DIRECTORY SPONSOR
the c om
lp ete
e r u t c i p S MP
PLATINUM SPONSORS
Orlando, FL May 2-4
1
Table of Contents Sponsors ...................................... Exhibitors ..................................... Workshops Schedule ................... MPS Conference Schedule ......... Session Summaries .................... Keynotes ..................................... Speakers ..................................... About Photizo .............................
4 6 8 10 12 24 25 38
Don’t forget to Tweet.
#MPSConf Florida B&C
Plaza D
General Assembly
Florida A Stage 1
Plaza K
Stage 2
Mgt & Pln
Exhibition Hall
2
2011 Global MPS Conference
Tech, Mrk ..
Plaza I
Plaza D
PIMS
Stage 3
Foyer
Plaza J
Registration
Gulf
Atlantic
Media Room
Registration Office
PIMS
SPONSORS Platinum Sponsors
Gold Sponsors
Silver Sponsors
Bronze Sponsors
Contributing Sponsors
Media Sponsors entrepreneurs sourcing expert
Orlando, FL May 2-4
5
Exhibitors Banyan Business Solutions ... T30 BEI Services ...................... T32 CompTIA .......................... T21 Digital Gateway ................. B03, B08 ENX Magazine ................... T03 Equitrac ............................. B18 Falcon Tech ....................... T27 FMAudit ............................. T07 Guia Del Reciclador ........... T04 GreenPrint ......................... T20 HP .................................... B01, B10 LMI ................................... T28 Martin Yale ........................ B15 MPSA ............................... T05 MPS Insights .................... B22, B30
entrepreneurs sourcing expert
6
2011 Global MPS Conference
MWAi & Intel ..................... B11 NER Data Corporation ...... B25 NewField IT ....................... T29 OKI ................................... B23 PartsNow .......................... T19 Photizo ............................. B13 Print Audit ......................... B27 PrintFleet............................ B14 PROS Elite ........................ B23 PowerSource .................... T06 Recharger ......................... T18 Ricoh ................................ B04 - B07 Synnex ............................. B16 United Stationers .............. B24
EXHIBITORS
T03 T04
T20
T05
T19
T06
T18
T07
B04 B07
B14 B15
B19 B18
B17 B16
B22 & B23 B30 B28
B24 B25
T25 T26 T27 T28
Food & Beverage
B11 B13
Food & Beverage
B03 & B08
Plaza D
Plaza F B1 & B10
T21
B27 B26 T29
T30 T31 T32 T33
Orlando, FL May 2-4
7
Pre-Conference Workshops ,UK <ZLY >VYRZOVW 4HNUPM` [OL ,MÄJPLUJ` VM @V\Y 47: Strategy Location: Plaza D Host: Justin West, Vice President, MPSA Other Speakers:
1VZO -LH[OLYZ MPSA Board Member .YLN >HS[LYZ MPS Consultant, SigmaNet & Owner, Death of the Copier blog
Dealer Workshop - Fundamental MPS Operations: I’m Tired of MPS Seminars Location: Plaza F Host: Ken Stewart, Senior Consultant, Photizo Group Other Speakers:
:HYHO /LUKLYZVU Director of Strategic Marketing, GreatAmerica Leasing 2PT 3V\KLU Director of Program Management, Great America Leasing *VYL` :TP[O Dealer Marketing Systems & Tribute Media
Advanced Operations Workshop Location: Plaza A Host: Doug Johnson, Senior Vice President of Managed Print Services, Supplies Network (ZZLZZTLU[Z HUK 7YVWVZHSZ Learn to increase exposure to a greater number of connected devices, dramatically reduce assessment time and expenses, improve accuracy and close ratios. :\WWSPLZ 4HUHNLTLU[ :\WWSPLZ -\SÄSSTLU[ HJJV\U[Z MVY \W [V VM [OL [V[HS JVZ[ of deal engagement. We will review ways to help reduce and mitigate risk, dramatically lower operational resource requirements, and improve your end user experience. :LY]PJL 4HUHNLTLU[ Learn how more robust processes for service monitoring, ZLY]PJL KLZR ZLY]PJL [PJRL[PUN HUK UH[PVUHS ZLY]PJL UL[^VYR JHU ZPNUPÄJHU[S` YLK\JL risk, lower operational resource requirements, and improve customer experience. +VJ\TLU[ 3PMLJ`JSL :VS\[PVUZ Integrate these solutions into your model to expand beyond device management to document lifecycle management. DLM expansion adds PUJYLTLU[HS YL]LU\L WYVÄ[ VWLYH[PVUHS LMÄJPLUJPLZ HUK Z[YLUN[OLUZ J\Z[VTLY YL[LU[PVU
8
2011 Global MPS Conference
WORKSHOPS Pre Conference Workshops - Monday, May 2 END USER WORKSHOP: MAGNIFY THE EFFICIENCY OF YOUR MPS Justin West, Nationwide & MPSA
DEALER WORKSHOP: FUNDAMENTAL MPS OPERATIONS Ken Stewart, Photizo Group
Plaza D
Plaza F
9:00 - 9:45
Case Study - Nationwide Insurance
MPS Today and Tomorrow (Ken Stewart)
9:45 - 10:30
Evaluating Assessments Ensure Your Assessments Adds Value to Your MPS
Do You Want Customer Loyalty? (Sarah Henderson)
Florida A
Hybrid Dealer Meeting
Morning Break (Florida Foyer)
10:30 - 10:45
10:45 - 11:30
Designing a Change Management Toolkit
Hands-On: Implement Your Brand in Your Business and Not Go Crazy (Sarah Henderson)
11:30 - 12:00
End User Panel - Including 2009, 2010 MPSA Award Winners & others
Learn the MPS Money Flow (Kim Louden)
Lunch (Florida B & C) 12:00 - 1:30
1:30 - 2:25
2:15 - 3:00
ADVANCED OPERATIONS WORKSHOP Doug Johnson, Supplies Network
Changing Employee Behavior to $$ - Simple Steps to Educate and You Sold It, Now What? Deal Change Employee Behaviors Implementation Success Secret +7 /+. =8 %3173C-+7= %+?371< (Josh Feathers) MPS without the P - How MPS leads to Enterprise Content Management and BPM
4:00 - 4:30
7:00 - 10:00
Supplies Management
Afternoon Break (Florida Foyer)
3:00 - 3:30
3:30 - 4:00
Hands-On: Stratify Your Customer Base and Run Effective QBRs
Assessments and Proposals
MPS "Training" - How to Lock You In, Raise Your Prices and Never Meet an SLA (Greg Walters)
An Open Discussion on the Furutre of Print: A collection of thoughts, stories, data that point to the future of the printed page.
Service Management Hands-On: Create Your Unique 10-Step MPS Business Plan (Corey Smith) Document Lifecycle Solutions
Reception at Harley Davidson - Sponsored by MWA and Intel all attendees (pre-conference & conference) are invited; meet in exhibit hall, buses will depart the Peabody at 6:45
colors indicate topic focus
end user
dealer/reseller
Please note that many sessions provide content for other industry functions, in addition to the primary audience indicated. Orlando, FL May 2-4
9
Tuesday, May 3
8:00 - 9:00 a.m.
Stage 1 Implementation
Stage 2 Implementation
Stage 3 Implementation
Management and Planning
Technology, Market Trends, Vendor Showcases
Florida A
Plaza D
Plaza F
Plaza K
Plaza J
Registration (Plaza Foyer) / Continental Breakfast (Exhibit Hall)
9:00 - 9:30 a.m.
Conference Welcome
9:30 -10:30 a.m.
Keynote Address - The Truth About Trust Mini Break
10:30 -10:40 a.m.
