Thursday, May 21, 2009

MPS: = trust = tansparency = numbers, the David Advantage, Fixing High School Education and

David is fast and flexible. Goliath is slow and one size fits all. Flexible,fast and good enough is what wins.

The David Advantage was best described by Charles Darwin.
"It may be said that natural selection is daily and hourly scrutinizing, throughout the world, every variation, even the slightest; rejecting that which is bad, preserving and adding up all that is good; silently and insensibly working, wherever and whenever opportunity offers, at the improvement of each organic being in relation to its organic and inorganic conditions of life."
—On the Origin of Species by Means of Natural Selection, 1859
Numbers are crystal clear signals. The problem is getting the right numbers all in one spreadsheet. Blablabla doesn't work in an information rich world. It no longer works for the Bush Republicans or opaque globals. It doesn't work if you are trying to sell MPS to people who don't have time for blablabla and don't trust that anyone is focused on helping them.

Paragraph changed 10:31 AM EDT.
I got the following from The point is that is helping legitimize the MPS space which is wide open for the independents. They are supplying the standards that replace the power of blablabla with the reality of numbers. They don't sell boxes to customers. They sell numbers in spreadsheets to customers. Two different businesses. Each creates a different value.
The independents are getting a lot of traction in the Managed Print Services mid-market arena. That is where the action is. Ma X and Ricoh-Ikon are positioned at the enterprise space for “one off services” but struggle in the mid-market where they still have the “box dropper” mentality.

The other nationally recognized players are getting into the Managed Print Services space but struggle with a uniform program and sales rep compensation. Contract structure involving copier and printer leases needs to be addressed as customers and end users may feel the Managed Print Service Program offerings are just another way to increase margins.

If done properly, the independents can do customized studies of a customers current environment and give the customer a flexible yet good deal. There is still plenty to go around but the vendors need to legitimize the space. Independents need to lead this charge as the big boys are too slow to move in this area. Xippa offers a customer centric model to ensure end users “get what they bargained for”.
From the Xippa About Us page:
Xippa’s founder, Wade Cascini, has over 20 years of experience in the back office equipment, leasing, service, supplies and facilities management industry. Additionally, he has a Juris Doctorate degree, a Master of Public Administration degree and is a licensed Attorney in the State of Washington . Wade’s integrity and straight forward approach gave him an unparallel reputation of respect by both customers and vendors/employers.

Wade has held leadership roles at Pitney Bowes, Print Inc., IKON and Global Imaging Systems – Xerox. He's worked with a variety of different professionals in a host of different industries: entrepreneurs, professional services firms, hospitals, technology, manufacturing and Local, State and Federal Government. Some of the more recognized names over the last decade have been AT&T Wireless, Nike, Hewlett-Packard, Nordstrom, Starbucks, Weyerhaeuser, John Deere, and Amazon - and that's just the tip of the iceberg.

Wade's extensive experience is now being brought to your side of the table.
Better Margins in the Education Printernet
I bet that if someone could get Wade to focus on K - 12 education, he could show them how to cut SAG instead of student facing teachers.

Consider how many FTE's could be saved if teachers didn't have to take attendance or admins could locate everyone in the building. RFID tags printed on the Lexmark printer connected to a local printernet makes those problems go away.

Consider how much money could be saved by replacing textbooks with printernet published customized Print for Learning. Always better to increase the top line instead of cutting costs. The top line in K - 12 is demonstrated student learning. There are much better margins at the top line.

The problem is that educators don't speak numbers. But given the disappearance of funny money and the drive for numbers from the Department of Education, even they will have to work with numbers instead of blablabla.

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