TCO & Green Consulting WorkshopRicoh International B.V. Dubai 17-19th January 2011 Introduction and objectives The purpose of this workshop is to: • Kick-off the TCO & Green Consulting program and start our collaboration in this area. • Explain how TCO & Green Consulting fits with Ricoh International Professional Services strategy • Practice how to do a consulting investigation and analysis. • Share the content of our TCO & Green consulting process model and the material available. • Define next steps for the program Version: [###] Classification: Internal Owner: [Insert name] Workshop Agenda: Day 1 Introduction Professional Services • Areas • Strategy & Objectives. (Getting customer commitment) • Planning and conducting the audit. timing. TCO & Green Consulting • Importance and evolution • Consulting criteria. • MDS Ricoh TCO & Green Consulting Process model • Showing the value of TCO. (Customers. resources. scope) Version: [###] Classification: Internal Owner: [Insert name] . Importance and tools .Current practices Version: [###] Classification: Internal Owner: [Insert name] .Capture IT 4.Current environmental impact .Day 2 Ricoh TCO Consulting Process model (continuation) • Analysing and creating the AS-IS situation • Calculations .Current CPP .1 • Group exercise . scope) • Collaboration Presentation and agreement Version: [###] Classification: Internal Owner: [Insert name] . resources.Day 3 Solution Design • To be situation • Solutions and Services • Business case Program next steps • Consulting criteria. timing. (Account plan. RIBV Professional Services Working with you to grow business . Building blocks strategy Professional Services Managed Services Knowledge & Detail Service Profitability Management analysis (Advanced) RemoteUsing Management (Advanced) @Remote Data Document Life Consulting & PM (Advanced) Cycle Analysis Document Software Solutions Management (Advanced) Service Benchmarking Management (Medium) Remote Management @Remote Services (Medium) Customer gap Consulting & PM (Medium) analysis Data Capture Software Solutions Management (Medium) Service Management (Basic) Review @Remote Remote Management Implementation (Basic) Consulting & PM TCO & Green (Basic) Audit Print/Output Software Solutions Management (Basic) Traditional Service Version: [###] Classification: Internal Traditional Sales Owner: [Insert name] Opportunity & Reward Processes Revenue Model Strategy Roles . concrete • Collaboration: motivation and growth Version: [###] Classification: Internal Owner: [Insert name] . more focused • Measurable.What is a program? • Combined effort to ensure results • Faster. easier. TCO & Green Consulting program Version: [###] Classification: Internal Owner: [Insert name] . Version: [###] Classification: Internal Owner: [Insert name] . Version: [###] Classification: Internal Owner: [Insert name] .Strategic 17th MTP MDS is a strategic objective. IDC MarketScape: Worldwide Managed Print Services 2010 ability to execute Pitney Bowes Toshiba 2009 Océ Konica Minolta 2008 niche players visionaries completeness of vision As of September 2010.World leader challengers leaders Xerox Ricoh Lexmark Canon HP As of May 2010. Gartner’s Worldwide MPS Magic Quadrant Version: [###] Classification: Internal Owner: [Insert name] . TCO Consulting Evolution and importance . Industry changes Different Transaction Purchase Service Value Shift Technology Service Level Agreement (SLA) Skill Shift R&D and Manufacturing Version: [###] Classification: Internal Owner: [Insert name] Consulting. Efficient Service Delivery . Evolution of TCO .Transition Chaos Market Situation Control Ignorance Customer perception Awareness Innovation Service Provider Commodity Version: [###] Classification: Internal Owner: [Insert name] . . fleet automation and document management policy creation.Customers obtain specific recommendations based on industry experience for achieving business control. Version: [###] Classification: Internal Owner: [Insert name] . . .Customers understand what drives the cost of document production and their current situation. .Customers can make their decision based on ROI.Benefits of TCO & Green Consultancy: . cost reduction and higher efficiency.Green consulting provides visibility on the CO2 consumption and the opportunities for carbon emision reduction and savings .It represents a great opportunity for device consolidation.Environmental improvements and savings can be linked to other green initiatives within the company. 1] Classification: Internal Owner: [Alfonso Roig] Page 17 of [#] . • To get closer to your customer (understanding) Version: [1.What is the benefit for you? • To sell more (and faster) • To capture volume (annuity) • To protect MIF • To attack competitors’ accounts • To align our way of selling with our customers’ way of thinking. 1] Classification: Internal Owner: [Alfonso Roig] Page 18 of [#] .Importance of TCO & Green Consulting •It highlights the importance of document production TCO & Green Consulting gives customers full visibility and professional advice on this area In financial terms Creating. sharing and storing critical information In strategic terms A big part of their budget! Document output represents: 1-3% of a company’s TO Version: [1. not only their MIF. • It is a tool to engage customers with a long-term perspective. our profitability and to block competition Version: [1.1] Classification: Internal Owner: [Alfonso Roig] Page 19 of [#] .What is TCO & Green Consulting for us? • It is a personalised investigation to offer customers what they need. • It is part of our consulting portfolio • It is a tool to increase our footprint. • It is a commitment to understand their problems. helpdesk Admin • ROI • Solution with long term-focus Version: [###] Classification: Internal Owner: [Insert name] .TCO consulting outcome: as a minimum • MIF analysis • Document output (printing) practices analysis • Determine customer needs Management Users Maintenance. Long-term perspective Unmanaged Office output cost per seat Volume per seat grows every year Colour printing grows unchecked Users buy more printers Transform One-time benefit of consolidation Continued volume/colour increase Cost Govern Monitor KPIs and service levels Apply policies and tools to curb volume and colour growth Flat Budget Continuous Optimization Time Continuously optimize fleet Business process automation Application integration Goal: Declining cost per seat Version: [###] Classification: Internal Owner: [Insert name] . Consulting investigations TCO Consulting Process model . Solution & Business case Get commitment Project Plan .Milestones & deliverables General processes Define TCO consulting criteria Processes Establish TCO consulting KPIs Roles & responsibilities Project processes: Customer selection (against criteria) Customer research Selling the audit Value proposition . Agree & implement Board level presentation .Dates and resources .Saving % .Device Info .Recommendations . Design Devices in To-be situation . Analyse Data review Confirm Assumptions As-is cost calculation .Final plan sign-off Undertake audit .Project Management Price new solution .Risk management .Print policy .Confirm objectives .Audit method .Remote management .Print Management .User behavior .Extra benefits Complete reports and presentation .Pool contract .Confirm customer responsibilities .TCO & Green Consulting Process model v.Data gathering .Define phases . Audit Internal Plan .Other costs Review current practices .1] Classification: Internal Owner: [Alfonso Roig] Page 23 of [#] .Current CPP .Show As-is situation .Maintenance and administration practices .Interviews Round-table meeting 3.Management control Floor plans Create reports and presentation 4.Environmental .Customer resources and tasks . Target 2.Plan with customer .Total Ricoh solution Business case .2 Phases 1.Security Services .Interviews Agreement Project Management TCO & Green Consulting Program Version: [1.Replace and maintain Solutions 5.