stop the press – context update

Confidential and proprietary information of Ingram Micro Inc. — Do not distribute or duplicate without Ingram Micro's express written permission. 120309_1Please direct all enquiries to

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UK printer shipments up 31% YoY (Q1 ’14)

“Fuelled by Laser and inkjet MFPs”

More printers being boughtMore printers requiring your management

Stop the Press – Context Update


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IM & the full Managed Print Solution

PrintSense ServicesMonitoring

Kyocera, HP, Canon& software solutions

PrintSense Reports & InMap

PrintSense ServicesToner, Services & Reports

Confidential and proprietary information of Ingram Micro Inc. — Do not distribute or duplicate without Ingram Micro's express written permission. 120309_3

Please direct all enquiries to [email protected]

Accreditation TrainingJim Redman – Programme Manager

Ian McRae – Managing Director EKM


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About PrintSenseSales approachQuotation processContracts processService operation

Slides are available to you & Ingram Micro will help you with PrintSense

Accreditation


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The Managed Print concept is simple

The market seems to be anything but

Ingram Micro’s strategy is to make MPS simple and easy for you to sell

Key Take Away


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Market trends Total UK print market worth between £2.5bn and £3bn

Gartner predicts that Managed Print Services will eventually account for 30% of the market from around 15% today

If so 70% will therefore continue to buy outside of MPS contracts

Not using MPS Whole market Using MPS


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An automated toner delivery service Toner is delivered just when it is needed Single supplier … YOU for the length of the contract

On site (next business day) maintenance cover (optional) Break/fix service + non-toner consumable replacement

Printer fleet management reports Enabling analysis on printer usage Optimising the printer fleet Improve printer replacement planning

The PrintSense core


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PrintSense is designed for the I.T market

Managing printer fleets is a natural extension to your current I.T service offerings

Aligns to ITIL and ITSM compliancy: supply chain management service chain management evidence based continuous improvement delivers best practise service to your customers

The PrintSense difference


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PrintSense is cost-effective and an easy solution for you

A managed print service built-into Ingram Micro’s order infrastructure Fully automated toner delivery and service alerts – you do nothing You eliminate the burden of print fleet management for your customers

90% don’t know their printing costs – with PrintSense they will

10 – 30% reduction in printing costs We do all the hard work – you take all the credit and lock out your competitors

3 year contract



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PrintSense enables you to ‘walk in & take over’ an existing fleet No need to replace the printer fleet

Many sites have a perfectly serviceable fleet Hardware replacement adds significant cost Replacing a fleet can be highly disruptive

Your customer retains full control of their expenditure They decide when to replace, not the salesman You can use the reports to help your customer plan hardware improvements

Eliminates the need to change to a single vendor solution No single vendor has the best solution for every printing requirement



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PrintSense is vendor agnostic

PrintSense supports most models across all the major print vendors We can cover the entire fleet for many of your customers Unlike some MPS solutions, we don’t care what brands your customer uses Your customer can select the best model, regardless of brand for their needs



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PrintSense uses a proven MPS engine The PrintSense core is driven by EKM

Over 14 years experience in Managed Print

Over 100,000 printers currently on contract

1,000’s of clients, including some of the biggest fleets in the World

PrintSense runs on a robust and proven engine

PrintSense combines the best MPS engine with Ingram Micro’s

leading global logistics to deliver an effective & efficient service



Who’s using the core MPS technology today?


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Transparency Customers are demanding transparency with their MPS costings

PrintSense is a single contract service Nothing is hidden No asset replacement penalties

The customer pays for the pages they print in a simple Cost Per Page model

The reports enable end customers to analyse their printing trends at any time



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And Ingram Micro are deeply entrenched in print The UK’s leading print distributor carrying most major brands

Have sold MPS in the USA for several years

PrintSense was in development for over a year and is now live

IMUK is the first I.T distributor in the world to integrate a multi-vendor MPS

Ingram Micro have strong relationships with all the major printer vendors

We bring the cost-effective and unique PrintSense offers to you



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We do all the hard work, you take all the credit!

