Managed Print Services in public sector

PHOTIZO GROUP, Inc. 2011 ©

Print Happen – Manage it

Lessons from 9+ years with MPS


selling MPS TO PUBLIC SECTOR

PRINT HAPPENS


Positioning Norway


Positioning Norway

Norway

Germany

Spain

Sweeden

United Kingdom

Population (M) Country area

GDP per Capita Unemployment

Procurement as % of GDP


Why sell to public sector


Opportunity


Public Sector procurement Characteristic of public procurement of imaging needs

Subject to strict EU regulations

Typical frame agreement approach

Lack of understanding of cost factors

Centralized contract awards, distributed call-offs


Restructuring procurement Educating customers

Raise knowledge among senior management

e -Government initiatives

Change the game plan for BID success criteria

Employ a CDM (customer developing manager)


Objectives of e-government

96 %

86 %

74 %

67 %

0 % 20 % 40 % 60 % 80 % 100 %

Reduce administrative

burden

Cut cost

Spurring innovation

Improving effectiveness

Percentage of 25 responding OECD member countries


in public sector procurement

SHIFT HAPPENS


Influencing pre bid

• Include ICT process gains

• Secure senior sponsorship

• Lower spend vs lowest price



x devices 300 each = 2 400

x devices 400 each = 2 000


think BIG


Positioning Bergen


The City of Bergen

Norway's second largest city

Population 260 000

18 000 employees

Europe 2 largest Public Sector centralized purchasing power


City of Bergen RFP

• Collaborative procurement,17 local governments

• First ever public sector request for MpS in Norway

• Negotiated BID procedure announced

• Largest Equitrac installation in Northern Europe

• Highest number of locations for Xerox managed

contracts in Europe

• “Bulk installation” of 3600 devices over 6 months


PIG PICTURE BIG PICTURE The


BID

ASSESS

IMPLEMENT

MANAGE

DESIGN

Phases


BID phase


AWARD


Floorwalks

• Collecting addresses

• Visits and floor walks

• Self assessments

• Data processing


Design


Findings

557 locations all over town

Failure of the “no printers strategy” Special needs health care

Building layout

Special needs schools


Findings

8 %

15 %

39 %

29 %

9 %

Copiers

MFP (networked)

Printer (networked)

Printer (personal)

Faxes


Optimizing

0

500

1000

1500

Before Today


PRINT POLICY


Design criteria's


Service Delivery Key learnings

• Service Call Activity

• Call transfere process

• ITIL compliance

• KPI and measurements


Green achievements

• consumables use down 50%

• paper usage down 11% *

• energy consumption down 30%

• Greenhouse gas emission – 170 tons

*estimate, Equitrac just compleeted


TCO achievements

• Uncontrolled vs controlled output environment

• Free office space from 1670 optimized devices

• Contract management 11 > 1 vendor

• Not printed 28 M pages / paper

• 21 % reduction in direct cost YoY

• Simplification of next bid process


LESSONS Learned




OPTIMIZE, helicopter-view,

spend less, GREEN PRINT, consolidate invoices, save more,

CONTROL, single point of

contact, ITIL, process driven,

reporting, PROACTIVE, pre

empty


Managed Print Services is

the battle for ownership

of output volume rather

than device sales


Million dollar question:

How to make a profit from

advising clients to buy fewer

devices, implementing tools

to lower page volume?


Become a trusted advisor

Interact with decision makers.

Participate in relevant forums,

grow Public Sector knowledge

on MpS benefits over traditional

box decisions.


Thank you

John Alfred Hustvedt Managed Print Service Evangelist

X-Partner Stavanger AS

[email protected] Follow me

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Managed Print Services in public sector