HP's charm offensive to government CIOs

HP one of five vendors in the running for government print devices and managment services contract

Hewlett-Packard wheeled out the big guns earlier this month to try to capture mindshare of government CIOs for its managed print services offering.

HP is one of five vendors on the panel for all-of-government single and multi-function print devices and management services. The others are Canon, Ricoh, Konika Minolta and Fuji Xerox.

Presenting to CIO meetings in Auckland and Wellington were Gary Rodgers, a public sector market development consultant for HP’s Managed Enterprise Solutions organisation, who drives worldwide solution sales; Shane Tyrell, sales director Managed Enterprise Solutions for Asia Pacific and Japan; and Hamish Alexander, country manager for the New Zealand Imaging and Printing Group.

The big issue, says Rodgers, is around document eco-systems. “Ten cents in every dollar is spent putting dots on pages. The rest is where the big money is being spent, which can be challenging because spending takes place across full budgets.

“The pressure for a number of years has been to do more with less. The biggest public sector trend is to gain efficiencies.” He says HP’s engagement model first involves a workshop with the client organisation, to establish a detailed view of “today” and the challenges.

“We then take away the data and map it, then report on the steps required to drive change.”

Full analysis through to commitment to buy-in may take as much as six months.

HP estimates a government agency will reduce costs by up to 30 percent through an improved balanced deployment of devices, along with improved management of printing devices.

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