10:40 - 11:30 a.m.
[Vendor Panel] When are Importance of Customers Service Willing to Pay for Operations to Assessments Achieve a and Why? Successful MPS Should You Program Charge?
.
MPS Deals Gone Wild: Deal The Role of Benchmarks and Crafting and the â&#x20AC;&#x153;Completeâ&#x20AC;? Take Apart, Assessment in Existing MPS an MPS Program Deals That Went Wrong
[Case Study] Building an MPS Program Within an IT / MSP Organization
Making More Money While Printing Less
3:40 - 4:30 p.m.
Successful MPS Employees: Who Are They and How Do I Effectively Lead Them?
Delivering -B*0,49 " Measuring Vendor -B*0,4*> (4+ Performance, and Why it Matters
4:40 - 5:30 p.m.
[Case Study] University of Five Tactics to Calgary: Beyond Drive MPS sales MPS: A Story of From Social Vision and Media Partnership
Which Channel is Winning the MPS Race? A Candid Review of the 2010 MPS Channel Partner Selection Study
Exhibit Hall / Break
2:50 - 3:40 p.m.
10
The Convergence of Stage 3 MPS and BPO / ITO: What Does It Mean for the Industry?
State of the Industry
1:00 - 1:50 p.m.
6:30 - 9:30 p.m.
Executing Your MPS Strategy: Best Practices for Success
Lunch - sponsored by
11:30 - 1:00 p.m.
2:00 - 2:50 p.m.
Q&A with Joseph Flynn
[Case Study] Implementation Success - What it Takes to be Successful and What to Avoid
Document Lifecycle Management Opportunities
[Panel] Who is Supporting MPS and How? Presentation plus Q&A with CompTIA, BTA and MPSA
You Choose: Stealing or Retaining MPS Clients.
From Selling 'Products' to Offering Professional Services: Ten Steps to Transforming Your Business
Integrating Back -B*, ">89,38 Importance and How it Impacts Successful MPS Delivery. A Vendor Agnostic Overview of the Basics
Reception at SeaWorld - Sponsored by United Stationers and NER (conference attendees are invited; meet in exhibit hall, buses depart the Peabody at 6:15)
2011 Global MPS Conference
SCHEDULE
Wednesday, May 4 Stage 1 Implementation
Stage 2 Implementation
Stage 3 Implementation
Management and Planning
Technology, Market Trends, Vendor Showcases
Florida A
Plaza D
Plaza F
Plaza K
Plaza J
.48/>4 1/+38 6/+?3- 6+'0,'78 /3:/8'8/43 431=
8:00 a.m.
438/3+38'1 6+'0,'78 +<./(/8 .'11
8:15 - 9:00 a.m. 9:00 - 9:30 a.m.
Morning Address
9:30 - 10:30 a.m.
Keynote Address - Flip: Counter-intuitive Strategies for . <514/8/3- '60+8 5546893/8/+7 /3 ! 7543746+* (= .
10:30 - 11:30 a.m.
The Inside Story on MPS Adoption: Pain, Challenge and Reward
[Panel] Building the Internal Case for MPS: How to Overcome Organizational Resistance to MPS
2:00 - 3:00 p.m.
Change Management Q&A Session with Peter Sheahan
Insights from User Print Data, and How MPS Providers Can Leverage It
Technology as an Enabler for Business Process Optimization
2011 Peak Performance Marketing: How to Grow Your Business and &496 64?87
The Software Tool Landscape: Leaders, Trends and Futures
[Reseller/Dealer Panel] Which Vendor Offers the Best Vendor Program and Why?
Accessing Capital for Your Business
The Recipe for MPS Success
Lunch
11:30 - 1:00 p.m.
1:00 - 1:50 p.m.
Business Process Automation and Management as a Part of MPS: Identifying Opportunities for Improvement and Implementation
TCO vs. CPP The Complete Financial Models Picture for MPS for MPS Dealers Cost Savings Best practices in Stage 1 Deployment: Lessons from Around the Globe
What Makes A Good Vendor Partnership? MPS from the Customer's Perspective
3:00 - 3:50 p.m.
<./(/8 '11 6+'0
4:00 - 5:00 p.m.
[Executive Panel] Industry Leaders Speak Out on the Future of MPS and What it Means to Their Business
5:00 - 6:00 p.m.
".+ 9896+ 4, ! '3* 8.+ 2'-/3- 3*9786= $/7/43 ,46 8.+ +<8
&+'67
6:00 - 7:30 p.m.
MPSA Awards Event and General Assembly
colors indicate topic focus
end user
dealer/reseller
vendor
neutral
Please note that many sessions provide content for other industry functions, in addition to the primary audience indicated.
Orlando, FL May 2-4
11
MONDAY, MAY 2
7:00 - 10:00 p.m. Networking Reception Location: Harley Davidson Historic Factory sponsored by MWA and Intel
9:00 - 9:30 a.m. Conference Welcome Location: Florida B & C Speaker: Edward Crowley, CEO and Founder, Photizo Group
9:30 - 10:30 a.m. Keynote Address - The Truth About Trust
Transportation will be provided from the Peabody Hotel. Buses will depart at ! W T TUESDAY, MAY 3
8:00 a.m. Registration
Location: Florida B & C Speaker: Joseph Flynn, CoFounder, President and CEO, Auxilio, Inc. A foundation for successful vendor relations is at the heart of any business engagement. Understanding the role that earned trust plays between vendor and vendor as well as vendor and customer often dictates the results one can expect to achieve.
Location: Plaza Foyer and Atlantic
8:15 - 9:00 a.m. Continental Breakfast Location: Exhibit Hall sponsored by NewField IT
10:40 - 11:30 a.m. [Case Study] Building an MPS Program Within an IT / MSP Organization Recommended Audience: dealers, resellers Location: Florida A Speaker: Greg Walters, MPS Manager, Sigmanet & Owner, Death of the Copier blog An explanation of challenges and successes experienced while implementing
12
2011 Global MPS Conference
PROGRAM an MPS practice within a traditional VAR/MSP. Also includes a customer presentation/case study.
Importance of Service Operations to Achieve a Successful MPS Program Recommended Audience: vendors Location: Plaza D Speakers: Jerry Newberry, & Steve Rolla, PROS Elite ( SVVR H[ [OL ZPNUPÄJHUJL VM ZLY]PJL operations in managed print services Z\JJLZZ >PSS MVJ\Z VU ÄUHUJPHS TVKLSZ productivity benchmarks and ten “must do’s” to obtain success.
Q&A with Joseph Flynn Recommended Audience: all Location: Plaza K Speaker: Joseph Flynn, CoFounder, President and CEO, Auxilio, Inc. An opportunity to connect with Flynn immediately following his keynote presentation.
,_LJ\[PUN @V\Y 47: Strategy: Best Practices for Success Recommended Audience: all Location: Plaza K Speaker: Gordon Snider, Director of Sales, PrintFleet
steps required to plan for the successful execution of your MPS program. He will KLZJYPIL [OL ILULÄ[Z HUK JVTWVZP[PVU of an effective planning team and construct the basis for effective goal setting and action plan creation.
