Sheep = Network Printer. Wolf = Security Breach

Sheryne Glicksman
 Mar 19, 2018

Copiers Northwest and BluZebra Technologies hosted a Lunch and Learn in Vancouver, Washington with HP onsite as their guest speaker. I had the opportunity to listen to what Lindsey Hearst, HP Print Security Advisor had to say. Here’s what I took from this educational session.

There’s a shift from attacking servers to attacking client endpoints. The MFP and the networked printers (client endpoints) have everything a PC or server has on it and more. So why do these systems continue to get implemented into customers location with no security measures in place? If MFP or printers are hacked, it’s not just the documents that are at risk, your entire organization is. Our news is filled with stories on printers being hacked.

In a recent Keypoint Intelligence study, we found that improving document security is still not as high of a priority across all business sizes. Although document security ranked first as a top priority for enterprise accounts, only 56% of those surveyed stated that it was a top priority. It was interesting to see that enterprise account respondents second priority was their ability to use mobile phones to scan hard copy documents (50%). It’s even scarier in smaller accounts since 40% said the ability to view documents on a smart phone was a higher priority than document security (38%). This indicates to us that the educational piece around security discussions between sales reps and customers is critical dialogue to have to protect your customers from risks of cyber-attacks and fraud along with the impact of legal, regulatory and industry standard compliance.

Have you seen the HP Wolf commercial? In the first few seconds it says, “there are hundreds of millions of business printers in the world and less than 2% of them are secure.” HP has a 20+ year history of working to drive new standards for security, staying ahead of sophisticated security threats for the new “Blended Reality” future. Security best practices start with secure device and device management services to harden devices and secure network connections. Other best practices include adding additional security layers based on custom risk assessment and security plans and overtime maintaining and evolving security efforts relative to the changing landscape. Attacks are becoming more sophisticated. Ignoring security puts the whole organization at risk. Protect. Detect. Recover.

Alan Gold, Director of Business Development Copiers Northwest, stated “Of course we are interested in selling printing solutions to our customers, but we are more interested in building a true partnership and that starts with education and training. These “lunch & learns” are a way to expose our customers to subject matter expertise in the area of network security and revolutionary technology from our strategic partner HP. The next one is scheduled in Tacoma Washington on April 26th.”

Lindsey Hearst, HP Print Security Advisor wraps this up with a final important comment: “Every endpoint purchase is a security decision.”
For more information on HP network printer security watch the following video series:

The Wolf link: https://youtu.be/U3QXMMV-Srs

How is Your Firm Leveraging Data?

Sheryne Glicksman
 Mar 12, 2018

Dealer surveys and in-depth interviews continue to be a resource for insights into the channel. According to our past two State of the Channel annual dealer surveys, we heard that sales staff’s ability to sell solutions, price margins and generating new leads have been top challenges dealers face in growing their business today. We believe there is still a tremendous amount of education around software solutions, along with continued alignment of sales and marketing efforts to help drive revenue growth within our dealer community.

Here are some interesting statistics:
• 71% stated that improving their marketing infrastructure was a moderate or high priority
• 57% told us they had no dedicated marketing focus
• 52% said they spend less than $50,000 per year on marketing activities
• 42% told us they had no dedicated marketing employee

We listened. Our VMS Service fills the gap.

Figure 1: The Art & Science of Data Marketing

Data Marketing & Sales Enablement is about bringing data, sales and marketing together for business planning to generate demand, new leads and sales opportunities. Marketing content, search engine optimization, inbound marketing and blogs are considered ‘the art of marketing’. Where problems occur is often related to no solid data, no good marketing plan and no good understanding of the market need. Often, we see marketing does not a have Customer Relationship Management (CRM) seat license as this tool is often viewed as a sales tool only. VMS was designed to bring the ‘science of marketing’ together with the ‘art of marketing’. VMS aligns sales and marketing tactics to focus on the right opportunities to the right accounts based on the dealer’s strategic initiatives. The science of marketing is all about the data. Our VMS service does the heavy lifting for you, preparing and analyzing your customer data to help you predict where future opportunities lie in a data visualization tool.

