Grand Hyatt Berlin • www.photizogroup.com/europe2011

2011 European 10-12 OctBerlin, Germany

Welcome to the 2011 European MPS Conference.Thank you to all the attendees, sponsors and exhibitors who make each conference possible.

With MWA Intelligence and Intel leading the way as platinum sponsors, more than 20 sponsors and exhibitors have committed as champions of the industry. Industry experts will share their insights and stories in interactive sessions, panels and case studies. Hundreds of MPS professionals will discover new solutions, ignite new ideas, connect with the MPS community and be part of the complete MPS picture.

Your support has been overwhelming and we are very excited to welcome you to the 2011 European MPS Conference.

Best regards,Edward CrowleyEdward CrowleyCEO & Founder, Photizo Group

Know someone who couldn’t make it to the European MPS Conference?

In partnership with Print Audit, Photizo Group is pleased to provide a live webcast of select sessions

on the second day of the conference. Sessions will also be archived on MPSConference.com.

The live webcast starts on Tuesday, October 11 at 09:00 CET.

www.photizogroup.com/conference/webcasts/live/

Sponsored by

Don’t forget to Tweet! #MPSConf

Welcome

Live Webcast

Platinum Sponsors

Gold Sponsors

Silver Sponsors

Contributing Sponsors

Media SponsorsTo General Sessions

TM

Sponsors & Exhibitors

Monday, 10 October, 2011

Tuesday, 11 October, 2011

Dealer Workshop - Improving and Growing an MPS BusinessKollhoff/Isozaki Room - Jennifer Shutwell, Photizo Group

9:00 - 13:00 Registration - Foyer

8:00 Registration - Foyer

9:00 - 9:30 Conference Welcome - David Brown, Photizo Group - Grosser Ballsaal

9:30 - 10:30Keynote Address: A Century of Continuous Transformation

- Edwill Jansen, IBM - Grosser Ballsaal

15:05 - 16:00

Q&AEdward Crowley, Photizo Group

The Role of Underpinning SoftwareWithin the MPS Suite of Offerings

Adrian Von Büren, PrintFleet with Evatic

8:15 - 9:00 Continental Breakfast - Exhibition Hall

12:30 - 14:00 Lunch - Grosser Ballsaal

16:00 - 16:30 Afternoon Break - Exhibition Hall

Reception at Wasserworks(Transportation by BVB bus company) Meet in the Exhibition Hall

18:45 - 22:00

13:00 - 17:00

MONEO/PIANO ROOM

11:35 - 12:30The Delivery Gap:

How to Get What Your MPS Provider PromisedChristian Gauss-Kuntze, Konica Minolta

Foundations of Your MPS Program:What It Takes to Launch the Program

Gavin Sandham, Nashua, Ltd.

10:35 - 11:30 MPS, The Independent WayJohn Taylor, M2

Q&AEdwill Jansen, IBM

14:00 - 14:55Point. P (Saint-Gobain Group)

Moving Forward to MPSNorbert Debargue, OP&CS

How to Adapt as the Market Broadens, Matures and Moves Up Into Stage 3 and 4 MPS

Steven Swift, Photizo Group

16:30 - 17:25

17:30 - 18:30

The Role of the MPS Service DistributorAntonio Sanchez Navarro, NubePrint

Managing End-users to Unlock New RevenueKent Dunn, GreenPrint

Roundtable Discussions

Sponsored bySponsored by

Sponsored by

Sponsored by

KOLLHOFF/ISOZAKI ROOM

Agenda

8:00 Speaker/Sponsor Breakfast - Bibliothek Room

9:00 - 9:30 Morning Address - David Brown, Photizo Group - Grosser Ballsaal

9:30 - 10:30 Keynote Address - Pete Bedford, Independent Consultant - Grosser Ballsaal

Executive Panel - Executives from the Industry Leaders Speakon the Future of MPS and What It Means to Business - Grosser Ballsaal

15:00 - 15:30

8:15 - 9:00 Continental Breakfast - Exhibition Hall

12:30 - 14:00 Lunch - Grosser Ballsaal

15:30 - 16:30

Afternoon Break - Exhibition Hall

11:35 - 12:30Case Study:

