© Copyright 2014 Hewlett-Packard Development Company, L.P. The information contained herein is subject to change without notice. Streamline your printing with Managed Print Services Andy Barnes

© Copyright 2014 Hewlett-Packard Development Company, L.P. The information contained herein is subject to change without notice. Mind reading Please mentally select a card and concentrate on it. I will perform this feat via mind control...

© Copyright 2014 Hewlett-Packard Development Company, L.P. The information contained herein is subject to change without notice. 3 This is very important. Think of the card but don’t say it out loud Mind reading

© Copyright 2014 Hewlett-Packard Development Company, L.P. The information contained herein is subject to change without notice. Mind reading I have selected your card and have removed it from the pile. Surprised?

© Copyright 2014 Hewlett-Packard Development Company, L.P. The information contained herein is subject to change without notice. 5 Managed Print Services … Transactional Sale Customer ‘I need some printers’ HP ‘Here’s the price and delivery time’ Customer ‘Thanks, here’s the order’

© Copyright 2014 Hewlett-Packard Development Company, L.P. The information contained herein is subject to change without notice. 6 Managed Print Services … Transactional Sale Customer ‘I need some HP Cartridges’ Reseller‘Here’s the price and delivery time’ Customer ‘Thanks, here’s the order’ Contractual Sale Reseller‘We can help make your business more successful, but we need some quality time together with your top managers’ Customer ‘Why should I do that – you will have to convince my key people first … ’ Six months later …

© Copyright 2014 Hewlett-Packard Development Company, L.P. The information contained herein is subject to change without notice. 7 Managed Print Services … It’s not a date – it’s a marriage ! It’s not a transaction, it’s a contract!

© Copyright 2014 Hewlett-Packard Development Company, L.P. The information contained herein is subject to change without notice. 8 Market is shifting from Transactional to MPS 2014 Total Printing TAM* $45.9B *Source: HP MAP team - June 13 $30B channel + $4.2B Direct SMB **CAGR % +10.5% -3% CAGR**

© Copyright 2014 Hewlett-Packard Development Company, L.P. The information contained herein is subject to change without notice. 9 Trends 1 Gartner webinar, "By 2017 The CMO Will Spend More on IT than the CIO,“ Laura McLellan, Jan 3rd Forbes Mobile Business Statistics For Coleman Parkes Survey, November 2012 Information gap 86% of corporations cannot deliver the right information at the right time 3 Shifting budgets By 2017 CMOs will spend more on IT than the CIO 1 Consumerization of IT 74% of companies allow some sort of BYOD usage 2 The mobility revolution 37% of worldwide workforce mobile by Security threats $5.5 million average cost per incident of corporate information theft 5 Compliance demands 44% of all data breaches are due to compliance infringement 6 4 IDC, Mobile Printing Landscape, Transition to Early Adoption, August, U.S. Cost of a Data Breach report. Ponemon Institute, The State of Privacy and Data Security Compliance, Ponemon Institute, 2010

© Copyright 2014 Hewlett-Packard Development Company, L.P. The information contained herein is subject to change without notice. 10 Enterprise printing trends: The bottom line CostProductivity Every $1 spent on putting marks on paper involves $9 to manage it (All Associates Group) 90% of all companies do not track printing costs (Buyer’s Laboratory) Bottom Line: Do more with less Information doubles every 18 months The average worker spends 40% of their time looking for information Bottom Line: Focus on running your business, not your IT Security and risk management Environment Unauthorized access is 2 nd biggest cause of financial loss in US corporations Bottom Line: assess risks/protect your data, devices and end users 30% of infrastructure purchasing decisions are based on environmental factors Bottom Line: Assess carbon footprint, save energy and paper, recycle, and tame paper-intensive processes

© Copyright 2014 Hewlett-Packard Development Company, L.P. The information contained herein is subject to change without notice. 11 Time spent by IT staff choosing and managing the document network is Not Known The Customer Situation The average worker makes 19 copies of every document The average worker loses 1 of every 20 documents 23% of help-desk calls are printer related (IDC) The average annual document costs are about 5% of an enterprise’s revenue (IDC) Most companies could reduce their printing costs by 10 to 30% (Gartner)

© Copyright 2014 Hewlett-Packard Development Company, L.P. The information contained herein is subject to change without notice. 12 “Reduce my risk and exposure.” What do customers want? “Improve my end-user productivity.” “Help us print wisely.” “Tailor services to meet my global needs.” “Provide printing as a service.” “Help reduce our environmental impact.” “Make it all work together.” “Reduce our costs.”

© Copyright 2014 Hewlett-Packard Development Company, L.P. The information contained herein is subject to change without notice. 13 Balancing the triple bottom line Profits People Planet Change management challenge Optimize resources Decrease costs and increase value Reduce risks (security) Improve productivity Maximize flexibility Keep it simple Help ensure it’s reliable Meet needs and attempt to accommodate wants Lower costs, both tangible and intangible Provide positive story for CSR report Decrease consumption Increase recycling Decrease carbon emissions Eliminate opposition to change Feel good about printing responsibly opportunity

© Copyright 2014 Hewlett-Packard Development Company, L.P. The information contained herein is subject to change without notice. Total Cost of Ownership

© Copyright 2014 Hewlett-Packard Development Company, L.P. The information contained herein is subject to change without notice. 15 A Closer Look at the Analyst Predictions The average annual document costs are about 5% of an enterprise’s revenues (IDC) 0% 5% 10% 15% Petroleum - <1% – Cross-industry Average – 5.9% Source: ALL Associates Group Media & Entertainment – 4% Computer / Data Services –10% Legal / Advertising – 14% Costs as a Percent of Revenues (by Industry) 23% of help-desk calls are printer related (IDC) A typical unmanaged imaging and printing environment has… 8 to 10 manufacturers and 100+ printer models within the company… Consider the impact of your fleet on your current help desk operations The average cost of information theft to corporations is $2.7M per incident This includes legal costs, lost opportunity costs, costs to investigate and costs to update security requirements The average worker spends 150 hours/year Seeking incorrectly filed documents (Fujitsu / PriceWaterhouseCoopers) The average worker spends 150 hours/year Seeking incorrectly filed documents (Fujitsu / PriceWaterhouseCoopers) Assuming a 10,000 employee organization… This equates to 1,500,000 hours of lost time per year… This is equivalent to 721 full-time employees or 7.2% of the workforce

© Copyright 2014 Hewlett-Packard Development Company, L.P. The information contained herein is subject to change without notice. 16 Organizational Processes Workflow Infrastructure Why are Document Costs so high? The information contained herein is subject to change without notice Source: ALL Associates Group End User Time Document Management Visible Hard Costs IS Support IS Infrastructure Administration, Purchasing, and Facilities Management 10%28%47%5%

© Copyright 2014 Hewlett-Packard Development Company, L.P. The information contained herein is subject to change without notice. 17 What makes HP different? HP Leadership Broader portfolio Recognized MFP Leader – Gartner #1 in Manageability #1 in Mobility #1 in Workflow #1 in Security Competitive TCO

© Copyright 2014 Hewlett-Packard Development Company, L.P. The information contained herein is subject to change without notice. 18 SUMMARY – With MPS Contracts, you get… More Revenue A monthly revenue stream A deeper relationship and loyalty with the customer Competitive lock-out Control and Customer loyalty