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>>Managed Print Services: Impact on the U.S. & European Supplies Market
Office Technology & Services
>> Provide actionable recommendations to take advantage of the MPS supplies opportunity
>> Provide actionable ideas to mit igate the negative impacts on supplies from MPS
>> Measure the overal l impact on print volume and supplies
> Toner, Ink, Paper
>> Understand the impact on OEM vs. aftermarket suppl ies
>> Predict the impact on changing channel dynamics
A Mult i -Cl ient Study
M P S c o n s i s t s o f p r o f e s s i o n a l s e r v i c e s t h a t m a y i n v o l v e a n y c o m b i n a t i o n
o f m o n i t o r i n g , c o n s o l i d a t i n g , c o n t r o l l i n g , a n d o p t i m i z i n g t h e p r i n t i n g
a n d i m a g i n g i n f r a s t r u c t u r e o f a b u s i n e s s . M P S w i l l c o n t r o l 2 8 % o f t h e
U S o f f i c e e n v i r o n m e n t p r i n t v o l u m e a n d 2 2 % o f t h e W e s t e r n E u r o p e a n
o f f i c e e n v i r o n m e n t b y 2 0 1 4 . T h i s g r o w t h r e q u i r e s t h a t M P S a n d i t s
i m p a c t o n s u p p l i e s b e u n d e r s t o o d a n d a c t e d u p o n .
>>IntroductionManaged Pr int Serv ices (MPS) are
becoming increas ingly popular among
companies of a l l s izes as a way to better
manage pr int and save money. On
average, MPS offers customers 20%-
30% savings on pr int ing costs .
InfoTrends ant ic ipates that MPS wi l l
achieve across-the-board growth of 22%
over the next f ive years. This growth
wi l l extend through three t iers (Suppl ies
& Break/F ix , Pr int Management, and
Advanced Serv ices) , four categor ies
(Hardware, Suppl ies, Solut ions, and
Serv ices) , and f ive channels (OEM
Direct , OE Dealer, IT Resel ler, Fac i l i t ies
Management/Profess ional Serv ices,
and Suppl ies) .
This growth is causing disruption in the supplies environment. MPS means:
>> Less pr int in the workf low
>> More duplex ing of pages
>> Lower cost per page through the:
> Migrat ion to more cost-effect ive devices
> Cost pressure on suppl ies
> Incent ives to use third-party or aftermarket suppl ies
>> Shift ing opportunit ies for suppl ies channel part ic ipat ion
Nevertheless, the ful l impact from MPS on the suppl ies market is
not yet ful ly understood. How much and where wi l l MPS reduce the
overal l volume of pr int in the off ice environment? How wi l l MPS
change the dynamic between OEM and aftermarket suppl iers? How
wi l l MPS shift pr int volume between c lasses of devices? How wi l l
MPS impact distr ibut ion channels?
One thing is for sure, th is growth requires that MPS and i ts impact
on suppl ies be understood and acted upon.
M P S S u p p l i e s : U . S . & E u r o p e
>>Who Should Subscribe? >> Equipment OEMs
>> Independent Suppl ies Vendors
>> Suppl ies Distr ibutors and Large Resel lers
>> MPS Providers
>> Paper Mi l l s
>>Project Objectives This study takes an in-depth look at the impact
of MPS on the suppl ies market. I t addresses the
fol lowing key quest ions and provides act ionable
recommendat ions to c l ients on how to take advantage
of these trends and how to avoid or mit igate negat ive
impacts.
Measure the overall impact on print
volume, paper use, and associated supplies
consumption, including the increased duplex
printing and the double impact on paper
>> Company s ize
>> Monochrome vs. color suppl ies
>> Impact on paper, toner/cartridges, and inkjet ink
Understand and forecast any shift to non-
OEM consumables and that impact on overall
aftermarket and OEM share
>> Magnitude of third-party usage change
>> Dr ivers and reason for shift as wel l as
user percept ions
>> Types of machines impacted
>> Brands impacted
Identify the disruption of current distribution
channel dynamics
>> How are suppl ies del ivered in an MPS
engagement (paper and consumables)?