Implementing MPS for the First TimeJohn Alfred Hustvedt, X-Partner Stavanger AS

Q&APete Bedford, Independent Consultant

10:30 - 11:30

14:00 - 15:00

Partner Transformation Study:Do You Know Your Challenges

and Opportunities in MPS Today?Jennifer Shutwell, Photizo Group

Case Study: Make MPS Personal Again!Soenke Nonnsen, Genius Bytes(German language only session)

16:35 - 17:30

The Next Level of MPS: The People DimensionHans-Werner Stottmeister, Print Audit DE

& Ian Dunsmore, Print Audit Europe

German Customer RequirementsJean Louis de la Salle, Photizo Group

(German language only session)

The State of the Industry and Future of MPS and the Imaging Industry:A Vision for the Next 20 Years - Edward Crowley, Photizo Group - Grosser Ballsaal

Sponsored by

Wednesday, 12 October, 2011

MONEO/PIANO ROOM

KOLLHOFF/ISOZAKI ROOM

Presentation slide decks will be available for download at photizogroup.com/europe2011/presentations/.

Only available to attendees.

Agenda

This directory sponsored by

Edwill JansenGlobal Client Director ING Integrated, IBMEdwill Jansen is the global Client Director of the ING Integrated Account team. Since April 1, 1990, he has held many positions with IBM, most of which were international in focus. Through this experience, he has learned all aspects of the IT market, as well as IBM’s broad portfolio. Jansen started his professional career at IBM as a pro-grammer analyst for Application Management Services. As an IBM Global Business Services (GBS) member, Jansen became the global services leader within the Phillips Integrated Account team. At the end of 2010, he became the global Client Director for ING. Client management, business development and opportunity management are important areas of focus for Jansen. Currently, his teams work around the globe for all ING companies in the banking and insurance verticals. He has a Masters degree in Informatica from the Dutch University of Twente and holds several diplomas in Pro-fessional Management, obtained at the Open University Business School in London.

Pete BedfordIndependent ConsultantSince joining Xerox in 1988, Pete Bedford has amassed more than 20 years of experi-ence in the imaging industry. He spent 10 years in sales and sales management at Xerox and earned Salesperson of the Year, Specialist of the Year and Sales Manager of the Year awards. Bedford joined Document Express in January 2002 and helped the company earn three Xerox Partner of the Year awards before the business was sold to Danwood in May 2011. During his time at Document Express, Bedford worked to transform the business into a services provider, resulting in Xerox MPS Partner of the Year awards in 2009 and 2010.

Executive Panel

Darren CassidyVice President Global Xerox Print Services

Greg WilsonEuropean MPS Strategy Marketing Manager, Canon Europe

Joachim ZillingerVice President Sales Development and Marketing, IPG, MES EMEA

ChristianGauss-KuntzeManager Project Development and Business Services, Konica Minolta

Dominic KeoghMarketing Director, MDS, Ricoh Europe plc

Keynote Speakers

David BrownVice President of Media and Conferences, Photizo GroupDavid Brown joined Photizo Group in 2010 as Account Executive charged with business development for conference and media. Prior to coming to Photizo Group, he worked as an Advertising Account Executive at the Lexington Herald-Leader for nearly six years and at Ketchum Directory Advertising for five helping clients keep pace with the changing media landscape.

Norbert DebarguePresident, OP&CS

Norbert Debargue is an expert in the IT and printing industry. After spending 15 years in top

executive positions at SEMA Group (ATOS), UNISYS and AT&T, Debargue transferred to the

printing industry. In 2001, he became CEO of Océ in France, a position he held for six years

before becoming Executive Vice President Worldwide of the Océ group. In 2009, Debar-

gue founded OP&CS, a Paris-based document management services provider.

John Alfred HustvedtSales Director, X-Partner Stavanger

John Alfred Hustvedt is the Sales Director of Norway’s largest Xerox sales agent, X-Partner Stavanger. He recently decided to transform this traditional Xerox dealership into a servic-es-based business. Since the creation of the

Xerox XOS program in 2002, Hustvedt has been involved in the development and sales of managed print services. His background

with a major OEM has exposed him to most aspects of selling and implementing MPS.