The PrintSense automated processes needs NO day to day management by you

You simply inform us whenever there is a change to the printer fleet

We deliver the toner and supply the engineers

No expensive resource requirements from you



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Meet the team

Gemma GlenHead of Category

Lisa Barrs Kyocera

Jamie Connell HP hardware

Craig StringerHP Supplies

Kieran EbanksXerox

Nicole Hardiman

Brother

Jacob HoltEpson

Rachel Preston

Canon

Jim Redman Programme

Manager

Colin BosherBDM PrintSense

Adam Lake Product Manager

Mark BluntBDM HP & PrintSense

Mark KirbyBDM Xerox & PrintSense

Print Team Specialists

Business Development Managers



Sales & Operational Process


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The sales process

Ingram Micro

Reseller

End Customer

Qualify end customer& register for free trial licence

Issue licence

Load print monitoring software for FREE 30 day assessment

Quotation based on print devices & usage (cost per page)

Provide quotation on print devices & usage + margin 10-20%

Deal WON


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The operational process

Ingram Micro

Reseller

End Customer

Service

Invoice quarter in advance from estimated usage

Supplies are requested & shipped

Failure alertEngineer dispatched

PrintSense services are running

New & relocated device management

True up at quarter end based on actual usage


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MyPrinterManager portal


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Accreditation Requirements

+

+

=

Credit account with IM

Complete this

training

Sign the t&c’s

Accredited PrintSense Reseller



Driving Savings & Profits with PrintSense

Managing the Print Service Lifecycle as an IT service

Driving cost DOWN and service value UP


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What is a Managed Print Service?

Print ServiceManagement

Print ServiceManagement


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Higher value at lower cost with less disruption Immediately take over the management of a customers existing fleet &

Remove the operational overheads Significantly improve the service with active management Immediately reduce the annual supply chain cost Provide 100% transparency & control

Continuous improvement actively using management information Absolutely no dependence on replacing existing fleet No motivation towards either printers or MFD’s Scientifically driven fleet optimisation

Ongoing fleet design based on actual output requirements

Sustainable subscription revenues and profits

What is PrintSense? Recap

Low-TouchService Management


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How does PrintSense Work?


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Operational Process Flow

Key Operator

Cover Open Alert!Paper Out Alert!Warming Up Alert!Device Failure Alert!Consumable Request!Consumable Prediction!


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PrintSense is NOT a ‘Big Bang’ approach; Keep the existing fleet No dependence whatsoever on buying new devices All of the benefits with none of the disruption Shorter sales cycle than conventional MPS

We do all the hard work and heavy lifting; Reconciled & itemised periodic billing Predictive consumables fulfilment Proactive service management Operational management

You take the credit and profit; MyPrinterManager Portal Customer centric service Service centric account management Evidence based continuous improvement Ongoing opportunities for fleet optimisation & new product

Why is PrintSense Different?



Managed Print ServiceWhere is the real value?


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Is MPS about operational cost or capital?

Series1Relative Cost of Hardware Relative Cost of People

The costs of hardware devices are continually falling vs performance

The cost of people and overheads is increasing above inflation

Therefore automation is key to productivity

Up to 35% of the lifecycle cost is lost in internal processes

Consider the Staff Cost Per Minute as well as the Device cost per page!


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Best Value effective supplier relationships

Effective competitive service delivery and user productivity

Build & Manage IT Infrastructure

Who are the customer stakeholders?


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Customer Value Summary

Significantly Higher

Value

At Much Lower Cost

With No Disruption


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■ Print service control■ Reduced internal Process cost■ Transparency of information■ Enable Continuous improvement■ Cost management control & reduction

Customer Benefits Summary

ITLine of BusinessAllIT & Line of BusinessPurchasing


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Thank You



PrintSense AccreditationPart 2

Confidential and proprietary information of Ingram Micro Inc. — Do not distribute or duplicate without Ingram Micro's express written permission. 120309_36Please email questions to

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Making the contract live Complete a 30 day trial on the customer site

Delivers the fleet data required for the quotation

Close the deal Complete the contract signing phase Register all managed assets Agree on the start date

Servicing the contract Change management We are not covering fleet optimisation today

Part Two - The life of a contract



PrintSense Monitoring Customer Set Up & Installation


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System diagram

DCA

PrintSense Cloud

PrintersPort 161 UDP traffic both ways for SNMP printer information

Port 5222 XMPPor 443 (https)Outbound onlyOver SSLEncrypted

Port 443 HTTPSMyPrinterPortal

The PrintSense DCA initiates communication to The PrintSense Cloud using

XMPP Default Port 5222

All data encrypted

and over SSL

The PrintSense DCA communicates to printers using SNMP via Port 161 UDP

CUSTOMER

Reseller reports from

the PrintSense

Cloud

Reseller


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Customer – Hardware requirements

