Category: Office

Konica Minolta Acquires MWA Intelligence

Christine Dunne
Jul 11, 2018

On July 2, Konica Minolta Business Solutions U.S.A. announced the acquisition of MWA Intelligence (MWA)—a provider of enterprise resource planning (ERP) software for the imaging channel. Scottsdale, Arizona-based MWA offers the FORZA ERP solution, which is built on SAP Business One.

The platform provides visibility and control over a variety of business operations, including accounting and finance, sales and customer management, inventory and distribution, purchasing and operations, service and mobility, and reporting and administration. It has an open architecture, and can be customized by dealers for various functions and industries.

MWA employees will join All Covered, Konica Minolta’s IT services division.

Acquisition in context

ERP software helps businesses manage their core business processes, often in real-time and with the goal of operating more efficiently and effectively. The global ERP market is valued at approximately $34 billion; market leaders include companies like SAP, Oracle, Microsoft, and NetSuite.

Of course, the imaging channel represents just a fraction of this opportunity. Within the United States, for instance, about 2,200 office equipment dealerships are in operation—including about 600 with branch locations.

These dealers often use ERPs like Compass Sherpa and E-Automate, or internal systems, to manage their business. Considering that declining profit margins are considered a top threat to indirect office equipment vendors (dealers and resellers included) in both the United States and Western Europe, it is clear that an ERP can provide valuable insight into opportunities for operational improvement.

What are the three biggest threats to your business based on shifts in the industry?

Source: Office Channels Survey (Keypoint Intelligence-InfoTrends, 2017) Read more »

Keypoint Intelligence Forecasts Continued Growth in Business Inkjet & A4 Color Laser Shipments through 2022 in North America and Western Europe

Barbara Richards
Jun 18, 2018

While the overall office equipment markets in NA and WE are mature, Keypoint Intelligence/InfoTrends expect continued growth in A4 Color Laser and Business Inkjet Segment 3 & 4 according to recently published SF Printer and MFP Hardware Forecasts for both regions. In addition, the shift from SF printers to multi-functional devices will continue. According to the forecast, in North America, SF Laser printers represented 46% of total shipments in 2017 and are expected to decline to 42% of devices compared with MF shipments which will grow from 52% to 58% by 2022.  While in Western Europe MF shipments will grow from 55% to 59% of total shipments during the same period.

In addition, total NA office color laser shipments are also expected to outperform monochrome devices during the same period growing from 33% of total shipments to 37% by 2022. While in Western Europe, office color laser is expected to grow from 39% of total shipments to 41% during the same period. While the overall market for both regions will remain relatively flat to a slight decline the shift from SF to MF devices and from monochrome to color will continue to impact the overall office equipment market. The biggest opportunity for growth is within the office color laser A4 segments (2-4) for both regions. The chart below provides a breakout by region and segment.

North America & Western Europe Office A4 Color Laser Forecast 2017-2022

Business Inkjet Segments Continue to Grow

In addition to the growth in A4 color laser, Keypoint Intelligence/InfoTrends forecast shows growth in Business Inkjet Segments 3 and 4 through the same period. Business Inkjet Segment 3 is expected to grow at 5.9% CAGR in North America and 2.8% CAGR in Western Europe.  The majority of unit growth will be in A4 MFPs in this business inkjet segment with new models that offer longer life consumables and feature-rich product offerings. This new breed of inkjet devices offers an attractive alternative to laser particularly within the SMB office environment with standard wireless connectivity, high yield consumables and in some cases, comparable cost per page to laser. Furthermore, Inkjet Segment 4 is expected to grow at 10.8% CAGR in North America and 3.7% CAGR by 2022 in Western Europe during the same period, driven by a wider acceptance of page-wide technology and new robust high-speed color inkjet devices entering this market segment.

North America and Western Europe Business Inkjet Segment 3 and 4 Shipment Forecast 2017-2022

Read more »

The Smart Workplace, According to Konica Minolta

Deborah Hawkins
May 24, 2018

The traditional work environment is fundamentally transforming, and visions of the future Smart Workplace are emerging. Through the combination of the Internet, mobility, cloud, sensors, and the Internet of things, work can get done virtually anywhere people can communicate, collaborate, and transact.

To better segment and organize the “Smart Workplace,” Keypoint Intelligence has created a taxonomy of services related to our industry. This taxonomy helps define and categorize disparate technologies and services into a more concrete and comprehensive view of the Smart Workplace solutions and services. Read more »

Sharp’s Vision for the Smart Workplace

Deborah Hawkins
May 17, 2018

The traditional work environment is fundamentally transforming, and visions of the future Smart Workplace are emerging. Through the combination of the Internet, mobility, cloud, sensors, and the Internet of things, work can get done virtually anywhere people can communicate, collaborate, and transact.

To better segment and organize the “Smart Workplace,” Keypoint Intelligence has created a taxonomy of services related to our industry. This taxonomy helps define and categorize disparate technologies and services into a more concrete and comprehensive view of the Smart Workplace solutions and services.

Figure 1 : Smart Workplace Segments

 

Read more »

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

Xeikon Update: Notes From Q1 Analyst Call

India Tatro

Xeikon, much in the news in 2017 for its “Xeikon Café” events and its debut as an inkjet technology vendor, held a first-ever quarterly briefing for press and analysts in all regions. On hand were top managers: Filip Weymans and Jeroen Van Bauwel, both from Xeikon’s headquarters in Belgium, and Dave Wilkins and Donna Cavannon, marketing and sales leaders for Xeikon North America, based in Illinois.

 

The Xeikon “Blueprint”

Filip Weymans, Xeikon’s VP of Global Marketing kicked off the presentation with an overview of the strategy or “blueprint” for the company. The key point was that Xeikon will now continue product development based on both dry toner electrophotographic and inkjet printing technologies, also that Xeikon will continue to expand finishing and workflow offerings for Xeikon’s commercial print and industrial printers. Xeikon will have a particular emphasis on folding carton printing on the industrial side and on high-value graphic arts applications like direct mail and educational books on the commercial print side. At the same time, Weymans noted that Xeikon has a long-term goal of moving into the corrugated market. In the meantime, though, Xeikon will focus on the label printing applications that today are the core of its industrial printer business. Read more »

Moms Provide Insight Into Print’s Advantages

Christine Dunne
Feb 22, 2018

My local online moms group recently got into a discussion about whether paper or digital invitations are preferable for kids’ party invites. While they were discussing consumer printing (and in many instances production printing for consumers), it got me thinking about how many of their comments are also relevant to the world of business printing.

First, let me show you the main points addressed by these moms. In summary, they cited the following advantages of printed versus digital invitations.

Advantages of printed vs. digital invitations cited by local moms

Read more »

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

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