During my time in the MPS world, I have discovered several best practices and gained insights from many MPS dealers. I’ve met with many sales teams and had the privilege of going onsite with some wonderful consultants all over the world. I would love to share some of the best practices I have surmised from this diverse group of experts, in hopes it could help others in the future.
Fleet mapping can play an essential role in winning (or losing) a new MPS deal. It can also be challenging to identify and visualize a fleet, especially for large customers in industries like healthcare and education. The global pandemic has further complicated onsite visits for consultants and customers alike. Let’s explore some of the common reasons an analyst would skip mapping and potential reasons to take a second look, even in light of COVID-19.
Above you can find a checklist of things to bring on site to map a MPS deal. Be sure to check this list before leaving your hotel to make the most out of your time spent on site.
Charlie is an account manager for a Managed Print Service (MPS) company in the Pacific Northwest and she is having a rough year. 2020 was supposed to be record shattering. It’s been more of a roller coaster than she could have ever imagined. She is facing new and increasing pressure to deliver value, and save money for both existing and new customers. Adding to this challenge, many businesses are operating with remote employees now, resulting in an alarming drop of consumables. So how can Charlie effectively show her customers how to save money and optimize their print fleet, while also winning new deals and growing MPS for her company that so desperately needs new sales? An accurate Total Cost of Ownership (TCO) engine could give Charlie the edge she needs to keep current accounts satisfied, and win new deals.