{"id":57060,"date":"2023-09-29T00:05:23","date_gmt":"2023-09-29T07:05:23","guid":{"rendered":"http:\/\/www.enxmag.com\/twii\/?p=57060"},"modified":"2023-09-29T00:06:19","modified_gmt":"2023-09-29T07:06:19","slug":"mps-reimagined-following-clients-evolved-needs-enables-providers-to-flourish","status":"publish","type":"post","link":"https:\/\/www.enxmag.com\/twii\/state-of-the-industry\/2023\/09\/mps-reimagined-following-clients-evolved-needs-enables-providers-to-flourish\/","title":{"rendered":"MPS Reimagined? Following Clients\u2019 Evolved Needs Enables Providers to Flourish"},"content":{"rendered":"\n
It\u2019s no secret that managed print services (MPS), as a talking point, has lost ground in the popular topic department to digital transformation and product diversification. We\u2019ve read all the statistics about print declining 3%-5% yearly, a trend further hastened by the pandemic. Dealers, many pundits observe, are simply not growing through MPS.<\/p>\n\n\n\n
While much of this is true, the bottom-line value proposition that launched MPS endeavors nationwide hasn\u2019t been altered. Customers of all sizes are still looking to accomplish more with fewer resources. They\u2019re still looking to save money, bolster their efficiencies and focus on their core business lines. They want their print environment quarterbacked by a single, trusted vendor that can not only ensure up time but also alleviate concerns around security in a growingly distributed operational infrastructure.<\/p>\n\n\n\n
In that vein, we provide a State of the Industry focus on MPS in the post-pandemic era. Seven vignettes speak to the factors that allow dealers to remain profitable and grow through adept print management and market strategies that set them apart from their neighbors. The degree of difficulty may have increased tenfold, but these MSPs share insights that enable them to flourish where others struggle.<\/p>\n\n\n\n
Client Guidance<\/strong><\/p>\n\n\n\n
Dan Larkin, Marco<\/figcaption><\/figure><\/div>\n\n\n\n
Dan Larkin knows a gift when he sees one. The solutions sales director for St. Cloud, Minnesota-based Marco has been the recipient of many a \u201cgift,\u201d which in the world of MPS is the insight into what would make your offering better or easier for your client. And that feedback has been a guiding light for Marco: from the early days of its MPS offering, when clients just wanted a partner to service their print fleet. Then clients communicated the desire for better print management technology. When security became a hot topic, clients reached out for additional help. And in those few instances when Marco had room for improvement\u2014like simplified billing\u2014invoices were adjusted accordingly.<\/p>\n\n\n\n
In that sense, MPS is the gift that keeps on giving. \u201cSometimes you have to go where your customer is leading you\u2014that\u2019s been the secret to developing our MPS program,\u201d Larkin remarked. \u201cWhen your customer tells you they don\u2019t like something or would prefer something else, that\u2019s a gift. We always take it.\u201d<\/p>\n\n\n\n
We had already offered decentralized printing solutions, including endpoint security, to organizations for quite some time. Therefore, we weren\u2019t scrambling when remote work became more commonplace.<\/p>\u2013 Dan Larkin, Marco<\/cite><\/blockquote>\n\n\n\n
As A3 growth slowed during the pandemic, Marco saw a spike in A4 needs and pivoted to meet the demands of remote workers. It also proved to be an optimal time for the dealer to make strategic acquisitions. Larkin noted the company tweaked the messaging around its ability to manage specialty print\u2014wide-format, labels, thermal and production printing. While the competencies are old hat for Marco, the concept of managing the devices effectively (as with any printer) is still a novel concept for customers.<\/p>\n\n\n\n
The company also saw remote work as an incredible opportunity long before the pandemic made it a necessity for many companies. \u201cWe had already offered decentralized printing solutions, including endpoint security, to organizations for quite some time,\u201d Larkin said. \u201cTherefore, we weren\u2019t scrambling when remote work became more commonplace. For us, it was mostly business as usual.\u201d<\/p>\n\n\n\n
Turning Point<\/strong><\/p>\n\n\n\n
Ray Belanger, Bay Copy<\/figcaption><\/figure><\/div>\n\n\n\n
In the early days of its MPS program, Bay Copy of Rockland, Massachusetts, banked on a value proposition that would allow the client\u2019s internal IT departments to divest itself from printer break-fix needs and focus on its core IT management tasks, as their labor rate is significantly higher. What truly enabled MPS to crystallize in the mind of President Ray Belanger was the realization that his company was managing all the copiers for a major client\u2014a local health care facility\u2014but that only represented half the hospital\u2019s output. Bay Copy wasn\u2019t controlling the printers.<\/p>\n\n\n\n
