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European Office Vertical Market Opportunity Analysis

Published: December 2014


The office document industry in Western Europe is showing an increased focus on paper-intensive industries with many of the market-leading OEM suppliers and channel businesses aligning their organizations and go-to-market strategies to identify and address print as well as paper-intensive applications and workflows. This is a reflection of the mature state of the document output market. Growth in this industry requires the capture of market share from competitors and the ability to fully engage in managed print services. However, mature markets also present the challenge of entrenched competitors with long-established distribution partners. As a result, capturing market share demands new ways of aligning strategy with distribution channels and exploiting innovative ways to segment markets and customers.

In short, to effectively compete and win share in this industry vendors are increasingly looking to:

  • Identify where concentrations of page volume exist within specific territories
  • Understand which vertical markets have business workflows that drive persistent page volume within specific territories
  • Confirm the extent to which specific territories have been penetrated by managed print services

Project Objectives

Deliver a robust database tool that enables clients to segment markets, perform analysis, and develop strategic plans to maximise go-to-market effectiveness and sales activities.
The study will enable subscribers to:

  • Validate which vertical markets, by establishment size, are driving page volume in France, Germany, and the U.K.
  • Enable channel partners/direct sales organisations to have a more tactical view of the total print opportunity and pages under management (MPS)
  • Enable better alignment of distribution capabilities within NUTS 2 statistical territories
  • Develop vertical market print & services strategy at the local territory level
  • Forecast installed base, print volume, and print captured by MPS by vertical industry, establishment size, and product category

The database tool will enable subscribers to segment and organize data at a granular level by page volume, installed base, and pages under management. The database will encompass colour and monochrome devices by personal, workgroup, departmental, and light production segments. Furthermore, users will be able to examine this data by NUTS 2 statistical area, vertical industry, and establishment size utilising an InfoTrends mapping application, robust pivot table features, and a heat map visualization of the underlying data.

Analysis & Project Deliverables

InfoTrends will perform an extensive analysis to develop an understanding of the page volume opportunity by NUTS 2 statistical area, vertical industry, company size, and device segment.

Subscribers of the study will receive:

  • Executive summary including PowerPoint summary analysis, forecast and survey findings, and sample analyses of largest NUTS 2 territory for each country
  • Survey analysis by business size, print behaviors & volumes, technology utilization, and MPS page volume by geography
  • Database/pivot table with graphical user interface (GUI) enabling 2013 data capture, downloads, and analysis that contains real-world vendor-supplied data, government business size data, survey data, and InfoTrends forecast data
    • Tableau dashboard (workbook) and user guide for data visualization that also supports cross-tabbed data exports to Excel
  • Total France, Germany, and U.K. forecasts (Excel pivot tables) of installed base, page volume, and managed page volume segmented by vertical industry and company size
  • Data tabs and charts from the quantitative survey
  • Written report detailing interviews, key findings, and recommendations
  • On-site briefing (optional)

All French, German and U.K. project deliverables will be published and delivered in September 2014.

Getting Started

For more information on the study, contact Scott Phinney at 781-616-2123 or e-mail



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