TCO & Green Consulting Workshop

Ricoh International B.V.

Dubai 17-19th January 2011

Introduction and objectives

The purpose of this workshop is to:
Kick-off the TCO & Green Consulting program and start our collaboration in this area. Explain how TCO & Green Consulting fits with Ricoh International Professional Services strategy Practice how to do a consulting investigation and analysis. Share the content of our TCO & Green consulting process model and the material available. Define next steps for the program

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Workshop Agenda: Day 1

Introduction Professional Services
Areas Strategy & Objectives. MDS

Ricoh TCO & Green Consulting Process model

Showing the value of TCO. (Getting customer commitment) Planning and conducting the audit.

TCO & Green Consulting

Importance and evolution

Consulting criteria. (Customers, resources, timing, scope)

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Day 2
Ricoh TCO Consulting Process model (continuation)
Analysing and creating the AS-IS situation

Calculations
- Importance and tools - Capture IT 4.1

Group exercise
- Current CPP - Current environmental impact - Current practices

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Day 3
Solution Design
To be situation Solutions and Services Business case

Program next steps

Consulting criteria. (Account plan, resources, timing, scope) Collaboration

Presentation and agreement

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RIBV Professional Services

Working with you to grow business

Building blocks strategy

Professional Services Managed Services

Knowledge & Detail

Service Profitability Management analysis

(Advanced)

RemoteUsing Management (Advanced) @Remote Data

Document Life Consulting & PM (Advanced) Cycle Analysis

Document Software Solutions Management (Advanced)

Service Benchmarking Management

(Medium)

Remote Management @Remote Services

(Medium)

Customer gap Consulting & PM (Medium) analysis

Data Capture Software Solutions Management (Medium)

Service Management (Basic) Review

@Remote Remote Management Implementation (Basic)

Consulting & PM TCO & Green (Basic) Audit

Print/Output Software Solutions Management (Basic)

Traditional Service
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Traditional Sales
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Opportunity & Reward

Processes

Revenue Model

Strategy

Roles

What is a program?
Combined effort to ensure results Faster, easier, more focused Measurable, concrete Collaboration: motivation and growth

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TCO & Green Consulting program

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Strategic
17th MTP

MDS is a strategic objective.

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World leader
challengers leaders
Xerox Ricoh Lexmark Canon HP
As of May 2010. IDC MarketScape: Worldwide Managed Print Services

2010

ability to execute

Pitney Bowes Toshiba

2009
Oc Konica Minolta

2008

niche players

visionaries

completeness of vision
As of September 2010. Gartners Worldwide MPS Magic Quadrant

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TCO Consulting
Evolution and importance

Industry changes

Different Transaction
Purchase Service

Value Shift
Technology Service Level Agreement (SLA)

Skill Shift
R&D and Manufacturing
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Consulting, Efficient Service Delivery

Evolution of TCO - Transition

Chaos

Market Situation

Control

Ignorance

Customer perception

Awareness

Innovation

Service Provider

Commodity

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Benefits of TCO & Green Consultancy:

- Customers understand what drives the cost of document production and their current situation. - Green consulting provides visibility on the CO2 consumption and the opportunities for carbon emision reduction and savings - Customers obtain specific recommendations based on industry experience for achieving business control, cost reduction and higher efficiency. - Customers can make their decision based on ROI. - Environmental improvements and savings can be linked to other green initiatives within the company. - It represents a great opportunity for device consolidation, fleet automation and document management policy creation.

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What is the benefit for you?

To sell more (and faster) To capture volume (annuity) To protect MIF To attack competitors accounts To align our way of selling with our customers way of thinking.

To get closer to your customer (understanding)

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Importance of TCO & Green Consulting

It highlights the importance of document production

TCO & Green Consulting gives customers full visibility and professional advice on this area In financial terms

Creating, sharing and storing critical information

In strategic terms

A big part of their budget!

Document output represents: 1-3% of a companys TO

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What is TCO & Green Consulting for us?

It is a personalised investigation to offer customers what they need. It is a commitment to understand their problems, not only their MIF. It is a tool to engage customers with a long-term perspective. It is part of our consulting portfolio

It is a tool to increase our footprint, our profitability and to block competition

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TCO consulting outcome: as a minimum

MIF analysis Document output (printing) practices analysis Determine customer needs
Management Users Maintenance, helpdesk Admin

ROI
Solution with long term-focus

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Long-term perspective
Unmanaged

Office output cost per seat

Volume per seat grows every year Colour printing grows unchecked Users buy more printers

Transform
One-time benefit of consolidation Continued volume/colour increase

Cost

Govern
Monitor KPIs and service levels Apply policies and tools to curb volume and colour growth

Flat Budget Continuous Optimization Time

Continuously optimize fleet Business process automation Application integration Goal: Declining cost per seat

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Consulting investigations
TCO Consulting Process model

TCO & Green Consulting Process model v.2

Phases

1. Target

2. Audit
Internal Plan - Audit method - Dates and resources - Data gathering - Interviews Round-table meeting

3. Analyse
Data review Confirm Assumptions As-is cost calculation - Current CPP - Other costs Review current practices - User behavior - Maintenance and administration practices - Management control Floor plans Create reports and presentation

4. Design
Devices in To-be situation - Replace and maintain Solutions

5. Agree & implement

Board level presentation - Show As-is situation - Recommendations - Solution & Business case Get commitment Project Plan - Define phases - Confirm customer responsibilities - Risk management - Milestones & deliverables

General processes Define TCO consulting criteria

Processes

Establish TCO consulting KPIs Roles & responsibilities Project processes: Customer selection (against criteria) Customer research Selling the audit Value proposition

- Remote management
- Print Management - Security Services - Print policy - Project Management Price new solution - Pool contract - Total Ricoh solution Business case - Saving % - Environmental - Extra benefits Complete reports and presentation

- Confirm objectives
- Plan with customer - Customer resources and tasks - Final plan sign-off Undertake audit - Device Info - Interviews

Agreement

Project Management TCO & Green Consulting Program

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