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Friday, January 7, 2011

2011 the Year to Emphasize your Managed Services

Managed Services
If you are looking to expand your sales in 2011 and want to increase your margins and get away from selling commoditized printing services maybe it is time to market your company as a provider of various managed services. What are managed services you might ask and why do I care?

Wikipedia describes managed services as the practice of outsourcing day-to-day related management responsibility as a strategic method for improved effective and efficient operations.

A managed service is not really a new concept but it is being marketed and promoted in all types of industries in slightly different ways.

One managed service that most of you are probably familiar with and one that the PEiR Group has been talking about lately is Managed Print Services. Managed Print Services (MPS) involves managing hardcopy device fleets (copiers, printers, multifunction devices, and fax machines) in a unified fashion. While this can be done internally, the term is typically associated with outsourcing the fleet to an external vendor. There are typically three stages in the customers’ adoption of outsourcing:

  1. Control: During this phase MPS implementations are focused upon gaining control of the fleet.
  2. Optimize: At this point, the implementation is focused upon optimizing the fleet by trying to ensure that hardcopy assets are deployed in the optimal manner.
  3. Enhance: In the final phase, customers move beyond optimization of the fleet to actually enhancing the capabilities of the fleet by using document management and document workflow to improve basic business processes such as processing loan applications, or other paper intensive processes.
Another related term being promoted by IT companies is Managed Service Provider (MSP). A managed services provider is an outsourcing company that delivers and manages network-based services, offers technical knowledge and expertise, applications, and equipment.

A new managed service term that is quickly being promoted by the Commercial Printer Industry is Marketing Service Providers (MSPs). Marketing Service Providers offer a range of hosted marketing services that embed marketing technology and software offerings. These offerings include proprietary marketing databases, predictive modeling, vertical marketing and data expertise, email delivery and assurance, and marketing program design and support.

Construction Document Management Services (CDMS) is a managed service that more and more reprographers are beginning to offer but, as far as I know, the industry has not coined it as a bona fide managed service, which I believe we should.

My definition of Construction Document Management Services involves providing a solution that combines managed services (i.e. cloud based technologies and services) with AEC industry specific software as a service (i.e. content management, bid management, project collaboration and construction management software) that enables project teams to securely store and file, retrieve and exchange, communicate and distribute construction related content and other project related information to project stake holders and finally professional services (installation, training and customization) all with the goal of increasing project team productivity, cost savings and on-time project delivery.

So if you don’t think that managed services are important for you and your business maybe it is time you did. I will add to this concept in future postings!



Anonymous said...

Sean, We absolutely believe Managed Services, and specifically Managed Print Services is a "must do" for resellers. This is the key to growing a thriving, competitive, and profitable business. Our site, (, provides a number of additional tools and resources. Also, I encourage you to attend the MPS Global Conference on May 2-3 in Orlando Florida. It's a great resource for learning and education (yes, it's more than just a trade show!). You can find more information at

The PEiR Group ( said...


Thanks for taking time to read my blog and for sharing your great feedback. I will visit you web site and encourage our members to attend the MPS Global Conference in May.