Keypoint Intelligence is offering a complimentary executive briefing to take your firm through the VMS Journey to engage us to help bring your data to life. #wheninmotiondatacomesalive #kpidatamarketing

GOA NEXT. The Future of Print

Sheryne Glicksman
 Mar 5, 2018

Print’s role is evolving. At the February 2018 Graphics of America show  in Ft Lauderdale, I attended a seminar that Kate Dunn (Director, Business Development Strategy Services @Keypoint Intelligence) hosted titled “How to Grow your Business in 2018”. Kate stated that we recently surveyed 749 respondents and found that Mobile and Online/Web communications will experience the highest annual growth rate in the next two years. This doesn’t surprise me at all when you consider that our smart phones are always at our fingertips. Mobile bar codes, personalized URL’s, texting codes, image recognition, near field communications and augmented reality all provide ways to link print to digital. This, in turn, improves customer experience.

Figure 1. Methods of Linking Print to Digital

Mobile Bar codes brought my rebate to life. The other day I was shopping and purchased an item that had a $20 rebate. The company gave me a form to mail in. I was thinking to myself that I’m probably not going to take the time to use regular mail for this process however guess what? When I looked at the form, I noticed there was a QR code that I could scan with my smart phone. Within minutes, the rebate was completed! Now, I’m just waiting on my check. I’m happy to say it was a cool customer experience.

Figure 2. Interactivity is key to bringing documents to life!

Blending print and digital. Kate went on to state that books, catalogs, brochures and direct mail are the fastest growing digitally printed applications, producing billions of prints each year. These would be the types of documents to start looking at ways to enhance as the print role evolves. It was interesting to hear that the top business driver for personalizing communications was a direct correlation between personalization and response rates. Those surveyed also noted that their service providers have become more skilled at cost effectively delivering more complex personalization, data is more available and that their customers are demanding personalized interactions.
Printed media is being blended with digital media. Sales and marketing collateral, direct mail, newsletter, presentations and signage were the most common media used in the past 12 months. This chart tells me that there is huge potential since less than 30% of the respondents have linked the two types of media in the last 12 months. The opportunity to create fresh new content that easily allows the end user to use their smart phone is a growth initiative for this space.

Figure 3. Types of printed applications combined with digital

“Value can be created for clients in helping them streamline the process of linking print to digital assets that already exist” according to Kate. She recommended that print service providers research their prospect’s website and look for video and other interactive assets like quizzes, calculators and Infographcis that can be easily linked to print to create more powerful customer experiences. “Printers can take a leadership role in helping their clients use print in innovative ways to draw audiences into digital interactions that are trackable and provide critical data to marketers” Kate noted.

Here are some pointers to consider. Personalization of documents delivers results. Special effects drive engagements. Dimensional print drives responses. What are you doing to help your production print customers bring documents to life?#icanhelpbringyourdatatolife

My Experience @LegalweekShow

Sheryne Glicksman
 Feb 9, 2018

I kicked off my travel for the year by attending LegalTech in Manhattan on January 29th 2018. LegalTech has been one of the largest legal technology events in the United States for several years now. LegalTech provides an in-depth look at what the technological world has in store for legal firms today. 170 vendors were onsite to highlight their expertise. In chatting with these vendors, I heard that eDiscovery, legal research and contracts management, cloud, cyber security, and legal marketing are trends that are redefining the legal industry.
Did you know that eDiscovery started due to the amendments to the Federal Rules of Civil Procedure? These amendments make electronically stored information such as emails, instant messages, voicemails, e-calendars, graphics and data on handheld devices discoverable in litigation. According to The Radicati Group, Inc (a technology market research firm), eDiscovery was already a $2B dollar industry in 2017 with revenues expected to grow 24% to reach $3.8B by 2018. eDiscovery and analytics are at the center of how the business and practice of law using technology is changing.

New services for EDiscovery & Legal Research
Ricoh announced its Remlox™ Cloud service as the latest piece in their digital forensics services offerings. We spoke to Ricoh executives Eric Mandel (Domain Strategist & Information Governance) and David Greetham (VP eDiscovery, Sales & Operations) to get their expert feedback. According to Eric & David, changes to federal law are transforming how we collect forensic data and introduce and validate the evidence. They said that lawyers, not just the courts, are responsible for presenting evidence that is relative and discoverable specific to the requirements of the case. There is a need to get the data quickly and for it to be forensically sound.

