2011 European MPS Conference Directory

2011 European

10-12 Oct Berlin, Germany

Grand Hyatt Berlin • www.photizogroup.com/europe2011

Welcome Welcome to the 2011 European MPS Conference.

Thank you to all the attendees, sponsors and exhibitors who make each conference possible.

With MWA Intelligence and Intel leading the way as platinum sponsors, more than 20 sponsors and exhibitors have committed as champions of the industry. Industry experts will share their insights and stories in interactive sessions, panels and case studies. Hundreds of MPS professionals will discover new solutions, ignite new ideas, connect with the MPS community and be part of the complete MPS picture.

Your support has been overwhelming and we are very excited to welcome you to the 2011 European MPS Conference.

Best regards, Edward Crowley Don’t forget to Tweet! #MPSConf

Live Webcast Know someone who couldn’t make it to the European MPS Conference?

In partnership with Print Audit, Photizo Group is pleased to provide a live webcast of select sessions on the second day of the conference. Sessions will also be archived on MPSConference.com.

The live webcast starts on Tuesday, October 11 at 09:00 CET. www.photizogroup.com/conference/webcasts/live/

Sponsored by

Edward Crowley CEO & Founder, Photizo Group

Sponsors & Exhibitors Platinum Sponsors

TM

Gold Sponsors

Silver Sponsors

Contributing Sponsors Media Sponsors To General Sessions

Agenda Monday, 10 October, 2011 9:00 - 13:00

Registration - Foyer Dealer Workshop - Improving and Growing an MPS Business Kollhoff/Isozaki Room - Jennifer Shutwell, Photizo Group

13:00 - 17:00

18:45 - 22:00

Reception at Wasserworks

(Transportation by BVB bus company) Meet in the Exhibition Hall

Sponsored by

Tuesday, 11 October, 2011 MONEO/ PIANO ROOM

Sponsored by

KOLLHOFF/ ISOZAKI ROOM

Sponsored by

8:00

Registration - Foyer

8:15 - 9:00

Continental Breakfast - Exhibition Hall

9:00 - 9:30

Conference Welcome - David Brown, Photizo Group - Grosser Ballsaal

9:30 - 10:30

Keynote Address: A Century of Continuous Transformation - Edwill Jansen, IBM - Grosser Ballsaal

10:35 - 11:30

MPS, The Independent Way John Taylor, M2

Q&A Edwill Jansen, IBM

11:35 - 12:30

The Delivery Gap: How to Get What Your MPS Provider Promised Christian Gauss-Kuntze, Konica Minolta

Foundations of Your MPS Program: What It Takes to Launch the Program Gavin Sandham, Nashua, Ltd.

12:30 - 14:00

Lunch - Grosser Ballsaal

Sponsored by

14:00 - 14:55

Point. P (Saint-Gobain Group) Moving Forward to MPS Norbert Debargue, OP&CS

How to Adapt as the Market Broadens, Matures and Moves Up Into Stage 3 and 4 MPS Steven Swift, Photizo Group

15:05 - 16:00

Managing End-users to Unlock New Revenue Kent Dunn, GreenPrint

The Role of Underpinning Software Within the MPS Suite of Offerings Adrian Von B端ren, PrintFleet with Evatic

16:00 - 16:30

16:30 - 17:25

17:30 - 18:30

Afternoon Break - Exhibition Hall Q&A Edward Crowley, Photizo Group

The Role of the MPS Service Distributor Antonio Sanchez Navarro, NubePrint

Roundtable Discussions

Agenda Wednesday, 12 October, 2011 MONEO/ PIANO ROOM

KOLLHOFF/ ISOZAKI ROOM

Sponsored by

8:00

Speaker/Sponsor Breakfast - Bibliothek Room

8:15 - 9:00

Continental Breakfast - Exhibition Hall

9:00 - 9:30

Morning Address - David Brown, Photizo Group - Grosser Ballsaal

9:30 - 10:30

Keynote Address - Pete Bedford, Independent Consultant - Grosser Ballsaal

10:30 - 11:30

Executive Panel - Executives from the Industry Leaders Speak on the Future of MPS and What It Means to Business - Grosser Ballsaal

