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April 20, 2008
New Study Uncovers Surprise in MFP Purchase Drivers
When it comes to selling customers on multifunction products, should solution providers emphasize cost, output speed and quality, or print-fleet consolidation? Actually, the best pitch may be none of the above, according to a new study from technology researcher IDC.
One of today's key drivers for MFP acquisitions is scanning, says Michael Orasin, IDC research manager for hardcopy document solutions and author of the recent report “Maximizing MFP Utilization: How to Leverage Scanning in Document Management Workflow.”
This conclusion dovetails with research by a number of other organizations and vendors that shows end users increasingly understand the power of MFPs as the foundation for larger business applications, such as document-management and workflow systems.
Orasin says that the technological improvements being made by MFP vendors “are finally being understood by IT.” As a result, MFPs are gaining respect “as an important part of the overall computing infrastructure,” he adds.
For solution providers, Orasin’s research points out a number of areas to focus on during sales calls. They include the fact that scanning-capable MFPs can decrease processing costs and increase efficiencies in highly document-centric business processes. The devices can also improve regulatory-compliance strategies, and promote an enterprise-wide approach to managing spending for printing resources.
For a detailed summary of Orasin’s report, see http://www.itexshow.com/downloads/2008/P10.PDF.
Posted by ajoch at April 20, 2008 08:52 PM