Kent DunnVice President of Sales, GreenPrint

Kent Dunn is an entrepreneur focused on building green technology businesses and

currently serves as the Vice President of Sales for GreenPrint. In 2001, Dunn co-founded

Verdiem Corporation, now a market leader in PC power management software. Prior

to Verdiem, he spent 11 years in a variety of related public and private sector roles.

Antonio Sánchez NavarroCEO and Founder, NubePrint

Antonio Sánchez Navarro is the founder and CEO of NubePrint, a cutting edge technol-

ogy vendor for MPS service providers. Before founding NubePrint, Navarro served

as co-founder of Pulsar Technologies, a pioneer MPS provider in Europe. Navarro

also has experience at HP, both as worldwide marketing manager for the HP Finance and

Consumer Division for Imaging and in various administrative roles within the Technology

Finance Division.

Ian DunsmoreDirector, Print Audit EuropeIan Dunsmore spent several years with Canon before joining Print Audit as European Sales Director in 2008. At Print Audit, Dunsmore develops European market channels and promotes the company’s MPS solutions. He works closely with dealers, resellers and distributors to offer complete printing and workflow solutions.

Edward CrowleyCEO & Founder, Photizo GroupEdward Crowley has more than 20 years of experi-ence in the hardcopy industry, including key leader-ship positions at QMS, DataProducts and Lexmark. At Photizo Group, Crowley specializes in market trends and the MPS ecosystem. Crowley is a busi-ness and economics professor at Midway College, a board member of the Managed Print Services As-sociation and a speaker at conferences worldwide. His areas of expertise are brand strategy, hardcopy markets, and marketing strategy and intelligence.

Christian Gauss-KuntzeManager Project Development and Business ServicesChristian Gauss-Kuntze has more than 10 years of industry experience with Konica Minolta, where he is responsible for driving implementation of comprehensive new solu-tions to international business challenges. In this role, he has continuously been involved in Konica Minolta’s customer projects, mainly MPS engagements. His view combines expe-riences from Konica Minolta HQ with actual MPS project implementations.

Speakers

Soenke NonnsenPresident and CEO, Genius Bytes Americas, Inc.Soenke Nonnsen holds a bachelor’s in economics from the University of Applied Sci-ences in Hannover. He has served as director of business development for Genius Bytes for the last two years, where he overseas strategic partnerships and the development of key accounts. Since Nonnesn joined in 2009, Genius Bytes has more than doubled in revenue and workforce.

Jean Louis de la SalleSenior Consultant, Photizo GroupJean-Louis de la Salle has 20 years of experi-ence in the high-tech and document industry. He joined Photizo as a Paris-based Senior Consultant and works throughout many European countries. He has worked with vari-ous organizations at multiple customer-facing events, giving him an insightful view on barri-ers to adoption in a fast-changing economy.

Jennifer ShutwellSenior Consultant, Photizo Group

Jennifer Shutwell serves as a Senior Consultant with Photizo, providing research, consultation and advising services. She has 18 years of experience in transform-

ing the management and operations of centralized and decentralized imaging and printing environments.

Shutwell has worked with large accounts, such as IKON Office Solutions, Hewlett-Packard, Konica

Minolta and Canon Business Solutions.

Steven SwiftSenior Consultant, Photizo GroupSteven Swift has more than 20 years experi-ence in the imaging industry. He was respon-sible for setting up Ricoh Global Services Eu-rope and launching one of the first managed print services. He went onto work at Newfield IT, an independent consultancy, providing software and services to help clients optimize document management and output. Most recently, Swift was a Vice President at Acco Brands, with responsibility for the document finishing business unit in Europe.

Adrian von BürenBusiness Director EMEA, PrintFleet

Adrian von Büren, Business Director EMEA at PrintFleet, has developed PrintFleet’s MPS

business in Europe, the Middle East and Africa over the last three years. Before joining PrintFleet, he supported several major printer

and copier dealerships, helping build their MPS business as an independent consultant.

Von Büren has also held senior sales and consulting positions at Corel Corporation and

IBM Switzerland.

Gavin SandhamManager of Tenders and Outsourc-

ing, Nashua LimitedGavin Sandham has more than 20 years of

industry experience, with nine at Nashua Limited. In 2008, Sandham started the MPS

team at Nashua with three staff members. Nashua Optimum, a shared services resource within the 39 Nashua franchises, now has 12 employees and Nashua Limited South Africa

is the largest independent distributor of Ricoh devices worldwide and has received gold

partnership status from HP.