11:35 - 12:30

12:30 - 14:00

14:00 - 15:00

15:00 - 15:30

15:30 - 16:30

16:35 - 17:30

Case Study: Implementing MPS for the First Time John Alfred Hustvedt, X-Partner Stavanger AS

Q&A Pete Bedford, Independent Consultant

Lunch - Grosser Ballsaal Partner Transformation Study: Do You Know Your Challenges and Opportunities in MPS Today?

Jennifer Shutwell, Photizo Group

Case Study: Make MPS Personal Again!

Soenke Nonnsen, Genius Bytes (German language only session)

Afternoon Break - Exhibition Hall The Next Level of MPS: The People Dimension Hans-Werner Stottmeister, Print Audit DE & Ian Dunsmore, Print Audit Europe

German Customer Requirements Jean Louis de la Salle, Photizo Group (German language only session)

The State of the Industry and Future of MPS and the Imaging Industry: A Vision for the Next 20 Years - Edward Crowley, Photizo Group - Grosser Ballsaal

Presentation slide decks will be available for download at photizogroup.com/europe2011/presentations/.

Only available to attendees.

This directory sponsored by

Keynote Speakers Edwill Jansen

Global Client Director ING Integrated, IBM Edwill Jansen is the global Client Director of the ING Integrated Account team.  Since April 1, 1990, he has held many positions with IBM, most of which were international in focus. Through this experience, he has learned all aspects of the IT market, as well as IBM’s broad portfolio. Jansen started his professional career at IBM as a programmer analyst for Application Management Services. As an IBM Global Business Services (GBS) member, Jansen became the global services leader within the Phillips Integrated Account team. At the end of 2010, he became the global Client Director for ING. Client management, business development and opportunity management are important areas of focus for Jansen. Currently, his teams work around the globe for all ING companies in the banking and insurance verticals. He has a Masters degree in Informatica from the Dutch University of Twente and holds several diplomas in Professional Management, obtained at the Open University Business School in London.

Pete Bedford

Independent Consultant Since joining Xerox in 1988, Pete Bedford has amassed more than 20 years of experience in the imaging industry. He spent 10 years in sales and sales management at Xerox and earned Salesperson of the Year, Specialist of the Year and Sales Manager of the Year awards. Bedford joined Document Express in January 2002 and helped the company earn three Xerox Partner of the Year awards before the business was sold to Danwood in May 2011. During his time at Document Express, Bedford worked to transform the business into a services provider, resulting in Xerox MPS Partner of the Year awards in 2009 and 2010.

Executive Panel

Darren Cassidy

Christian Gauss-Kuntze

Vice President Global Xerox Print Services

Greg Wilson

Manager Project Development and Business Services, Konica Minolta

European MPS Strategy Marketing Manager, Canon Europe

Dominic Keogh

Marketing Director, MDS, Ricoh Europe plc

Joachim Zillinger

Vice President Sales Development and Marketing, IPG, MES EMEA

Speakers David Brown

Edward Crowley

David Brown joined Photizo Group in 2010 as Account Executive charged with business development for conference and media.

Prior to coming to Photizo Group, he worked as an Advertising Account Executive at the Lexington Herald-Leader for nearly six years and at Ketchum Directory Advertising for five helping clients keep pace with the changing media landscape.

Edward Crowley has more than 20 years of experience in the hardcopy industry, including key leadership positions at QMS, DataProducts and Lexmark.

At Photizo Group, Crowley specializes in market trends and the MPS ecosystem. Crowley is a business and economics professor at Midway College, a board member of the Managed Print Services Association and a speaker at conferences worldwide.

His areas of expertise are brand strategy, hardcopy markets, and marketing strategy and intelligence.

