24. icv srbija sastanak, 18.11.2015 - discovery assessment, ademir Ćurtović, business development...
TRANSCRIPT
Discovery Assessment Sell-in Presentation
“By working in Partnership with our Partners, the Canon Partner Channel bring together the skill and innovation to develop the power of Canon’s brand, products, solutions and services to deliver mutual success.”
Why Partner with Canon?
At Canon, we appreciate that
our resellers need:
A clear path to profit that is competitive with other products and services
• We have nearly 3000 Partners across EMEA, 400 of whom sell only Canon
• We develop and deliver high quality and reliable products that drive our Partners to grow with profit
• We provide services based on your business needs and your customer requirements
Why Partner with Canon?
At Canon, we appreciate that our resellers need:
Product innovation that is competitive in the market
• We ensure our Partners’ customers continually benefit from the very latest technology. We invest more than 8% of sales in R&D annually1, received 3,817 U.S. patents in 2013 and have ranked in the Top 5 for received patents for 28 consecutive years2
• We offer a huge breadth of products and services from input to output, plus compelling solutions with seamless integration for customers of all sizes and industries
1 Canon Technology Highlights 2014.
2 Patent and Trademark Office.
Why Partner with Canon?
At Canon, we appreciate that
our resellers need:
Reliable delivery and support for Canon products
• We provide extensive and comprehensive technical training and service development support to our Partners and their service teams
• We develop strong local relationships with loyal Partners which are well managed by well supported, knowledgeable and committed account management and local support teams
Did you know?
63%*No firm idea
of printing costs
Buyer
41% have no idea of
cost of printing
User
BrightBlue Independent Research - Emerging Markets Business*
Insights, 2015 and Western Europe** Office Insights, 2013
51%**No firm idea
of printing costs
The Real Cost of Print
£Administration &
Purchasing – 5%
Document Production,
labour... – 26%
Document
Management
& Workflows
- 50%
Device Cost &
Supplies – 9.5%
IT Support
&Infrastructure – 9.5%
€10,800 / year
ALL Associates Group, Inc 2012
Did you know? (Source: IDC)
Almost 50% of helpdesk calls
are related to printing problems (Source: IDC)
24% of printed documents are
not collected (Source: IDC)
Up to 6% of a company
revenue could be spent on producing documents (Source: IDC)
Every €1spent on
printing a
page…
…involves another
€9 to manage it
(Source: IDC)
POTENTIAL
ROI
1
2
34
Optimise & Control your document output
and workflows
Continual Improvement through regular reviews
Manage & Monitor the fleet, devices and services
Improve Business
Processes
Optimise and Rationalise your Print
infrastructure
5
10% 20-30% 30% +Savings
The Real Cost of Print
MPDS Stages
25 November 201510
• 20% saving through Printer Infrastructure optimization
• 5% saving through pro-active fleet management and assure the savings through Printer Infrastructure optimization
• 15% savings through implementing printing rules and workflows
A total saving of 40%
Then the story about workflow optimization
- Most difficult one, as we look at processes
- Biggest savings to be achieved
Good Example
(123)(124)
(125)
(126)
(127) (128)
(129)
(130)
(131)
(132)(133)
(134)
(136)
(137)
(138)(139)(140)
(141)
(142)
(125) (126)
(127)
(131)
(132)
(136)
(133)
(141) (137)
Move volume to MFP & PrinterReduction stand aloneOptimized portfolio with best prices
On-Going Fleet Management
Assure S&P / Improvements / Additional Savings
Solutions
Pull Print
Visual Example
Our Approach to services
Canon’s five-step service management
framework ensures that we propose and deliver
the solution that perfectly fits your customer
needs –
implemented in an effective and efficient way.
Our services are delivered within a structured 5
phase cycle, using ITIL® service delivery and
PRINCE2® project management methodologies.
Our Approach to services
We seek to
understand your
business, what
your future
requirements are
and how we can
best support your
business.
We will design a
tailored service
solution for both
your workflow
processes and
technology
systems.