Standard Windows PC or Server Ports used for external communication:

Port 5222 (XMPP) or 443 (https) for data and messages to the PrintSense Cloud - Outbound only

Port 80 for licence validation

Ports used for Internal device monitoring Port 161 UDP both ways (SNMP)

Minimum Hardware: Single Intel Atom or PIII CPU, 1GB Ram, 4GB HD space Ethernet network interface card & backup location/SD card

Operating System options Windows XP SP3, 7, 8 & 8.1 Windows Server 2003 SP2 Windows Server 2008 R2 & later


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Process for new customers

Register the customer with Ingram Micro PrintSense team & capture initial customer data

Licence and software download link sent by e-mail to the reseller contact you designate above

Install the PrintSense monitor (DCA) at the customer

Monitor the customer’s printers for 4 to 6 weeks

The quotation can then be calculated and sent to you


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Registering the customer Information exchange…

Explain why the information is needed Printer IP address ranges To deliver a high quality service To ensure efficient implementation

Provide the information they will need Hardware & firewall ports to open Enables them to prepare Addresses any concerns

Find the person that understands, can say “Yes” and is authorised

Customer environment information

Application technical and process information

Reseller Consultant

Customer


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PrintSense DCA application formPrintSense Fleet MonitoringInstallation Application FormPlease complete all fields belowPlease email completed form to [email protected]

Reseller Details

Company

Contact

e-mail

Phone

Customer Details

Company

Address

Post Code

Primary contact name

e-mail

Phone

Role (technical or commercial)

Secondary contact name

e-mail

Phone

Role (technical or commercial)

IT contact e-mailContact for technical notifications

Software install locationie Install computer hostname or IP address

Number of devices to monitorenter max value

Al l enquiries to printsens [email protected]


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New customer process

Register the customer with Ingram Micro PrintSense team & capture required customer data

Licence and software download link sent by e-mail to the Accredited Reseller contact

Install the PrintSense DCA at the customer

000000_44Please email questions to

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The PrintSense Monitor Application Version

Application Licence

In a few minutes the application console will open and connect to the PrintSense portal.When fully operational three green ticks will appear under service status.


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Data Collection ApplicationOnce installed

Via the PrintSense DCA console Set discoveries

Allow the DCA to schedule a discovery for the local subnet

Change environment settings (if required) Proxy servers

E-mail server settings


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New customer process

Register the customer with Ingram Micro PrintSense team & capture required customer data

Licence and software download link sent by e-mail to the Accredited Reseller contact

Install the PrintSense monitor at the customer



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PrintSense quotation

PrintSense Quotation

Quotation Date: February 5th 2013

Quotation Reference: MPC00290

Reseller: ABC Solutions

End User: EU Fleet Ltd

Trial Period: 30 Days

Quotation pricing valid for 30 days from date of issue. E&OE.

DB ID Zone Manufacturer Model Serial # Asset # IP address Sticker Start Date End Date Mono Print Count

Colour Print Count

Mono CPP Colour CPP Quarterly Cost

1 U1 Canon Electronics Inc. LBP3460 LQRAI03500 UKPRNWY1536 182.58.95.93 Software Licens ing 06/01/2014 05/02/2014 4252 0 £0.020 - £255

2 U1 Hewlett-Packard Color LaserJet 4600 JPDFC22000 UKPRNWY1505 182.58.95.177 Marketing Colour 06/01/2014 05/02/2014 3230 1725 £0.020 £0.065 £530

3 U1 Hewlett-Packard LaserJet 4050 SeriesNL7W193200 UKPRNWY1523 182.58.95.79 Software Management06/01/2014 05/02/2014 6641 0 £0.020 - £398

4 U1 Hewlett-Packard LaserJet 5200 CNFXH61400 UKPRNWY1539 182.58.95.96 Vendor Debit Desk 06/01/2014 05/02/2014 1201 0 £0.020 - £72

5 U3 Hewlett-Packard LaserJet P4014 CNFX133400 UKPRNWY3552 182.44.95.7 Licens ing Back Offi ce 06/01/2014 05/02/2014 2500 0 £0.020 - £150