The Convergence of Stage 3 MPS and BPO / ITO: What Does It Mean for the Industry? Recommended Audience: vendors Location: Plaza J Speaker: Tim Brien, Director of MPS Sales, OKI Data Americas
11:30 - 1:00 p.m. Lunch Location: Florida B & C Speaker: Dan Waldinger, Director of Strategic Marketing, Ricoh U.S. Ricoh Americas Corporation sponsored by: Ricoh
1:00 - 1:50 p.m. State of the Industry Location: Florida B & C Speaker: Edward Crowley, CEO and Founder, Photizo Group
There is little doubt that successful projects are often preceded by effective planning. Snider will identify the action Orlando, FL May 2-4
13
TUESDAY, MAY 3
2:00 - 2:50 p.m. [Vendor Panel] When are Customers Willing to Pay for Assessments and Why? :OV\SK @V\ *OHYNL MVY Assessments? Recommended Audience: vendors, dealers, resellers Location: Florida A Moderator: Rob Sethre, Senior Consultant, Photizo Group Panelists: Greg Walters, MPS Manager, Sigmanet & Owner, Death of the Copier blog Joe Barganier, MPS Consultant, MT Business Technologies, MPSA President Robert Newry, Co-founder, NewField IT Will ask questions like why would a customer pay for an assessment conducted by a provider interested in selling something beyond the assessment (e.g. hardware, services)? Do customers trust a ‘free’ assessment? What are the key objectives and expectations for an assessment?
14
2011 Global MPS Conference
Making More Money While Printing Less: An Environmental Perspective for MPS Recommended Audience: end users, resellers, dealers Location: Plaza D Speaker: Kent Dunn, Vice President of Sales, GreenPrint Helping customers to print less has been a challenge for MPS providers. Not only have the tools to facilitate print YLK\J[PVU ILLU SHJRPUN I\[ [OL ÄUHUJPHS challenges of balancing print reduction and per-click engagement models HYL ZPNUPÄJHU[ 5L^ [LJOUVSVNPLZ HUK innovative engagement models are eliminating these challenges.
The Role of Benchmarks and the “Complete” Assessment in an MPS Program Recommended Audience: vendors Location: Plaza F Speaker: John Hewitt, Vice President of Global Distribution, Print Audit Learn how to balance vendor and customer needs in a document output
PROGRAM assessment. Explore customer wants and types of assessment tools.
2:50 - 3:40 p.m.
MPS Deals Gone Wild
Afternoon Break
Recommended Audience: dealers, resellers Location: Plaza K Speaker: Greg VanDeWalker, Senior Vice President of Strategic Relationships, GreatAmerica Leasing Deal crafting and take apart of existing MPS deals that have gone wrong.
Which Channel is Winning the MPS Race? A Candid Review of the 2010 MPS Channel Partner Selection Study Recommended Audience: all Location: Plaza J Speakers: Ken Stewart, Senior Consultant & Jean-Louis DE LA SALLE, Senior Consultant, Photizo Group With so many racing to add MPS to [OLPY WVY[MVSPV VM VMMLYPUNZ PZ P[ [OL VMÄJL LX\PWTLU[ KLHSLYZ VMÄJL WYVK\J[Z KLHSers or VARs) that are winning this ‘MPS YHJL»& 1VPU \Z HZ ^L SVVR H[! Which channel segment is adopting MPS the fastest and why? Learn key takeaways from the study; what the typical traits of a successful MPS provider are. Does my MPS program target successful providers?
Location: Exhibit Hall sponsored by NewField IT
3:40 - 4:30 p.m. Successful MPS Employees: Who Are They and How Do I Effectively Lead Them? Recommended Audience: dealers, resellers Location: Florida A Speaker: Sally Brause, Director of Human Resources Consulting, GreatAmerica Leasing Dr. Tony Alessandra states the Platinum Rule of relationships is to “treat others how they want to be treated.” For leadership, this is critical to effectively working with your MPS team. In this session, ^L ^PSS ZOHYL [OL WYVÄSLZ VM Z\JJLZZful MPS personnel and key insights about their motivators. Armed with this knowledge, we will discuss how to most effectively lead your team by treating them how they want to be treated.
Orlando, FL May 2-4
15
TUESDAY, MAY 3
+LSP]LYPUN ,MÄJPLU[ MPS: Measuring Vendor 7LYMVYTHUJL HUK ,MÄJPLUJ` Plus Why it Matters Recommended Audience: vendors Location: Plaza D Speaker: Rob Sethre, Senior Consultant, Photizo Group Established players as well as new market entrants are vying to develop comprehensive packages for their customers. The offerings are varied and complex - how can they be compared? As the MPS market matures, the industry is increasingly focusPUN VU LMÄJPLU[ KLSP]LY` VM [OL WYVK\J[ ;OPZ presentation looks at the evolving need as well as emerging analysis tools to evaluate the various MPS offerings.
[Case Study] Successful Implementation - What it Takes to be Successful and What to Avoid Recommended Audience: end users Location: Plaza F Speaker: Jennifer Klassen, Director of Building Services and Corporate Travel, Insight Enterprises Your company has bought into the concept of a managed print services program – now what? Take a deep dive into the evolution and tactical steps necessary for a successful implementation presented by MPSA’s 2010 End User Implementation Award recipient. Come away with strate16
2011 Global MPS Conference
gies that you can use to proactively manHNL [OL WYVJLZZ [V WYVÄ[HIS` KYP]L ZH]PUNZ while effectively impacting the print culture within your company and ultimately solve world peace.
Document Lifecycle Management Opportunities Recommended Audience: dealers, resellers Location: Plaza K Speaker: Doug Johnson, Senior Vice President of MPS, Supplies Network MPS engagements today often focus on printer optimization and management. The next “level” of MPS will include managing the lifecycle of the document—from the point of origin to its return to electronic format. This presentation covers opportunities to add Document Lifecycle Management to your MPS practice.
[Association Panel] Who is Supporting MPS and How? Recommended Audience: all Location: Plaza J Moderator: Ranga Raj, CTO and Director, Celstream Panelists: Brent Hoskins, Executive Director, BTA Joe Barganier, MPS Consultant, MT Business Technologies, MPSA President Ron Cohen, Director of Enterprise Channel Sales, CompTIA
PROGRAM Presentation and Q&A from CompTIA, BTA, and the MPSA.
4:40 - 5:30 p.m. [Case Study] Beyond MPS: A Story of Vision and Partnership Recommended Audience: end users Location: Florida A Speaker: Theresa Mueller, Director of Project Imagine, University of Calgary As one might expect in a marriage between the private and public sectors, [OL ÄYZ[ Ä]L `LHYZ VM 7YVQLJ[ 0THNPUL have been full of adventure and inertia, success and failure, agreement and dispute, give and take, and, above all, learning for both organizations. The story is still unfolding, and this presentation will share the experiences.
Five Tactics to Drive MPS Sales from Social Media Recommended Audience: dealers, resellers Location: Plaza D Speaker: Corey Smith, President Tribute Media Twitter, YouTube, Facebook, LinkedIn and blogs . . . social media is gaining popularity and your customers have increased conducting business online in their social circles. Understanding how
to use social media for driving managed print services deals is critical to market effectively in today’s marketplace. Come SLHYU [OL Ä]L [HJ[PJZ `V\ T\Z[ LTWSV` now (and even some you should avoid) to drive sales in your managed print services program.
@V\ *OVVZL! :[LHSPUN VY Retaining MPS Clients Recommended Audience: dealers, resellers Location: Plaza F Speaker: Jennifer Shutwell, Major Account Executive, Canon Shutwell provides insight and tips into building a new client base and keeping your customers happy so that they do end up as someone else’s customer.
From Selling ‘Products’ to Offering Professional Services: Ten Steps to ;YHUZMVYTPUN @V\Y )\ZPULZZ Recommended Audience: dealers, resellers Location: Plaza K Speaker: Steven Swift, Senior Consultant, Photizo Group Swift will discuss the transformation from a hardware-centric business to a services-oriented business. He will provide a road map for success and identify potential obstacles.
Orlando, FL May 2-4
17
TUESDAY, MAY 3
WEDNESDAY, MAY 4
0U[LNYH[PUN )HJR 6MÄJL :`Ztems: Importance and How it Impacts Successful MPS Delivery
8:00 a.m.
