Category: Business Development

In-Plants: All Jazzed Up!

Barb Pellow
Jul 2, 2015

The 14th Edition of the Xerox Rochester International Jazz Festival (XRIJF) wrapped up on Saturday, June 27 after nine days of 320+ shows, including 90+ free concerts at 19 venues with 1,500+ artists. In addition to listening to some great music, the in-plant executives in attendance had the opportunity to attend a Xerox educational session where they could learn how to “Amp Up their In-Plant.”

The session opened with a keynote speech from Barb Pellow, Group Director at InfoTrends. She shared her perspective on what it will take to reinvent in-plant operations in today’s environment. Pellow stated, “Nearly every industry is undergoing a major transformation that is being driven by new and emerging technologies. None has been more heavily impacted than the printing industry, and this is only exacerbating the challenges that in-plant managers face today. The key is to disrupt the status quo long before there is a need to do so.” According to Pellow, successful in-plants must build a vision, retool their services, reinvent their customer bases, expand their sphere of influence, properly position their new offerings, invest in operational excellence, and instill a culture of innovation. Read more »

Lexmark International Set to Acquire Kofax Ltd

Anne Valaitis
Mar 25, 2015

 

 

In what seems to be shaping up as an exciting year in document and information technology, late yesterday it was announced that Lexmark International would seek to acquire Kofax Ltd for approximately $11 a share, or $1 billion. Upon news of the agreement, Kofax shares spiked 36%.  This is most certainly a disruptive move by Lexington, Kentucky-based Lexmark, and it positions them to be a “powerhouse” in intelligent capture and document processing while adding sophisticated platform capabilities for BPM.

Lexmark’s most recent acquisitions:

 

Lexmark’s acquisition spree kicked off in 2010, when the company acquired Kansas-based Perceptive Software (for a reported $280 million) with the goal of transitioning from a hardware-centric vendor to a solutions provider. Perceptive Software was a major provider of ECM software and solutions with specific strength in the higher education, healthcare and government sectors and its Image Now software platform offers a broad range of workflow solutions.

The marriage offered clear synergies for growth at a time when Lexmark’s revenue had slumped following the decline of the inkjet market.  Lexmark’s subsequent exit from the inkjet business reaffirmed the importance of new revenues streams. Lexmark, with its global infrastructure of direct & indirect channel for printing hardware, was an excellent fit for Perceptive with its advanced software solutions and vertical expertise. Both came from positions of strength in the medium sized business sector reaching up to the enterprise.

 

 

 

Irvine California-based Kofax provides a diverse set of software and platform solutions for information intensive customer interactions.  With $297 million in revenues reported in 2014, the company has direct sales operations in 30 countries and 850 channel partners working in 70 countries. Kofax has also made strategic acquisition investments in recent years.  In February 2013, Kofax acquired Altosoft to add business intelligence and analytics, then shortly after in July they acquired Kapow for data analytics. In September 2014, Kofax further strengthened its capabilities by obtaining Softpro GmbH for e-signature and fraud detection.
The combination of solutions from Lexmark (with Perceptive) and Kofax for sophisticated capture, intelligent routing, data mining/analytics and other key business processes creates a very strong and comprehensive portfolio.

“The acquisition of Kofax enhances our best-in-class offerings so our customers can capture, manage, access, and act upon their information more efficiently, and extends Lexmark into the high-growth smart process applications market,” said Paul Rooke, Lexmark chairman and chief executive officer. “Our customers will have a breadth of hardware and software solutions that connect their information silos and automate their business processes – enabling them to access the most relevant information at the moment they need it to drive business forward”.

“We believe joining forces with Lexmark benefits our customers, partners, employees and shareholders and the merger will build on Kofax’s rich history of continuous innovation,” said Reynolds C. Bish, chief executive officer, Kofax. “Our market-leading ability to simplify and transform the First Mile™ of customer engagement is a strong complement to Perceptive Software’s strength in managing information across silos. As a result, we’re excited about the future and working together to realize the full potential of this opportunity to the benefit of all stakeholders.”