6 U3 Lexmark Lexmark E360dn 72N56CC800 UKPRNWY3561 182.44.95.62 HR Department 06/01/2014 05/02/2014 410 0 £0.020 - £25

7 U3 Lexmark Lexmark T650 793ZZRH700 UKPRNWY3545 182.44.95.107 Credi t 06/01/2014 05/02/2014 8554 0 £0.020 - £513

All pricing subject to the terms and conditions as set out in the PrintSense Contract Agreement Quarterly Charge £1,944Quotation includes all consumables and onsite maintenace cover for all printers listed above Total Pages 28513

Note: Pricing shown is illustrative only


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The Pre-sales process is complete

Register the customer with Ingram Micro PrintSense team & capture initial customer data

Licence and software download link sent by e-mail to the reseller contact you designate above

Install the PrintSense monitor (DCA) at the customer


The quotation can then be calculated and sent to you



The Contract Process


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The quotation

Additional, contract specific items ISO standards for coverage (eg 5% for mono) Specifics on print volume and coverage Differences between Toner Only and Toner with Maintenance Includes all printers to be covered under the contract

Quotation provided by IM with t&c’s in

PDF format via DocuSign


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Deal won

* We can supply a boiler plate contract for this purpose and will send to you as part of the accreditation welcome pack.

Your end customer signs the agreement

with you*You sign the end user

specific agreement with us

(sent via DocuSign)

Asset registration is completed with the

end customer and go live date agreed


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Payment: Quarterly in advance and then same day of each following quarter End of each quarter - excess usage will be billed to reseller Next quarters invoice will reflect the previous quarters actual usage

Termination: Continuation after the minimum term, unless notified

Contract - payment terms


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The sales process

Ingram Micro

Reseller

End Customer

Qualify end customer& register for free trial licence

Issue licence

Load print monitoring software for FREE 30 day assessment

Quotation based on print devices & usage (cost per page)

Provide quotation on print devices & usage + margin 10-20%

Deal WON

COMPLETE


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Asset registration documentation

Delivery Location Co Name Address 1 Address 2 Address 3 City County Country Post/ZIP code Contact Name Contact Phone Contact e-mailIngram Micro (UK) Ltd Parklands DIRFT East Crick Northamptonshire UK NN6 7EX Martin Prior 01788 527131 [email protected]

Ingram Micro (UK) Ltd S C House Vanwall Road Maidenhead Berkshire UK SL6 4UB Varinder Pall 01628 593642 [email protected]

Ingram Micro (UK) Ltd 7 Clarendon Drive Wymbush Milton Keynes Buckinghamshire UK MK8 8ED Ian Molloy 01908 323901 [email protected]

Consumable Delivery Data

ID Make Model Serial No. MAC address IP address Zone Asset Tag Sticker Label64 Kyocera Mita TASKalfa 3051ci L873703146 00C0EEB0837E 172.31.69.70 Dav UKDVWPRN70L UK Daventry - Customer Service75 Kyocera Mita TASKalfa 3051ci L873601351 00C0EEAFF7F8 172.31.88.142 MH UKMHPRN1007 Maidenhead Main10 Kyocera Mita TASKalfa 5551ci L8B3400016 00C0EEAF1296 172.31.95.70 U7 UKMKPRN1062 Invoicing Printer

Asset Data - AUTOPOPULATES FROM QUOTATION SHEET

End Customer Zone Name Site Building Post/ZIP code Wing Floor Department Key UserIngram Micro (UK) Ltd Dav Parklands Main NN6 7EX Customer Service UK Daventry - Customer Service Martin PriorIngram Micro (UK) Ltd MH S C House 1st Floor SL6 4UB n/a Maidenhead Main Varinder PallIngram Micro (UK) Ltd U7 7 Clarendon Drive Unit 7 MK8 8ED Ground Invoicing Printer Ian Molloy

