UNCLASSIFIED
Shared Services Canada
Workplace Technology Devices
Printing Products
Industry Engagement Wrap-up Webinar
Summary Report
WTD Printing Products
Industry Engagement Wrap-up Webinar Summary Report
Unclassified
Table of Contents
Industry Engagement Wrap-up Webinar Summary ...................................................................................... 1
Annex A – Industry Engagement Wrap-up Webinar Industry firms and associations .................................. 7
Annex B – Industry Engagement Wrap-up Webinar Agenda ....................................................................... 8
Annex C – Industry Engagement Wrap-up Webinar Presentation ............................................................... 9
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INDUSTRY ENGAGEMENT WRAP-UP WEBINAR SUMMARY
FOREWORD
This report summarizes the pertinent information presented during the live Industry Engagement Wrap-up
Webinar broadcast for the Workplace Technology Devices (WTD) Printing Products procurement on
March 21, 2016, and serves to complement and support the Industry Engagement Wrap-up Webinar
presentation deck posted on buyandsell.gc.ca (see Annex C).
W ELCOME AND INTRODUCTION
Shared Services Canada (SSC) hosted the WTD Printing Products Industry Engagement Wrap-up
Webinar on March 21, 2016, via web conference and teleconference. In addition to government
representatives, 28 firms/associations participated in the day, for a total of 60 attendees. A complete list
of firms and associations that attended is available in Annex A.
Ms. Sarah McCallum moderated the session and opened by welcoming all participants, explaining the
logistics of the session, and providing an overview of the main points of the agenda (see Annex B).
OPENING REMARKS AND INDUSTRY D AY OBJECTIVES
Ms. McCallum introduced Mr. Pankaj Sehgal, Assistant Deputy Minister, Networks and End User Branch,
who welcomed participants and thanked them for taking the time to participate in this Engagement Day
Wrap-up Webinar. Mr. Sehgal explained that SSC appreciated their participation in the Industry
Engagement phase of the Collaborative Procurement Solutions (CPS) for the WTD Printing Products
procurement. Mr. Sehgal explained the intent of the session was to conclude the Industry Engagement
phase by presenting the Go to Market Strategy that SSC had developed based on the feedback obtained
by the different Industry Engagement activities took place in the last seven months.
Mr. Sehgal stated that the presentation would also present the next steps on the procurement after
Industry Engagement is complete.
INDUSTRY E NGAGEMENT W RAP -UP OBJECTIVES AND ACCOMPLISHMENTS TO D ATE
Ms. McCallum introduced Mr. Alan Manara, Director General, Workplace Technology, Networks and End
User Branch and Mr. Andre Arsenault, Director, Workplace Technology Devices Initiative, Networks and
End User Branch. Mr. Manara presented an overview of the industry day objectives and
accomplishments to date.
Mr. Manara thanked participants for attending and reiterated that the purpose of this Industry
Engagement Wrap-up Webinar is to conclude the Industry Engagement phase of the CPS.
Mr. Manara stated that he would not go through all the details included in the following slides (from six to
20) but would focus on SSC’s Go to Market Strategy. If any participants want to share feedback on these
slides, they may send an email to [email protected]. SSC will be looking at
all questions or comments sent following this webinar. However, no formal response process will put in
place to share the questions and responses with the Industry. Industry will be invited to send any
questions during the ITQ through the formal ITQ Question process and SSC will provide a formal
response at that time.
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1. INDUSTRY E NGAGEMENT W RAP-UP OBJECTIVES
Mr. Manara stated the key objective of the Industry Engagement Wrap-up Webinar
In addition he reminded participants to send any communications and/or documentation regarding this
procurement only to [email protected].
2. INDUSTRY E NGAGEMENT TO D ATE
Mr. Manara stated the key activities that have taken place since July 15th 2015. He also pointed out that
SSC did not conduct any One-on-One sessions past the November 2015’s round of One-on-One
sessions.
3. ORGANIZATIONS ENGAGED TO D ATE
Mr. Manara listed the types of organizations and stakeholders that were consulted in the Industry
Engagement phase.
Mr. Manara clarified that Gartner was consulted through a formal engagement with SSC.
Mr. Manara also stated that the CIO community was consulted and provided feedback on SSC’s Go to
Market Strategy for the Printing Products procurement. Furthermore, an interdepartmental working group
was put in place and consulted to determine the business requirements.
4. INDUSTRY FEEDBACK SOLICITED TO D ATE
Mr. Manara listed the strategic issues from which SSC invited the Industry to provide feedback during the
Industry Engagement phase. He thanked the participants for their engagement in providing SSC with
feedback that helped shape SSC’s Go to Market Strategy.
Mr. Manara reminded the participants that the next phase Review and Refine Requirements will help
shape the service and that he is looking forward to working with the 5 qualified ITQ respondents.
HIGH-LEVEL GO TO M ARKET S TRATEGY
Mr. Manara reiterated that the Go to Market Strategy was built based on comments and feedback from a
variety of stakeholders.
Mr. Manara listed the key points that are included in the Go to Market Strategy.
