Lexmark è stata posizionata come “Leader” nel recente report MarketScape, rilasciato dall’istituto di ricerca Idc, che analizza l’approccio competitivo delle aziende fornitrici di servizi di stampa gestiti (Mps – Managed Print Services).
Lo studio multivendor di Idc ha messo in luce come Lexmark abbia ottenuto eccellenti voti per la propria strategia Mps, in particolare per quanto riguarda il customer service, l’esecuzione operativa e l’approccio al mercato.
La capacità di Lexmark in termini di creatività, risorse, competenze e visione a livello globale, la conoscenza specifica del mercato, l’expertise nella gestione dei processi di business, così come la metodologia nel supportare i clienti a stampare meno riducendo i costi in linea con la value proposition e la filosofia “Print Less”, hanno contribuito a differenziare notevolmente l’offerta Mps dell’azienda sul mercato.
La strategia Mps di Lexmark è volta ad aiutare aziende internazionali in diversi settori – manifatturiero, servizi finanziari, retail, Pa, sanità, formazione e altri ancora – a diventare più efficienti ed efficaci, creando valore aggiunto rispetto alla concorrenza. Di fatto, negli ultimi 24 mesi, Lexmark ha siglato 23 nuovi contratti Mps con aziende che rientrano nella lista delle top 500 di Fortune.
Di seguito riportiamo l’analisi specifica fatta da Idc.
V e n d o r S u m m a r y A n a l y s i s
Lexmark scored highly in this year’s analysis and is ranked as a Leader. The company offers a long-established Mps program that takes document services well beyond device management and into business process transformation. Scoring on both strategies and capabilities criteria was well above the midpoint, with go-tomarket capabilities particularly strong. Business strategy and business capabilities scores were also strong but a bit lower than other scores.
The Lexmark organization has been aligned by industry for some time, and that alignment extends to its Mps organization, solutions, and support. The company retains deep business process expertise for both front-office and back-office processes, and over 50% of its Mps engagements include some sort of sophisticated business process solution.
Global consistency is another strong focus area for Lexmark, from both an operational viewpoint and a technology perspective. The company has developed a single global system that includes meter reads, managing assets, technical support centers, dispatching service delivery, and billing. Global account programs include both sales and operational resources.
Lexmark can tout its technology ownership as a key differentiator. The company owns all of its core technology across services, software, and hardware, including its own technology for things like print release and document accounting. The advantage for the customer is more integrated and customized solutions that can be deployed more quickly. That said, the company notes that it has alliances with third-party vendors and expansion plans for third-party solutions and software.
In 2010, Lexmark acquired Perceptive Software, an Ecm vendor with industry experience in the higher education, healthcare, and government segments. Though operating as a standalone software business within Lexmark, the company is leveraging Perceptive’s solutions in Mps engagements.
While a significant part of Lexmark’s Mps program is driven through its enterprise direct sales force, the company also provides Mps through channel partners and provides dedicated sales, training, operations, technical support, and administrative support for these partners. Partners are offered tiered programs to fit their needs and capabilities.
Opportunities exist for Lexmark to continue to drive its Mps practice through its indirect channel, particularly for small and midsize customers. As noted in last year’s analysis, Lexmark may also have the opportunity to further extend its services and solutions into production printing environments and/or manage those environments to move volume to office devices.