Just another day @ the job. Meeting up with a partner representative for a short briefing. We will soon be off to customer site where we need to get a better understanding of customer’s pain points related to, what they perceive, existing printing environment.
Once face-to-face with the customer representatives, they described in a very professional manner the meeting objectives. “How can Xllnc help us getting control of our printing environment?” Both IT, facility, and end user services managers’ states that they need a more robust environment where they may get better control over cost and device uptime.
Straight to the point, great. The customer has an idea of direction. “Let’s start to define control”. This is always an exercise where the customer needs our help sorting out why they even have paper based document processes.
The next step includes fact check through data collection prior to analysis and a recommended solution. Here the customer must deliver some critical key metrics prior to moving on. When I start asking basic questions regarding current state of printing, they all search for eye contact within the customer group.
Their eyes revealed, with painful clarity “I don’t have a clue” and “do any of you guys know?”. Quite soon the customer realizes the following, “ We need to involve operations. We must get a clear understanding over the specific needs in their business areas”.
Another area where they need our help is to set priorities in their upcoming action plan addressing the issues and implementing a solution. Action to be taken. Pre-study data collection performed by Xllnc.
The white board becomes filled with topics like:
As usual, the topics that came up were based on historical metrics.
It just takes a simple question to align their mindset. Were the first topics on the white board really based on the perspective of the digital and mobile workplace and workforce?
After a while the customer became aware of new topics they had overseen. New key words replaced old. We sorted out the topics and, in this case, the following parameters was set as “must have” for a future solution:
- Main frame integration
- Ease of use
As a best fit for this multi-location customer with 5000+ employees with the “must have” topics above, Ubiquitech solution becomes the natural first hand choice.
Enthusiastic over the quick progress and general understanding of new key metrics and topics covering the white board, customer feel enlightened.
They often state “we were not aware of all the current possible solutions”. To paraphrase, but also take the opportunity to honor the late great edutainer Hans Rosling:
“The problem is not ignorance. The problem is pre-conceived ideas.”