 

The Kofax acquisition reflects Lexmark’s ever-growing emphasis on software (including enterprise content management, business process management, document output management, search, intelligent capture software, vertical-oriented solutions); other high value offerings like laser products and MPS; and creating synergies among all three. The Kofax pickup also provides Lexmark with strong end to end vertical industry solutions such as financial services, insurance and healthcare, thus providing a foothold in the entire document lifecycle.     This is a significant move for Lexmark into software, considering a short time ago they were primarily print focused. This industry will continue to change and transform rapidly away from printed pages, and towards flexible, sophisticated solutions designed to solve business problems.

 

A Decade of Dscoop

Barb Pellow
Mar 11, 2015

Last week, like many others I braved snow, sleet, and freezing rain to get to DscoopX in Washington DC.  While the weather outside was less than desirable, there was tremendous spirit and enthusiasm for the industry and digital technologies inside the Gaylord Convention Center.

Snowy D.C. Weather

More than 2,000 print professionals from 41 countries and over 115 business partners participated to share perspectives on how to “Xpand Print”.  According to show organizers that means that since inception more than 20,000 HP end users worldwide have participated in a Dscoop event. DscoopX had the largest Dscoop solutions showcase ever with over 45,000 square feet of exhibitions. It had the biggest HP presence in the solutions showcase in Dscoop history featuring an HP Indigo 30000, HP Indigo 20000, two HP Indigo 10000 units, and an array of large format technology all showcasing applications and opportunities for digital technology.
Read more »

Premier Partners Shine at Xerox Forum in Madrid

Jim Hamilton
Oct 28, 2014

I think the most interesting moments at any end-user event come when the attendees talk about their success stories. At the Xerox Premier Partner Forum in Madrid (October 20-21) three success stories stood out:

  • Collaboration across the Atlantic – Two CEOs found each other through Premier Partners in an effort to better serve a U.S. client. Mike Peterson of Gabriel Group in St. Louis, Missouri was looking for a European partner who could provide output and other services to an existing client. He started his search by reaching out to European Premier Partners. Jeroen van Druenen of Jubels in the Netherlands responded to Mike’s request and showed that his company had the capabilities that Gabriel needed, and so they formed a partnership that has turned out to be essential in serving this $1 million account.

    Read more »

    When the CEO Visits a Customer Event

    Jim Hamilton
    Jun 12, 2014

    I’ve spoken at two recent graphic arts events where something unusual happened. Chief Executive Officers of billion-plus dollar companies were in attendance speaking to customers and prospects. This is not only unusual, it’s also very symbolic, and it underscores the importance of a kind of event that is happening more and more frequently: invitation-only customer/prospect events held at a company-owned or partner facility. Customers and prospects are flown in, wined & dined, shown the latest product updates, and given a strategy update by senior executives. And in case you were wondering, the marketing dollars spent at these events are very likely those that were saved by not participating at IPEX or other graphic arts trade shows.

    At left, Xerox's Ursula Burns cuts the ribbon while Jeff Jacobson and Paul Morgavi look on; at right, Kodak's new CEO Jeff Clarke (in tie) with ImageMark's Walter Payne

    • Xerox’s Inkjet Summit “The first of the events I spoke at was a Xerox Inkjet Summit at the Impika headquarters in Aubagne, France (near Marseille). Read more »

    Growth and New Markets: The 2014 Inkjet Summit

    Jim Hamilton
    Apr 11, 2014

    nGage’s Inkjet Summit is in its second year and it has grown to around 90 end-user attendees and 39 sponsor companies. The concept is relatively simple: find prospective buyers of high-speed inkjet equipment, pay their way to a resort location, and sit them down in front of the sponsors for case study presentations and one-on-one meetings. This assures that the level of knowledge and experience of the average attendee is very impressive. They have done their research and have a good idea of what they need. Not all of the attendees, though, are first-time buyers. Those looking to purchase a second (or third, or fourth) device were also in attendance. They make up a significant portion of the audience and have hands-on familiarity with inkjet technology.

