Professional Services – End-Customer Objectives
* Understand how customers currently engage with IT, office equipment vendors, dealers, consulting companies, fleet management, SI/VAR, and channels in relation to professional services
* Examine how customers pay for these types of services as well as how much they are paying depending on the engagement
* Determine if there is a bias to certain OE companies that deliver professional services
* Understand the market for professional services for various customer size segments and vertical markets

Professional Services – Channel Objectives
* Understand the professional service capabilities of various channel types
* Determine what types of professional services various channels are currently offering customers
* Discover what channels are investing in to deliver future professional services
* Evaluate what channels can best address various professional service offerings for the mid-market opportunity.

Managed Services – End-User and Channel Objectives
* Evaluate the adoption of managed services in the mid market
* Define who is offering managed services to companies in relation to the equipment market – IT vs. OE channel
* Examine who has been successful offering all of the components of managed services (i.e. HW, solutions, consumables, break fix, and professional services) to the mid market
* Determine whether customers have a preference for the OE channel vs. the IT channel as a source of these managed services
* Understand how customers want to pay for these managed services – contract, click based
* Find out if customers understand the concept of packaged services
* Examine whether customers require a purchasing mix of OEM vs. third-party consumables
* Determine whether customers like the concept of packaged services
* Evaluate the market for managed services according to various customer size segments and vertical markets