>> How do MPS providers partner with
consumables and or paper suppl iers?
>> How does a suppl ies vendor plug into an
emerging MPS channel?
>> What do users prefer?
Identify how and why supplies decisions are
made under a MPS engagement
>> How important is cost a lone?
>> How are product iv i ty and qual i ty measured
and weighed in the decis ion?
>> How are convenience and t ime savings
accounted for?
>> How does a vendor ensure i ts suppl ies
are chosen?
>>Market ResearchThis study used a combinat ion of pr imary and
secondary research to determine the market
opportunit ies and threats for the suppl ies market,
g iven the increased adopt ion of MPS by companies of
a l l s izes. The research inc ludes the U.S. and Western
Europe ( i .e. , U.K. , France, and Germany).
Desk Research
InfoTrends has conducted extens ive research in the
off ice document market space. Relevant research
reports and forecasts were leveraged
as part of th is study. We also thoroughly
examined exist ing market information from a var iety
of sources, inc luding government and industry
associat ion data and publ ished reports .
Primary Research
Structured survey with end-users in the United States
& Western Europe (approximately 300 per region)
InfoTrends conducted structured interv iews with end-
users from smal l (50-99 employees) , medium (100-
999 employees) , and large companies (1,000-2000
employees) . The target audience was located in the
U.S. , U.K. , Germany, and France, with approximately
300 respondents from the U.S. and 100 respondents
coming from each European country. The surveys are
cr i t ica l in determining the dr ivers and inf luencers
for engaging in, as wel l as the overal l percept ion of,
managed pr int serv ices. We targeted companies that
are current ly evaluat ing MPS as wel l as customers that
are current ly us ing MPS serv ices. These survey results
are cr i t ica l in understanding the customer exper ience
and pain points.
Structured survey with MPS providers
(approximately 150 per region)
InfoTrends deployed structured interv iews with
providers of MPS serv ices. The surveys are v i ta l to
evaluat ing the role the channel p lays in offer ing
managed serv ices. The surveys uncovered the types of
serv ices current ly being offered, the pr ice points of
those serv ices, as wel l as future plans and direct ions.
Personal interviews with qualified end-
users (approximately 10 per region)
InfoTrends conducted in-depth interv iews with
qual i f ied end-users that are current ly us ing managed
pr int serv ices. The interv iews provided subscr ibers
with a detai led understanding of the user exper ience.
Personal interviews with MPS providers,
supplies channels, and third-party supplies
vendors (approximately 15 per region)
InfoTrends conducted in-depth interv iews with
OEM and channel part ic ipants current ly offer ing
profess ional serv ices and their suppl iers , both
resel lers and manufactures. These interv iews were
cr i t ica l in understanding the providers’ perspect ive
and how OEMs, dealers , and IT resel lers incorporate
suppl ies into their profess ional serv ices.
>>Analysis & Project DeliverablesInfotrends conducted an extens ive analys is of the
desk research, personal interv iews, and surveys
to develop a comprehensive understanding of the
opportunit ies and threats presented by managed pr int
serv ices. Subscr ibers wi l l receive a combinat ion of
reports ; presentat ion mater ia ls ; and data for senior
management, product managers and planners, as wel l
as sa les and market ing execut ives. These mater ia ls
wi l l inc lude:
>> Execut ive summary with key f indings and
act ionable recommendat ions
>> PowerPoint sty le document with bul lets ,
charts, and actionable recommendations
>> Market forecast
> Measure and forecast changes in print
volume by organization size (vertical
if possible)
> Measure and forecast impact on
monochrome versus color pr int ing
> Measure and forecast MPS-caused change
in suppl ies consumption and revenue
< Toner, Ink, Paper
> Measure and forecast impact on
d istr ibut ion channels
>> Data tabulat ions
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