    Similar to the first-time buyer/experienced user split, another split was particularly noticeable Read more »

    Breaking the Mold at Dscoop9: Education, Collaboration, and Community

    Barb Pellow
    Mar 18, 2014

    Earlier this month, I had the opportunity to participate in Dscoop9 in Orlando, Florida. I got to see more than 2,000 print professionals and over 100 business partners focus on the conference directive of “breaking the mold.” According to Chris Petro, Dscoop’s Chairman and the President and CEO of GlobalSoft Digital Solutions, attendees visited from 33 countries around the world. In addition, 30% of print service providers were first-time attendees.

    Education was a critical area of emphasis at Dscoop9, and the Dscoop University portal was officially unveiled at this year’s event. John Tenwinkel, Director of Dscoop University, states, “Dscoop University is designed to provide industry-leading personalized education to help users enhance their corporate strategies and grow their businesses. This blended learning environment offers 24/7 access to training, on-demand content, live-streaming and downloadable resources, and in-person courses. The content is tailored to various job functions, including business owners, sales and marketing, and operations. Dscoop University is designed to ensure that educational opportunities don’t end with the conference.”

    Read more »

    Canon Says, “Let’s Start a Production Digital Print User Group”

    Jim Hamilton
    Feb 20, 2014

    Probably the most interesting news item to come out of the recent Canon Solutions America (CSA) briefing was CSA’s announcement that it was forming a user group steering committee, and that it hoped to have its first convention in 2015. The focus of this user group will be production digital print.

    Keep in mind that two of the most successful user events in the production digital print space–Dscoop (a cooperative of HP Graphic Arts users) and EFI Connect (the annual EFI worldwide users’ conference)–have been gaining more traction in recent years. That CSA would consider creating a group for its own production digital print users should come as no surprise, particularly with Francis McMahon on board. McMahon, Vice President of Marketing for CSA’s Production Print Solutions division, played an integral role in getting Dscoop off the ground many years ago when he was the Director of Marketing for HP’s Graphic Solutions Business. In addition, CSA’s hiring of Dscoop Executive Director Eric Hawkinson in 2013 should have tipped us all off; it makes sense that Canon would use Hawkinson’s skills to start an initiative like this.

    CSA’s Eric Hawkinson with Customer Panel

    Exactly what form (or what name) the user group will take has yet to be determined. Read more »

    A Review of 2013 Corporate Greeting Cards

    Jim Hamilton
    Jan 22, 2014

    This is the fourth year that I’ve done a video blog review of all the corporate greeting cards I received during the holiday season. This year’s collection includes InfoTrends’ own corporate greeting card, which was printed this year at the Museum of Printing in North Andover, Massachusetts.

    If you have an interesting greeting card you’d like to send me, my address is Jim Hamilton, 97 Libbey Industrial Parkway, Suite 300, Weymouth, Massachusetts 02189, USA

    If you’d like to see the previous videos, here are the links:

    See the link below for my 2013 rant on one of the most insincere holiday e-cards I’ve ever received: How Much Is ‘Free’ Worth?

    EFI Fiery to Drive Landa Digital Presses

    Kaspar Roos

    Big news from the EFI Connect show in Las Vegas: EFI and Landa have formed a strategic relationship to use Fiery technology as Digital Front-End/RIP for Landa’s digital presses; both for the continuous feed and cut-sheet devices. From the moment Landa showed its new presses for the first time at drupa 2012, there has always been much speculation about who Landa would choose as a DFE partner and what RIP technology would be suitable enough to drive digital presses that can run 12,000 B1 sheets per hour at 1200 DPI.

    Guy Gecht and Benny Landa - who paid an unexpected visit - announcing a strategic partnership at EFI Connect 2014

    Read more »

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