COMPETITIVE ALERT..........."Océ Introduces Performance Program"
Océ Performance Program Promises Costs Control and Workflow Integration
Océ, an international leader in digital document management and printing for professionals, has announced the launch of the Océ Performance Program, an enhanced professional printing program. The launch of the Océ Performance Program is in line with Océ’s new Managed Print Services, announced last month. Focused on optimizing resources in key target areas, the Océ Performance Program promises cost control, enhanced effectiveness, integration of workflow processes and ease of use.
Competitive Takeaway / Highlights:
Unlike HP's Printing Payback Guarantee and Xerox's Optimum Office that actually guarantee cost savings, Oce's Performance Program promises (does not guarantee) cost savings. (HP will actually issue the customer a credit towards future HP services if cost savings as proposed in its assessment do not materialize within the first 12 months....Océ does not).
According to Océ....."By optimizing a customer’s resources and fine-tuning processes around their workflow, we (Océ) help them to accomplish significant savings in their print-related costs. We (Océ) also provide permanent insight in cost development and the tools to control these costs in the future. What makes this program truly unique, is that - - besides providing insight in explicit costs - - specific attention is paid to hidden costs and other intangible aspects of a customer’s printer environment, such as sustainability, productivity aspects for IT-support as well as end user satisfaction and behavior"
Here's the VoC from recent Win / Loss analysis and what customer have to say about Océ...."The Good, the Bad and the Ugly".......
"I think part of it was that they (Océ) were basically rebranding somebody else's products that we weren't really comfortable with from an IT perspective. It was unknown to us".
"We had concerns around their (Océ) ability to truly support us as a large enterprise, nationwide. There were enough concerns about that, that we decided not to consider them (Océ)."
"Océ has a very proactive account team. Very persistent, which is a good thing, but also can get a little annoying after a while. They are very eager, very willing to do what they need to do to try and win the business, very enthusiastic"
"The account team at Océ set themselves apart through preparedness"
"With Océ we actually had a tough time really figuring out their pricing. They came in with wonderful numbers, but then when we started digging deeper with the configurations and what they came with, we found that there were things missing. Every time we went back to them and said, 'Well, what about this it's not quite what we asked for.' 'Okay yes that will be a little bit more.' So we kept having to go back and tweak the pricing, and it always seemed to tweak upwards a bit. So they lost some of the competitive balance with Ricoh."
Good Luck and Good Selling!!
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