2011 Round-up with GreenPrint’s Kent Dunn
Kent Dunn is Vice President of Sales and Business Development at GreenPrint
1. What did 2011 hold for you?
2011 was strong from a direct sales perspective, with GreenPrint posting approximately 40% year over year growth from 2010. From an MPS perspective, the year was one of two distinct halves. The first was spent trying to convince a skeptical market of the virtues of expanding MPS focus beyond printers to include an emphasis on end-users and how people interact with their print environment. This, of course, is GreenPrint’s area of expertise, but on the whole has not historically been on the radar screen of most MPS providers. That began to change shortly after I spoke at Photizo’s MPS conference in Orlando last May and continued after presenting at its October conference in Berlin. Interest in our message increased almost overnight, and the rest of GreenPrint’s year has been spent forging a number of increasingly productive relationships with progressive members of the MPS and OEM communities.
2. What is your goal for the next year?
From a sales perspective, our goal has always been to scale our business through our partner community. Our primary objective for 2012 will be to grow the number and quality of our MPS, MSP and OEM sales relationships, and to shift the balance of our revenue from direct sales to partner driven sales. We will also continue to pursue strategic partnerships as opportunities present themselves. From a product development perspective, we have some terrific new functionality hitting the market in Q1 that we believe will be truly game changing. I won’t give much away in the way of detail here, but Photizo will be doing a ‘First Look’ article and a full technical review in the coming weeks and months.
3. What trends will drive this market in 2012?
I have alluded to this in my prior responses, but I think 2012 will be a pivot year for our industry. It is no secret that print volumes are flat and MPS margins are increasingly tight. As a result, I believe that 2012 will be a year of innovation from both a product and an engagement perspective. Those providers who look for, and embrace, ways to reinvent themselves and separate their offerings from an increasingly generic pack will surely grab a large advantage for years to come. GreenPrint is very well positioned to be a fundamental part of this shift in the market. I also expect the lines between MSP and MPS to continue to blur, and market consolidation to continue as larger players seek to protect long term advantage by acquiring technology and/or market share. Market consolidation, in particular, is a trend we will be watching very closely. All in all, GreenPrint is pleased with 2011 and is excited by what’s to come in 2012.
About GreenPrint
GreenPrint provides best-in-class software solutions to eliminate unnecessary cost and waste associated with enterprise and individual printing activities. Our products have been released to critical acclaim in the Wall Street Journal, by CNN and many other publications, and the company has become the recognized market leader in print management and measurement software.
About Kent Dunn
Kent is an environmental technology entrepreneur who has focused his career on building Green Technology businesses. Prior to GreenPrint, Kent was a co-Founder of Verdiem Corporation, which launched as an Oregon-based endeavor in late 2001 and has grown to become the market leader in PC power management software and is now a Kleiner Perkins company. In addition to his role at Verdiem, Kent also managed the 80 PLUS Program from 2005-2006. In that role, he spearheaded a pioneering market transformation program designed to encourage PC makers to integrate highly efficient power supplies into their PC designs. Kent’s work with 80 PLUS not only helped motivate PC manufacturers to move to a higher level of product efficiency, but it ultimately served as one of the pillars of the ENERGY STAR 4.0 computer specification.
Prior to joining Verdiem in 2001, Kent spent 11 years in a variety of public and private sector roles in the sustainability business. In each of those roles, his focus was to foster market acceptance of cutting edge green technologies. Kent holds a Bachelor’s Degree in Natural Resources Development from The Ohio State University. He joined GreenPrint in 2009 and leads all sales and business development efforts for the organization.
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