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16
magazine
Cover Story
In 1999, Lexmark took its first steps in
MPS with the launch of maintenance
services, asset and consumables
management and consultancy. Since
then, it has continued to expand its
capabilities to the point where it is
now one of the world’s leading MPS
providers responsible for more than
3,500 engagements worldwide.
Lexmark is wowing both critics and punters with its Managed Print
Services (MPS) and has now made it into the Leaders quadrant of the
latest
Gartner Magic Quadrant for Managed Print ServicesWorldwide
report. The MPS market is strong and growing, with various firms
estimating its value to hit over $60bn by 2013. James Goulding discovers
why more and more businesses are choosing to embark on the MPS
journey with Lexmark by their side.
The perfect
travelling companion
Recently, Lexmark was for the first
time included in the Leaders quadrant
of the
Gartner Magic Quadrant:
Managed Print Services Worldwide
report . Lexmark was evaluated on
“completeness of vision” as well as its
“ability to execute”. According to Gartner,
“Leaders provide MPS to a wide range
of customers, including the largest and
most geographically dispersed, so they
must demonstrate a truly global reach.
They must demonstrate not only the
skills to deliver today’s MPS, but also the
understanding, initiative and resources
to prepare for tomorrow’s MPS. Leaders
characteristically augment the full scope
of MPS with a wide range of added-value
services. As a result, they are frequently
shortlisted by large and mid-size
customers.”
Lexmark enterprise sales director Phil
Pate welcomes Lexmark’s elevation to
Leader status and believes the validation
of its MPS proposition is thoroughly
deserved.
“We’ve always had a disruptive model
focusing on the Print Less piece, which
has three facets to it: cost control and
reduction; environmental savings through
reduced paper and energy use; and
the implementation of more efficient
workflows.When the original
Gartner
Magic Quadrant for MPS
was published
in 2008, Lexmark was classified as a
Visionary, a company with a clear vision
for managed print services. In 2009/10
we were described as a Challenger; and
now we are a Leader. Our strategy hasn’t
changed, but it’s good to get recognition
for what we have achieved,” he said.
Recognition has come from the
market too. Lexmark MPS sales grew
considerably last year. For Pate, one of
Lexmark’s great strengths is its focus on
key vertical sectors, such as banking &
finance, retail, manufacturing, healthcare
and education. In-depth knowledge
of these industries and their distinct
workflows, business processes and
compliance requirements has enabled
Lexmark to develop solutions tailored to
the specific needs of customers.
Pate believes this approach is
becoming more important as MPS
engagements evolve from cost-saving
exercises to encompass business process
optimisation – a Lexmark MPS typically
delivers savings of up to 30%, but some
Lexmark customers have seen cost
savings figures as high as 40%.
1. Gartner, Inc., Magic Quadrant for Managed Print Services,Worldwide,
KenWeilerstein, Cecile Drew, Yulan Li, October 25, 2011.
2. Gartner, Inc., Magic Quadrant for MFPs and Printers,Worldwide,
Sharon McNee, Federico De Silva, October 24, 2011.