Talk about the contractual opportunity in the A3 copier replacement market.
The A3 [copier replacement] market is largely a contractual services market. That is a $55 billion market today. There is a huge opportunity as we look at the shift from transactional into contractual.
If you are largely a personal systems/systems integrator partner and you are able to understand the as-a-service play, there is no reason you can not only capture the personal systems as-a-service side but the print side as well. And vice versa: If you are an A3 partner and devices are moving to an as-a-service play, why not capture that PC business in a bundled solution with not only printing and supplies but also PCs?