FRAMINGHAM, Mass.--(EON: Enhanced Online News)--While the managed print and document service (MPDS) market continues to evolve, it's critical for MPDS providers to understand and adapt to the demands of their existing clients as well as their prospective customer base. According to a recent analysis from International Data Corporation (IDC), although an aging and/or non performing fleet of printers and MFPs, or an unwieldy number of brands and contracts most often trigger an MPDS engagement, aspects of services delivery such as a robust assessment and the ability to serve multiple geographies are often key components of end user requirements.
“Overall, MPDS customers are looking beyond output technology and providers must expand both core and advanced services to meet these changing needs”
"Overall, MPDS customers are looking beyond output technology and providers must expand both core and advanced services to meet these changing needs," said Holly Muscolino, Research Vice President, Document Solutions. "Factors such as optimization and assessment methodologies, national or global support, scanning workflow, and employee training and change management are finding their way into customer requirements. And while price is still a factor, contract flexibility, including a fully variable cost payment structure, frequently helps clinch the deal."
Of course, as with any change, a number of challenges exist. Vendors must fully promote their capabilities, while remaining responsive to end user needs. And it is important that service levels remain high, even after the contract is signed. While incumbency is a key win factor, the reason most often given for unseating incumbents is poor service.
Additional findings from IDC's MPDS research include:
- Technology is still an important factor in selecting a MPDS provider, including breadth of product line and ease of integration with enterprise systems
- In addition to financial considerations, service delivery commitments also assisted vendors in winning contracts
- Although only a small percentage of respondents identified vertical knowledge or workflow as important, IDC believes that both will play greater roles in future MPDS purchasing decisions
The IDC study, IDC MPDS MarketScape Buyer Decision Patterns (IDC #243934) provides findings and analysis from a series of MPDS customer interviews. The research helps MPDS providers understand buyer decision patterns, providing critical input for market engagement initiatives. The research looks at factors that triggered MPDS vendor evaluation, key requirements, primary win factors, and implementation challenges.
International Data Corporation (IDC) is the premier global provider of market intelligence, advisory services, and events for the information technology, telecommunications, and consumer technology markets. IDC helps IT professionals, business executives, and the investment community to make fact-based decisions on technology purchases and business strategy. More than 1,000 IDC analysts provide global, regional, and local expertise on technology and industry opportunities and trends in over 110 countries. For more than 49 years, IDC has provided strategic insights to help our clients achieve their key business objectives. IDC is a subsidiary of IDG, the world's leading technology media, research, and events company. You can learn more about IDC by visiting www.idc.com.
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