Dr. Hans-Werner StottsmeisterManaging Director and CEO Print

Audit DeutschlandWith over 20 years of experience in the print management industry, Dr. Stottmeister has

developed longstanding relationships with office equipment dealers such as Toshiba, Ricoh and

Canon. Stottmeister is responsible for 19 patents, is Chairman of BITKOM, a German printer and

imaging solutions association, and is a co-found-er of OFF SCRIPT GmbH. As an experienced entrepreneur, Stottmeister plans to grow Print

Audit in the German MPS market.

John TaylorCEO, M2John Taylor is the Chief Executive of M2, an independent UK MPS provider. Before joining M2 in 2009, he held a range of senior roles across finance, sales and operations. Over the last 16 years, John has specialized in managed services and outsourcing with parties such as RAC, Aviva, Lex, HBOS and Lloyds Banking Group.

Speakers

MONDAY, 10 OCTOBER

9:00 - 13:00RegistrationLocation: Foyer

13:00 - 17:00Dealer Workshop: Improving and Growing an MPS BusinessJennifer Shutwell, Photizo GroupLocation: Kollhoff/Isozaki Room

19:00 - 22:00ReceptionLocation: Wasserworks

(Transportation will be provided by BVB Bus Company)Please meet in the Exhibition Hallat 18:45.

Sponsored by PrintFleet

TUESDAY, 11 OCTOBER

9:00 - 13:00RegistrationLocation: Foyer

8:15 - 9:00Continental BreakfastLocation: Exhibition Hall

9:00 - 9:30Conference WelcomeDavid Brown, Photizo GroupLocation: Grosser Ballsaal

9:30 - 10:30Keynote Address: A Century of Continuous TransformationEdwill Jansen, IBMLocation: Grosser Ballsaal

The global economy, client behavior and technology have all changed dramatically. Join Edwill Jansen in a discussion of the current transformation taking place in the MPS industry and learn more about IBM’s successful transition.

10:35 - 11:30MPS, The Independent WayJohn Taylor, M2Recommended Audience: End-userLocation: Moneo/Piano Room

Insight into the transition programme that resulted in a group wide MPS implementa-tion that is now delivering major results for a services business. This case study highlights the growing importance of top independent MPS providers.

Q&AEdwill Jansen, IBMRecommended Audience: AllLocation: Kollhoff/Isozaki Room

11:35 - 12:30The Delivery Gap: How to Get What Your MPS Provider PromisedChristian Gauss-Kuntze, Manager Project Development and Business ServicesRecommended Audience: End-userLocation: Moneo/Piano Room

What should end-users look for in a potential MPS partner? Join Gauss-Kuntze as he guides end-users down the road to effective MPS. Learn about pitfalls, implementation management, MPS operations and success factors.

Foundations of Your MPS Program: What It Takes to Launch the Program Gavin Sandham, Nashua, Ltd.Recommended Audience: Dealer, Reseller or ChannelLocation: Kollhoff/Isozaki Room

Staffing, investment, infrastructure, manage-ment buy-in; all of these moving parts must work together when launching a MPS pro-gramme. Join Gavin Sandham and learn the foundation of a quality implementation.

12:30 - 14:00LunchLocation: Grosser BallsaalSponsored by MWAIntelligence and Intel

14:00 - 14:55Point. P (Saint-Gobain Group) Moving Forward to MPSNorbert Debargue, OP&CSRecommended Audience: End-userLocation: Moneo/Piano Room

Saint-Gobain Group employees over 190,000 people across 1,700 locations. Join Norbert Debargue for an interesting case study of this challenging implementation.

European Market: The Changing MPS Landscape: How to adapt as the market broadens, matures and moves into Stage 3 and 4 MPSSteven Swift, Photizo GroupRecommended Audience: Dealer, Reseller or ChannelLocation: Kollhoff/Isozaki Room

Customers increasingly demand complete document solutions; join Photizo Group Senior Consultant for a discussion of MPS market shifts and the impact on providers. An opportunity to earn what Stage 3 and 4 MPS mean for you.

