A Questex Company European Office Vertical Market Opportunity Analysis by NUTS* 2 Level: Installed Base, Print Volume, and MPS Pages *EuroStat: Nomenclature of Territorial Units for Statistics NUTS Office Technology & Services What is the size of the office equipment installed base, print volume, and managed print services (MPS) in France, Germany, and the U.K. by vertical industry, company size, and NUTS 2 statistical area? What is your share of total market office print volume by vertical industry and company size at the NUTS 2 territory level? Which vertical industries and company sizes drive opportunity? How much page volume is captured by MPS contracts within NUTS 2 territories? Where does print volume continue to persist? What should optimal channel coverage look like for each NUTS 2 territory? A Multi-Client Study
O f f i c e V e r t i c a l M a r k e t O p p o r t u n i t y A n a l y s i s b y N U T S 2 S t a t i s t i c a l A r e a This study will provide office equipment and supplies vendors, paper mills, managed service providers, software vendors, and channel players with a robust database tool, market survey, and detailed analysis to enable strategic planning for channel coverage and market segmentation by vertical industry, company size, and NUTS 2 geographic level. Introduction The office document industry in Western Europe is showing an increased focus on paper-intensive industries with many of the market-leading OEM suppliers and channel businesses aligning their organizations and go-to-market strategies to identify and address print as well as paper-intensive applications and workflows. This is a reflection of the mature state of the document output market. Growth in this industry requires the capture of market share from competitors and the ability to fully engage in managed print services. However, mature markets also present the challenge of entrenched competitors with long-established distribution partners. As a result, capturing market share demands new ways of aligning strategy with distribution channels and exploiting innovative ways to segment markets and customers. In short, to effectively compete and win share in this industry vendors are increasingly looking to: Identify where concentrations of page volume exist within specific territories Understand which vertical markets have business workflows that drive persistent page volume within specific territories Confirm the extent to which specific territories have been penetrated by managed print services Vendors and channel businesses with a clear understanding of where page volumes are in decline, status quo, or growing by vertical industry, size of business establishment, and geographical area will have both strategic and operational advantage. They will be able to fine-tune go-to-market strategy and target persistent page volume at the local level through direct sales and/ or via channel partners. To enable this, InfoTrends will size and analyse the A3/A4 multifunction and single function hardware installed base (IB), print volume (PV), and pages captured by MPS contracts by NUTS 2 territories, business sectors, and size of business establishments. The analysis will be based on a robust foundation of market research capability and data resources that includes: Actual hardware usage statistics and EU/ gover nment data statistics Database and user interface functionality from the InfoTrends Strategic Mapping Application - enabling channel analysis of dealer/var/system integrator statistics by geography within France, Germany, and the U.K. Comprehensive quantitative survey research by vertical market industry segment Over 20 years of market sizing and forecasting within the office document output market
Objectives Deliver a robust database tool that enables clients to segment markets, perform analysis, and develop strategic plans to maximise goto- market effectiveness and sales activities. The study will enable subscribers to: Validate which vertical markets, by establishment size, are driving page volume in France, Germany, and the U.K. Enable channel partners/direct sales organisations to have a more tactical view of the total print opportunity and pages under management ( MPS) Enable better alignment of distribution capabilities within NUTS 2 statistical territories Develop vertical market print & services strategy at the local territory level Forecast installed base, print volume, and print captured by MPS by vertical industry, establishment size, and product category The database tool will enable subscribers to segment and organize data at a granular level by page volume, installed base, and pages under management. The database will encompass colour and monochrome devices by personal, workgroup, departmental, and light production segments. Furthermore, users will be able to examine this data by NUTS 2 statistical area, vertical industry, and establishment size utilising an InfoTrends mapping application, robust pivot table features, and a heat map visualization of the underlying data. Deliver total France, Germany, and U.K. forecasts of installed base, print volume, and print captured by MPS contracts by vertical industry, establishment size, and product category to provide a market directional view. Benefits Optimize channel to capture print volume opportunities Create a more profitable distribution channel Develop line of sight into total pages under managed print contracts Develop new metrics to measure sales performance Capture increased share of persistent print volume Capture equipment installed base market share from competitors Improve market segmentation Better align channel and opportunity by vertical market and business size Capitalize on a better understanding of equipment installed base size Market Segmentation and Research Methodology InfoTrends study methodology will encompass a combination of real world data capture at the regional level; a vertical market quantitative survey; industry interviews with OEMs, independent software vendors, and leasing companies; and InfoTrends market sizing and forecasting data for office equipment. Market Segmentation Statistical Areas: NUTS 2 statistical areas: total of 98 regions (22 in France, 39 in Germany, 37 in U.K.)