Vice President of Media and Conferences, Photizo Group

Norbert Debargue

CEO & Founder, Photizo Group

Kent Dunn

President, OP&CS

Vice President of Sales, GreenPrint

Norbert Debargue is an expert in the IT and printing industry. After spending 15 years in top executive positions at SEMA Group (ATOS), UNISYS and AT&T, Debargue transferred to the printing industry. In 2001, he became CEO of Océ in France, a position he held for six years before becoming Executive Vice President Worldwide of the Océ group. In 2009, Debargue founded OP&CS, a Paris-based document management services provider.

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 co-founded Verdiem Corporation, now a market leader in PC power management software. Prior to Verdiem, he spent 11 years in a variety of related public and private sector roles.

Ian Dunsmore

Director, Print Audit Europe Ian Dunsmore spent several years with Canon before joining Print Audit as European Sales Director in 2008. At Print Audit, Dunsmore develops European market channels and promotes the company’s MPS solutions.

He works closely with dealers, resellers and distributors to offer complete printing and workflow solutions.

Christian Gauss-Kuntze

Manager Project Development and Business Services Christian Gauss-Kuntze has more than 10 years of industry experience with Konica Minolta, where he is responsible for driving implementation of comprehensive new solutions to international business challenges. In this role, he has continuously been involved in Konica Minolta’s customer projects, mainly MPS engagements. His view combines experiences from Konica Minolta HQ with actual MPS project implementations.

John Alfred Hustvedt

Antonio Sánchez Navarro

John Alfred Hustvedt is the Sales Director of Norway’s largest Xerox sales agent, X-Partner Stavanger. He recently decided to transform this traditional Xerox dealership into a services-based business. Since the creation of the Xerox XOS program in 2002, Hustvedt has been involved in the development and sales of managed print services. His background with a major OEM has exposed him to most aspects of selling and implementing MPS.

Antonio Sánchez Navarro is the founder and CEO of NubePrint, a cutting edge technology vendor for MPS service providers.

Before founding NubePrint, Navarro served as co-founder of Pulsar Technologies, a pioneer MPS provider in Europe. Navarro also has experience at HP, both as worldwide marketing manager for the HP Finance and Consumer Division for Imaging and in various administrative roles within the Technology Finance Division.

Sales Director, X-Partner Stavanger

CEO and Founder, NubePrint

Speakers Jean Louis de la Salle

Soenke Nonnsen

Senior Consultant, Photizo Group

President and CEO, Genius Bytes Americas, Inc. Soenke Nonnsen holds a bachelor’s in economics from the University of Applied Sciences in Hannover. He has served as director of business development for Genius Bytes for the last two years, where he overseas strategic partnerships and the development of key accounts. Since Nonnesn joined in 2009, Genius Bytes has more than doubled in revenue and workforce.

Gavin Sandham

Manager of Tenders and Outsourcing, Nashua Limited Gavin Sandham has more than 20 years of industry experience, with nine at Nashua Limited. In 2008, Sandham started the MPS team at Nashua with three staff members.

Nashua Optimum, a shared services resource within the 39 Nashua franchises, now has 12 employees and Nashua Limited South Africa is the largest independent distributor of Ricoh devices worldwide and has received gold partnership status from HP.

Jean-Louis de la Salle has 20 years of experience in the high-tech and document industry.

He joined Photizo as a Paris-based Senior Consultant and works throughout many European countries. He has worked with various organizations at multiple customer-facing events, giving him an insightful view on barriers to adoption in a fast-changing economy.

Dr. Hans-Werner Stottsmeister Managing Director and CEO Print Audit Deutschland

With over 20 years of experience in the print management industry, Dr. Stottmeister has developed longstanding relationships with office equipment dealers such as Toshiba, Ricoh and Canon. Stottmeister is responsible for 19 patents, is Chairman of BITKOM, a German printer and imaging solutions association, and is a co-founder of OFF SCRIPT GmbH. As an experienced entrepreneur, Stottmeister plans to grow Print Audit in the German MPS market.