Recommended Audience: dealers, resellers Location: Plaza J Speaker: Jeff Way, Director of Strategic Products, Digital Gateway A vendor agnostic overview of the basics. Best practices to operationalize your MPS program through integrated IHJR VMÄJL Z`Z[LTZ PUJS\KPUN RL`Z [V effective MPS management, automation [V KYP]L LMÄJPLUJPLZ HUK ZLY]PJL PULMÄJPLUJPLZ PTWHJ[
Sponsor, Exhibitor and Speaker Breakfast Location: Blue Spring sponsored by MPS Insights
8:15 - 9:00 a.m. Continental Breakfast Location: Exhibit Hall sponsored by NewField IT
6:30 - 9:30 p.m. Networking Reception Location: SeaWorld sponsored by United Stationers and NER Data Corporation
Transportation will be provided from the Peabody Hotel. Meet in the exhibit hall. )\ZLZ ^PSS KLWHY[ H[ ! W T HUK Y\U intermittently between each location.
18
2011 Global MPS Conference
9:00 - 9:30 a.m. Morning Address Location: Florida B & C Speaker: Edward Crowley, CEO and Founder, Photizo Group
PROGRAM 9:30 - 10:30 a.m. Keynote Address Flip: Counter-Intuitive Strategies for Exploiting Market Opportunities in Managed Print Services Location: Florida B & C Speaker: Peter Sheahan, CEO, Change/Labs Sponsored by:
10:30 - 11:30 a.m. The Inside Story on MPS Adoption: Pain, Challenge and Success Recommended Audience: dealers, resellers Location: Florida A Speaker: Dr. David Cameron, Owner, Cameron Consulting Three channel case studies will shed light on what MPS dealers and resellers can expect when adopting MPS.
[Panel] Building the Internal Case for MPS: How to Overcome Organizational resistance to MPS Recommended Audience: vendors, dealers, resellers Location: Plaza D Moderator: Greg VanDeWalker, Senior Vice President of Strategic
Relationships, GreatAmerica Leasing Panelists: Justin West, Vice President, MPSA Dan Waldinger, Director of Strategic Marketing, Ricoh U.S., Ricoh Americas Corporation Ken Stewart, Senior Consultant, Photizo Group Carl Fernyak, CEO, MT Business Technologies Get perspectives from end-users, channel and OEMs who have been there. Panelists will discuss the major obstacles, causes of resistance, key motivators and more.
Business Process Automation and Management as a Part of MPS: Identifying Opportunities for Improvement and How to Implement Them Recommended Audience: end users Location: Plaza F Speaker: Charity Parsons, Market Development Manager, Ricoh Parsons focuses on Stage 3 in detail, providing a roadmap to get there and best practices, as well as sample case studies ZOV^PUN [OL ILULÄ[Z [V J\Z[VTLYZ ^OV choose to move toward true business process improvement rather than just managing the hardware and supplies components in their environment. Orlando, FL May 2-4
19
WEDNESDAY, MAY 4
Change Management Q&A with Peter Sheahan Recommended Audience: all Location: Plaza K Speaker: Peter Sheahan, CEO, Change/Labs & author An opportunity to connect with Sheahan immediately following his keynote presentation.
Insights from User Print Data and How MPS Providers Can Leverage It Recommended Audience: vendors, dealers, resellers Location: Plaza J Speaker: Gary McCone, Director, President and Chief Executive 6MÄJLY 7YLV :VM[^HYL 4J*VUL HUZ^LYZ Z\JO X\LZ[PVUZ HZ! What we are learning about end-user print behavior? What business problems does this help us address for the customer and MPS provider? How does this affect the MPS customer engagement – what opportunities does it open? What some of our leading partners are doing?
11:30 - 1:00 p.m. Lunch Location: Florida B & C
20
2011 Global MPS Conference
1:00 - 1:50 p.m. TCO vs. CPP - The Complete Picture for MPS Cost Savings Recommended Audience: end users Location: Florida A Speaker: Scott Steele, Senior Vice President, NER Data Corporation Can you really deliver 30 percent savings to customers just by moving them to a CPP program? Getting to true costs savings, ROI and TCO involves digging deeper and presenting the comWSL[L 47: WPJ[\YL :PNUPÄJHU[ ]HS\L PZ associated with assessments, procurement, project management, document ^VYRÅV^ HUK JVZ[ JLU[LY HJJV\U[HIPSP[` Learn where the total value is and how to present deliver both hard and soft dollar cost savings to your customers.
Financial Models for MPS Dealers Recommended Audience: dealers, resellers Location: Plaza D Speaker: Rob Sethre, Senior Consultant, Photizo Group One of the challenges of MPS is the convergence of differing business models. Players come from different legacy business backgrounds. New elements are added to the product mix, and these new LSLTLU[Z HMMLJ[ [OL WYVÄ[HIPSP[` TL[YPJZ VM the business. Sethre will take a look at the
PROGRAM key success drivers in the MPS business transformation and provide concrete insights and tips for ensuring best-possible WYVÄ[HIPSP[` PU [OL UL^ ^VYSK VM 47:
walk the audience through a selfevaluation of their own MPS marketing and share 10 ideas for boosting your marketing opportunities.
Technology as an Enabler for Business Process Optimization
The Software Tool Landscape: Leaders, Trends and Futures
Recommended Audience: vendors, dealers, resellers Location: Plaza F Speaker: Tom Osterday, Vice President Global Executive of Electronics Industry Solutions, IBM With the business landscape becoming ever more challenging, companies must transform to maintain competitive advantage. Osterday will identify key trends in the industry and the critical business imperatives that companies must focus on to compete in the constantly changing environment. He will discuss how smarter electronics is a key enabler of this business transformation, and look at real-time asset location, analytics and the Ricoh Intelligent Device Manager as examples of smarter electronics.
2011 Peak Performance Marketing: How to Grow @V\Y )\ZPULZZ HUK @V\Y 7YVÄ[Z Recommended Audience: dealers, resellers Location: Plaza K Speaker: Aaron Dyck, President, LMI Solutions Dyck focuses on outbound and inbound MPS lead generation ideas. Dyck will
Recommended Audience: all Location: Plaza J Speaker: Scott Hornbuckle, Market Analyst, Photizo Group ( SVVR H[ ZWLJPÄJ 47: ZVM[^HYL [VVSZ as analyzed in the 2010 MPS Software Tools Study. Hornbuckle will share what differentiates these tools, identify emerging trends and provide an outlook for the industry.
2:00 - 3:00 p.m. Best practices in Stage 1 Deployment: Lessons from Around the Globe Recommended Audience: vendors Location: Florida A Speaker: Jean-Louis De LA SALLE, Senior Consultant, Photizo Group & Dr. David Cameron, Owner, Cameron Consulting Group Discusses assessments and answers whether to charge or not to charge. What are the components of a good assessment? Is technology always the best answer?
Orlando, FL May 2-4
21
WEDNESDAY, MAY 4
What Makes A Good Vendor Partnership: MPS from the Customer’s Perspective Recommended Audience: end users Location: Plaza D Speaker: Earl Beauvais, Retired MPS Director For a Major Aerospace Manufacturer While serving as director or print, plot and scan at a major Aerospace Manufacturer, Beauvais successfully implemented a large-scale MPS program that covered all of the aerospace’s domestic locations and touched more than 100,000 people. Beauvais will share his story and explains what makes a good MPS vendor partnership.