1. GO TO M ARKET STRATEGY : T HE VISION
Mr. Manara reiterated the vision of the enterprise WTD Printing Products service.
He also stated the Guiding Principles that were used to define the Go to Market Strategy and facilitate
decision making.
2. SOURCING/CONTRACTING S TRATEGY
Mr. Manara reviewed the terminology that will be used in the ITQ document. He also explained the
rationale for dividing the ITQ Criteria between the Managed Print Integration Services (MPIS) provider
and the Print Services (PS) provider roles which is to be more inclusive, in previous model, some vendors
felt excluded. The proposed split of criteria will drive partnership for vendors that cannot provide the full
suite of services.
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Mr. Manara reiterated SSC’s decision to proceed with a separate procurement for Data Centre Bulk
Printing Products1.
Mr. Manara also explained that SSC intends to establish a separate procurement vehicle for the Print
Advisory services.
Mr. Manara explained the 3 sourcing and contracting strategies that SSC considered. He further
elaborated the pros and cons for each strategy and the rationale for selecting the hybrid Go to Market
Strategy. (please reference the presentation for more information)
3. ITQ QUALIFICATION S TRATEGY : APPROACH
Mr. Manara explained the key ITQ submission rules. The final ITQ document will strive to explain the
rules as simply and clearly as possible.
Mr. Manara explained the Draft ITQ Criteria and how respondents will be evaluated.
He stated that the GC is looking for providers that are ready for an engagement of a scale to meet the
long term GC requirements
Mr. Manara also stated that evaluating the Past Performance of a provider is a new undertaking for SSC.
It will give SSC assurance that the respondents are invested in meeting their clients’ satisfaction.
PRICING STRATEGY
Mr. Manara explained the 2 pricing strategies that were considered. He stated that Base + Cost-per-unit
(CPU) is the most prevalent in Canada and it offers the providers the highest possibility in recuperating
their costs without an accurate and up-to-date current state data. He also stated that several CIO’s in the
GC are interested in moving to the “All-in” CPU model.
Mr. Manara explained the current thinking on the number of contract awarded will be further discussed at
the Review and Refine Requirements phase.. The intention is, to award 3 contracts out of 5 qualified
respondents. The method in which the business would be divided has not been decided yet.
4. RRR DISCUSSION T OPICS
Mr. Manara briefly went over the topics that will be discussed during the RRR phase with the 5 ITQ
qualified respondents, as per the presentation material.
GO FORWARD STRATEGY
Mr. Arsenault presented the go forward strategy from a perspective of the procurement process.
Mr. Arsenault thanked the participants for their involvement in the Industry Engagement phase of the
CPS. He stated that the feedback received to date was a great help in determining the Go to Market
Strategy.
1. ITQ REGISTRATION PROCESS
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A separate notice will be posted on buyandsell.gc.ca to inform industry on next steps for Data
Centre Bulk Printing Products, when appropriate.
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Mr. Arsenault informed the participants that the presentation material was posted on
www.buyandsell.gc.ca. He also wanted to inform the participants that a different www.buyandsell.gc.ca
link will be used to publish the ITQ. The new link will be provided by amending the
https://buyandsell.gc.ca/procurement-data/tender-notice/PW-15-00701280 which will provide the
interested suppliers with the new link to download the ITQ and related documents.
In addition he reminded participants to send any communications and/or documentation regarding this
procurement only to [email protected].
2. T ENTATIVE SECURITY CLEARANCE
Mr. Arsenault explained the tentative security clearance requirements as per the presentation material.
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QUESTIONS AND ANSWERS
Upon conclusion of the presentations, Mr. Manara opened the Questions and Answers period.
8 questions were submitted.
Question 1 from Nick Fovargue, Lexmark
The ITQ Criteria that were presented require firms to provide references on a large number of print
devices. The list of client references to support that number of print devices will be extensive. In addition,
some clients have signed agreements that prevent firms from naming them as references. Is the number
of required Print Devices that important?
SSC Answer 1: Mr. Manara stated the GC wants assurance the vendors are scalable to meet GC needs.
He asked for feedback on how to achieve this.
Lexmark Response:


By SSC auditors visiting vendors on-site and validating the number of stated Print Devices.
By requesting the information on the top 5 contracts based on value only.
Question 2 from Raoul Bain –Bronson Consulting Group
The concepts of Joint Venture and Consortium seem to be interchangeable in the ITQ Criteria document.
Could this be clarified? Joint Ventures are a legal entity and a consortium is not.
SSC Answer 2: Mr. Manara stated that the ITQ document would offer clarification on the terminology of
consortium and joint venture.
Question 3 from Mitch Taylor, 4-Office
For section 1.2.1 – Devices under management in Canada, how is the number of Print Devices
calculated?
SSC Answer 3: Print devices are Non retail commercial printers, scanners or printing and imaging multifunction devices (MFDs) that combine printing, scanning, faxing and photocopying that are provisioned to
the client. In addition to the warranty (break / fix services), to qualify, the devices must be covered by a
service contract inclusive of preventative maintenance (including parts) and consumables or be
provisioned as part of Managed Desktops/Servers or Managed Print Services. More clarification will be in
the ITQ document.