We’ll then use all
of our skills,
experience and
knowledge to
implement and
integrate the
solution.
Once up and
running we’ll
make sure things
work, and keep
working,
constantly
monitoring on-
going
performance.
We will work with
you to ensure the
desired benefits
and expected
return on
investment are
sustained and
continually improve
the service we
deliver.
REVIEWDISCOVER DESIGN TRANSITION &
IMPLEMENT
SUPPORT &
MANAGE
Discovery Assessment Service
The service:
Canon cutting edge Discovery
Assessment Service provides an
un-biased, 360 degree
overview of your customer’s
current print infrastructure,
usage and end-user
experience, as well as areas for
improvement.
Key Benefits
• Clear visibility of customer’s
printing infrastructure and user
behaviour
• Factual and effective means to
engage with customer’s
stakeholders
• Insight into potential cost savings
and process improvements that
enable customers to take control
What we deliver
Network scan End-user survey Report
• We start with a network
scan (cloud-based or
installed software package)
• Information on your
customer’s
end-users’ needs, attitudes
and print behaviour is
gathered through a
web-based survey
• Our comprehensive report
combines these results with
expert conclusions and
recommendations
Major challenges
Our approach will identify your customer’s major challenges within five key business
areas:
Cost
ControlCost Control is not simply about spending less, but making sure that you continue to keep costs under control.
ProductivityProductivity looks at how well your infrastructure enables users and processes to work in a more efficient and effective way.
SustainabilitySustainability refers to changes which could be made to reduce impact in areas such as power and paper consumption.
SecuritySecurity highlights how secure your document printing processes are and how well confidential documents are protected.
IntegrationIntegration demonstrates the extent to which your current infrastructure supports document workflows and how well your print infrastructure might suit the way your staff works.
Cost Control
Reduce unnecessary cost by printing what customer need when they need it
Achieve lower cost of service with one server-based application
Consolidate print servers across multiple sites for significant cost savings
Uncover new revenue opportunities by fulfilling customers’ mobile printing needs
B E N E F I T S
Enhanced productivity
One driver for all customer’s printing requirements to any printer brand or model
Mobile printing for internal users and guests without compromising security
Reduce print-related calls as the IT department is alerted whenever there is an issue
Improve the ability to search and share documents
B E N E F I T S
Security and compliance
Avoid confidential documents falling into the wrong hands with secure printing
Allow mobile users to print securely from their smartphones and tablets to any printer
Added layer of protection to documents sent to the printer based on their content
Ensure regulatory compliance with a complete audit trail
B E N E F I T S
Environmental sustainability
Support internal sustainability initiatives by reducing waste
Set up mandatory rules for users as part of your internal print policy
Share information electronically and optimise paper-driven processes
Less print servers required for multi-site environments through server consolidation
B E N E F I T S
Integration and management efficiency
One application for printing, scanning and advanced document security
Intelligent document capture and distribution to multiple destinations
Improved integration of multi-functional devices into IT infrastructure
Central management and control of all print and scan related tasks
B E N E F I T S
Market Demand for MPS (Emerging Markets)
IDC, 2015
MPDS = Managed Print and Document Services
102,65
89,79
62,34
50,44
39,92
29,7824,89
13,519,4 8,84
3,66 3,54 2,68 2,6 1,6 1,4 1,1 0,0
20,0
40,0
60,0
80,0
100,0
120,0
MPDS Size
USD
$ m
illio
ns
Market Demand for MPS (Emerging Markets)
IDC, 2015
MPDS = Managed Print and Document Services
9,7%12,2%
16,2%
6,7%
12,4% 12,0% 11,4%12,9%
11,3%13,1%
6,4%
16,4%
12,7% 13,0%11,8%
34,1%
9,3%
0,0%
5,0%
10,0%
15,0%
20,0%
25,0%
30,0%
35,0%
40,0%
MPDS CAGR
CA
GR
Gro
wth
20
14
-20
18
(%
)
HVALA?
To find out more about the many
benefits MPDS with Canon, please
contact:
Ademir Ćurtović