[Reseller & Dealer Panel] Which Vendor Offers the Best Vendor Program and Why? Recommended Audience: dealers, resellers Location: Plaza F Moderator: Ken Stewart, Senior Consultant, Photizo Group Panelists: Kevin DeYoung, President, Qualpath, Inc Chip Micelli, President, +LZ 7SHPULZ 6MÄJL Equipment Kevin Morris, CEO, OneDOC Managed Print Services ;OPZ WHULS Z[`SL ZLZZPVU ^PSS OLSW KLÄUL
22
2011 Global MPS Conference
what the “best program” means and asks what makes a vendor program the “best program.”
(JJLZZPUN *HWP[HS MVY @V\Y Business Recommended Audience: vendors Location: Plaza K Speaker: Justin Marriott, Managing Director and Founder, Marriott & Company An overview of the institutional capital market and an introduction on how companies can successfully secure ÄUHUJPUN PU HSS Z[HNLZ VM NYV^[O ;OL presentation will cover venture to late stage growth private equity and subordinated debt. Marriott will also highlight how a business owner can “take some chips off the table” through an institutional partner in a partial sale and recapitalization.
The Recipe for MPS Success Recommended Audience: dealers, resellers, vendors Location: Plaza J Speaker: Doug Nash, Vice President/General Manger of Technology Solutions and Services, USSCO/NER DATA Nash outlines the ten key ingredients for building a successful MPS program within your dealership.
PROGRAM 3:00 - 3:50 p.m.
5:00 - 6:00 p.m.
Afternoon Break
The Future of MPS and the Imaging Industry: A Vision MVY [OL 5L_[ @LHYZ
Location: Exhibit Hall sponsored by NewField IT
Location: Florida B & C Speaker: Edward Crowley, CEO and Founder, Photizo Group
4:00 - 5:00 p.m.
6:00 - 7:30 p.m.
[Executive Panel] Industry Leaders Speak Out on the Future of MPS and What it Means to Their Business
MPSA Awards Event and General Assembly Location: Florida B & C
Recommended Audience: all Location: Florida B & C Moderator: Edward Crowley, CEO and Founder, Photizo Group Panelists: Mike Feldman, Vice President and General Manager, Managed Enterprise Solutions Imaging and Printing Group Americas, HP Mike Festa, Vice President, Business Transformation, Finance, Mergers and Acquisitions Xerox Global Customer Operations Group Mark Boelhouwer, Vice President of Strategic Marketing, Ricoh U.S. Valerie Belli, Vice President of Business Solutions, Canon USA
Orlando, FL May 2-4
23
Keynotes Joseph Flynn, Co-Founder, President & CEO, AUXILIO, Inc Joseph J. Flynn is the co-founder, president and CEO of AUXILIO. Under Flynnâ&#x20AC;&#x2122;s leadership and strategic direction, the company has experienced continued and successful growth since its inception in 2004. He is an accomplished business leader in the IT, media and market research industries with more than 20 years of international and domestic business management experience with some of the worldâ&#x20AC;&#x2122;s largest global companies, such as the Nielsen Corporation and Advanstar Communications.
)O\QQ LV ĂąXHQW LQ 6SDQLVK )UHQFK DQG 3RUWXJXHVH DQG earned a masterâ&#x20AC;&#x2122;s degree in foreign language education from the University of Rhode Island. He is a graduate of the Catholic University of America in Washington DC with a BA in international affairs.
Peter Sheahan, CEO, Change/Labs
Author of six books, including the international bestsellers Flip and Generation Y, 6KHDKDQ KDV ZRUNHG ZLWK VRPH of the worldâ&#x20AC;&#x2122;s leading brands in the area of innovation and behavioral change. +LV FOLHQWV LQFOXGH ,%0 *ROGPDQ 6DFKV *RRJOH +LOWRQ +RWHOV +DUOH\ 'DYLGVRQ DQG *OD[R6PLWK.OLQH $V D JOREDO WKRXJKW OHDGHU 6KHDKDQ ZDWFKHG LQ IUXVWUDWLRQ DV FRPpanies failed to invest in solutions to problems that affect their future â&#x20AC;&#x201C; problems such as health, education and skills shortages. Change/Labsâ&#x201E;˘ grew out of his desire to answer these challenges by offering practical, workable solutions that also drive business results and sustainable competitive advantage for the brands that create them. The primary focus of 6KHDKDQâV ZRUN DV &(2 LV WR LGHQWLI\ FXUUHQW WUHQGV DQG marketplace changes impacting our client industries today, and then create the thinking and innovative programs to exploit them. 24
2011 Global MPS Conference
SPEAKERS Earl Beauvais, Retired MPS Director For a Major Aerospace Manufacturer
Earl Beauvais was the director of Print, Plot, & Scan Services for a large aerospace company. He is currently retired. While serving as the director, he successfully implemented a large-scale MPS program that covered all of the aerospace’s domestic locations and touched more than 100,000 people. The program included standardizing and refreshing more than 16,000 devices (which were generating over 700 million images), standardizing services such as toner/paper replacement and maintenance, establishing an active asset management system HUK LUHISPUN ^VYRÅV^ LUOHUJLTLU[Z [OYV\NOV\[ [OL JVTWHU`
Mark W. Boelhouwer, Vice President of Strategic Marketing, Ricoh U.S
Mark Boelhouwer, Vice President of Strategic Marketing, is responsible for Customer and Market Intelligence, Development of new Services, Vertical Marketing and CRM Strategy in Ricoh Americas Corporation. As a global leader for Managed Document Services, he also holds responsibility for Marketing & Sales development and deployment of Ricoh’s Managed Document Services approach for FG 500 customers. He joined Ricoh Americas Corporation in August 2008. Prior to that he was Vice President Marketing and Distribution (2004 – 2008) of one of Ricoh’s leading European subsidiaries, where he successfully led a transformation to a more services focused, multi-channel, customer approach. In early 2000, Boelhouwer started two companies focused on eBusiness Innovations and Customer Contact Center employment solutions.
Sally Brause, Director of Human Resources Consulting, GreatAmerica Leasing
Sally Brause is the Director of Human Resources Consulting at GreatAmerica Leasing. Her areas of expertise are attracting, motivating and developing top talent and she has been sharing this information within the industry. Brause has a sincere desire to help clients become more successful by working with them to leverage their human capital developed by her work for several [VW JVTWHUPLZ PU ZLUPVY /\THU 9LZV\YJLZ YVSLZ :OL PZ JLY[PÄLK as a Senior Professional in Human Resources (SPHR) and has ILLU JLY[PÄLK HZ H *VTWLUZH[PVU 7YVMLZZPVUHS [OYV\NO >VYSK at Work. Brause received a B.A. from Coe College and a Masters Degree in Organizational Leadership from St. Ambrose University. Orlando, FL May 2-4
25
Tim Brien, Director, MPS Sales, OKI Data Americas
Tim Brien has more than 13 years of industry sales experience, nine of which are in the imaging industry. Prior to joining OKI Data Americas where he now holds the position of Director, MPS Sales, Brien worked for PrintFleet since the company’s inception. At the time he directed numerous dealerships to successful enterprise print management implementations and was responsible for creating back-end procedures for the company’s go-to market MPS strategy in the BTA dealer and VAR channels. Prior to PrintFleet, Brien was an Account Executive at Ricoh Canada, Inc., where he built custom infrastructure solutions while dramatically increasing the company’s customer base.
David Cameron, PhD, President, Cameron Consulting Group
David Cameron has over 25 years of experience as an executive in the hardcopy industry. He is currently president of Cameron Consulting Group (CCG), focused on proprietary client advisory services, market research and consulting for the managed print services industry. His background includes production engineering support, managing production and design engineering teams, and later, business/technical leadership roles at Texas Instruments, IBM Global Services and Dell. Most recently, Dr. Cameron was the COO at Photizo Group responsible for guiding the research team and developing strategic relationships with clients and collaborative partners. He also teaches in the management department at Texas State University.
