Print Management
and
Breaking Down Deployment Hurdles
Print Management
Deployment
“Best Practices”
Your Customer Files are the Key:
– List your top 5-10 ‘best’ customers
These could be identified as ‘friends’ of the business … your ‘testimonials’ Installing Print Tracker on their networks, increases your service level
– Review your lease, service, supply and related documents
Search for agreements and/or contracts are expiring soon
Look for aging and high output equipment in need of replacement Identify customers who are in need of an account or fleet review Compile the list; separate by month they are due
Schedule account reviews at least 2 months prior to ‘expire’ date
– Review ‘partial fleet’ customers
Your devices represent only a fraction of the fleet of the total fleet here Use patterns may tell much during a fleet assessment
Existing devices may be replaced with new or more efficient MFPs Verify that all devices are being properly serviced and supplied
Don’t consider just yours – There is a ‘fleet’ of opportunity!
Be prepared to step in and take on all the service and supply needs Equipment movement around the location may increase efficiency
Talk with the Sales Team:
Talk with the Administrative staff:
– Talk to your accounts receivable team
– Review consultant portfolios for MPS prospects
Determine which prospects show potential for print management
– Look for the ‘orphans’
Find and assign clients that were serviced by people no longer with you
– Talk to your accounts receivable team
List customers that have more than a dozen devices
List customers that need multiple calls each month to get meter data List accounts with meters coming ‘due’
– Talk to your Service / Dispatch Manager(s)
Identify the customers who regularly call for service the day of a print job Identify customers that ‘always’ seem to be needing service
– Talk with your supplies manager and team
Record which customers call for toner frequently
Record which customers regularly complete large print jobs
Use the gathered information to create
your print management ‘target list’:
– ‘Target List’ for MPS
Deployment team
Prioritized the list of
deployment candidates Set realistic deployment goals Identify benchmark
MPS T
ARGETS
T
OP
5-10 C
USTOMERS
L
EASE
A
GREEMENTS
D
UE
MPS T
ARGETS
T
OP
5-10 C
USTOMERS
A
CCOUNTING
C
LIENTS
2/wk 1/wk
Start Now
Start Now
Identify benchmark Time table / dates
L
A
D
P
ARTIAL
F
LEET
C
LIENTS
N
EW
P
ROSPECTS
O
RPHANS
A
CCOUNTING
C
LIENTS
S
ERVICE
C
USTOMERS
S
UPPLY
C
USTOMERS
A
C
S
ERVICE
C
USTOMERS
S
UPPLY
C
USTOMERS
O
RPHANS
L
EASE
A
GREEMENTS
D
UE
P
ARTIAL
F
LEET
C
LIENTS
N
EW
P
ROSPECTS
1/wk 1/wk 2/wk 1/wk 1/wk 1 biwkly
Start Now
Start Now
Start in 1 mo
Start in 2 mo
Start in 3 mo
Start in 3 mo
– At the end of 1 month …
20+ customers could have MPS
– At the end of 2 months …
50+ customers could have MPS
– At the end of 3 months …
80+ customers could have MPS
– At the end of 4 months …
– The table below shows a growth projection of devices
Devices / Customer
Mo 1
Mo 2
Mo 3
Mo 4
Customers w/ MPS
22
52
87
128
2
44
104
174
256
3
66
156
261
384
4
88
208
348
512
5
110
260
435
640
6
132
312
522
768
– This is a very conservative estimate of MPS involvement
A target of 10 devices a week is not aggressive
Customers with only two devices probably wouldn’t be considered at first The best prospects – Those with a dozen or more are not even factored Consider the prospect of adding several customers that have more than 50
6
132
312
522
768
7
154
364
609
896
8
176
416
696
1024
9
198
468
783
1152
You have Identified your MPS Targets
– Your top 10 ‘best’ customers
Your ‘friends’ of the business … customers who have given ‘testimonials’
– Your Service and Supply customers
You already talk with them on a regular basis, don’t you?
– Your customer portfolios
When was the last time you shared something new?
– Your ‘partial fleet’ customers
You know you want more of their business … here’s an opportunity to talk
– Your Leasing customers with contracts coming due
You are going to be talking with them soon, aren’t you? When was the last time you shared something new?
– Your ‘challenging’ customers
Someone from your office talks with these folks almost daily
Deployment is key to MPS success
– Most objections are related to just a handful of reasons
You have not established a strong rapport with your prospect
Try it out on your best customers first!
Your MPS prospect doesn’t see any benefit to their organization
Are you trying to tell them what you need from them?
Or letting them know how they will benefit?
Your MPS prospect doesn’t feel ‘comfortable’ with your offer
Print Management is all over the imaging machine industry …
But many of your customers have never heard of it.
How will your clients benefit
(W.I.I.F.T.)
?
– Your top 10 ‘best’ and Service and Supply customers
You want to enhance the service you are already providing
You want to help them provide ‘critical’ information about their devices You want to help them by ensuring their devices stay operational
– Your consultants’ portfolios and ‘partial fleet’ customers
You want to touch base to ensure all is well
You want to help them by providing useful fleet information
You want to help them by ensuring their devices stay operational You want to help them by ensuring their devices stay operational
– Your Leasing customers
You want to help them ensure they have the right device mix You want help them take cost-cutting measures
You want to show them you are their business partner
– Your ‘challenging’ customers
You want to help them provide ‘critical’ information about their devices You want to show them how to get ahead of the ‘last-minute need’
Increasing your customers’ comfort level
– What does print management do for the customer?
Print management enhances the service you are already providing Print management ensures they have the right device mix
Print management identifies cost-cutting options
Print management helps them get ahead of the ‘last-minute need’ Print management keeps their devices operational
Print Management is CUSTOMER SERVICE
In short …
– Your MPS prospects are concerned about cost
When properly proposed, PM helps reduce overall cost to customer
By helping them understand their cost per page (discovered by PM) …
… Your customers will have greater control of their expenses
– Your customers are concerned about SECURITY
What will the print management solution ‘do’ to their network?
The right solution WILL NOT expose them to security vulnerabilities The right solution WILL NOT slow down their current processes
Print Tracker is VERY Secure
– Tell your customers, “Print Tracker …
… cannot access print job purpose or printed information ”
… pulls device description, serial number, page counts, toner and service needs” … installations cannot receive incoming transmissions or queries”
… is a non-invasive software solution to increase your level of customer service”
– For the technical concerns, Print Tracker …
… communicates with the web server using the HTTPS protocol …
Print Tracker understands that it is a privilege to have you as a customer
and is committed to protecting the privacy of your business information.
… similarly to how your browser communicates with banking websites. All of the data is encrypted before it is sent. HTTPS is a secure protocol.
… queries the devices using SNMP over port 161
… and uses SSL port 443 to send the encrypted data to the secure web server.
… does not rely on the .NET framework
There is no conflict on workstations running .NET framework.
Systems and networks are not ‘tied up’ when Print Tracker is operating.
