Reprographers (and others who visit Reprographics 101 and who may have an interest in MPS), please note that, although very large companies (such as Xerox) have certain competitive advantages because of their size, scope, geographic reach and financial resources, it is not impossible for smaller competitors to successfully compete with very large companies for MPS business. I know that for fact, since, in my prior life, we (my former companies) did successfully compete head-to-head, on certain FM and MPS-like deals, with much larger companies (including Xerox, IKON and others.)
So, reprographers don’t lose hope; don’t ever take the position that you can’t successfully compete. As for two examples: (a) we replaced Xerox as the “staffed” FM/MPS vendor for a very large engineering firm. Xerox had been inside that firm for around 8 years. Our advantages and relationships outweighed/overcame Xerox’s advantages and relationships, (b) we won, in a joint venture with Savin Corp, the staffed FM/county-wide MPS business from a major county, successfully defeating Xerox and other larger companies in the first completion and subsequently won a 2nd competition for that same deal, successfully defeating Xerox, Canon, etc. In an FDOT (department of transportation) staffed FM/MPS deal, we made the short list of four, and three of the four companies that were not short-listed were all much larger companies, including Xerox and OCE (and OCE had been the previous vendor.) So, based on my own experience, size, scope, geographic reach and financial resources don’t always swing deals in favor of very large companies; it is often “the best strategy” (and comprehensive solutions that are truly in the best interest of the customer and good relationships with the customer) that wins the day. Don’t be intimidated. David did defeat Goliath!
Okay, having said all that, let me now say congratulations to Xerox for the number one MPS ranking it has achieved!
Xerox Leads Global Managed Print Services Market
Friday, December 09, 2011
Press release from the issuing company
Xerox Corporation remains the worldwide leader in managed print services (MPS), as businesses large and small enlist the company’s help to cut costs and reduce the time employees spend on print-related activities.
According to Gartner, Inc., the MPS market experienced double-digit growth in 2010. Xerox led the way, as more and more IT leaders discovered the benefits of better managing the way documents are printed, shared and updated. For example:
Large organizations: British Airways, Cisco, Kelly Services, Cuyahoga Community College and University College London Hospital NHS Foundation Trust are using Xerox Enterprise Print Services PDF file to make it easier and more cost-effective to print across multiple networked offices, in-house print centers and on the road. Through ACS, A Xerox Company, Xerox integrates MPS into the IT infrastructure to help businesses convert paper into digital, simplifying and speeding up workflows in ways that save time and money.
Organizations with a smaller print infrastructure: The cities of Rochester, N.Y. and Riverside, Calif. and the Los Angeles Trade-Technical College are using Xerox Print Services to take control of print costs by applying the same tools and techniques used to save millions for large corporations. Xerox provides remote support for break-fix, supplies and procurement to manage their in-house printing and copying.
Small and medium-sized businesses: Clients are working with Xerox partners around the world to better manage print devices from multiple vendors using Xerox Partner Print Services PDF file and PagePack® 3.0.
Additionally, this week, Xerox was ranked by Gartner as the worldwide market share leader with 33 percent of MPS revenues in 2010. Gartner also positioned Xerox in the Leaders Quadrant of the 2011 Magic Quadrant for MPS Worldwide.
“Xerox continues to lead the MPS market because of our ability to adapt to the needs of our customers,” said Stephen Cronin, president, Xerox Global Document Outsourcing. “We believe our position in the market is confirmed not only by analyst rankings but also through the return on investment and real business benefits our customers realize by taking a simpler and more effective approach to their document management.