With that in mind, Ricoh has developed a number of secure, user-friendly eDiscovery solutions including:

Remlox™ Cloud is a user-friendly, cloud-based software solution that enables proportionality through a forensic targeted collection. It automates the collection process by allowing users to efficiently gather only the most potentially relevant information needed for their case. Users can request a collection in the morning, using Ricoh’s same-day email deployment, and can be reviewing their data that same evening, utilizing one of Ricoh’s industry-leading document review solutions. And it’s all hosted in Ricoh’s Microsoft® Azure™ environment with enhanced security.

RICOH eDiscovery On Demand is a self-service, on-demand, cloud-based software solution with a customizable, easy-to-navigate user-interface. It puts the eDiscovery process at a user’s fingertips with no long-term commitment. Users can process, interact with, review and produce their Electronically Stored Information (ESI) from their eDiscovery projects 24 hours a day, 7 days a week.

Cloud, Security & Marketing
Back in 2016, Oracle CEO Mark V Hurd told reporters that by 2025, 80% of all IT budgets will be spent on cloud, and that almost all new applications will be on SaaS (Software as a Service) platforms. Vendors at #LegalTech2018 are already embracing the cloud today showcasing user friendly and secure cloud-based platforms for records management, legal operations and contracts management including the writing and management of the contracts.  Relativity announced new features of transcript support and active learning workflow available in their SaaS eDiscovery platform showing that there is an uptick in the use of artificial intelligence. What are you doing to embrace the cloud?
Sessions were available for marketing teams and executives to learn more about promoting and marketing their firm with focus discussion on finding your niche, taking a diversified approach to search engine marketing strategies to improve search rankings and how to have a better understanding of your target market. It was recommended to keep your website simple and clean with high quality interesting content and to follow the data!

Organizing data, discovering the truth and the pursuit of just outcomes are core to the business of law. Technology is driving changes as to how quickly and efficiently this can be accomplished. What technology are you implementing today to help?

#icanhelpbringyourdatatolife

How is Your Firm Getting Into the Solution?

Sheryne Glicksman
 Jan 12, 2018

In Q4 of 2017, we surveyed 179 IT decision-makers within the indirect channels for office equipment deployed across the United States. Respondents included office equipment dealers (OED) and IT resellers. For this survey, we used revenue ranges to define the size of establishment. Those with annual revenue of less than $10 million were grouped as small OED and IT Resellers while large OED and IT resellers have revenues of at least $10 million.

It’s Time to Get Inside the Solution
Software is on average only 11% of total revenues. As you can see from the chart below, software is a higher percentage of sales among the large IT resellers (17% of total revenue). What can you do to increase your software revenues? Based on our last two dealer surveys, we know that solutions selling has been a growth priority for dealers in our channel for the past two years. So why is this number not increasing faster, and what are you doing differently this year to change your strategy? What’s working well for you, and what can you improve on? The software solutions that you market to your customers are the tools needed to effect change within an organization. It’s not about the name of the software solution. It’s all about how the software solution tool can help improve something that is challenging to your customer. What stories have you told to help your customers realize you understand their pain? How educated are your sales reps on how these tools help customers in specific ways?

Figure 1. What is the percentage of revenue for the following areas of your business?

Revenue Growth Areas

Workflow & business process solutions, managed IT services, security service and mobility were noted as the top four areas for revenue growth. Workflow and business process solutions are intended to help companies be more efficient and eliminate manual processes. Are you speaking to your customers about their frustrations around manual processes? The software tools available to eliminate these frustrations are the catalyst for change. Are you developing your own managed IT division or partnering with an expert in managed IT? When it comes to security, are you having discussions around security infrastructure, ransomware, and security around print behaviors? These discussions will certainly lead you down the path of making recommendations to alleviate your customers security challenges. Our forecasts show that mobile print is expected to grow to a $118 million-dollar business by 2020. How are you planning to capture some of this revenue?

Figure 2. What areas do you see the greatest opportunity for revenue growth in next 3 years?