\u201cThat realization brought the MPS program into full cycle for us, and we saw it as both an opportunity to increase volume with existing accounts as well as a way to win business from new accounts,\u201d Belanger noted.<\/p>\n\n\n\n
Even\u2014and maybe especially\u2014when things are running smoothly with clients, it\u2019s important to meet, at the very least, to remind customers of the benefits of MPS and get continued buy-in.<\/p>\u2013 Ray Belanger, Bay Copy<\/cite><\/blockquote>\n\n\n\n
Interestingly, environmental consciousness has been an advantage for Bay Copy as for-profit and non-profit clients\u2014particularly those who champion the green movement in their mission statements\u2014are providing increasingly strong opportunities for new business through MPS. Belanger\u2019s reps are keen to highlight the benefits of managed print during discussions with new clients for whom the good corporate citizen talk track resonates.<\/p>\n\n\n\n
On the back side of the pandemic, Belanger notes the inclusion of strong contract minimums have helped sustain the firm through the difficult period. It\u2019s been a mixed bag in terms of clients resuming normal volumes, and net-new accounts have helped bridge the gap and exceed pre-COVID levels. Belanger notes there are fewer competitors vying for the volume, which offset the decline in output levels. Stressing aftermarket services, either quarterly or monthly, has aided recurring revenue in the hybrid era.<\/p>\n\n\n\n
\u201cSo much changed within the workforce environment because of COVID and the after-effects of having hybrid and remote offices,\u201d Belanger said. \u201cWhile that development has in some cases further contributed to the decline in print sales, the opportunity is for dealers to really understand their customers\u2019 changing needs. What this change in the workforce reinforced to us is the importance of regular customer reviews. Even\u2014and maybe especially\u2014when things are running smoothly with clients, it\u2019s important to meet, at the very least, to remind customers of the benefits of MPS and get continued buy-in.\u201d<\/p>\n\n\n\n
Line of Attack<\/strong><\/p>\n\n\n\n
Jeff Wilson, Flex Technology Group<\/figcaption><\/figure><\/div>\n\n\n\n
In assessing its MPS platform as a whole, Flex Technology Group (FTG) doesn\u2019t believe that any one or two elements provide it with an edge in the markets it serves. Rather, notes Jeff Wilson, vice president of business development for the Mesa, Arizona-based organization, the differentiation is woven through every client engagement, buoyed by experience, understanding and execution within the discipline.<\/p>\n\n\n\n
Wilson notes that FTG enjoys success in organic growth with its MPS program, which troubles many a competitor. \u201cCustomers tell us they recognize the unique advantages that come with our experience, approach, and proven tools and process, including the unique aspect of being manufacturer-independent and neutral,\u201d he added. \u201cWe continue to onboard net-new enterprise\/national MPS accounts in a variety of industries, with recent wins in major retail establishments, legal firms, health care\/hospitals and financial institutions.<\/p>\n\n\n\n
We feel that if we continue to offer unparalleled approaches to MPS, we\u2019ll continue to see strong organic growth and be able to adjust to any headwinds that blow our way.<\/p>\u2013 Jeff Wilson, Flex Technology Group<\/cite><\/blockquote>\n\n\n\n
\u201cAny adjustment to our MPS offerings comes from learning more about what our customers need. We feel that if we continue to offer unparalleled approaches to MPS, we\u2019ll continue to see strong organic growth and be able to adjust to any headwinds that blow our way.\u201d<\/p>\n\n\n\n
From a tools and technology standpoint, Wilson says FTG\u2019s tech stack is adaptive to virtually any situation its customers may face. The core elements feature:<\/p>\n\n\n\n
FTG Client Portal (FCP)<\/strong>: It allows customers to view their print environment in real time and includes service updates, supplies updates, asset management capabilities (fleet, location and device-level reporting), user access settings and centralized management to support all manufacturers and assets.\u00a0<\/li>
Alert Management System (AMS)<\/strong>: This proprietary monitoring application manages thousands of alerts generated from printing and imaging devices to predict service needs. AMS recognizes alert patterns and uses algorithms to predict device failures, then initiates appropriate service actions based on the unique needs and preferences of the customer.<\/li>