Question 4 from Konica Minolta
If 2 companies want to bid for one role, do they have to be in a Joint Venture?
SSC Answer 4: Mr. Manara stated that if 2 companies want to submit for one role they have to have a
previous relationship that was a Joint Venture and that all experience submitted must be for that Joint
Venture. For example, a small firm wants to be a respondent for this procurement but does not meet the
mandatory criteria. It could use the experience of a joint venture but only if the joint venture is the one
responding to the ITQ.
Question 5 from Scott Leonard, Ricoh Canada Inc.
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Are the partnering rules stated as “Under Consideration” still under consideration?
SSC Answer 5: Mr. Manara stated that they are still under consideration, but SSC is leaning in that
direction.
Question 6 from Nick Fovargue, Lexmark
The firms that want to submit an ITQ Response have to partner now. As no information has been given
on the requirements, how can a firm know that they getting in the right partnership?
SSC Answer 6: Mr. Manara asked what specific information was required to form the right partnership.
Mr. Manara stated that the requirements will be very similar to the current NMSO. There will also be a
possibility for a firm to partner post-ITQ for a portion of the requirement if required. More information will
be provided in the ITQ.
Question 7 from Paula Armstrong, HP Canada
For section 1.2.1 – Devices under management in Canada, what does “under management” mean?
Answer 7: Mr. Arsenault stated that a Print Device under management means devices provided to a
client as a service where the vendor has responsibility in the design, deployment, management and
maintenance (including parts and consumables excluding paper), of the environment using utilities and
tools that provide line of sight, status and performance metrics for the devices.
Question 8 from Nick Fovargue, Lexmark
The definition provided for Devices under management in Canada presents issues with the current
business model. The historical business is to sell a Print Device and to provide consumables and
break/fix services. Based on the definition most of the devices would not qualify.
Answer 8: Mr. Arsenault reiterated that a Print Device under management is a device with warranty
(break / fix services) that is also covered by a service contract inclusive of preventative maintenance
(including parts) and consumables or was provisioned as part of Managed Desktops/Servers or Managed
Print Services.
RECAP/CLOSING REMARKS
Mr. Manara ended the session by thanking participants for their attendance and questions. Based on
those questions, SSC will strive to bring more clarity to the ITQ and related documents.
Mr. Manara reminded that SSC will be analysing all questions and comments received during the next 2
weeks. However, no formal response process will be put in place to share the questions and responses
with the Industry. Once the ITQ is released and there are still points that need clarification, Mr. Manara
encouraged participants to submit their questions through the formal ITQ Question process.
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ANNEX A – INDUSTRY ENGAGEMENT WRAP-UP WEBINAR INDUSTRY FIRMS
AND ASSOCIATIONS
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VENDOR REPRESENTATION
4 Office Automation Ltd.
Bronson Consulting Group
Canon
Canon Canada Inc. PPSG
Chamberlain Consulting
CompuCom Canada Co.
Compugen Inc.
Computer Sciences Canada Inc.
HP Canada Co.
Hypertec
IBM
IPMG
Itex Inc.
KIP America
Konica Minolta Business Solutions
Kyocera Document Solutions Canada Ltd
Lexmark International Inc.
Northern Micro
Oki Data Americas, Inc.
PrintersPlus
Ricoh Canada Inc.
Samsung
Sharp Electronics of Canada Ltd
St. Joseph Print Group Inc.
The Print Operations Group Inc.
Toshiba Business Solutions
UniPrint.net Corp
Xerox Canada
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ANNEX B – INDUSTRY ENGAGEMENT WRAP-UP WEBINAR AGENDA
Time (EDT)
Presenter
Description
1:30 – 1:40 p.m.
Alan Manara, Director General, Workplace
Technology Devices Initiative, Networks and End
Users Branch, SSC
Industry Day Objectives
and Accomplishments to
Date
1:40 – 2:15 p.m.
Alan Manara, Director General, Workplace
Technology Devices Initiative, Networks and End
Users Branch, SSC
High-Level Go To Market
Strategy
2:15 – 2:30 p.m.
André Arsenault, Director, Workplace Technology
Devices Initiative, Networks and End Users Branch,
SSC
Go Forward Strategy
2:30 – 3:00 p.m.
Alan Manara, Director General, Workplace
Technology Devices Initiative, Networks and End
Users Branch, SSC
Questions and Answers
Recap/Closing Remarks
Event Moderator: Ms. Sarah McCallum, Workplace Technology Devices Initiative, Networks and End
User Branch, SSC
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ANNEX C – INDUSTRY ENGAGEMENT WRAP-UP WEBINAR PRESENTATION
The full presentation can be found on Buyandsell.gc.ca at the following address:
https://buyandsell.gc.ca/cds/public/2016/03/15/2a3d59e44bf350e7d75e88a2258c15e3/wtd_print_product
s_wrap-up_webinar_deck.pdf
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