Edward Crowley, Founder & CEO, Photizo Group
Edward Crowley has over 20 years of experience in the hardcopy industry, including key leadership positions at QMS, DataProducts and Lexmark. Most recently Crowley was the senior manager for global marketing and product strategy in Lexmark’s PS&SD Division. Crowley is a board member of the MPSA and a speaker at conferences worldwide on the topics of brand strategy, the hardcopy markets, and marketing strategy and intelligence.
26
2011 Global MPS Conference
SPEAKERS Jean Louis DE LA SALLE, Senior Consultant, Photizo Group Jean Louis has spent more than 20 years of experience in the high-tech and document industry. He recently joined Photizo Group as a senior consultant based out of Paris covering many European countries. He has served various organizations with multiple customer-facing events, giving him an insightful view on barriers to adoption in a fast changing economy. He also holds the position of vice president for the French Chapter of ?WSVY [OL ^VYSK^PKL LSLJ[YVUPJ KVJ\TLU[ UV[ MVY WYVÄ[ HZsociation. He is responsible for international relations with other chapters and promoting adequate recognition by companies of the importance of documents to their success.
Kent Dunn, Vice President of Sales, GreenPrint
Kent Dunn is an entrepreneur focused on building green technology businesses and currently serves as the vice president of Sales for GreenPrint. In 2001, Dunn was a co-founder of Verdiem Corporation, now the market leader in PC power management software. Prior to Verdiem, Dunn spent 11 years in a variety of related public and private sector roles. Dunn holds a Bachelor’s Degree in Natural Resources Development from the Ohio State University.
Aaron Dyck, President, LMI Solutions Canada
7YPVY [V QVPUPUN 340 (HYVU +`JR OHZ TVYL [OHU Ä]L `LHYZ experience in the imaging supplies and software industries. As the director of sales with PrintFleet Inc., Dyck strategically developed and implemented PrintFleet’s MPS advisor program. In addition to leading a team of successful sales professional, Dyck was responsible for expanding and growing PrintFleet’s tier-one distribution partnerships. Now with LMI Dyck is responsible for the strategic account program in the United States and will be responsible for expansion into Canada.
Orlando, FL May 2-4
27
Josh Feathers, MPSA Board Member
Josh Feathers is leading the implementation of an MPS infrastructure throughout Nationwide Insurance, supporting 36,000 associates in 43 different regional locations throughout the United States. Feathers has worked for Nationwide for 14 years and has various document-centric roles under his belt. Feathers is an active Board Member of the Managed Print Services Association, and serves on the Communication Committee. As a board member, Feather’s goal is to promote, educate and advocate to the end-user segment of the MPS community. He is proud to have served on the 2010 and 2011 Leadership Awards, after Nationwide was recognized with the award in 2009.
Mike Feldman, Vice President and General Manager, Managed Enterprise Solutions Imaging and Printing Group Americas, HP Mike Feldman and his team are driving direct sales of the IPG product, solutions and MPS portfolio to named enterprise and public sector customers throughout the Americas. In this role, Mike has responsibility for delivering against the MPS GTMU ÄUHUJPHS JVTTP[TLU[Z -LSKTHU HUK OPZ [LHT OH]L NYV^U /7»Z share-of-wallet with enterprise and public sector customers and optimized HP’s route-to-market effectiveness through strategic account and market management. Prior to this, Feldman served as vice president of WW Sales and Marketing for HP’s Imaging and Printing Group, where he was responsible for leading the worldwide sales strategy focused on driving greater revenue.
Michael Festa, Vice President, Business Transformation, Finance, Mergers and Acquisitions Xerox Global Customer Operations Group Michael Festa was named to his current position in July 2010. Festa was appointed vice president of the corporation in October 2010. Festa oversees Xerox’s acquisition investments, valuation analysis and negotiations as well as the company’s intellectual property operations. In addition, he is responsible for driving Global Customer Operations infrastructure and business transformation initiatives, including managed print services, remote ZLY]PJLZ HUK VMMLYPUN ZPTWSPÄJH[PVU /L QVPULK ?LYV_ PU
28
2011 Global MPS Conference
SPEAKERS Sarah Henderson, Director, Strategic Marketing, GreatAmerica Leasing
Sarah Henderson is the director of Strategic Marketing for [OL 6MÄJL ,X\PWTLU[ .YV\W H[ .YLH[(TLYPJH 3LHZPUN 0U OLY role, she develops marketing strategies for GreatAmerica and its customers, including developing end-user marketing as part of the MPS Navigator program, a business planning tool for dealers and resellers. She has more than 10 years experience, including developing award-winning materials for several national organizations. She holds a bachelor’s degree in communication.
John Hewitt, Vice President of Global Distribution, Print Audit
With over 30 years of experience in the print and documentation management industries, Hewitt has developed countless partnerships with business equipment manufacturers and facilities management companies worldwide. As vice president of Global Distribution at Print Audit, Hewitt helps Print Audit and its international distributors build relationships with major customers such as, Xerox, Ricoh, Konica Minolta and Ingram Micro.
Scott Hornbuckle, Market Analyst, Photizo Group
Scott Hornbuckle joined Photizo Group as a Market Analyst in 2008. As a market analyst, Hornbuckle is responsible for providing proactive research and analysis, and collaborating with the consulting team to develop value-adding insights and recommendations. He has headed studies including the MPS Market Share, Size and Forecast, Hybrid Dealer Study and is currently the head of Photizo’s TechWatch service which offers timely and actionable insights on the latest developments for OEM and independent MPS software tools and technology. TechWatch answers the need for independent, third-party evaluation and comparison of competing tools. He is a graduate of the University of Kentucky and holds a Bachelors of Science degree in Accounting as well as a Bachelors of Business Administration degree in Finance.
Orlando, FL May 2-4
29
Doug Johnson, Senior Vice President, Managed Print Services, Supplies Network
Doug Johnson joined Supplies Network in 2010, after a threeyear engagement as a managed output services consultant and founder of RedSage Consulting and RedSage Partners. Johnson also served as SVP/COO of Print Inc. and president of its subsidiary, PrintValue Solutions. Print Inc. was a start-up in 2001 that pioneered MPS, which was sold to Pitney Bowes in 2006. Prior to Print Inc., Doug was with HP for 20 years serving as SVP of world-wide marketing for HP’s Imaging and Printing Group, and VP/GM for HP’s Imaging Supplies Division.
Jennifer Klassen, Director of Building Services and Corporate Travel, Insight Enterprises
Jennifer Klassen, director Building Services and Corporate Travel – joined Software Spectrum in April 1991 as the Receptionist working in a Temp capacity. Her role quickly changed to Operations Coordinator which put her on the fast track to Global Operations Manager, supporting Sales Teams in North America, EMEA and APAC regions. In August 2001, she was asked again to transition to a new role; Manager Global Facilities and Corporate Travel which later developed into her current role as Director of Building Services and Corporate Travel. The 2006 acquisition of Software Spectrum by Insight Enterprises proved to be another positive layer to her rewarding 20 year career in the technology industry.
Kim Louden, Director of Program Management, GreatAmerica Leasing
Kim Louden is the director of program management for the 6MÄJL ,X\PWTLU[ .YV\W H[ .YLH[(TLYPJH 3LHZPUN 0U [OPZ YVSL she is responsible for the development and management of national accounts programs. Her background includes work in credit, sales and operations at GreatAmerica. She holds a bachelor’s degree and an MBA from the University of Iowa.
30
2011 Global MPS Conference
SPEAKERS Justin Marriott, Managing Director and Founder, Seare Marriott and Co.
