Introducing ClearView, a tool to properly price and position MPS opportunities

Strategy Development has worked with a leading software developer to translate their knowledge and insight of proper pricing of managed print services (MPS) engagements into a comprehensive Excel-based pricing tool: ClearView. ClearView is user-friendly and easily blends expenditures for mixed fleets, related consumables, and services into a single cost-per-page (CPP). The blended CPP can enable a customer to reduce costs and/or allow print providers to improve margins.

ClearView turns data into intelligence in order to calculate a current CPP, as well as what a blended CPP would be in a variety of potential scenarios. The tool enables comparisons of MPS transactions from simple outsourcing, to redeployment, consolidation or refresh of devices, as well as comparing total cost of ownership to the prospect’s/customer’s current cost. Additionally, ClearView provides the ability to contrast costs from period to period to assist in conducting quarterly account reviews, a process developed by Strategy Development for the MPS space.

ClearView is being made available to Strategy Development’s consulting clients and participants in the BTA MPS Workshops, which were developed and are instructed by Strategy Development consultants. If you are current consulting customer or have attended a BTA MPS Sales or BTA Operations & Service training workshop in the past twelve months, click here to register for the training webinar which will take place on Wednesday, September 1, 2010 at 11am EST/8 PST.

Introducing WebEd: A monthly educational webinar series

This month Strategy Development is launching WebEd, a free educational webinar series to provide monthly training for sales, operations, and service professionals.

The series kicks off with two webinars: In the service track on August 24, Manage a Service P&L — How to Read, Interpret and React and, in the sales track, MPS Assessments – Know when to hold ‘em, know when to fold ‘em on August 25.

Manage a Service P&L — How to Read, Interpret and React
With a precise understanding, the service income statement (P&L) will provide a service manager with the information needed to make sound business decisions and realize 52% plus returns. Comprehension of how managed print services (MPS) business affects the P&L adds a layer of complexity that requires specific knowledge. This level of understanding can only be realized with the proper education of how to interpret, act, and communicate within the organization.

Date: Tuesday, August 24
Time: 11am EST/8am PST
Duration: 45 minutes
Speaker: Mike Woodard
Click Here for More Information and to Register



MPS Assessments… know when to hold ‘em, know when to fold ‘em
The assessment is the step in the sales cycle where you capture the information to justify the financial aspect of the MPS business case. Learn the in’s and out’s of performing assessments; when to walk away from a perceived opportunity; overcomplicating the process; to map or not; about gaining all of the critical information to justify a contract; as well as the perils of not having an champion or an agreement on pain. Avoid the many pitfalls that will help enable you to capture a large recurring revenue stream. Having knowledge of what NOT to do is as important as learning what you need to do well.

Date: Wednesday, August 25
Time: 11am EST/8am PST
Duration: 45 minutes
Speaker: Ed Carroll
Click Here for More Information and to Register




Hope to see you there!