Tawnya Stone. Credit: CompTIA
Providers need to “figure out [a] strategy” for declining print volumes, an industry expert has written.
Tawnya Stone, Chair of the CompTIA MPS community and Director of Strategic Technology for GreatAmerica Financial Services, said there are “various efficiencies and upgrades” providers need to look at to be able to serve more clients, in spite of many companies with a vertical approach “digging their heels in” for a number of years.
Market discussions are underway in the CompTIA MPS community about adjacent markets in light of declining print volumes, which Stone encouraged “can be most helpful when change is afoot”. The community is “close knit” and “different from cloud or security”, with a focus on engagement with “educational resources that touch on issues people care about”.
It has been known for the older generation to “conflict on ideas” with the upcoming one, the writer said, giving the example of the commonly used ‘pay-per-click’ method, versus the new idea of ‘pay-per-use’, which was debated at the CompTIA’s annual member’s meeting. Stone describes the new model as similar to how MPS providers sell IT, but with a “different kind of billing system”. While not everyone agreed with the novel idea, it was the “vibrant debate” that was worthwhile, according to the chair.
Stone went on to explain the “navigation tools” the community provides for those “willing to take steps forward”, such as the research in its Trends in Managed Print study, and analysing MPS through the KANO Model whitepaper for helping providers “better understand customer needs based on the kind of environment they’re in”.
The community also offers industry best practices definitions, tools and templates development, educational track refinement and overall industry analysis. Those who operate with best practices can apply for a Managed Print Trustmark (MPT), which differentiates the company “with quality service and the processes and systems to back it up”. An MPT video is to be released soon, showing a presentation for end-users on the value of partnering with companies with the MPT recognition.
Turning to the community’s future plans, Stone mentioned a series of 30-minute webinars on topics decided on by the members. She explained that they will be “quick hits, written and recorded by the industry’s experts” and added that the information will serve as an aid to educate MPS providers on how to offer best-quality service and navigate change in the model.
There are also plans to “branch out into CompTIA’s multiple member communities to get expert insight on adjacent markets”, while other areas to explore “relevant to [the] same customer base” include 3D printing, managed services, security and cloud services. Stone invited readers to sit in on the member’s meetings, such as the one taking place at ChannelCon, which is happening on Chicago from 3 to 5 August.
She further said that membership opens up “many collaboration opportunities” as you interact with people running similar companies “serving the same markets”, yet you also hear from a “variety of different experts” and receive “different perspectives”. Over time delegates can “draw conclusions about what’s happening in the industry” in this “forum for collaboration”.