Fully Automated Supplies, Tracking and Fulfillment (FastAF)<\/strong>: This system sends replacement toner to devices for just-in-time fulfillment, eliminating the need for human intervention while reducing errors and automating the process. FastAF can complete up to 2,500 orders in five minutes and can be configured to ship to specific locations and devices.<\/li>
FlexLayer<\/strong>: In-house middleware developed from the ground up that connects and integrates various tools to provide the most current data (possible data sources: FTG proprietary technology and tools, device manufacturers, OpenAPI client service desk, BI Analytics, CMBT, software using RESTful API, etc.). FlexLayer is updated and optimized constantly to better serve all customers.<\/li><\/ul>\n\n\n\n
While MPS\u2019 value proposition is that of a platform package, many dealers view its success potential through a holistic lens. According to TJ DeBello, vice president of sales for Houston-based Stargel Office Solutions, it\u2019s an approach that provides tailored solutions, entails being vendor-agnostic, furnishes proactive maintenance and promotes adaptability in meeting clients\u2019 evolving needs.<\/p>\n\n\n\n
DeBello points out that MPS Sales Manager William Tran recognized that traditional MPS was no longer sufficient in an increasingly digital world. The elements that enabled Stargel to gain points of differentiation and distance it from the competition boiled down to innovation, offering more comprehensive solutions, and a customer-centric approach that drives real value and results for clients.<\/p>\n\n\n\n
These adjustments and additions to our MPS program in recent years were done to ensure continued relevance and value for clients.<\/p>\u2013 TJ DeBello, Stargel Office Solutions<\/cite><\/blockquote>\n\n\n\n
\u201cOur key to experiencing MPS growth post-2020 involves adapting to the changing landscape and needs of our clients,\u201d DeBello said. \u201cThis includes diversifying our service offerings, focusing on remote work solutions, emphasizing cost savings, highlighting the importance of enhanced security measures and offering flexibility. These adjustments and additions to our MPS program in recent years were done to ensure continued relevance and value for clients.\u201d<\/p>\n\n\n\n
Despite the influx of client team members working from home and clients having fewer in-house resources, pliability has been a key factor for Stargel in the post-pandemic period. \u201cIt\u2019s been both a challenge and an opportunity as we\u2019ve had to adjust and adapt with the client, but our solutions are customizable, so it\u2019s been a smooth transition,\u201d DeBello added.<\/p>\n\n\n\n
Josh Britton doesn\u2019t have a silver bullet or secret sauce. The president of Oak Park, Michigan-based imageOne doesn\u2019t believe that it\u2019s the Xs and Os of his company\u2019s MPS offering that has enabled it to thrive for more than 30 years. Instead, it\u2019s the approach imageOne takes to ensure it delivers the \u201cX\u201d (extraordinary) factor, which has insulated it from experiencing customer turnover. That begins with Britton maintaining his team members.<\/p>\n\n\n\n
\u201cWe\u2019ve been fortunate and blessed to have a lot of great people,\u201d he said. \u201cThat may sound trite, as every dealer feels it has a great team. It\u2019s all about performance and the way we handle things, especially when they aren\u2019t going our way and we need to address problems. We have a turnover level that\u2019s far below most businesses.\u201d<\/p>\n\n\n\n
Britton notes the company also has a firm grasp on the value of its MPS program, which provides the confidence to not try to be the cheapest offering on the market. The fact that imageOne\u2019s MPS revenue is above where it stood pre-pandemic validates its value proposition in the eyes of customers. The 2021 acquisition of Quantum Technologies in Fenton, Missouri, further augmented its commitment to MPS. Organic growth has followed through an expansion of imageOne\u2019s offerings, new logos and growth within existing accounts.<\/p>\n\n\n\n
It\u2019s all about performance and the way we handle things, especially when they aren\u2019t going our way and we need to address problems.<\/p>\u2013 Josh Britton, imageOne<\/cite><\/blockquote>\n\n\n\n
Despite the pandemic, Britton doesn\u2019t believe the fundamental needs of the customer changed significantly. \u201cClients still want to be relieved of pain, unnecessary expenses,\u201d he said. \u201cAs long as we stay focused on pain points and evolve with our customers to find new and creative ways to deliver on that relief, we\u2019ll continue to deliver value. It\u2019s incumbent on us to communicate the costs and risks of doing nothing, especially in this environment.\u201d<\/p>\n\n\n\n