15:05 - 16:00Managing End-users to Unlock New RevenueKent Dunn, GreenPrintRecommended Audience: End-userLocation: Moneo/Piano Room

What is MPS all about? Helping people and businesses, right? In this session, learn how measuring and managing end-user printing can help you and your customers.

The Role of Underpinning Software Within the MPS Suite of OfferingsAdrian Von Büren, PrintFleet with EvaticRecommended Audience: Dealer, Reseller or ChannelLocation: Kollhoff/Isozaki Room

MPS programmes can be complex and intricate, requiring support software for full functionality. Join von Büren as he guides providers through MPS support software options.

Program

6:00 - 16:30Afternoon BreakLocation: Exhibition Hall

16:30 - 17:25Q&AEdward Crowley, Photizo GroupRecommended Audience: End-userLocation: Moneo/Piano Room

The Role of the MPS Service Distributor Antonio Sánchez Navarro, NubePrintRecommended Audience: Dealer, Reseller or ChannelLocation: Kollhoff/Isozaki Room

Building an infrastructure for others is not easy. In this session, Navarro will explain the role of MPS service distributors and reveal risks for dealers who may engage with a distributor.

17:30 - 18:30Roundtables DiscussionsRecommended Audience: AllLocation: Grosser Ballsaal

WEDNESDAY, 12 OCTOBER

8:15 - 9:00Continental BreakfastLocation: Grosser Ballsaal

9:00 - 9:30Morning AddressDavid Brown, Photizo GroupLocation: Grosser Ballsaal

9:30 - 10:30Keynote Address: MPS - The Channels Road to RichesPete Bedford, Independent ConsultantLocation: Grosser Ballsaal

Join Pete Bedford, an independent MPS consultant, as he discusses operating profit-ably and successfully in the channel.

10:30 - 11:30Executive Panel: Executives from the Industry Leaders Speak on the Future of MPS and What It Means to BusinessLocation: Grosser Ballsaal

11:35 - 12:30The Challenges of Selling to New Public Sector AccountsJohn Alfred Hustvedt, X-Partner Stavanger ASRecommended Audience: Dealer, Reseller or ChannelLocation: Moneo/Piano Room

Across Europe, public sector procurement is subject to strict regulation. Hustvedt will present ideas on introducing MPS to the public sector and the challenges of comply-ing with European Procurement Directives.

Q&APete Bedford, Independent ConsultantRecommended Audience: AllLocation: Kollhoff/Isozaki Room

12:30 - 14:00LunchLocation: Grosser Ballsaal

14:00 - 15:00Partner Transformation Study: Do you know the challenges and opportunities in MPS today?Jennifer Shutwell, Photizo GroupRecommended Audience: ChannelLocation: Moneo/Piano Room

Photizo Group is launching a MPS Partner Transformation Program featuring an inte-grated and dynamic framework to transform MPS providers around the world. Join Pho-tizo Senior Consultant Jennifer Shutwell to learn more about this unique opportunity.

Case Study: Make MPS Personal Again!Soenke Nonnsen, Genius BytesRecommended Audience: AllLocation: Kollhoff/Isozaki RoomNote: German-language only session

Nonnsen will talk about the simple idea behind MPS and why no one should feel left behind. There are many tools and partners out there that can help anyone to become successful in this business. Sometimes simple and easy things can get you started. In the end, this business, as many others, is personal.

Nonnsen, Direktor Business Development bei Genius Bytes, zeigt die wichtigsten Geschäftswerkzeuge und Partnerschafts-gebiete auf, um Erfolg im MPS-Geschäft zu erzielen. Dieser Vortrag bezieht sich auf die Vorteile, einen persönlichen Stil und ein

maßgeschneidertes Angebot beim MPS-Geschäft zu entwickeln..

15:00 - 15:30Afternoon BreakLocation: Exhibition Hall

15:30 - 16:30MPS - The Next Level - ‘‘The People Dimension’’Ian Dunsmore, Print Audit Europe& Hans-Werner Stottmeister, Print Audit DERecommended Audience: AllLocation: Moneo/Piano Room

Customers are now demanding added value to their MPS programme at all stages, from auditing to device management. Users want an understanding of what is being printed, who is doing it and how to control it. Print Audit Europe shares their experiences in moving to the next level of MPS within the German and UK markets.