Leverage Your Partners

How do you message your expertise to potential customers? What vertical markets have brought you success? If these are areas of growth for your establishment, how will you align sales and marketing efforts to reflect these new focus areas? What areas are part of your strategic initiatives this year? Technical sales support, more education and training, sales enablement and data analytic tools all ranked at some level of importance for our survey respondents. When it comes to sales enablement tools and data analytics, this got me thinking about all the tools each of you have access to in our channel ecosystem. Are you leveraging all the information in these tools? Bringing data to life is real. I believe we all want immediate insights into data that help drive business decisions. We want the data up to the minute, in real time, in motion. We also want it simple to understand so we can act on it. We can help you improve your software revenues. Contact me today for a complimentary executive briefing to discuss how #icanhelpbringyourdatatolife

Impact Makes an Impact!

Sheryne Glicksman
 Dec 21, 2017

I had the pleasure of attending Impact Networking Fall Technology Showcase in Chicago last month. What a wonderful event this mega-dealer puts on for their customers and prospects who attend the show each year.

I was told that Impact started in a garage back in 1999 and in less than 2 years moved to a 6,000-square foot location in downtown Chicago. Flash forward to today, they are now one of the top mega-dealers with several locations in the United States and revenues over $100M.
Talk about business transformation! Here’s what Cory Carnes, Illinois General Sales Manager & Partner had to say: “While Impact’s business in the office equipment industry is thriving, we will continue to heavily invest in our internal resources to grow our market share in Managed Services. Evolutions in technology demand robotic process automation and cybersecurity and as a result, we project aggressive growth in areas of Managed IT, Design and Marketing and Business Process Automation.

Check out their website: http://www.impactnetworking.com/ and the photo taken during my evening walk after the event.

At the Fall Technology Showcase, the hospitality was spot on. I was informed that it was a good thing that I came early because they were expecting over 600 people in the two days of the Chicago location show. The energy and professionalism showed throughout the day. Young talent and old school professionals coming together for a common theme to show customer appreciation, support and thankfulness. All attendees were given a turkey when they left! Since I was flying back to Florida the next day, I asked that my turkey be donated to the homeless.
Vendors were on site to show their support and to highlight some of the new features related to platforms and applications on the MFP and the benefits associated with them. Scanning was top of mind with customers asking about more sophisticated scanning workflow options and security associated with the MFP. There was excitement around inkjet and production. Specialists were there to support the sales reps and customers with great dialogues around workflow, business process optimization and IT processes.
Many of the sales reps and sales managers raved about our BLIQ tool that they use for business on a regular basis and they were happy to introduce me as a business partner. I was more than thrilled to be at the event this year and I’m looking forward to continued collaborations with the team at Impact Networking.
As mentioned in a recent Chicago Times article about another Impact meeting, “fun events fuel corporate and personal growth.” This is what Impact Networking culture is all about and it showed at their Fall Technology Showcase 2017.

What are you doing to show your impact in today’s market?

#icanhelpbringyourdatatolife

Sharp #Pulse17. The Next Revolution

Sheryne Glicksman
 Dec 6, 2017

Did you know that the S-Curve is used to determine performance regarding time and effort?  It assists in determining the level of maturity of an industry or a product. We have moved from an evolution of people following processes supported by technology to technology driving processes supported by people.

This is where we need to carve out our next S-Curve. After attending Sharp’s National Dealer meeting in Phoenix last week, I can see where Sharp is nicely positioned with their view of the Smart Ecosystem and the Evolution of Work.

Said Doug Albregts, President and CEO, “Foxconn closely partners with the world’s leading IT tech organizations such as Apple, Amazon, Intel, Google, and Microsoft, and in aggregate knows very intimately, the direction and future of the IT industry. With Foxconn being Sharp’s parent company, we now have a seat at the big table and has access to technology and a stronger “pulse” of IT.”

Starting today, Sharp has 20+ new MFP’s  that provide the customer with the same user experience regardless of the make and model of the product. This uniformity of design, common user interface, common accessories and supplies with same toner, developer and drum provides significant benefits when it comes to streamlining operations and stabilizing cost per copy for managed print services programs. It was stated that the multi-functional copier is still important to the ecosystem today and into the future. Sharp’s core business products start with the multi-functional copier and display because of the synergy of both products sitting on the network which is perfect for the SMB space.
The bridge of investments into the future consist of robotics, water generation, 8K, monitors and NAS. The access to this technology will drive the future of the Smart Home & Smart Office giving us more flexibility, collaboration in the workspace and ability to work anywhere. This equates to the Smart Life concept that Sharp has its pulse on since Foxconn makes almost 50% of the world’s electronic devices.

