MPS Insights » Ken Stewart

MPS Sales: Pursuing New Customers or Expanding into Existing

Ken Stewart — Wed, 18 Jan 2012 13:36:24 +0000

I’ve had opportunity to talk with a lot of dealers and resellers across the spectrum of the service-centric transformation. Most dealers and resellers on the edge of managed print services ... »

Hacked Off About HP Security Headlines; Who’s To Blame?

Ken Stewart — Wed, 07 Dec 2011 17:35:22 +0000

Could a hacker take control of your printer and set your home or office on fire?

In a wonderful example of responsible journalism, media agencies have seized ... »

5 Questions Every Hybrid Dealer Can Answer (and what to do about it if you can’t)

Ken Stewart — Mon, 26 Sep 2011 11:00:47 +0000

If you were given a choice of owning a franchise that had a 95 percent success rate or an independent company that had a 50 percent failure rate, which would ... »

Understanding Technology’s Role in Serving Your Customers

Ken Stewart — Thu, 22 Sep 2011 11:00:18 +0000

Excerpt from: Understanding Technology’s Role in Serving Your Customers

Ask almost any provider in our industry if they offer ‘solutions’ or ‘professional services’ and you’ll likely see a look of mild ... »

Treating the Sickness and not the Symptoms: The Convergence of User and Asset Management Technologies

Ken Stewart — Thu, 18 Aug 2011 13:11:05 +0000

Excerpt from: Treating the Sickness and not the Symptoms: The Convergence of User and Asset Management

After spending several years in IT leadership roles, I joined the document and imaging ... »

What’s the Difference in MPS and CPP?

Ken Stewart — Mon, 18 Jul 2011 14:35:40 +0000

CHANGING the CHANNEL

What’s the difference in MPS and a traditional cost per copy (CPP) contract?

A copier rep., an office supplies sales rep. and a ... »

Changing the Channel: How Are You Positioned?

Ken Stewart — Wed, 15 Jun 2011 15:02:18 +0000

I’ve heard it a few dozen times in the last 18 months: “I’m having a hard time differentiating myself in MPS because everyone says they are offering MPS ... »

Mind the Gap – Part 2

Ken Stewart — Wed, 18 May 2011 14:13:52 +0000

Do you just wish you could sit back, relax and let that business you’ve worked hard to build just pull in money?

I don’t know a lot ... »

Is Efficiency Enough in our Evolving World?

Ken Stewart — Wed, 04 May 2011 21:28:42 +0000

Here at the 2011 Global MPS Conference there are some clear themes that have emerged, such as trust and clearly identifying your key differentiators. But something I’ve really ... »

Going to Market in the Changing Channel

Ken Stewart — Wed, 27 Apr 2011 13:00:47 +0000

We all know that in a service-economy, the power is in who ‘owns’ the customer relationship. But what everyone is keenly watching are signs of whether manufacturers still ... »