Aldo Spensieri, Clover Imaging Group’s (CIG) easy going and amiable Vice President of MPS Solutions, has worked in the computer supplies industry for 28 years. The last 15 of those years have been spent in the toner remanufacturing industry, more recently focused on Managed Print Services (MPS).
In 2008 Spensieri joined toner remanufacturer West Point Products (WPP) as VP of Sales for Canada and VP of Corporate Marketing. It was during that time that WPP launched the Axess MPS program. Today he leads that same program for Clover Imaging Group.
Aldo Spensieri
Spensieri and his MPS team are very active in the dealer community. If they aren’t running demos to introduce their Axess program or helping dealers with assessments, they are presenting MPS to an end user or training both internal and dealer reps on MPS.
“I am also very involved in the strategic planning for our MPS offering, especially forward-looking initiatives like Cost Per Seat billing and predictive analytics,” he adds. “I am very blessed with an awesome team, including Sarah Henderson and Bryan Humphreys who make my day to day job easier.”
Spensieri says that he felt humbled and states that “it is a real honor” to be recognized as a Difference Maker He, in turn, wanted to recognize his first supervisor, Guy Pageau, and Alain Lachambre of Teckn-O-laser who he describes as “a brilliant marketing mind who can really think out of the box with truly innovative programs that create wealth for the dealer and their provider.” He also gave a nod to Tom Day who he said led by example, and who “always put both the customer and the employee first before his own needs.”
Spensieri says his primary goal for 2016 is to lead CIG’s MPS offering into the future with Cost Per Seat billing. He says that MPS has always been “attached” to Cost Per Page billing, but he insists it is just a method to invoice MPS.
“We must start focusing on what MPS is,” he states. “Ultimately, it is a way to reduce the overall spend at the end user level by offering optimized and controlled print environments.”
He explains: “When dealers bill by CPP, they are reluctant to offer true optimization because, in many cases, it reduces both their top-line revenue and bottom-line profits. CPS billing allows the MPS provider to optimize the end-user print environment, thereby reducing the provider cost and increasing the provider contract profitability.”
“This initiative is ground breaking,” he continues. “We are changing an entrenched 30+ year business model that has always billed per page, per click, per copy. Cost Per Seat billing will de-commoditize the page and provide a more predictable revenue stream.”
Spensieri says that he will also be helping CIG launch more tools driven by data automation. He says that, historically, the industry has been good at collecting data, but not so good at “actioning” it through predictive analytics, data mining and automation. He believes CIG will help to change that.
“We are working at understanding the data and have already launched tools like Auto Toner Fulfillment,” he says. “We will be launching more tools and initiatives that will help drive down provider costs while they manage their MPS engagements.”
Spensieri acknowledges that the industry is in a state of flux, and he believes that a fundamental change will occur as millennials continue to enter the work force.
“Everything will be more and more prevalent,” he predicts. “Big data, Internet of Things and any other new term that the marketing geniuses will coin is a real changer and disrupter. Automation using predictive analytics and patterns will bring us into a new era of “touchless” actions using the data. More and more e-documents and e-signatures are changing the reason we print. Document management and workflow will replace MPS and will probably look more like managed document solutions that will include everything related to documents.”
One thing is certain: As Spensieri helps lead CIG into this evolving data-driven world, his love of his job is unmistakable.
“I get to work with different people every day,” he says. “Whether in leadership roles, with peers, colleagues and especially customers, being able to convey my passion in what I do, and leading a team of true MPS professionals is a joy. I’m having fun.”
