Office Vertical Market Opportunity Analysis by Core Based Statistical Area

Transcription

1 A Questex Company Office Vertical Market Opportunity Analysis by Core Based Office Technology & Services What is the size of the U.S. office equipment installed base, print volume, managed print services by vertical industry, company size, and CBSA1? What is your share of total market office print volume by vertical industry and company size at the CBSA? Which vertical industries and company sizes are driving page volume opportunity? How much page volume is captured by Managed rint Services ( MS) contracts by CBSA? Where does print volume continue to persist? What should optimal channel coverage look like for each CBSA? How can technology vendor s best align distribution capabilities within CBSAs to capture print volume? A Multi-Client Study

2 O f f i c e V e r t i c a l M a r k e t O p p o r t u n i t y A n a l y s i s b y C o r e B a s e d S t a t i s t i c a l A r e a This study will provide office equipment and supplies vendors, paper mills, managed service providers, software vendors, and channel players with a robust database tool, market survey and detailed analysis to enable strategic planning for channel coverage and market segmentation by vertical industry and company size. Introduction The US office document industry signaled an increased focus on paper intensive industries in 2012 with many of the market leading OEM suppliers and channel businesses aligning their organizations and go-to-market strategies to identify and address print, paper intensive applications and workflows respectively. This is a reflection of the mature state of the document output market. Growth in this industry requires taking market share from competitors. However, mature markets also mean entrenched competitors often have long established distribution channels. As a result, taking share requires developing new ways to align strategy with distribution channels and to find new ways to segment the market. In short, competitors in this industry must: Identify where concentrations of page volume are within specific territories Understand which vertical markets have business workflows that drive persistent page volume within specific territories Confirm the extent to which specific territories have been penetrated by managed print services Vendors and channel businesses with a clear understanding of where page volumes are in decline, status quo or growing - by vertical industry and size of business establishment - will have a tactical advantage. They will be able to fine-tune their go-tomarket strategies and target persistent page volume at the local channel territory level. To enable this, InfoTrends sized and analyzed the A3/A4 multifunction and single function hardware installed base (IB), print volume (V) and pages captured by MS contracts by Core Based Statistical Areas (CBSA) 1, business sectors and size of business establishments. The analysis is based on a robust foundation of market research capability and data resources that include: Actual hardware usage statistics and government data statistics Database and user interface functionality from the InfoTrends Strategic Mapping Application product that enables channel analysis of dealer/ VAR/system integrator statistics by geography within the U.S. Comprehensive quantitative survey research by vertical industry Over 20 years of market sizing and forecasting within the office document output market

3 Objectives Deliver a robust database tool that enables market segmentation, analysis and strategic planning. Understand where page volume exists at the CBSA level to optimize channel presence Validate which vertical markets, by establishment size, are driving page volume Identify at the CBSA level how much print volume is captured by MS contracts Enable channel partners and/or direct sales organizations to have a more tactical view of the market from both an opportunity and channel perspective Better align distribution capabilities within CBSAs to capture page volume Effectively develop a vertical market product and services strategy at the local territory level Forecast total U.S. installed base, print volume and print volume captures by MS contracts by vertical industry, establishment size and product category The database tool enables subscribers to segment and organize data at a granular level by page volume, installed based and by pages under management. The database encompasses color and monochrome devices by personal, workgroup and light production segments. Furthermore, users are able to examine this data by CBSA, vertical industry and establishment size utilizing an InfoTrends mapping application interface to a robust pivot table featuring both heat and data values. Deliver a total U.S. forecast of installed base, page volume and pages managed by MS contracts to provide market directional view. Develop line of sight into areas of persistent print Determine MS impact on page volume over the forecast period Market Segmentation and Research Methodology InfoTrends study methodology encompassed a combination of real world data capture at the regional level, a vertical market quantitative survey and industry interviews with OEMs, independent software vendors and leasing companies, in addition to InfoTrends market sizing and forecasting data for office equipment. Market Segmentation CBSAs There are 917 CBSAs in the USA as of February 28, Examples of CBSAs in rank order are as follows: #1. New York-Newark-Jersey City, NY-NJ-A Metropolitan & Combined #2. Los Angeles-Long Beach-Anaheim, CA Metropolitan & Combined #3. Chicago-Naperville-Elgin, IL-IN-WI Metropolitan & Combined #4. Dallas-Fort Worth-Arlington, TX Metropolitan & Combined #5. Houston-The Woodlands-Sugar Land, TX Metropolitan & Combined #917. Steamboat Springs-Craig, CO Combined Identify installed base and page volume trends by device category, vertical industry and establishment size

