Disruptive Print Modeling for SMB: Business Inkjet & Laser

Transcription

1 A Questex Company Disruptive Print Modeling for SMB: Business Inkjet & Laser Multi-Client Study for Western Europe Office Technology & Services A Multi-Client Study

2 D i s r u p t i v e P r i n t M o d e l i n g f o r S M B : B u s i n e s s I n k j e t & L a s e r Introduction The office document industry targeting small & medium sized businesses (SMB) is showing an increased focus on the provision of Print-as-a-Service as part of a contract between user and provider. Contractual selling has previously been confined to the legacy copier business and MPS providers. Printer vendors have had a hard time shifting from over the counter sales to selling more than just the hardware. As the competition heats up, it is important that vendors find new ways to access potential customers and expand on their professional offering. Contractual selling can offer a number of advantages including improving satisfaction, increasing the use of color, and solidifying brand loyalty among many other benefits to the user and vendors alike. InfoTrends new multi-client study aims to understand what packages might be attractive to the SMB market divided up into: Home office (1-2 people) Micro business (2-9 people) Small Office (10-49 people) Medium- sized business ( people) The study will include an analysis of the competitive situation providing insight on which vendors currently offer which programs. Using a market model, InfoTrends will aim to understand the acceptance and/ or elasticity for different programs or packages by customer type. Various examples of programs will be presented to help determine SMBs preferences around an all-encompassing flat rate for hardware, supplies and service or variable fees based on usage or some other form of package. At the same time, InfoTrends will address SMB buying patterns and channel preferences. Objectives Most A4 products to SMB are sold transactionally. MPS and services have not been well accepted. Our objective is to understand what other packages are attractive to SMB. Understand the acceptance of contractual programs for office equipment and related products, such as supplies/services by size of company and work location (including remote workers): > Home office (1-2 people) > Micro (2-9) > Small office (10-49) > Medium- sized Business ( )

3 Present different contractual ideas to gauge interest > All- encompassing flat rate for hardware, supplies, and service > All- encompassing variable fee package based on usage > Fees inclusive or exclusive of Hardware: Business inkjet v.s. laser > Other approaches/ offerings/ packages Map the current situation identify and profile programs. Consider the characteristics of the prospective customers (including awareness, consideration, usage, etc.) Evaluate preferred channels and the benefits Develop a Market Model to understand the acceptance/ elasticity for different programs/ packages by customer type and the need for capabilities, such as enhanced finishing. Market Research InfoTrends study methodology will encompass primary and secondary research, coupled with analysis of market news and trends. We will conduct both qualitative interviews and quantitative surveys made up of home office, micro, small office, and mediumsized businesses. Desk Research InfoTrends will leverage existing company size and channel data. It will investigate potential lessons from other product categories (e.g. mobile phone, software as a service, others). Finally, InfoTrends will look at Amazon business and other online and retail vendors. Stakeholder Interviews InfoTrends will interview OEMS, channel (dealers and contract stationers) - Approximately 10 Online Survey of office equipment decision-makers InfoTrends will conduct an online survey of 1,000 respondents from the United Kingdom, Germany, France, Spain, and Italy representing: Home office - income generation offices (1-2 users) Micro (2-9) Small office (10-49) Medium- sized businesses ( ) Secondary Research InfoTrends will thoroughly examine existing market information on market segments, competitors, and product categories using a variety of sources, including industry trade associations, government agencies, published industry reports, trade articles, industry databases, company websites, and other sources. InfoTrends will leverage research it has previously published as part of its continuous consulting services and research.

4 Analysis & Project Deliverables InfoTrends professional staff will perform an extensive analysis of the research to develop an understanding of the opportunities and issues surrounding disruptive print modeling. Subscribers will receive: Data cross tabulations PowerPoint slides Executive Summary PowerPoint of Executive Summary Market Model Client Webinar Project Schedule Copyrights InfoTrends retains all copyrights. The reproduction of any materials is prohibited without written consent from InfoTrends. Confidentiality InfoTrends will use its best efforts to ensure that any confidential information obtained about the client and its business during the course of the proposed study is not, unless agreed otherwise in advance, disclosed to any third party without the prior written permission of the client. InfoTrends retains the right to re-use any non-proprietary information as part of its ongoing analysis of the office automation and printing and publishing industries. Milestone Pre-sales Research and analysis Delivery Completion May - August September - November November - December About InfoTrends InfoTrends is the leading worldwide market research and strategic consulting firm for the digital imaging and document solutions industry. We provide research, analysis, forecasts, and advice to help clients understand market trends, identify opportunities, and develop strategies to Terms and Conditions Liability for Advice grow their businesses. Although reasonable efforts will be made by InfoTrends to ensure the completeness and accuracy of the information contained in written and oral reports in connection with the proposed study, no liability can be accepted by InfoTrends for the results of any actions taken by the client in connection with such information, opinions, or advice.

5 Disruptive Print Modeling for SMB: Business Inkjet & Laser the completed form to or fax to Authorization Form Early Subscriber Rate By August 31, 2016 Subscriber Rate After August 31, 2016 Pricing: Wester n Europe $24, 995 $29, 995 Purchase order number Signature Name Title Company Address City, State, Zip Country Telephone