Determining Print Management Deployment Targets …
For many dealers, IT shops and VARs the idea of print management blossomed from an immediate need … A potential customer offered the opportunity to prepare a print management RFP … The process of gathering meters has become too time consuming … The service department is not proactive enough to avoid emergent situations.
These are good reasons to become involved in print management, but all too often, once various collection options have been evaluated, and the software chosen, the immediate need has passed.
Collection software needs to be deployed so that information from customers’ devices can start to flow. Establishing a deployment process qualifies the dealership to be ready for the above situations.
Determining Target Customers
But, what about targets? After all the preparation is done, and the right staff is chosen (see Archive for previous topic discussions), how does one decide where to start deploying the collection software? When talking with our most successful clients, Print Tracker patrons tell us they research their files and talk with their own people first:
Talk with the Administrative staff:
Talk with the Sales Team:
Customer Files are the Key:
Print management ‘target list’:
By inquiring, reviewing files and using a methodical approach, distinct customer types can be easily identified:
Start here, keep it simple
Use the gathered information to create a print management ‘target list’ for MPS Deployment team. Prioritize the list of deployment candidates based on upcoming contract renewals and set realistic deployment objectives. Start with smaller realistic goals, maybe just one or two deployments per category per week … and know that some may not have any at first. Identify time table and benchmark dates, and include feedback loops to ensure progress is being made.
By applying the strategy of securing two ‘best’ customer deployments, and one installation each in the areas of accounting, service and supply each week, even average dealers can achieve 20 deployments in a month. Assessment set ups can be added in other areas once confidence in the process is established.
… In Summary
A very conservative estimate of MPS involvement might include two people completing 5 installations a week. Most dealerships consider their largest clients first … but keep in mind, the sales or implementation cycle for them will be longer, and will stall the process. The best prospects are those with about a dozen devices, those clients well known to dealership staff … the ones that LIKE you! They are people that are most forgiving and are willing to try new things.
So, don’t freeze at the starting line … Get out there and deploy your MPS collection software.
Written by Brian Dawson, Sales and Marketing Director, Print Tracker, LLC
Brian is a productivity specialist, sales coach, mentor, and offers managed print solutions world-wide with Print Tracker software.
View profiles at www.linkedin.com/in/briandawsonid/ and www.linkedin.com/company/514661. Contact Brian at [email protected], (866) 629-3342 x7 or through the internet home of Print Tracker at http://PrintTracker.net