Challenge: Following an initial Quantitative study, a major office supplies provider wanted to further explore the printer, ink, and toner buying behavior of office product decision-makers from mid-market companies.

Objective: To determine the opportunity for the company to build a Managed Print Services (MPS) Contract business among the middle market.

Solution: A Qualitative exploratory consisting of focus groups was conducted in multiple markets, among office product decision-makers (specifically printers, ink, and toner) in mid-sized companies, who have an MPS contract.

Result: Plan-it findings and insights helped determine that the retailer has a clear opportunity to build an MPS contract business within the middle market by demonstrating its strong commitment to service, which is ultimately the key driver of a successful contract. Plan-it recommendations provided input to guide the MPS strategy among this segment.