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Change management to steer MPS in India : HP

Yogesh Gupta | Aug. 20, 2013
Nitin Hiranandani, Director HP India speaks on why MPS is a big opportunity for channel partners.

Managed Print Services promises the big benefits of cost savings and increased efficiency for an organisation. Nitin Hiranandani, Director --Printing and Personal Systems (PPS) Group, HP India speaks on why MPS is a big opportunity for channel partners.

CW: MPS does not feature in the list of top three technology priorities for most CIOs. Comment.

According to Gartner, cost reduction and efficiency list as top ten focus areas for CIOs. MPS as a business model clearly achieves that aspect and hence CIOs are exploring MPS quite aggressively. CFOs are infact inspecting Managed Print Services more closely as an opportunity to reduce costs and improve efficiency for an organisation.

Verticals that print more make a perfect case for MPS. BFSI is the clear early adopter in India. IT/ITes, retail and healthcare, driven by massive print volumes, are other adopters. Secondly, a fair amount of work flow is present across these verticals - like account opening form in banking or insurance claim form in the insurance sector. All these processes can be automated through MPS.

CW: What are the key concerns by Indian Inc regarding the concept of Managed Print Services?

The biggest concern is 'change management' at the customer's end .It is not only about costs and devices. A senior executive like a CIO needs to part with his/her desk printer and utilize the shared printer in MPS environment. That requires change management which is no easy task. CIOs are absolutely clear of minimal impact on user satisfaction at the cost of lowering TCO. If the change starts at the top then it percolates much faster down the organizations.

HP partners with CIOs and CFOs of organisations to help them transition from the existing printing infrastructure to MPS and communicate the advantages both to the user and to the organization. Hence, HP has a change management program as part of the MPS model. For example, we set up MPS in cafeterias of large enterprises to deliver hands on experience to the users.

CIOs are bit sceptical on the projected savings (over three to five years) of MPS which becomes a challenge at times. There are several customer references in India who have benefitted in terms of reduced costs and increased efficiency. This concept, if it appeals to CFOs, then gets internally driven within the organization at a faster pace.

CW: Any checks and balances for CIOs before they outsource the printing infrastructure?

It is imperative to get the baseline costing right at the start. Once you get it right, you would not go wrong. Understand the present infrastructure and see how much is the levee to actually reduce that cost to improve efficiency. You are giving the entire printing infrastructure to a third-party and hence you need to very careful about selecting that vendor.


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