Physical Location Data

ID Make Model Serial No. MAC address IP address Zone Asset Tag Sticker Label Delivery Location Co Name Address 1 Address 2 Address 3 City County Country Post/ZIP code Contact Name Contact Phone Contact e-mail End Customer Zone Name Site Building Post/ZIP code Wing Floor Department Key User64 Kyocera Mita TASKalfa 3051ci L873703146 00C0EEB0837E 172.31.69.70 Dav UKDVWPRN70L UK Daventry - Customer Service Ingram Micro (UK) Ltd Parklands DIRFT East Crick Northamptonshire UK NN6 7EX Martin Prior 01788 527131 [email protected] Ingram Micro (UK) Ltd Dav Parklands Main NN6 7EX Customer Service UK Daventry - Customer Service Martin Prior75 Kyocera Mita TASKalfa 3051ci L873601351 00C0EEAFF7F8 172.31.88.142 MH UKMHPRN1007 Maidenhead Main Ingram Micro (UK) Ltd S C House Vanwall Road Maidenhead Berkshire UK SL6 4UB Varinder Pall 01628 593642 [email protected] Ingram Micro (UK) Ltd MH S C House 1st Floor SL6 4UB n/a Maidenhead Main Varinder Pall10 Kyocera Mita TASKalfa 5551ci L8B3400016 00C0EEAF1296 172.31.95.70 U7 UKMKPRN1062 Invoicing Printer Ingram Micro (UK) Ltd 7 Clarendon Drive Wymbush Milton Keynes Buckinghamshire UK MK8 8ED Ian Molloy 01908 323901 [email protected] Ingram Micro (UK) Ltd U7 7 Clarendon Drive Unit 7 MK8 8ED Ground Invoicing Printer Ian Molloy

Asset Data - AUTOPOPULATES FROM QUOTATION SHEET Consumable Delivery Data Physical Location Data



Service Operation


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Asset management Moves and changes Communication and information flow Roles and responsibilities

Consumable management Process Status tracking Exception management

Incident management Process Manual service requests

Service operation


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Communication flow

Team

Customer

Consumables correctly despatched

Engineers correctly scheduled

Management Info & Invoices correct

Asset Registration

Moves and Changes

Printer Monitoring information



Asset Management


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Asset management – moves & changes

Moves and change events Device planned MOVE from one location to another Device RETIRED from the estate NEW DEVICE installed in the estate OFFICE Moves and changes

New office or location with new IP discovery range and printers

Old office closure with devices moved or retired Treat as a PROCESS, not an event


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Asset management – moves & changes

Moves and change events Device planned MOVE from one location to another Device RETIRED from the estate NEW DEVICE installed in the estate OFFICE Moves and changes

New office or location with new IP discovery range and printers

Old office closure with devices moved or retired Treat as a PROCESS, not an event

You will need to collaborate with your customer to keep asset

management in control

The customer has responsibilities here as the source of the information


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It is the customers responsibility to inform you…

With discoveries set and the move within a defined discovery range, PrintSense will track the IP address change

But PrintSense will not necessarily know the new Physical Location or the new consumables Delivery Location

Planned move


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Device move requestDevice Move request

ID Make Model Serial No. MAC address IP address Asset Tag Sticker Label New IP address Delivery location Address 1 Address 2 Address 3 City County Country Post/ZIP code Contact Name Contact Phone Contact e-mail End Customer Zone Name Site Building Post/ZIP code Wing Floor Department Key User1 HP LaserJet 4100 dtn JPDFC22000 12-34-56-78-9A-BC 10.10.10.25 UKLONPRN2035 UK SALES - SME 10.10.10.91 Goods Inwards Head office Building 2 High Street Any City Any County UK AB1 2BB Joe Jones 0208 123 4567 [email protected] Widget Ltd Zone 1 Head Office 1 AB1 2BA East 2 Sales John Smth234567

Current Asset Data New Consumable Delivery Data New Physical Location Data

Device Move request

ID Make Model Serial No. MAC address IP address Asset Tag Sticker Label New IP address1 HP LaserJet 4100 dtn JPDFC22000 12-34-56-78-9A-BC 10.10.10.25 UKLONPRN2035 UK SALES - SME 10.10.10.91234567

Current Asset Data

Delivery location Address 1 Address 2 Address 3 City County Country Post/ZIP code Contact Name Contact Phone Contact e-mailGoods Inwards Head offi ce Building 2 High Street Any City Any County UK AB1 2BB Joe Jones 0208 123 4567 [email protected]

New Consumable Delivery Data

End Customer Zone Name Site Building Post/ZIP code Wing Floor Department Key UserWidget Ltd Zone 1 Head Office 1 AB1 2BA East 2 Sales John Smth

