealership is making (or can make) a positive impact in the MPS market through the customers you serve?
AIS makes a positive impact in the MPS market by helping organizations simplify and modernize the way they manage information, documents, and business technology. Rather than focusing solely on devices and print volumes, AIS works closely with customers to improve workflows, reduce waste, strengthen security, and lower operating costs through a combination of managed print, document management, and IT solutions.
By taking a consultative approach, AIS helps clients right-size their print environments, automate manual processes, and transition toward more efficient digital workflows. This not only improves productivity and reduces expenses, but also supports sustainability initiatives by decreasing paper consumption and unnecessary printing.
How does your go-to-market approach, service delivery, technology strategy, and overall customer experience create meaningful value for your clients?
AIS creates meaningful value for clients through a consultative, customer-focused approach that begins with understanding each organization’s unique business goals, challenges, and workflows. Rather than offering one-size-fits-all solutions, AIS designs customized technology strategies that align document management, print infrastructure, IT services, communications, and security systems with the client’s operational objectives.
Our service delivery model emphasizes responsiveness, reliability, and long-term partnership. By combining local support with proactive monitoring, preventative maintenance, and ongoing technology guidance, we help clients minimize downtime, improve productivity, and reduce the burden on internal resources.
From a technology perspective, AIS brings together Managed Print Services, Managed IT, cybersecurity, cloud solutions, business automation, VoIP communications, and video security into a cohesive technology ecosystem. This integrated approach enables clients to streamline processes, strengthen security, control costs, and adapt more effectively to changing business needs.
Ultimately, the AIS customer experience is built on trust, accountability, and measurable results. We strive to be more than a vendor to our clients, we serve as a strategic technology partner that helps organizations operate more efficiently, securely, and successfully over the long term.
What are you doing differently that helps customers succeed and keeps them loyal in today’s environment?
AIS differentiates itself by focusing on long-term partnerships rather than transactional sales. We take the time to understand each client’s business objectives and provide technology solutions that solve real operational challenges. What helps our customers succeed is our ability to serve as a single technology resource. By bringing multiple technology disciplines together under one trusted partner, we simplify technology management, improve efficiency, and help clients make more informed decisions as their needs evolve. We believe that customer loyalty is built through responsive local service, proactive support, and a commitment to delivering measurable value.
In your response, please share lessons learned, obstacles you’ve faced, and best practices you’ve developed in building a strong, customer-focused MPS business. Where relevant, you can also touch on how partners and suppliers enable that success — but with the primary focus on how you support and deliver outcomes for end customers.
A key challenge has been helping organizations navigate an increasingly complex technology environment while balancing budget constraints, cybersecurity concerns, hybrid work models, and digital transformation initiatives. AIS has addressed these challenges by adopting a consultative approach that begins with understanding the customer’s business objectives and then aligning technology solutions to support those goals.
One of our best practices is conducting comprehensive assessments that evaluate not only print infrastructure, but also document workflows, IT requirements, communication systems, and security needs. This allows us to identify opportunities to streamline operations, reduce costs, improve security, and create a better user experience.
Another important lesson is that Managed Print Services are most effective when integrated into a broader technology strategy. By combining MPS wi
th Managed IT Services, AIS helps customers simplify vendor management and create a more connected, efficient, and secure workplace.
Our manufacturer and technology partners play an important role by providing innovative products, training, and support resources. However, the value ultimately comes from how those technologies are implemented, supported, and aligned with customer objectives. AIS’s focus has always been on delivering measurable outcomes, responsive service, and trusted guidance that helps customers succeed. That commitment to partnership and customer success continues to be the foundation of our MPS business and a key driver of long term client loyalty.
- Can you describe a time when your organization had to adapt to a major shift in the MPS industry? What did you learn, and how did that experience shape the way you support your customers today?
One of the most significant shifts AIS experienced in the Managed Print Services industry was the transition from a print-centric business model to a broader workplace technology and digital transformation strategy. As print volumes declined and organizations embraced digital workflows, cloud technologies, remote work, and heightened cybersecurity requirements, customers began looking for partners who could provide more than traditional print management. Rather than viewing this change as a challenge, AIS saw it as an opportunity to evolve alongside our customers. We expanded our capabilities beyond Managed Print Services to include Managed IT Services. This allowed us to continue delivering value while helping customers address a wider range of business and technology needs.
One of the key lessons we learned is that technology decisions cannot be made in silos. Print, IT infrastructure, document workflows, communications, and security are all interconnected. By taking a more holistic approach, we can help customers improve productivity, strengthen security, simplify technology management, and better support hybrid work environments.
This experience has shaped the way we support customers today. We focus on understanding business objectives first and then recommending solutions that align with those goals. Our approach emphasizes consultation, long-term planning, proactive support, and continuous improvement rather than simply managing devices. As a result, AIS has become a strategic technology partner that helps organizations adapt to change, improve operations, and prepare for future growth.
