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New Study Identifies Medium-Sized Businesses as Prime Target for Managed Print Services

(Weymouth, MA) November 6, 2008… According to recent InfoTrends' research, businesses of all sizes have an interest or are engaging in Managed Print Services (MPS). Medium-sized businesses, however, offer the largest revenue potential because they represent a market that is largely untapped. In fact, 54% of medium-sized businesses surveyed indicated that they were considering MPS, while that number was only 21% for large-sized businesses and 15% for small-businesses.

“Managed Print Services has received a lot of attention lately and there is no doubt that there is a huge opportunity for vendors to attack this market,” commented Randy Dazo, a Director at InfoTrends. “Packaging of services will be instrumental in sustaining successful MPS engagements. The extremes of “one size fits all” or “à la carte” will not work. Vendors must understand the needs of the various customer segments and provide packaged services that meet their needs.”

Customers engage in MPS so they can reduce their printing and copying costs. They are seeking a single vendor to service and support their entire copier and printer fleets. Consolidating these services into one contract reduces time spent on management and administration.

“The channel is ideally suited to serve the SMB market,” stated Dazo. “Customers want a vendor that can support and service multiple hardware brands, and the channel is able to support this desire.”

More specifically, the copier channel is best equipped to offer these services because its infrastructure has always been set up to handle the hardware, supplies, services, and support of various product brands. Copier dealers have also achieved and maintained strong relationships with their customers because of the proximity of their locations to their customers and also possibly because they understand the company’s needs better.

“The channel can be a critical arm of a vendor’s MPS programs in the SMB segments. Vendors should work with their channel partners to develop the right MPS package. They should leverage the knowledge, training, tools, and engagement processes they have learned from enterprise accounts to assist dealers. Ultimately, this will lead to channels embracing one OEM service program over another.”

The results of InfoTrends’ research are now available in a new study entitled “Professional & Managed Print Services: The Final Differentiator for the Office Equipment Market.” The study determines the real potential of professional and managed services for mid- and large-sized business customers within the office equipment market, uncovers the channel’s capabilities, and identifies the requirements and tools that are needed to be successful in providing these services.

For more information on the study or to make a purchase, contact Scott Phinney at +1 ext. 123 or via e-mail at .

InfoTrends, a Questex company, is the leading worldwide market research and strategic consulting firm for the digital imaging and document solutions industry. We provide research, analysis, forecasts, and advice to help clients understand market trends, identify opportunities, and develop strategies to grow their businesses. Additional information about InfoTrends is available on the Web at

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