New Physical Location Data


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It is the customers responsibility to tell you Device becomes uncontactable in PrintSense But PrintSense will not know the device has been retired Devices retired mid-way through a billing period will be charged

according to the monitored usage in the period

Device retired

Device Retirement request

ID Make Model Serial No. MAC address IP address Asset Tag Sticker Label Action1 HP LaserJet 4100 dtn JPDFC22000 12-34-56-78-9A-BC 10.10.10.25 UKLONPRN2035 UK SALES - SME Retire23

Current Asset Data


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It is the customers responsibility to inform you If discoveries set and new device within the discovery range

PrintSense will discover the new device

If the device is at the same IP address as a retired device PrintSense will identify this change

But PrintSense will not necessarily know the device physical location or consumable delivery location

New device installed


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New device request

ID Make Model Serial No. MAC address IP address Asset Tag Sticker Label Action1 HP Offi ceJet Pro 576dw MFP 10.10.10.25 UKLONPRN2036 UK SALES - SME New2

New Asset Data

New Device request

ID Make Model Serial No. MAC address IP address Asset Tag Sticker Label Action Delivery location Address 1 Address 2 Address 3 City County Country Post/ZIP code Contact Name Contact Phone Contact e-mail End Customer Zone Name Site Building Post/ZIP code Wing Floor Department Key User1 HP Offi ceJet Pro 576dw MFP 10.10.10.25 UKLONPRN2036 UK SALES - SME New Goods Inwards Head offi ce Building 2 High Street Any City Any County UK AB1 2BB Joe Jones 0208 123 4567 [email protected] Widget Ltd Zone 1 Head Offi ce 1 AB1 2BA East 2 Sales John Smth234567

New Asset Data New Consumable Delivery Data New Physical Location Data

Delivery location Address 1 Address 2 Address 3 City County Country Post/ZIP code Contact Name Contact Phone Contact e-mailGoods Inwards Head office Building 2 High Street Any City Any County UK AB1 2BB Joe Jones 0208 123 4567 [email protected]

New Consumable Delivery Data

End Customer Zone Name Site Building Post/ZIP code Wing Floor Department Key UserWidget Ltd Zone 1 Head Offi ce 1 AB1 2BA East 2 Sales John Smth

New Physical Location Data


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It is the customers responsibility to inform you This may be part of a Device Move/Retirement/New Install process Customer opens a new office or department or closes an old one or

just re-organises its network configuration

New/changed discovery range

Add Discovery Rangeto IP Range End Address

10.10.10.254Zone (or Address Range) Name

Head Office First FloorIP Range Start Address

10.10.10.1



Consumable Management


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Consumable installed by the customer in the wrong printer The consumable on the intended printer will eventually run out Contact the PrintSense team to define a course of action

Consumable has not arrived at the time of run-out Stock outs should be rare but PrintSense team will contact the reseller where

there is an outstanding consumable request Large job planned so the customer might wish to have an early shipment Device with highly erratic difficult to forecast usage pattern

Other Consumable issues Customer contacts the reseller, reseller contact The PrintSense team

Consumable management - exceptions



Service Incidents


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Specific application printing issues I can’t print from AutoCad, or any other specific

application The format of the output is not as expected Mainframe report formats etc

Print Driver issues Customer network issues

SNMP turned off on a printer or switch

Customer device configuration issues Community string changed

Incident types not included in PrintSense


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Run a PrintSense trial on your own print fleet Get familiar with the installation and service operation requirements

Take advantage of our partner discount Optional Enjoy the benefits of PrintSense for your business 12 month contract Additional discounts

Try it yourself – PrintSense Selfie


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Congratulations – Accreditation training is complete

Sign & return the PrintSense t&c’s

Try a PrintSense Selfie

Use our resources

Start customer trials (it’s all free)

Accreditation – next steps


[email protected]

Congratulations – Accreditation training is complete

Sign & return the PrintSense t&c’s

Try a PrintSense Selfie

Use our resources

Start customer trials (it’s all free)

Accreditation – next steps

Email me so I know you were here [email protected]



Driving Savings through Automated Print Services

Managing the Print Service Lifecycle as an IT service

Driving cost DOWN and service value UP

stop the press – context update

Documents

printsense accreditation

printsense process

printsense managed service

printsense tcs

ingram micros

managed print service

accreditation process

written permission