Still, Britton acknowledges the difficulty in generating MPS growth and notes many of his colleagues in the industry have termed the process a \u201cgrind,\u201d especially in the past year. He\u2019s focused on recalibrating and supporting his team. The onus isn\u2019t completely on the shoulders of sales; Britton credits technical service with opening the doors to many opportunities and sustaining current business, backed by operations and admin.<\/p>\n\n\n\n
While the dealer\u2019s enterprise-level clients had a larger percentage of work-from-home hardware needs, he estimates 80% to 90% of the print volumes rebounded despite only about half of the client employees returning on premises. The gap was bridged by an influx of new clients seeking a better MPS program than their legacy provider, along with new sales team members generating new business.<\/p>\n\n\n\n
\u201cLike everyone else, we\u2019ve had to manage cost increases over the last year and a half, and we have to protect our profitability,\u201d Britton said. \u201cIt\u2019s not just the sales team hustling. We continue to improve our MPS mousetrap across the entire lifecycle of the customer experience, not just on the prospecting and closing side.\u201d<\/p>\n\n\n\n
It\u2019s safe to say that DOCUmation isn\u2019t your typical MPS provider. The San Antonio-based dealer, one of Kyocera\u2019s largest resellers, has been in the MPS business since 2009 and eschews the practice of taking over a mixture of devices in a client\u2019s fleet. Co-president Hunter Woolfolk prefers the \u201crip and replace\u201d method, substituting units from an HP, for example, with Kyocera gear. It\u2019s a practice that, while expensive, has proven to be a point of differentiation.<\/p>\n\n\n\n
Service management is a key variable in the desire to avoid OEM lines outside of DOCUmation\u2019s scope, particularly in areas such as cybersecurity, firmware updates and general protection of networked devices. Exceptional customer service, he says, epitomizes safeguarding the client.<\/p>\n\n\n\n
In the end, the priorities of the customer will help yield the breed of account the dealer seeks. \u201cAll the competition in Texas would love to give a printer away and service it or take over an existing fleet,\u201d Woolfolk said. \u201cAnd those customers are very happy to come over to us because of the poor service they received. It\u2019s just not well-managed. Those clients who demand excellent service are a great fit for DOCUmation. If clients don\u2019t value customer service, there\u2019s always a cheaper option.\u201d<\/p>\n\n\n\n
The dealer is a bit of a unicorn in that its client base isn\u2019t experiencing post-pandemic print declines, which Woolfolk attributes to high-value customers in its portfolio. DOCUmation continues to experience growth by taking away market share from its competitors. He notes that most of his clients have brought employees back to the office, a trend that dictated the dealer didn\u2019t need to make any adjustments to its approach.<\/p>\n\n\n\n
Those clients who demand excellent service are a great fit for DOCUmation. If clients don\u2019t value customer service, there\u2019s always a cheaper option.<\/p>\u2013 Hunter Woolfolk, DOCUmation<\/cite><\/blockquote>\n\n\n\n
\u201cWe didn\u2019t make changes to focus on a work-at-home environment because our assumption was that it wasn\u2019t going to work,\u201d he said. \u201cWe didn\u2019t see it working internally, and we didn\u2019t see it working with customers. Our theory was that it was just a matter of time before businesses required their people to be back in the office.\u201d<\/p>\n\n\n\n
MTS Office Systems of Anderson, South Carolina, benefits from having three salespeople who formerly ran a dealership, which has helped secure numerous opportunities within its geography. According to Mason Smith, president and CEO, the dealer has worked with a number of hospital systems, legal firms and various other multiple-location clients to streamline their output needs for MFPs and desktop devices. Working with smaller clients, MTS can whittle down the printer population to a few select models while taking over management and providing cost savings.<\/p>\n\n\n\n
Centralizing output has led to many cross-town referrals\u2014a car dealer led to a body shop opportunity. As a smaller dealer, MTS doesn\u2019t service a full range of printers, so if a client\u2019s HP (for example) needs service, the dealer can dip into its reservoir of refurbished devices, such as a Lexmark, and just perform a straight swap. That keeps the client running and doesn\u2019t handcuff MTS with needing to source parts for a machine outside its scope. \u201cUsed equipment is part of our strategy, making sure we have a variety of gently used color, black, multifunction and single-function devices,\u201d Smith noted.<\/p>\n\n\n\n