Justin Marriott is a managing director and founder of Marriott & Co., a leading middle market investment bank in Richmond, Virginia. Prior to founding Marriott & Co., Marriott was a managing director at Virginia Capital Partners, a private equity group, where he managed new business development and deal origination, led KLI[ HUK LX\P[` ÄUHUJPUN HUK ^HZ H IVHYK TLTILY VM [^V WVY[folio companies. He was previously employed at Bowles Hollowell Conner where he worked on mergers and acquisitions in a variety of industries. He received a Master of Science in Economics from the University of Kentucky after receiving a B.S. in Business and Economics.
Gary McCone, Director, President and Chief ,_LJ\[P]L 6MÄJLY 7YLV :VM[^HYL
From 1992-1998, Gary McCone was co-founder and president of Posicom, Inc., one of Canada’s largest switchless resellers of long distance services. In 1998, Poiscom Inc. was sold to Calgary based MetroNet Communications which subsequently acquired controlling interest in AT&T Canada where McCone assumed the position of President-Marketing, Carrier and Consumer Services until July 2000. From 2000-2007, he was involved with a number of start-ups in the Telecommunications/IT sectors. McCone has been the president and CEO of Preo since October 2007 and a director since December 2009.
Theresa Mueller, Director, Project Imagine, University of Calgary
Project Imagine is a unique partnership between the University of Calgary and Xerox that provides on-campus solutions includPUN JLU[YHS WYPU[PUN HZ ^LSS HZ VMÄJL HUK Z[\KLU[ WYPU[PUN KLZPNU and communications, copying, scanning, faxing and electronic document management. As director of Project Imagine, Theresa Mueller is responsible for managing all aspects of this partnership. She works closely with Xerox to do strategic planning for the partnership and deliver all services to users. Mueller has more than 20 years at the University of Calgary in information technology management positions at the Haskayne School of Business and in the central IT organization, as well as prior experience consulting at the University of Missouri – Columbia and several small businesses in Missouri. Orlando, FL May 2-4
31
Doug Nash, Vice President & General Manger of Technology Solutions and Services, United Stationers
As vice president and general manager of Technology Solutions and Services for United Stationers, Nash drives USSCO’s new focus on developing a services-based business starting with managed print solutions. He joined United in July 2003 and previously held positions as VP/GM of technology products and VP/ *H[LNVY` 4HUHNLY VM VMÄJL WYVK\J[Z 5HZO OVSKZ HU 4)( MYVT the Kellogg School of Management.
Jerry Newberry, Managing Partner & President, PROS Elite Jerry Newberry brings over 24 years of industry experience, the SHZ[ `LHYZ ^P[O .SVIHS 0THNPUN :`Z[LTZ HZ H JVYWVYH[L VMÄJLY and vice president of service. During Newberry’s time with Global Imaging Systems he was responsible for working with all global locations to achieve service operational benchmarks and a 52 percent company wide service GP. Prior to his career with Global Imaging Systems, Newberry spent 10 years at Xerox Corporation and was a vice president of service in the independent dealer environment.
Tom Osterday, VP Global Executive, Electronics Industry Solutions, IBM Software Group
Tom Osterday has over 25 years of experience in the high tech industries. In his current role, he is responsible for working with clients to help them transform their business through the prudent application of technology. Osterday has done electronics systems design, managed design teams and managed electronics manufacturing engineering teams. Osterday has been the CIO of a $16B division of IBM and has led the deployment of SAP in two projects that were executed on time and on budget. Osterday has also led the deployment of supply chain software, product data management, manufacturing execution systems, and collaboration tools.
32
2011 Global MPS Conference
SPEAKERS Charity Parsons, Market Development Manager, Ricoh
As a market development manager at Ricoh Strategic Marketing, Parsons is responsible for developing and distributing Z[YH[LNPJ TLZZHNPUN [V 9PJVO»Z ÄLSK VWLYH[PVUZ [LHTZ HUK customers. With more than 10 years of experience at Ricoh, Parsons was previously a relationship manager for Enterprise Acute Facilities where she specialized in relationship implementation and continuous improvement within large healthcare organizations. Parson focused managed print services, forms management, EMR/HER integration, electronic fax routing, policy development, compliance and security audits and issue violation/issue resolution and change management.
Ranga Raj, CTO & Director, Celstream Technologies
Ranga Raj has over two decades of rich and varied experience in IT, media, print, consumer electronics and the telecom Industries. He is the CTO and a director of Celstream Technologies, a 400 person strong global product engineering services company servicing startups to fortune 500 companies. His areas of interest HYL JYVZZ TLKPH ^VYRÅV^Z TVIPSL JSV\K WYPU[PUN UHYYV^JHZ[ing, MPS and device anagement systems. He provides direction to Celstream’s technology, domain and industry capability so as to align with their customers’ strategic product initiatives and goals. Raj is also a board member of Thinxtream Technologies, a product company based in Singapore.
Stephen J. Rolla, Senior Partner, PROS Elite
:[L]L 9VSSH OHZ ILLU PU [OL 6MÄJL 0THNPUN 0UK\Z[Y` MVY years and is one of the few company presidents in the industry who has come from a service background. Most of the industry knows of Rolla as the president of organizations that have achieved IKON’s CEO of the Year award, or the Global Imaging Systems Chairman’s award. Rolla brings 15 years of experience as the vice president of Service and Operations for the largest independent dealer the industry has ever known, A-Copy where he managed a powerful organization with over 25,000 customers and 250 Service personnel.
Orlando, FL May 2-4
33
Rob Sethre, Senior Consultant, Photizo Group
Robert Sethre is a veteran of the printing and imaging industry with more than 20 years of experience with leading companies in the sector, such as; Konica Minolta, Lexmark, Kyocera Mita and Lanier. He has held executive positions within these companies and his experience includes a broad range of geographies, product groups and functional responsibilities. Before joining Photizo as a Senior Consultant and the Photizo, Sethre was director of Printer Marketing at Konica Minolta
Jennifer Shutwell, Major Account Executive, Canon
Jennifer Shutwell is a major account executive with a leading OEM in the Carolinas. She is an accomplished MPS professional with 18 years of experience with key leaders in the industry including IKON, Hewlett Packard, Konica Minolta and Canon Business Solutions. Shutwell specializes in sales territory development, consultative solution selling, client retention and expansion strategies as well as building new relationships with key stakeholders. Her experience includes improving KVJ\TLU[ ^VYRĂ&#x2026;V^ HUK JVZ[ LMĂ&#x201E;JPLUJPLZ HZ P[ YLSH[LZ [V PUsourcing or outsourcing centralized and decentralized printing, copying, faxing, scanning, electronic document management and mailroom solutions.
Corey Smith, President, Tribute Media
After for working for Canon USA and for an independent dealership as a solutions specialist, Corey Smith has been providing Web marketing services for the office equipment industry for more than three years. In addition to serving as chief web architect for Dealer Marketing Systems, he also serves as president of Tribute Media, a successful Web consulting firm.
34
2011 Global MPS Conference
SPEAKERS Gordon Snider, Director, Sales, PrintFleet, Inc.
As the director of Sales, Gordon Snider and his team are charged with developing strategic business plans that help drive corporate growth and deliver innovative solutions to the company’s growing partner base. Snider has worked with OEMs, Distribution Partners and Dealerships to develop successful MPS programs by helping to develop strategies and executable business processes. He is responsible for providing clients with executive leadership during critical transition phases and for driving continued growth with existing channel WHY[ULYZ 7YPVY [V QVPUPUN 7YPU[-SLL[ :UPKLY ^VYRLK PU [OL ÄUHUcial services industry managing a private investment portfolio.