Products such as the world’s largest 70” wall monitor state of the art Aquos Board that you have to experience to understand it, Thecus networked attached storage device, Skywell water generation, smart signage and the security robot drew much attention in the product showcase. There were 10 new smart signage boards introduced that are simple and easy to use.
Sharp’s branding of AIoT combining artificial intelligence and internet of things together realizing a smart society with people oriented IOT with the product, platform and service at its core showed us examples of how 5G will allow us to connect our things at a faster speed soon. 5G will provide us with 10 times the download speed needed to use all the things we connect to the internet.

The future ecosystem will focus on 8k (the highest ultra-high definition television resolution) which is driving the need for 5G. Data collection analysis will spark new ideas for new business opportunities. With Sharp’s history of creativity of over 100 years, you can clearly see how committed they are to innovation with a new business vision that will change the world by creating the seeds for new industry advancements.

Sharps vision of the smart office was highlighted with the announcement of Alexaforbusiness with the concept of voice being the way people want to interact with a device. The Smart Office combines mobility, cloud and 5G starting with authenticating when you walk into a meeting room to connect to the devices you need that day wherever you go leveraging your existing infrastructure. It provides us all with seamless integration across our lifestyles again showing Sharp’s Smart ecosystem innovation.

There were 939 total participants with 605 dealership participants and 166 dealerships represented.

Today, it is apparent that Sharp has their pulse on the technology needed to win in business now and into the future. #Pulse17 was a fabulous event!

#icanhelpbringyourdatatolife

Does Your Company Need a Technology Refresh?

Sheryne Glicksman
 Oct 17, 2017

After missing Print17 and BTA in Philadelphia because of Hurricane Irma, I was more than thrilled to travel out of my home state of Florida to attend Loffler’s Tech Fest 2017 in St Paul, Minnesota this past month!  Tech Fest is a one-day annual event that Loffler hosts bringing partners and companies together to learn about the latest technology trends and tools. Their focus on educating the audience about a technology refresh, message of helping customers and giving back to the community was clear throughout the entire day. If you haven’t heard of Loffler, you might want to check them out at https://www.loffler.com/. They started their business in a garage in 1986 and have grown to become one of the mega-dealers in the United States.

As quoted by James Loffler, Vice President – IT Solutions Group, “At Loffler Companies, helping our customers succeed is the “Why” behind what we do.  Tech Fest is an example of that commitment.  The day is spent sharing best practices, educating on the latest technology and leadership trends and strengthening customer relationships.”

Here are three best practices I would recommend for anyone considering their own Tech Fest:

Start with Having a Panel Discussion

Loffler’s Tech Fest started with a panel of four local business leaders representing the retail, legal, healthcare and hospitality markets. Discussion around top IT Security and Business Continuity concerns was kicked off by James Loffler and hosted by Jeff King. Security, industry regulation, more educated customers and IT governance came up during the panel discussions. It was noted that augmented reality will drive future sales in retail with the new iPhone coming out allowing shoppers to scan store aisles for specials.  It was also stated that small incremental changes based on needs are the best approach with technology. Most of the panel experts said we should pay attention to artificial intelligence and look at data around value based outcomes. Of course, security was top of mind for everyone who stated that companies like Loffler are key to helping businesses with specific strategies related to security needs. It’s ok to outsource some of your IT work to free up your own internal IT staff. What are you doing to leverage IT strategies and protect your business?

Highlight your Vendor Support and Do Breakout Sessions

Loffler partners with key vendors in the digital imaging channel and they have their own business units of expertise.  Scattered between the vendors, they set up their own specialty booths highlighting their experience in Managed IT, Managed Print Services and Loffler Consulting and Management Services. This company walks the talk of being more than just a copier company! I was pleased to see some familiar vendor partners such as Square 9, Xerox, Perceptive Solutions, Quest and networked with vendors I haven’t met such as Biscom, FR Secure, Artic Wolf, Communication Systems Specialists, Zerto and many more. I would suggest continuing to leverage your partnerships with key vendors and industry analysts, we can help drive business leads your way!

I found that Loffler’s Tech Fest breakout sessions were extremely educational. They prompted additional dialogues throughout the day around leadership, careers in technology, the importance of continued learning and the fact that we all need to be comfortable being uncomfortable with the pace of change in technology happening so quickly. Attendees were interested in how they can get more information on industry trends and blogs and they were also interested in learning more about how technology tools will help them solve their business problems. (I may have helped Loffler sell Square 9, not that they need my help).