German Customer Requirements Jean Louis de la Salle, Photizo GroupRecommended Audience: AllLocation: Kollhoff/Isozaki RoomNote: German-language only session

Explore the evolution of the German MPS market and learn about key impediments to continued growth.

Jean-Louis de La Salle, Senior Consultant bei der Photizo Group, liefert Daten und Analyse von Photizo über den MPS-Markt in Deutschland. Er wird die derzeitige Flaschenhals-Situation beschreiben und lief-ert wertvolle Informationen für Mittelstands-Endkunden sowie für den Fachhandel.

16:35 - 17:30Industry in Transition: Products, Services or Both?Edward Crowley, Photizo GroupRecommended Audience: AllLocation: Grosser Ballsaal

In this thought provoking presentation, Ed Crowley will address the fundamental change underway in the imaging industry. Will the industry continue to be led by prod-ucts, move to a services-led model, or both? Profitability and competitive advantage will be addressed and Crowley will ask five criti-cal questions to help identify where your firm is on the services adoption model.

Program

Photizo Group is the leading research and consulting firm specializing in the MPS industry. Uniquely positioned at the center of vendor, channel and end-user communities, Photizo delivers proprietary research and consulting, advisory services, industry publications and MPS conferences designed to help advise and educate clients as they navigate the rapidly changing MPS environment.

Leading thought, Photizo was the first firm to develop the concept of MPS-enabled Hybrid Dealers with its groundbreaking Hybrid Dealer Report in 2009. Photizo also defined the industry’s Customer Adoption Model and continues to update this model as the industry and customers evolve.

Research and ConsultingEach of our clients faces a unique set of challenges. Whether it is determining the best growth strategy, identifying acquisition candidates or creating a compelling competitive differentiator through focused marketing programs. Our goal is simple — to bring our industry experience, insight and objectivity in addressing our clients’ challenges. Photizo’s consulting practice areas include: MPS program development and implementation specifically for dealers/resellers; MPS markets and strategies; growth strategy development and execution; financial analysis and competitive benchmarking; and new-market entry.

Advisory ServicesPhotizo provides a suite of advisory services to keep you and your company at the forefront of the industry. Each advisory service is specially packaged to include materials relevant to your challenges, such as key studies, industry publications and personalized guidance with experienced Photizo consultants.To learn more, visit photizogroup.com/research/services/.

ConferencesIn the spring of 2009, Photizo introduced the first conference dedicated to managed print services. So successful was the first conference, it has now become a global affair. More than a trade show, Photizo brings every aspect of the industry together under a banner of education and networking. To learn more about MPS Conferences, visit photizogroup.com/conference.

PublicationIdentifying a need for information and insight into this industry, Photizo began to publish the first publication dedicated solely to managed print services — the MPS Insights Journal in 2007. Today, Photizo’s MPS Insights media has expanded across different platforms, reaching a global audience of MPS decision makers and influencers. Learn more at mpsinsights.com.

Mike HuSTeRSenior Consultant, Senior Industry Analyst

MPS Market Analysis, MPS Purchase and Brand DynamicsHeadquarters

STeven SwifTSenior Consultant

European MPS Market, End User ImplementationLONdON Office

ken STewARTSenior Consultant, Client Advisor

MPS Channels and ProgramssOutH carOLiNa Office

kenG kenG TAnVice President, Research, Consulting & Information Services

Asian MPS Market, Market Forecasting and Measurementasia Pacific Office

eDwARD CROwLeYFounder, CEO

Market Trends, MPS EcosystemHeadquarters

JennifeR SHuTweLLSenior Consultant

MPS Channel Program Management & End-User ConsultingNOrtH carOLiNa Office

ROb SeTHReSenior Consultant

Market Trends and Infrastructure ProvidersNew YOrk Office

JeAn-LOuiS De LA SALLeSenior Consultant

European MPS, Sales Transformation, Future of Business DynamicsParis Office

MASAHikO ikeDASenior Consultant

Asia-Pacific MarketstOkYO Office

About Photizo

Flexible fi nancing increases income

Clearly an attractive package:Our Output Managementrental solutions are “MPS-ready”.

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