Our strategy of having the fleet software installed really helps provide us the visibility into an account,\u201d Smith said. \u201cIt may not always pay off immediately, but perhaps when their copier lease comes up, it provides an opportunity.<\/p>\u2013 Mason Smith, MTS Office Systems<\/cite><\/blockquote>\n\n\n\n
He\u2019s also noted a growth in color units, with more clients seeking color on even the smaller print devices. MTS employs a subscription plan with output minimums (based on calculated usage) written into the leases, allowing clients to adjust it throughout the term of the pact. Having FMAudit print management software installed with 80% of its customers has been a boon for MTS in identifying some of the high-volume printers it was able to replace with an MFP and smaller desktop printers.<\/p>\n\n\n\n
\u201cOur strategy of having the fleet software installed really helps provide us the visibility into an account,\u201d Smith said. \u201cIt may not always pay off immediately, but perhaps when their copier lease comes up, it provides an opportunity. We can lower the cost they\u2019re currently spending on printers, which makes sense for everybody.\u201d<\/p>\n\n\n\n
Like many dealers, MTS saw an influx of take-home devices that didn\u2019t move the needle significantly; however, its service revenue has more than tripled since 2019 alone on the strength of net-new customer additions. \u201cVolumes were down pretty significantly for most of our clients, but after about a year and a half, they bounced back to a point where we\u2019re feeling pretty comfortable now,\u201d he added. <\/p>\n","protected":false},"excerpt":{"rendered":"
It\u2019s no secret that managed print services (MPS), as a talking point, has lost ground in the popular topic department to digital transformation and product diversification. We\u2019ve read all the statistics about print declining 3%-5% yearly, a trend further hastened by the pandemic. Dealers, many pundits observe, are simply not growing through MPS. While much of this is true, the bottom-line value proposition that launched MPS endeavors nationwide hasn\u2019t been altered. Customers of all sizes are still looking to accomplish more with fewer resources. They\u2019re still looking to save money, bolster their efficiencies and focus on their core business lines. They want their print environment quarterbacked by a single, trusted vendor that can not only ensure up time but also alleviate concerns around security in a growingly distributed operational infrastructure. In that vein, we provide a State of the Industry focus on MPS in the post-pandemic era. Seven vignettes speak to the factors that allow dealers to remain profitable and grow through adept print management and market strategies that set them apart from their neighbors. The degree of difficulty may have increased tenfold, but these MSPs share insights that enable them to flourish where others struggle. Client Guidance Dan Larkin knows a gift when he sees one. The solutions sales director for St. Cloud, Minnesota-based Marco has been the recipient of many a \u201cgift,\u201d which in the world of MPS is the insight into what would make your offering better or easier for your client. And that feedback has been a guiding light for Marco: from the early days of its MPS offering, when clients just wanted a partner to service their print fleet. Then clients communicated the desire for better print management technology. When security became a hot topic, clients reached out for additional help. And in those few instances when Marco had room for improvement\u2014like simplified billing\u2014invoices were adjusted accordingly. In that sense, MPS is the gift that keeps on giving. \u201cSometimes you have to go where your customer is leading you\u2014that\u2019s been the secret to developing our MPS program,\u201d Larkin remarked. \u201cWhen your customer tells you they don\u2019t like something or would prefer something else, that\u2019s a gift. We always take it.\u201d We had already offered decentralized printing solutions, including endpoint security, to organizations for quite some time. Therefore, we weren\u2019t scrambling when remote work became more commonplace. \u2013 Dan Larkin, Marco As A3 growth slowed during the pandemic, Marco saw a spike in A4 needs and pivoted to meet the demands of remote workers. It also proved to be an optimal time for the dealer to make strategic acquisitions. Larkin noted the company tweaked the messaging around its ability to manage specialty print\u2014wide-format, labels, thermal and production printing. While the competencies are old hat for Marco, the concept of managing the devices effectively (as with any printer) is still a novel concept for customers. The company also saw remote work as an incredible opportunity long before the pandemic made it a necessity for many companies. \u201cWe had already offered decentralized printing solutions, including endpoint security, to organizations for quite some time,\u201d Larkin said. \u201cTherefore, we weren\u2019t scrambling when remote work became more commonplace. For us, it was mostly business as usual.