From Data Collection to Real Advisory in Managed Print Services

Many account managers spend too much time preparing for meetings.

• They gather data.

• They analyse volumes.

• They check alerts.

• They try to understand cost development.

By the time they sit down with the customer, they are tired of the numbers.

The problem is not a lack of data. The problem is that insight is not prepared.

When preparation becomes the bottleneck

In many MPS organisations, preparing for a customer meeting means pulling information from different places.

• Meter readings from one system.

• Service history from another.

• Supply activity from somewhere else.

• Contract information stored separately.

This creates friction.

Instead of focusing on the customer’s situation, the account manager focuses on collecting and validating information. That shift changes the entire dynamic of the meeting.

Advisory becomes explanation.

Advisory starts with clarity

Strong advisory conversations are built on clarity.

The account manager should walk into the meeting already knowing:

• Which devices are underutilised

• Where volumes are increasing

• Which alerts are recurring

• How supply behaviour affects cost

• Whether the environment is balanced

When this overview is prepared, the conversation changes.

Instead of explaining what happened, the account manager can discuss what should happen next.

Instead of reacting to questions, the account manager can lead the discussion.

That is the difference between reporting and advising.

Insight must work for the whole team

Advisory is not a sales activity alone.

Service managers need to understand recurring issues.

Operations need to see supply patterns.

Management needs clarity on trends and contracts.

If insight is complex, buried in technical dashboards, or difficult to interpret, only specialists will use it. That limits the organisation.

3manager is built to make insight accessible to the whole team. The goal is not to generate more data, but to present the right data in a way that makes sense quickly.

• Clarity reduces internal friction.

• Shared understanding reduces misalignment.

• Prepared insight reduces stress.

Less explaining, more value

Customers do not want raw numbers.

They want context.

• When volumes change, they want to know why.

• When costs shift, they want to understand the drivers.

• When recommendations are made, they want confidence behind them.

If the account manager spends half the meeting explaining how the numbers were gathered, value is lost.

If the insight is already clear, the focus moves to decisions.

That is where real advisory begins.

A calmer way to manage print relationships

Managed Print Services is not just about devices, toner, or alerts. It is about relationships.

• Confidence in meetings.

• Clarity in communication.

• Consistency across the team.

When insights are prepared and accessible, account managers can focus on strengthening the partnership rather than defending the numbers.

That is the shift from collecting data to creating value.

And that is where Managed Print Services becomes a long-term collaboration instead of a transactional service.