19 NACE Vertical Industries: (NACE is the statistical classification of economic activities in the European Community.) Agriculture, forestry and fishing Mining and quarrying Manufacturing Electricity, gas, steam and air conditioning supply Water supply; sewerage, waste management and remediation activities Construction Wholesale and retail trade; repair of motor vehicles and motorcycles Transportation and storage Accommodation and food service activities Information and communication Financial and insurance activities Real estate activities Professional, scientific and technical activities Administrative and support service activities Public administration and defence; compulsory social security Education Human health and social work activities Arts, entertainment and recreation Other service activities Business Establishment Sizes: 1-9 10-49 50-249 250+ Installed Base ( A3/ A4, MFP/ SF; Color & B/ W): Personal: 1-10 ppm Workgroup: 11-30 ppm Workgroup: 31-44 ppm Departmental: 45-69 ppm Light production: 70-90 ppm ( unmanned devices) Business inkjet Research Methodology Industry Data Capture: Real-world page volume statistics via consortium of data providers OEM equipment suppliers; ISVs; commercial leasing companies Web Survey Research: Business survey of 1,200 professional respondents who print as part of their work habits in France, Germany, & U.K. Will represent broad range of job functions and titles Limits % of respondents from establishments of 1-9 employees to 15% of total sample Cross-reference with U.S. Vertical Market Analysis Study: Leverages back-end database and integration platform InfoTrends Market Sizing and Forecast Research: France, Germany, and U.K. forecast of A3/A4 hardcopy device installed base, print volume, and print volume within MPS contracts 2013 market sizing of A3/A4 hardcopy device installed base, print volume, and print volume within MPS contracts by vertical industry, company size, and NUTS 2 statistical level
Secondary Research InfoTrends will thoroughly examine existing market information on key players, applications, 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 (include vendor white papers, user groups, and research reports). InfoTrends will also leverage research it has previously published as part of its continuous consulting services and research. Analysis & Project Deliverables InfoTrends will perform an extensive analysis to develop an understanding of the page volume opportunity by NUTS 2 statistical area, vertical industry, company size, and device segment. Subscribers of the study will receive: Executive summary including PowerPoint summary analysis, forecast and survey findings, and sample analyses of largest NUTS 2 territory for each country Survey analysis by business size, print behaviors & volumes, technology utilization, and MPS page volume by geography Database/pivot table with graphical user interface (GUI) enabling 2013 data capture, downloads, and analysis that contains real-world vendor-supplied data, government business size data, survey data, and InfoTrends forecast data o Tableau dashboard (workbook) and user guide for data visualization that also supports cross- tabbed data exports to Excel Total France, Germany, and U.K. forecasts (Excel pivot tables) of installed base, page volume, and managed page volume segmented by vertical industry and company size Data tabs and charts from the quantitative survey Written report detailing interviews, key findings, and recommendations On- site briefing ( optional) All French, German and U.K. project deliverables will be published and delivered in September 2014. Terms and Conditions Liability for Advice 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. 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.
Terms Clients may have other business units co-fund the study and receive a copy of the report at no additional charge. InfoTrends invoices the first half of the fee upon initiation of the contract and the second half upon delivery of the report. About InfoTrends InfoTrends is the leading worldwide market research and strategic consulting firm for the imaging, document solutions, production print, and digital media industries. We provide insights and advice to help clients understand market trends, identify opportunities, and grow their business. Headquarters U.S. 97 Libbey Industrial Parkway Weymouth, MA 02189 USA +1 781 616 2100 info@infotrends.com Europe 960 Capability Green Luton, Beds LU1 3PE United Kingdom +44 1582 635048 euro.info@infotrends.com Japan Ebisu IS Bldg. 8F 1-13-6 Ebisu, Shibuya-ku Tokyo 150-0013 Japan +81 3 5475 2663 info@infotrends.co.jp
European Office Vertical Market Opportunity Analysis (France, Germany, & U.K.) Subscribe Today! Don t miss the opportunity to subscribe to a research study that will provide office equipment and supplies vendors, paper mills, managed service providers, software vendors, and channel players with a robust database tool, market survey, and detailed analysis to enable strategic planning for channel coverage and market segmentation by vertical industry, company size, and NUTS 2 geographic level. Early Subscriber Rate By June 30, 2014 Subscriber Rate After June 30, 2014 Subscription includes: 29,325 / 25,375 34,500 / 29,850 Written Report - Published in September 2014 P P Database ( Excel Pivot Table) P P Management Presentation ( PowerPoint) P P Forecast (France, Germany, & U.K.) P P Data Tabulation Subscribers may also add the following option: On-site Presentation P 2,000 / 1,500 (+ travel) P Purchase order number: Signature Name Title Company Address City, State, Zip Country Telephone E-mail E-mail the completed form to sales@infotrends.com or fax to +1 781.616.2121.