Steven Swift

John Taylor

Steven Swift has more than 20 years experience in the imaging industry. He was responsible for setting up Ricoh Global Services Europe and launching one of the first managed print services. He went onto 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 for the document finishing business unit in Europe.

John Taylor is the Chief Executive of M2, an independent UK MPS provider. Before joining M2 in 2009, he held a range of senior roles across finance, sales and operations.

Over the last 16 years, John has specialized in managed services and outsourcing with parties such as RAC, Aviva, Lex, HBOS and Lloyds Banking Group.

Senior Consultant, Photizo Group

Jennifer Shutwell

CEO, M2

Adrian von Büren

Senior Consultant, Photizo Group

Business Director EMEA, PrintFleet

Jennifer Shutwell serves as a Senior Consultant with Photizo, providing research, consultation and advising services. She has 18 years of experience in transforming the management and operations of centralized and decentralized imaging and printing environments.

Shutwell has worked with large accounts, such as IKON Office Solutions, Hewlett-Packard, Konica Minolta and Canon Business Solutions.

Adrian von Büren, Business Director EMEA at PrintFleet, has developed PrintFleet’s MPS business in Europe, the Middle East and Africa over the last three years. Before joining PrintFleet, he supported several major printer and copier dealerships, helping build their MPS business as an independent consultant.

Von Büren has also held senior sales and consulting positions at Corel Corporation and IBM Switzerland.

Program MONDAY, 10 OCTOBER

9:00 - 13:00 Registration

Location: Foyer

13:00 - 17:00 Dealer Workshop: Improving and Growing an MPS Business

Jennifer Shutwell, Photizo Group Location: Kollhoff/Isozaki Room

19:00 - 22:00 Reception

Location: Wasserworks (Transportation will be provided by BVB Bus Company) Please meet in the Exhibition Hall at 18:45.

Sponsored by PrintFleet TUESDAY, 11 OCTOBER

9:00 - 13:00 Registration

Location: Foyer

8:15 - 9:00 Continental Breakfast

Location: Exhibition Hall

9:00 - 9:30 Conference Welcome

David Brown, Photizo Group Location: Grosser Ballsaal

9:30 - 10:30 Keynote Address: A Century of Continuous Transformation Edwill Jansen, IBM Location: Grosser Ballsaal

The global economy, client behavior and technology have all changed dramatically.

Join Edwill Jansen in a discussion of the current transformation taking place in the MPS industry and learn more about IBM’s successful transition.

10:35 - 11:30

14:00 - 14:55

MPS, The Independent Way

Point. P (Saint-Gobain Group) Moving Forward to MPS

John Taylor, M2 Recommended Audience: End-user Location: Moneo/Piano Room Insight into the transition programme that resulted in a group wide MPS implementation that is now delivering major results for a services business. This case study highlights the growing importance of top independent MPS providers.

Q&A

Edwill Jansen, IBM Recommended Audience: All Location: Kollhoff/Isozaki Room

11:35 - 12:30 The Delivery Gap: How to Get What Your MPS Provider Promised

Christian Gauss-Kuntze, Manager Project Development and Business Services Recommended Audience: End-user Location: Moneo/Piano Room What should end-users look for in a potential MPS partner? Join Gauss-Kuntze as he guides end-users down the road to effective MPS. Learn about pitfalls, implementation management, MPS operations and success factors.

Foundations of Your MPS Program: What It Takes to Launch the Program Gavin Sandham, Nashua, Ltd. Recommended Audience: Dealer, Reseller or Channel Location: Kollhoff/Isozaki Room

Staffing, investment, infrastructure, management buy-in; all of these moving parts must work together when launching a MPS programme. Join Gavin Sandham and learn the foundation of a quality implementation.

12:30 - 14:00 Lunch

Location: Grosser Ballsaal Sponsored by MWAIntelligence and Intel

Norbert Debargue, OP&CS Recommended Audience: End-user Location: Moneo/Piano Room Saint-Gobain Group employees over 190,000 people across 1,700 locations. Join Norbert Debargue for an interesting case study of this challenging implementation.