They talked about the importance of IT. That it can no longer be considered a tactical part of business. That applications dictate our business processes and good data is important so we can mine it and make intelligent business decisions with it. Today, companies still lack the data they need or they must pull it from many places. What are you doing to streamline your applications and data to be more efficient?

It was noted that Shadow IT in an emerging challenge to pay attention to. Shadow IT is a term often used to describe information-technology systems and solutions built and used inside organization without explicit organizational approval. It is happening when departments choose to deploy their own solutions without involving IT.  The IT department must be at the table with the business units so everyone is on the same page aligning the business with the technology. I believe it’s one of the first steps in crafting a technology refresh for your company.

Commit to Partnerships, Culture and Diversity

Everyone has a mission statement and culture description on their website however how many of you really believe in this mission and support the culture you represent online? It was exciting to see that Loffler’s online persona and in person presence matched with their core values.

At Loffler, they believe in blending together voices from all types of people to move forward with one shared purpose of exceeding the expectations of their clients, employees, partners and community. Diversity in IT matters. This was even more apparent when key note speaker took the stage.

Their long-term partnership with the Minnesota Vikings and key note speaker Kevin Warren hit home for me. Mr. Warren spoke from the heart, showed passion for what he represents and does for a living. He spoke highly of the true partnership that Loffler has with the Vikings. He spoke about how important it is to evolve as a company, support diversity and streamline efforts on the business side to grow. I was blown away by the new interactive campus they are building in Egan. He showed us the new U.S. Bank Stadium where Super Bowl 2018 will be hosted. (I’m currently available to attend)!

Technology Refresh

In closing, it’s been noted that 3% – 7% of a company’s revenue will be spent on IT. Have you thought about your own Tech Fest? How are you leveraging your vendor partners? Have you looked at your own website lately to make sure it represents who you are today?  Are you having dialogue with your customers to understand their business challenges and prepare for growth while aligning the technology tools to help them? Do your sales reps know what challenges technology can solve? If so, you are on your way to building a technology refresh for yourself and your customers.

Do You ChannelCon?

Sheryne Glicksman
 Aug 15, 2017

CompTIA ChannelCon event was held in Austin,Texas in August. It was an amazing event filled with tons of educational seminars, interactive events, several vendors, great dialogues along with fun things to do like participating in a 5K walk/run and going to an event where we were fitted for cowboy hats. Everything is big in Texas!

ChannelCon’s message of Be the Change was apparent throughout the event. Cool posters were on the wall all over the venue such as the one highlighted that I captured while walking to another session. Discussions around diversity drove home the need for everyone to focus on unconscious bias and prioritize inclusion to help change a rigid culture. I believe one of the most important elements to a successful digital transformation is a collaborative culture with diversity at top of mind. Diversity IT Matters.

ChannelCon3 (3)

Community forums such as Advancing Women in Technology, Advancing Diversity in Technology and the Technology Lifecycle Services held various meetings throughout the week. Women in Technology had a great discussion on the importance of mentorship including insights on reverse and pacing partner mentoring. Advancing Diversity had a launch party to kick off this new community and we were informed that the old ITSS Community now includes the MPS group and has a new name.

In one of the sessions, it was stated that disruptive trends such as Cloud, Mobility, Big Data, Automation and IOT will result in $2 trillion of IT spend in the future. These trends are creating different expectations from our customers as we change our conversations from product focus to the experience of impact focus. A large corporation we all know stated they are flooding the market with technical resources to help partners craft solutions. Many experts stated that subscription or pay as you go licensing programs will continue to emerge and new companies will be born in the cloud.

Customers will continue to look for partners who understand their business goals and drivers and can help them solve their problems. Sales reps & IT professionals need to move beyond conversations around speeds, feeds, solutions and have dialogues around business outcomes to eliminate the analog mindset. Sales and marketing departments will need to work closer together breaking down silos to drive brand awareness and a better customer experience for everyone.

Did you know that 90% of the world’s data was created in the last two years? This led to discussions on data silos inside companies, the importance of data driven decisions and the continued growth we will see with data along with future career opportunities in technical roles associated with data security.

