Monday, May 11, 2009
If I ran Ricoh or HP and had to respond to the Color Cube . . .
I would take a Printernet approach.
1. Identify anyone, anywhere on any of your teams with VAR DNA. They could be living in MPS or in PSP or corporate HR or PR.
2. Then get them all in group, either live or on the web, but organized by contiguous local areas.
3. Create a list and later a database of every customer who touches your global in those contiguous local areas.
4. Counter attack by getting all the VARs - wherever they live - to mount a co-ordinated selling of mPs - managing all the PRINT services - to anyone who lives in an enterprise.
Then . . .
The PSP can sell Commercial Print + MFP + mPs.
The MPS can sell MFP + mPs + Commerical Print.
It's all customer focused, not silo organized. The blablabla is all about the customer, not the box.
Meanwhile the VARs can focus on combining boxes and software for new offerings for old customers; customized versioned print instead of textbooks and yearbooks, transinfo customized print that gets information, instead of giving information, printernet publishing for newspapers and governments.
The very hard part is figuring out the incentives and the comp. But that's above my pay grade. I'll leave that the Board of Directors and the CEOs.
at 12:04 PM