European Market: The Changing MPS Landscape: How to adapt as the market broadens, matures and moves into Stage 3 and 4 MPS Steven Swift, Photizo Group Recommended Audience: Dealer, Reseller or Channel Location: Kollhoff/Isozaki Room

Customers increasingly demand complete document solutions; join Photizo Group Senior Consultant for a discussion of MPS market shifts and the impact on providers.

An opportunity to earn what Stage 3 and 4 MPS mean for you.

15:05 - 16:00 Managing End-users to Unlock New Revenue

Kent Dunn, GreenPrint Recommended Audience: End-user Location: Moneo/Piano Room What is MPS all about? Helping people and businesses, right? In this session, learn how measuring and managing end-user printing can help you and your customers.

The Role of Underpinning Software Within the MPS Suite of Offerings Adrian Von Büren, PrintFleet with Evatic Recommended Audience: Dealer, Reseller or Channel Location: Kollhoff/Isozaki Room

MPS programmes can be complex and intricate, requiring support software for full functionality. Join von Büren as he guides providers through MPS support software options.

Program 6:00 - 16:30

11:35 - 12:30

Afternoon Break

The Challenges of Selling to New Public Sector Accounts

Location: Exhibition Hall

16:30 - 17:25 Q&A

Edward Crowley, Photizo Group Recommended Audience: End-user Location: Moneo/Piano Room

The Role of the MPS Service Distributor Antonio Sánchez Navarro, NubePrint Recommended Audience: Dealer, Reseller or Channel Location: Kollhoff/Isozaki Room

Building an infrastructure for others is not easy. In this session, Navarro will explain the role of MPS service distributors and reveal risks for dealers who may engage with a distributor.

17:30 - 18:30 Roundtables Discussions

Recommended Audience: All Location: Grosser Ballsaal WEDNESDAY, 12 OCTOBER

8:15 - 9:00 Continental Breakfast

Location: Grosser Ballsaal

9:00 - 9:30 Morning Address

David Brown, Photizo Group Location: Grosser Ballsaal

9:30 - 10:30 Keynote Address: MPS - The Channels Road to Riches

Pete Bedford, Independent Consultant Location: Grosser Ballsaal Join Pete Bedford, an independent MPS consultant, as he discusses operating profitably and successfully in the channel.

10:30 - 11:30 Executive Panel: Executives from the Industry Leaders Speak on the Future of MPS and What It Means to Business Location: Grosser Ballsaal

John Alfred Hustvedt, X-Partner Stavanger AS Recommended Audience: Dealer, Reseller or Channel Location: Moneo/Piano Room Across Europe, public sector procurement is subject to strict regulation. Hustvedt will present ideas on introducing MPS to the public sector and the challenges of complying with European Procurement Directives.

Q&A

Pete Bedford, Independent Consultant Recommended Audience: All Location: Kollhoff/Isozaki Room

12:30 - 14:00 Lunch

Location: Grosser Ballsaal

14:00 - 15:00 Partner Transformation Study: Do you know the challenges and opportunities in MPS today?

Jennifer Shutwell, Photizo Group Recommended Audience: Channel Location: Moneo/Piano Room Photizo Group is launching a MPS Partner Transformation Program featuring an integrated and dynamic framework to transform MPS providers around the world. Join Photizo Senior Consultant Jennifer Shutwell to learn more about this unique opportunity.

Case Study: Make MPS Personal Again!

Soenke Nonnsen, Genius Bytes Recommended Audience: All Location: Kollhoff/Isozaki Room Note: German-language only session

Nonnsen will talk about the simple idea behind MPS and why no one should feel left behind. There are many tools and partners out there that can help anyone to become successful in this business. Sometimes simple and easy things can get you started.

In the end, this business, as many others, is personal.

Nonnsen, Direktor Business Development bei Genius Bytes, zeigt die wichtigsten Geschäftswerkzeuge und Partnerschaftsgebiete auf, um Erfolg im MPS-Geschäft zu erzielen. Dieser Vortrag bezieht sich auf die Vorteile, einen persönlichen Stil und ein

maßgeschneidertes Angebot beim MPSGeschäft zu entwickeln..

