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An Interview with Joseph Hanania, Xerox
March 24, 2016
Managed print services, or MPS, plays an integral role in today’s business world, not to mention with printing and other technology. Xerox, who we have spoken to quite a bit about the topic has consistently ranked among the top companies in providing these services and a source many turn to for their MPS engagements. With the evolution of digital and mobile printing, we wanted to get another inside look at the industry from those that know it well. To that end, we reached out to Xerox and were granted the opportunity to speak with Joseph Hanania, SVP, Global Document Outsourcing Services Business Group at Xerox. The interview was conducted via email and our questions with his answers appear below:
1) You've been in and around the business and technology industry for some time now. How have you seen MPS environments evolve and change over time?
If you look at MPS specifically and how it's evolving, the trick is to understand that it's not just about print—it's about marrying print to the digital part of a users' core strategy. While we want to provide the best ROI, quality, and reliability when it comes to print, we also want to provide a path toward managing digital content in any feasible way that the user wants. Yes, we are committed to addressing print requirements, but we are equally committed to evolving in the market as the market leader. Our customers expect us to have solutions not only to keep up but to lead them to where the market is going.
As digital content becomes more pervasive, a lot of what used to separate MPS, workflow, and BPO starts to fade away. On top of that, we are getting requests by customers who want to know more about who is using their content. How it is being used to leverage that information to grow their business even more. This gets you into analytics.
As we move forward, users will also be looking to do more sophisticated things with their content without really following a specific structure. If you look at how younger people today conduct their personal business, we have to devise a way that they can access business content in the same way—anywhere at any time, without a big infrastructure.
2) Xerox has an obviously impressive track record in MPS, garnering awards from all the major vendors each and every year for some time now. To what do you attribute this consistent level of success?
3) Based on what we've read and written over the last few years, it would seem that MPS is now a lot more focused on the information and access than it is as a cost savings tool now. Would you agree with that analysis? Why or why not
4) What are some of the trends you see happening right now and down the road in the next 18 months or so?
5) While some have suggested that the paperless office is forthcoming, recent studies conducted by Brother show that many businesses rely on hard copies. Are you seeing similar trends at Xerox with dependence on the printed page?
While a fully paperless office may still be a dream for some companies, I do think that it will be a priority over the next couple of years. There are too many business benefits to a paperless office that corporations will no longer be able to ignore.
6) Given the breadth of Xerox's offerings in the MPS space, are there any business segments where a Xerox solution couldn't be right-sized and used?
7) A lot of business operations are shifting towards being more mobile without sacrificing on security features. How is Xerox handling these challenges with its MPS suite of offerings?
Analytics are driving smarter print decisions, and Xerox is helping counsel businesses on how to optimize their print environments with the Xerox Secure Print Manager Suite with User Analytics, which provides an analysis of who is printing what, when, how much and where. Xerox’s Mobile Print Solution helps employees stay productive wherever they are, and documents stay secure. Xerox Print Security Audit Service helps you manage security across your fleet infrastructure. Our software scans your network and performs an automated audit. It compares current device security settings against your IT configuration and security policy. This provides insight into compliance and non-compliance of Xerox devices.
8) After starting MPS engagements with new clients, what do you see are some of the biggest surprises for customers with the results they get?
9) Given your role as SVP, Global Document Outsourcing, what do you see as some of the biggest challenges for multinational companies trying to deploy MPS engagements across multiple continents around the globe?