by Patricia Ames
We sat down recently with Bill Melo, chief marketing executive for MPSA Platinum member Toshiba America Business Solutions to discuss what Toshiba is doing, what’s new in the MPS space and advice for MPSA members.
Tell us a little bit about what Toshiba is doing in the market with managed print services and how you’re differentiating yourselves. There is a lot of discussion around the commoditization of MPS and you are a strong player in MPS – what is Toshiba doing that is working?
BM: I think when it comes to services especially, there are two ways that you can differentiate yourself. One is very obvious and easy to appreciate, which is that you offer something that other people do not. And then the other way of differentiating yourself, which is more subtle and requires a bit more insight from the eye of the beholder, is that you simply execute better than other folks. This could be because of better systems or more experience or the degree to which you focus on something. The second method is harder to prove out, but I think we differentiate ourselves a little bit on both elements.