The following is by Louella Fernandes
The market for enterprise managed print services (MPS) is a competitive space dominated by a small number of large vendors. With little to differentiate core services, such as fleet optimisation and proactive management, vendors such as Xerox are expanding their focus beyond MPS, to lucrative business workflow services.
Xerox is a company in the midst of transformation, working hard to shift the legacy perception of its brand. Its journey to a services-led company means that today it is competing in a much wider technology and services market space.
Its Services unit is comprised of three offerings: Business process outsourcing (BPO), document outsourcing (DO) and IT outsourcing (ITO). For FY 2013, revenue from its Services business accounted for 55% of its total revenue, up from 46% in 2010. In its Q1 2014 earnings call, Ursula Burns, CEO, indicated that Xerox expects this to grow to two-thirds by 2017.
Consequently, Xerox is pushing ahead with new services offerings, the most recent announcements relating to its MPS business.
Driving MPS Growth
The MPS market is one where Xerox has established a mature leadership position. However, competition is intensifying, particularly with vendors such as HP, Lexmark and Ricoh strengthening their offerings.
Xerox is actively working to differentiate and strengthen its enterprise MPS offerings – through both expanded services and enhanced go-to-market. A key differentiator for Xerox is its breadth of service offerings that encompass the full range of printing services – from the office to the print room.
Its next generation MPS platform is built on three pillars – assess and optimise, secure and integrate and automate and simplify. These elements are supported by a range of technology, services and products that support enterprise initiatives around cost reduction, productivity and sustainability.
Key highlights of its latest announcements include:
Xerox has already developed a mature set of security solutions. Along with standard encryption and image overwrite capability, Xerox ConnectKey multifunction peripherals (MFPs) support McAfee’s whitelisting technology to detect and prevent unauthorised access of MFP files. In addition, ConnectKey MFPs also include Cisco TrustSec, for intelligent access control.
About the Author
With over 20 years’ experience in the print industry, Louella Fernandes is a respected and globally recognised analyst focusing on the evolution of business printing. Louella is currently Associate Director for Print Services and Solutions at Quocirca.