This could relate to changes such as the move from analog to digital, hardware to services, mono to color, seat-based licensing to recurring revenue models, or broader disruptions like COVID. How did you lead your team and customers through the transition? What obstacles did you face, what worked well, and what best practices or lessons learned might be valuable for others in the industry
One of the most transformative shifts AIS navigated was the industry’s evolution from a hardware-focused business model to a recurring services and solutions based model. This transition accelerated during the COVID-19 pandemic, when many customers experienced reduced office print volumes, remote and hybrid work environments, and increased demands for secure digital workflows and cloud-based technologies.
To support our customers through this transition, AIS focused on listening first. Rather than leading with products, we engaged customers in conversations about their changing business operations, workforce needs, security concerns, and long-term goals. This customer-centric approach allowed us to adapt our offerings and provide solutions that addressed immediate challenges while supporting future growth.
One of the biggest obstacles was helping organizations rethink how they managed information and technology in a world where employees were no longer working exclusively from the office. Customers needed secure access to documents, reliable communication tools, stronger cybersecurity protections, and flexible technology strategies. In response, AIS expanded its capabilities in Managed IT Services, cloud solutions, cybersecurity, business automation, VoIP communications, and video security, enabling us to provide a more comprehensive technology ecosystem.
What worked particularly well was maintaining strong customer relationships through proactive communication, responsive service, and strategic guidance. We found that customers valued trusted advisors who could help simplify complex technology decisions during uncertain times. The experience reinforced several key lessons. First, customer needs evolve faster than technology categories, so successful providers must remain flexible, and solution focused. Second, recurring services create stronger customer relationships because they emphasize ongoing outcomes rather than one-time transactions. Finally, organizations benefit most when technology is viewed holistically rather than as separate products or departments.
Today, these lessons continue to shape how AIS serves its clients. We focus on delivering business outcomes, building long-term partnerships, and helping customers navigate change with confidence. For others in the industry, the biggest takeaway is that adaptability, customer engagement, and a willingness to evolve beyond traditional print services are essential for long-term success in the modern MPS landscape.
- “Reflecting on our conversation, what do you see as the biggest opportunity for innovation and collaboration within the managed print community?”
The biggest opportunity for innovation within the managed print community is the continued evolution from device management to business process and technology optimization. As organizations face increasing demands around cybersecurity, digital transformation, automation, artificial intelligence, and hybrid work, Managed Print Services providers are uniquely positioned to help customers bridge the gap between traditional document environments and modern digital workplaces.
The greatest opportunities for collaboration lie in sharing best practices, industry standards, and emerging technologies that improve customer outcomes. By working together, dealers, manufacturers, software providers, and industry organizations can help customers better integrate print, document management, IT services, cloud platforms, communications, and security solutions into a cohesive technology strategy.
At AIS, we believe the future of MPS is not simply about managing print devices more efficiently, it is about helping organizations manage information more effectively. Innovation will come from creating smarter workflows, leveraging automation and AI, strengthening security, and delivering actionable insights that improve business performance.
The managed print community has always been built on strong partnerships, and that collaborative spirit remains one of its greatest strengths. By continuing to share knowledge, embrace innovation, and focus on solving real business challenges, our industry can expand its role as a trusted advisor and strategic technology partner for customers. Ultimately, the organizations that succeed will be those that remain customer focused and adaptable
- How have you benefited from the MPSA community? What are the biggest attributes? What improvements are needed?
The MPSA community provides significant value by bringing together industry leaders, manufacturers, dealers, software providers, and service organizations to share knowledge, best practices, and emerging trends. One of its greatest strengths is the ability to foster collaboration among organizations that are collectively working to advance the Managed Print Services industry and improve customer outcomes.
From AIS’s perspective, the biggest benefits of the MPSA community are access to industry insights, educational resources, networking opportunities, and thought leadership around evolving technologies, service delivery models, and market trends. As the industry continues to evolve beyond traditional print management, these resources help organizations stay informed and better positioned to address changing customer needs.
The strongest attributes of the MPSA are its commitment to industry standards, professional development, collaboration, and its focus on helping members deliver greater value to customers. The organization serves as an important forum for discussing challenges and opportunities facing the industry.
Looking ahead, there is an opportunity for the MPSA to further expand its focus on emerging technologies such as artificial intelligence, advanced automation, cloud services, cybersecurity, and the convergence of Managed Print Services with broader workplace technology solutions.
Overall, the value of the MPSA lies in its ability to bring the industry together, encourage innovation, and provide a collaborative environment where members can learn from one another.
- What is the one or key two messages (take-aways, insights) that you would leave the audience today – so they resonate in the minds of our audience (locally and globally).
First, the future of Managed Print Services is not about print, it is about helping customers achieve better business outcomes. Organizations are looking for partners who can improve productivity, strengthen security, automate workflows, reduce complexity, and support digital transformation. The dealers that thrive will be those that focus on solving business challenges rather than simply managing devices.
Second, our industry’s greatest strength is collaboration. No single dealer, manufacturer, software provider, or technology partner can solve every challenge alone. By sharing knowledge, embracing innovation, and working together, we can continue to elevate the value of Managed Print Services and expand our role as trusted advisors within the broader technology ecosystem.
At AIS, we believe success comes from staying customer focused, remaining adaptable, and never losing sight of the fact that technology is most valuable when it helps people work smarter, more securely, and more effectively. While technology will continue to evolve, our mission remains the same, helping customers solve problems and achieve their goals.