\u201d Turning Point In the early days of its MPS program, Bay Copy of Rockland, Massachusetts, banked on a value proposition that would allow the client\u2019s internal IT departments to divest itself from printer break-fix needs and focus on its core IT management tasks, as their labor rate is significantly higher. What truly enabled MPS to crystallize in the mind of President Ray Belanger was the realization that his company was managing all the copiers for a major client\u2014a local health care facility\u2014but that only represented half the hospital\u2019s output. Bay Copy wasn\u2019t controlling the printers. \u201cThat realization brought the MPS program into full cycle for us, and we saw it as both an opportunity to increase volume with existing accounts as well as a way to win business from new accounts,\u201d Belanger noted. Even\u2014and maybe especially\u2014when things are running smoothly with clients, it\u2019s important to meet, at the very least, to remind customers of the benefits of MPS and get continued buy-in. \u2013 Ray Belanger, Bay Copy Interestingly, environmental consciousness has been an advantage for Bay Copy as for-profit and non-profit clients\u2014particularly those who champion the green movement in their mission statements\u2014are providing increasingly strong opportunities for new business through MPS. Belanger\u2019s reps are keen to highlight the benefits of managed print during discussions with new clients for whom the good corporate citizen talk track resonates. On the back side of the pandemic, Belanger notes the inclusion of strong contract minimums have helped sustain the firm through the difficult period. It\u2019s been a mixed bag in terms of clients resuming normal volumes, and net-new accounts have helped bridge the gap and exceed pre-COVID levels. Belanger notes there are fewer competitors vying for the volume, which offset the decline in output levels. Stressing aftermarket services, either quarterly or monthly, has aided recurring revenue in the hybrid era. \u201cSo much changed within the workforce environment because of COVID and the after-effects of having hybrid and remote offices,\u201d Belanger said. \u201cWhile that development has in some cases further contributed to the decline in print sales, the opportunity is for dealers to really understand their customers\u2019 changing needs. What this change in the workforce reinforced to us is the importance of regular customer reviews. Even\u2014and maybe especially\u2014when things are running smoothly with clients, it\u2019s important to meet, at the very least, to remind customers of the benefits of MPS and get continued buy-in.\u201d Line of Attack In assessing its MPS platform as a whole, Flex Technology Group (FTG) doesn\u2019t believe that any one or two elements provide it with an edge in the markets it serves. Rather, notes Jeff Wilson, vice president of business development for the Mesa, Arizona-based organization, the differentiation is woven through every client engagement, buoyed by experience, understanding and execution within the discipline. Wilson notes […]<\/p>\n","protected":false},"author":166,"featured_media":0,"comment_status":"open","ping_status":"open","sticky":false,"template":"","format":"standard","meta":[],"categories":[1641],"tags":[],"_links":{"self":[{"href":"https:\/\/www.enxmag.com\/twii\/wp-json\/wp\/v2\/posts\/57060"}],"collection":[{"href":"https:\/\/www.enxmag.com\/twii\/wp-json\/wp\/v2\/posts"}],"about":[{"href":"https:\/\/www.enxmag.com\/twii\/wp-json\/wp\/v2\/types\/post"}],"author":[{"embeddable":true,"href":"https:\/\/www.enxmag.com\/twii\/wp-json\/wp\/v2\/users\/166"}],"replies":[{"embeddable":true,"href":"https:\/\/www.enxmag.com\/twii\/wp-json\/wp\/v2\/comments?post=57060"}],"version-history":[{"count":8,"href":"https:\/\/www.enxmag.com\/twii\/wp-json\/wp\/v2\/posts\/57060\/revisions"}],"predecessor-version":[{"id":57076,"href":"https:\/\/www.enxmag.com\/twii\/wp-json\/wp\/v2\/posts\/57060\/revisions\/57076"}],"wp:attachment":[{"href":"https:\/\/www.enxmag.com\/twii\/wp-json\/wp\/v2\/media?parent=57060"}],"wp:term":[{"taxonomy":"category","embeddable":true,"href":"https:\/\/www.enxmag.com\/twii\/wp-json\/wp\/v2\/categories?post=57060"},{"taxonomy":"post_tag","embeddable":true,"href":"https:\/\/www.enxmag.com\/twii\/wp-json\/wp\/v2\/tags?post=57060"}],"curies":[{"name":"wp","href":"https:\/\/api.w.org\/{rel}","templated":true}]}}
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