It was noted that three breakthrough accelerators in 2016 were processing power, storage and bandwidth. Did you know processing power is doubling every 2 years and storage is doubling every 12 months? 5G bandwidth is next on the horizon which will provide us 100X faster connectivity, 50X faster data access and 90% less energy used. By 2030, over 100 billion devices will be connected. The number and nature of the devices that are connected to the internet are concerning to businesses with BYOD and Security at top of mind all related to the Internet of Things (IOT).

In closing with the future of technology, it was stated again that customers said they are using technology to drive business outcomes however many of these small to mid-size customers also stated they aren’t as confident yet in their internal IT staff. This gives opportunity for our future leaders in the IT world to help impact change. I would suggest taking the time to review all different types of candidates coming into the IT world today that can help make a difference in your business tomorrow and into the future.

Overall fabulous event. Look for details on next year’s ChannelCon and join me to Do ChannelCon in 2018.

 

 

How effective is your MPS program?

Sheryne Glicksman
 Aug 4, 2017

On a recent webinar, it was stated that 65% of total cost for an MPS program is associated with consumables and supplies. This can be as high as 75% when we consider the A4 conversion going on. Business firms that offer MPS to their customers must continue to focus on this area to improve their MPS programs.

There are many variables that stack up to make an effective MPS program for your customers. One of the variables is associated with shipping consumables. Customers don’t want to stock extra supplies and you don’t want to ship too many supplies, so how we do find the happy medium? First, it’s important for customers to know that they don’t need to replace the toner cartridge the minute it says running low. Are your reps and specialists speaking to customers about your process for shipping toner and why they don’t need to duplicate efforts? Have you invested in dedicated staff to track toner usage and help proactively manage the program? Do you have any kind of system alerts, such as email notifications to customers, before the toner ships? One of the things you can do is make sure your sales reps can easily explain your MPS program to your customers including the importance of managing the supplies.

Another trend we are seeing is the potential growth of inkjet. According to a recent KeyPoint Intelligence study, 2017 was the year that inkjet in the office is expanding. Epson, Canon, HP and Brother continued making investments in business class inkjet and Riso launched the first high speed (120 ppm) inkjet for the office market. How does your MPS program handle inkjet? What are your plans to proactively consider the growth here to incorporate it into your program? How will you track it? As you can see in the chart below, Inkjet serialized segment 3 forecast the highest growth in the next several years.

Business Inkjet vs Laser: 2016 – 2021  North America Placements Forecast

Pic 3

 

We’ve heard the term “Everything as a Service” associated with the future of Managed Print Services. Let’s also consider “Print as a Service”. In a recent study, we found that vendors will intensify efforts to increase user loyalty by offering various plans to add service components to supplies. MPS is well-penetrated in large organizations, but it has not had the same success in SMB. OEM’s are looking for the right formula to convert SMB’s from transitional to a contract sale or a subscription type program. Other plans, such as fleet supplies, auto-order or individual device re-order will continue to be analyzed and developed.

Fleet optimization is another variable to look at. Talk to your customers about how you can help them design solutions around their workflow during your quarterly business reviews. Most dealers successful in the MPS world are adjusting or making tweaks along the way that help customer’s control their costs in printing. A simple thing like swapping one device for another one based on volume, removing the costliest devices and shifting pages to workgroup printers are all good examples of fleet optimization and right-sizing of the fleet conversations you should be having on a regular basis.

Are you using tools that can help track page yields per cartridge, volume per machines and end-user printing? By adding advanced behavior modification software, you can help drive down costs of printing by 20% or more. Simply by having tools to indicate where to send print job based on the specific job is one way this type of software can help. It can also eliminate printing and with the savings from not printing, you can help your customers use these dollars in process automation tools for their business workflow.

Currently digital tools like email are most likely replacing print though many other options exist with document collaboration tools and business process automation. Does your firm have a paper reduction policy? If so, what resources and tools are being used? How are you marketing this to help your customers? Are you considering factors such as security in printing?

Paper Reduction Policies in SMB’s and Enterprises

Picture 8

The dealers who intensify efforts to increase user loyalty by offering various plans to add service components to their supplies, move into subscription programs such as “everything as a service” and offer security services will continue to be on the leading edge of MPS.

The future of MPS is today and beyond.

2016 InfoTrends, Inc.

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