Mar 10, 2014
HIMSS, a nonprofit organization with the goal to promote the best use of information technology in the healthcare industry, held its annual conference this year in Orlando February 23- 26. The event brought in over 1,200 exhibitors and over 40,000 attendees – including physicians, nurses, IT administration, and healthcare providers. Some focused topics and themes among exhibitors and attendees included Meaningful Use, interoperability, patient engagement, mobile health (mHealth), analytics, population health, and the preparation for the ICD-10 codes (which go into effect in October 2014). There were also many new products and partnership announcements. Read more »
Jan 27, 2014
As part of InfoTrends’ research for clients, we have mapped the steps in the customer decision-making process. Typically, the customer journey includes six main steps: satisfied with current device, trigger event/need recognition, research and fact finding, evaluation of options, purchase, and usage experience.
Upon returning from my maternity leave a few weeks ago, I began wondering how I fit into this model. I received a multifunction printer (MFP) for Christmas that I had selected myself. As it turns out, my decision-making process aligns with the steps outlined above. I will discuss my experience below, followed by some questions print device vendors may like to consider. Read more »
Jan 24, 2014
Best Buy acquired mindShift in 2011 for $167 million. The strategy at the time was to use mindShift to break into cloud services and target more SMBs. Best Buy was focused on developing a services business and the thought was that with the combination of mindSHIFT’s cloud, data center and professional services would allow the two companies capture a greater share of the $40 billion small and mid-sized business MSP market. Paul Chisholm, chairman and CEO of mindSHIFT at the time in 2011 stated of the acquisition by Best Buy, “We are very closely aligned with Best Buy in both corporate vision, and in our culture of integrity, customer value and results.”
That was then, this is now, and the current reality for Best Buy is to leverage an asset (mindSHIFT) and go back to doing what made them great and focus on their core. Bottom line, this is a good/needed move for Best Buy after a disappointing 2013 that was capped off by a holiday price war with Amazon where it lost badly. Read more »
Jan 20, 2014
Last week Google announced their acquisition of the connected device company Nest Labs for $3.2 billion. Nest, creators of the internet-connected thermostats and smoke detectors, is focused on the concept of an “automated home”. This acquisition is an interesting move for Google, and strategic in the way of strengthening their presence in the growing world of automation, as well as blurring lines between consumer and business technology. Read more »
Jan 15, 2014
Xerox kicked off 2014 on the 9th January, announcing their SMART Centre mobile-friendly sales tool portal aimed at the indirect channel. SMART is an acronym for Xerox Sales, Marketing, Analysis, Research and Training. This cloud based directory contains a host of sales enabling tools which automatically check the location of the Xerox sales partner and offer sales information relevant to that person’s regional location and/or language. Localised content is available in 22 different languages and is aimed for any of Xerox’s global partners. Content includes up-to-date Xerox hardware and software specifications and Feature Advantage Benefits(FAB) catalogues and a proposal generator. Hardware competitive information is driven from the BLi database. The comparison of software is driven by a combination of 3rd party tools and a guided sales application for Xerox branded solutions. Read more »
Dec 18, 2013
In June, Los Angeles Unified School District (LAUSD) announced their plan to initially roll out 32GB 4th-generation Apple iPads to every student in 47 campuses in a deal worth $30 million. The district has 640,000 students at 1,087 schools, so over the next few years the school board has committed to spend hundreds of millions of dollars with Apple. The district’s plan is to equip every student with a device by 2014. Apple is selling the iPads, preloaded with education software for $678 each with a three-year warranty. Retail price for the 32GB iPad is $599. The board unanimously voted on Apple because the iPad rated the best in quality, was the least expensive and received the highest scoring by the review panel (made up of students and teachers). Other devices that could have been considered include Chromebooks, which can be argued to offer more value for just $249 retail price, netbooks, and also Windows-based laptops, which are potentially more versatile than a tablet starting at $400 retail.
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Dec 12, 2013
I could have very well titled this “Industry Consolidation and the Ripple Effects” given the nature of the chess match being played out between two industry titans. Canon in one corner, looking to regain momentum (Canon’s loss of market share has been well documented with acquisitions of IKON Office Solutions to Ricoh – $1.62 billion, Global Imaging Solutions to Xerox – $1.5 billion and Danka to Konica Minolta – $240 million, couple this with the mixed result of their CBS Direct Operations the impact is measurable and the desire to win it back is understandable) and in the other corner, Konica Minolta, the current King of the independent dealer community. Ask an independent dealer owner about what they like about partnering with Konica Minolta and why they have made such a surge in revenue and units, and the first answer is Rick Taylor and his leadership, what follows next from their mouths varies but it is typically like an evangelist giving testimony at a revival.
For those that do not know, Dex Imaging is one of the largest independent dealers in the United States with annual revenues approaching $150M (it’s probably safe to say will have superseded that mark by the close of 2013). Their plan is to reach $250 million in annual revenue by 2016 and they have 26 locations in Florida, Tennessee, Maryland, Alabama and Mississippi. They made two acquisitions in the Florida market, both announced in May of this year. In the May press release announcing the acquisitions, Dex Imaging called itself the single largest- and fastest-growing independent dealer of Konica Minolta and Kyocera document imaging equipment in the U.S.
Dex Imaging Acquisitions 2013
1. TonerType, LLC
2. U.S. Imaging Solutions
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Dec 10, 2013
Konica Minolta Business Solutions U.S.A., Inc. today announced that it has acquired CopySource Inc., a business solutions dealership headquartered in Coral Springs, Fla., to increase Konica Minolta’s reach in the southeast Florida.
In addition to today’s announcement, Florida has been a hotbed of acquisitions in the past 24 months from OEMs, Independent Dealers and IT firms all positioning for growth.
InfoTrends Channel Strategy Service Data
State of Florida Acquisitions - Click to Enlarge Image
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HP announced a major OEM deal with Sharp Corporation for a new line of color and black & white light production printers that will be offered exclusively as part of HP managed print services contracts. The partnership with Sharp is based on the 900 series MFP and is HP’s first high-end workgroup/light production device. HP will initially roll out the products in North America, Western Europe, and Australia with other regions following later in the year as needed.
Dec 5, 2013
There was an awkward moment in one of the conference sessions at Konica Minolta’s recent dealer meeting. Polly LaBarre, co-author of Mavericks at Work, was summing up her presentation and she asked listeners if they would promise to ‘walk into the office stupider, and ask more questions.’ Promoting stupidity seems like a losing proposition but the ‘asking questions’ part is right on the mark, and I think it is a good reflection of the way that Konica Minolta conducted its ‘Shape the Future’ event, which took place November 17-19 at the Venetian/Palazzo Resort in Las Vegas.
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