4 Vertical Industries (based on North American Industry Classification System ( NAICS): Manufacturing Finance and Insurance rofessional, Scientific and Technical Services Educational Services Healthcare and Social Assistance Retail Trade ublic Administration Accommodation and Food Services Administrative and Support and Waste Management and Remediation Services Agriculture, Forestry, Fishing and Hunting Arts, Entertainment, and Recreation Construction Information Services Management of Companies and Enterprises Mining Real Estate Rental and Leasing Transportation and Warehousing Utilities Wholesale Trade Other Services ( except ublic Administration) Establishment Sizes: Installed Base ( MF/ SF; Color & B/ W): ersonal: Segments 1-2 Workgroup: Segments 3-4 Light roduction: Segment 5 Research Methodology Industry Data Capture: Leverages a consortium of data providers ranging from OEM equipment suppliers, independent software vendors to commercial leasing companies rovides accurate real-world print volume statistics by device class Web Survey Research: United States - 1,000 IT respondents with knowledge of print environment - By vertical industry and company size (500 employees or more) hone Interviews: 10 in-depth phone interviews with a combination of insight from OEM equipment suppliers, independent software vendors to commercial leasing companies InfoTrends Market Sizing and Forecast Research U.S. Forecast of A3/A4 hardcopy device installed base, print volume and print volume within MS contracts by vertical industry, company size and device class 2012 market sizing of A3/A4 hardcopy device Installed base, print volume and print volume within MS contracts by vertical industry, company size and device class at the CBSA

5 Secondary Research InfoTrends also thoroughly examined existing market information on key players, applications, market segments, competitors, and product categories using a variety of sources including industry trade associations, government agencies, published industry reports, trade articles, industry databases, company websites, and other sources (including vendor white papers, user groups, and research reports). InfoTrends also leveraged research it has previously published as part of its continuous consulting services and research. Analysis & roject Deliverables InfoTrends performed an extensive analysis to develop an understanding of the page volume opportunity by CBSA, vertical industry, company size, and device segment. Subscribers of the study will receive: Database (Excel ivot Table) that details installed base, page volume and pages under managed contracts by vertical industry and company size at the CBSA level Management presentation (oweroint) detailing quantitative survey and qualitative interview key findings, and sample analyses of select CBSAs Total U.S. forecast (Excel ivot Table) of installed base, print volume and managed pages (i.e., print volume within MS contracts) segmented by vertical industry and company sizes Terms and Conditions Liability for Advice Although reasonable efforts will be made by InfoTrends to ensure the completeness and accuracy of the information contained in written and oral reports in connection with the proposed study, no liability can be accepted by InfoTrends for the results of any actions taken by the client in connection with such information, opinions, or advice. Copyrights InfoTrends retains all copyrights. The reproduction of any materials is prohibited without written consent from InfoTrends. Confidentiality InfoTrends will use its best efforts to ensure that any confidential information obtained about the client and its business during the course of the proposed study is not, unless agreed otherwise in advance, disclosed to any third party without the prior written permission of the client. InfoTrends retains the right to re-use any non-proprietary information as part of its ongoing analysis of the office automation and printing and publishing industries. On- site briefing ( optional) Data tabs and charts from the quantitative survey Written Report detailing interviews, key findings and recommendations

6 About InfoTrends InfoTrends is the leading worldwide market research and strategic consulting firm for the imaging, document solutions, production print, and digital media industries. We provide insights and advice to help clients understand market trends, identify opportunities, and grow their business. 1 A Core Based (CBSA) is a U.S. geographic area defined by the Office of Management and Budget (OMB) based around an urban center of at least 10,000 people and adjacent areas that are socioeconomically tied to the urban center by commuting. The OMB released new standards based on the 2010 Census on February 28, 2013 which are reflected in InfoTrends dataset. Headquarters U.S. 97 Libbey Industrial arkway Weymouth, MA USA info@infotrends.com Europe 960 Capability Green Luton, Beds LU1 3E United Kingdom euro.info@infotrends.com Japan Ebisu IS Bldg. 8F Ebisu, Shibuya-ku Tokyo Japan info@infotrends.co.jp

7 Office Vertical Market Opportunity Analysis by Core Based Subscribe Today! Don t miss the opportunity to subscribe to a research study that provides office equipment and supplies vendors, paper mills, managed service providers, software vendors, and channel players with a robust database tool, market survey and detailed analysis to enable strategic planning for channel coverage and market segmentation by vertical industry and company size. Subscriber Rate $24, 995 Subscription includes: Written Report Database ( Excel ivot Table) Management resentation ( oweroint) Total U. S. Forecast Data Tabulation Subscribers may also add the following option: On-site resentation $2,000 (+ travel) urchase order number: Signature Name Title Company Address City, State, Zip Country Telephone the completed form to sales@infotrends.com or fax to