Scott Steele, Senior Vice President of Marketing and Business Development, NER
Scott Steele oversees business activities for multiple areas within NER including MPS, marketing, business development and strategy. He has more than 15 years experience in executing programs, products, and services for IT. Snider has a WYV]LU [YHJR YLJVYK VM JYLH[PUN LMÄJPLUJPLZ HUK YLK\JPUN [V[HS cost of ownership within the IT infrastructure. Prior to NER Snider spent 8 years with technology companies integrating disparate requirements into single systems and solutions; this has included work with AT&T, Verizon, IBM, and other large scale IT organizations.
Ken Stewart, Senior Consultant, Photizo Group
Ken Stewart, founder of industry blog ChangeForge.com, is a senior consultant at Photizo Group, a leading advocate of MPS research and consulting. Stewart graduated from Western Governors University with a BS in Information Technology Network Management. A decorated former Marine, Stewart has successfully navigated the technology and business landscape for over a decade, advising businesses on using technology process and people to overcome challenges.
Orlando, FL May 2-4
35
Steven Swift, Senior Consultant, Photizo Group
Steven Swift has more than 20 years experience in the imaging industry. He was responsible for establishing Ricoh Global :LY]PJLZ ,\YVWL HUK SH\UJOPUN VUL VM [OL ÄYZ[ THUHNLK WYPU[ services. He went on to work at NewField IT, an independent consultancy, providing software and services to help clients optimize document management and output. Most recently, Swift was a vice president at Acco Brands, with responsibility MVY [OL KVJ\TLU[ ÄUPZOPUN I\ZPULZZ \UP[ PU ,\YVWL
Greg VanDeWalker, Senior Vice President of Strategic Relationships, GreatAmerica Leasing
Greg VanDeWalker, senior vice president of Strategic Relationships, is responsible for developing and strengthening a variety of national account relationships and programs for all GreatAmerica business units. VanDeWalker has taken the lead in developing strategic relationships with partners in the office equipment industry to help dealers implement print management strategies.
Dan Waldinger, Director of Strategic Marketing, Ricoh U.S., Ricoh Americas Corporation
Dan Waldinger brings more than 23 years of industry experience to the table. He has held sales and marketing management positions in research, product development, business development and brand communications. His experience in establishing and deploying hardware, software and services has allowed Waldinger to help create Ricoh’s industry leading managed document services offering in the U.S. He is also responsible for strategic and national account customer engagements at Ricoh’s network of Technology Portal showroom around the country.
36
2011 Global MPS Conference
SPEAKERS Greg Walters, MPS Manager, SigmaNet & Owner, The Death of the Copier
Greg Walters is currently a provider of managed print services in Southern California, with a large regional IT VAR. He has been in the output industry since 2000 and providing high- technology business solutions since 1988. Walters participates in many online MPS groups and serves as secretary of the MPSA. He currently resides in sunny, southern California. You can read more at Waltersâ&#x20AC;&#x2122;s blog, TheDeathOfTheCopier.com.
Jeff Way, Director of Strategic Products, Digital Gateway
Jeff Way began his career as the manager of Information Systems at Decoursey Business Systems. Way left Decoursey to assume a new position as the corporate director of Information Systems at Global Imaging Systems. During his time there he played an integral role in growing the corporation from $40M to over 1.2 B in revenues. At Digital Gateway, Way helps facilitate the increasing number of larger dealers who are implementing e-automate dealer management software.
Justin West, Vice President, MPSA, IT Professional, Nationwide Insurance
At Nationwide, Justin West helped lead a team that completed the implementation of a managed print infrastructure [OYV\NOV\[ HSS ,U[LYWYPZL VMĂ&#x201E;JL SVJH[PVUZ [V HWWYV_PTH[LS` 36,000+ associates. Since the start of the MPS project, Nationwide has seen cost avoidance of more than $20 million. The Nationwide MPS project was recognized as a top IT project at Nationwide and has consistently been a model that other companies have bench-marked against. West serves on the Nationwide CIO Advisory Board, a very small group of Nationwide IT associates that work directly with the Nationwide CIO to focus on improving success of IT initiatives and ensuring change leadership at Nationwide. West was part of the original foundation group and currently serves as the vice president of the MPSA.
Orlando, FL May 2-4
37
<USPRL THU` ÄYTZ PU V\Y PUK\Z[Y` [OH[ ZWLJPHSPaL PU ZPTWS` gathering data, we utilize the best data available, apply years of industry experience and deep insight into our clients issues to provide practical solutions. 7OV[PaV .YV\W PZ [OL SLHKPUN YLZLHYJO HUK JVUZ\S[PUN ÄYT ZWLJPHSPaPUN in the MPS industry. Uniquely positioned at the center of vendor, channel and end-user communities, Photizo delivers proprietary research and consulting, advisory services, industry publications, and MPS conferences designed to help advise and educate clients as they navigate the rapidly changing MPS environment. 3LHKPUN [OV\NO[ 7OV[PaV ^HZ [OL ÄYZ[ ÄYT [V KL]LSVW [OL JVUJLW[ VM MPS-enabled Hybrid Dealers with its ground-breaking Hybrid Dealer 9LWVY[ PU 7OV[PaV HSZV KLÄULK [OL PUK\Z[Y`»Z *\Z[VTLY (KVW[PVU Model and continues to update this model as the industry and customers evolve.
Research and Consulting Each of our clients
face a unique set of challenges. Whether it is determining the best growth strategy, identifying acquisition candidates or creating a compelling competitive differentiator through focused marketing programs. Our goal is simple—to bring our industry experience, PUZPNO[ HUK VIQLJ[P]P[` PU HKKYLZZPUN V\Y JSPLU[»Z JOHSSLUNLZ 7OV[PaV»Z consulting practice areas include: MPS program development and PTWSLTLU[H[PVU ZWLJPÄJHSS` MVY KLHSLYZ YLZLSSLYZ" 47: THYRL[Z HUK Z[YH[LNPLZ" NYV^[O Z[YH[LN` KL]LSVWTLU[ HUK L_LJ\[PVU" ÄUHUJPHS HUHS`ZPZ HUK JVTWL[P[P]L ILUJOTHYRPUN" HUK UL^ THYRL[ LU[Y`
Advisory Services Photizo provides a suite of advisory
services to keep you and your company at the forefront of the industry. Each advisory service is specially packaged to include materials relevant to your challenges, such as key studies, industry publications and personalized guidance with experienced Photizo consultants. To learn more, visit photizogroup.com/research/services/. 38
2011 Global MPS Conference
PHOTIZO
Meet Photizo Conferences In
the Spring of 2009, Photizo PU[YVK\JLK [OL ÄYZ[ JVUMLYLUJL dedicated to managed print services. So successful was [OL ÄYZ[ JVUMLYLUJL P[ OHZ now become a global affair. More than a trade show, Photizo brings every aspect of the industry together under a banner of education and networking.
Edward Crowley, CEO and Founder
Mike Huster,
Senior Consultant and Vice President of Production
Rob Sethre,
Senior Consultant
To learn more about MPS Conferences, visit photizogroup.com/conference.
Publications
Identifying a need for information and insight into this industry, Photizo began [V W\ISPZO [OL ÄYZ[ W\ISPJH[PVU dedicated solely to managed print services – the MPS Insights Journal in 2007. Today, 7OV[PaV»Z 47: 0UZPNO[Z TLKPH has expanded across different platforms, reaching a global audience of MPS decision THRLYZ HUK PUÅ\LUJLYZ
Ken Stewart, Senior Consultant
Steven Swift, Senior Consultant
Keng Keng Tan, Senior Consultant
Learn more at mpsinsights.com. Orlando, FL May 2-4
39
40
2011 Global MPS Conference