15:00 - 15:30 Afternoon Break

Location: Exhibition Hall

15:30 - 16:30 MPS - The Next Level - ‘‘The People Dimension’’

Ian Dunsmore, Print Audit Europe & Hans-Werner Stottmeister, Print Audit DE Recommended Audience: All Location: Moneo/Piano Room Customers are now demanding added value to their MPS programme at all stages, from auditing to device management. Users want an understanding of what is being printed, who is doing it and how to control it. Print Audit Europe shares their experiences in moving to the next level of MPS within the German and UK markets.

German Customer Requirements

Jean Louis de la Salle, Photizo Group Recommended Audience: All Location: Kollhoff/Isozaki Room Note: German-language only session Explore the evolution of the German MPS market and learn about key impediments to continued growth.

Jean-Louis de La Salle, Senior Consultant bei der Photizo Group, liefert Daten und Analyse von Photizo über den MPS-Markt in Deutschland. Er wird die derzeitige Flaschenhals-Situation beschreiben und liefert wertvolle Informationen für MittelstandsEndkunden sowie für den Fachhandel.

16:35 - 17:30 Industry in Transition: Products, Services or Both?

Edward Crowley, Photizo Group Recommended Audience: All Location: Grosser Ballsaal In this thought provoking presentation, Ed Crowley will address the fundamental change underway in the imaging industry.

Will the industry continue to be led by products, move to a services-led model, or both?

Profitability and competitive advantage will be addressed and Crowley will ask five critical questions to help identify where your firm is on the services adoption model.

About Photizo EDWARD CROWLEY Founder, CEO

Market Trends, MPS Ecosystem HEADQUARTERS

Photizo Group is the leading research and consulting firm specializing 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.

Keng Keng Tan

Vice President, Research, Consulting & Information Services Asian MPS Market, Market Forecasting and Measurement Asia Pacific Office

Leading thought, Photizo was the first firm to develop the concept of MPS-enabled Hybrid Dealers with its groundbreaking Hybrid Dealer Report in 2009. Photizo also defined the industry’s Customer Adoption Model and continues to update this model as the industry and customers evolve.

Mike Huster

Research and Consulting

Headquarters

Each of our clients faces 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, insight and objectivity in addressing our clients’ challenges. Photizo’s consulting practice areas include: MPS program development and implementation specifically for dealers/resellers; MPS markets and strategies; growth strategy development and execution; financial analysis and competitive benchmarking; and new-market entry.

Senior Consultant, Senior Industry Analyst MPS Market Analysis, MPS Purchase and Brand Dynamics

Rob Sethre

Senior Consultant Market Trends and Infrastructure Providers New York Office

Ken Stewart

Senior Consultant, Client Advisor MPS Channels and Programs South Carolina Office

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/.

JENNIFER SHUTWELL

Conferences

Steven Swift

In the spring of 2009, Photizo introduced the first conference dedicated to managed print services. So successful was the first conference, it has 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. To learn more about MPS Conferences, visit photizogroup.com/conference.

Publication

Identifying a need for information and insight into this industry, Photizo began to publish the first publication dedicated solely to managed print services — the MPS Insights Journal in 2007.

Today, Photizo’s MPS Insights media has expanded across different platforms, reaching a global audience of MPS decision makers and influencers. Learn more at mpsinsights.com.

Senior Consultant

MPS Channel Program Management & End-User Consulting NORTH CAROLINA Office

Senior Consultant European MPS Market, End User Implementation LONDON Office

JEAN-LOUIS DE LA SALLE Senior Consultant

European MPS, Sales Transformation, Future of Business Dynamics PARIS Office

MASAHIKO IKEDA Senior Consultant

Asia-Pacific Markets TOKYO Office

Flexible financing increases income

Clearly an attractive package: Our Output Management rental solutions are “MPS-ready�.