Fujifilm Acquires Control of Xerox

Jeff Hayes
 Jan 31, 2018

The grapevine has been ripe the past weeks, but now the news is finally out. Fujifilm has entered into a definitive agreement to purchase the majority holding of Xerox Corporation and will merge Fuji Xerox with Xerox.

The two companies said that Fuji Xerox, a joint venture between Fujifilm and Xerox formed in 1962, will use bank debt to buy back Fujifilm’s 75% stake for around $6.1 billion. Fujifilm will use those proceeds to purchase 50.1% of new Xerox shares. Plans are to complete the deal around July-August of this year.

The new entity, to be called Fuji Xerox, will become a subsidiary of Fujifilm, with dual headquarters in the United States and Japan. It will keep Xerox’s listing on the New York Stock Exchange and will be led by Xerox CEO Jeff Jacobson and Fujifilm Chairman Shigetaka Komori.

Why Now?

Xerox has struggled to grow its document technology and related business over the last four years with 2017 revenue ($10.3B) down 19% compared with 2014 ($12.7B). Spurred by activist shareholder Carl Icahn, who owns approximately 9.7% of Xerox shares, Xerox spun off its business process outsourcing business in 2016 to focus on its core. Mr. Icahn has been vocal recently about seeking significant changes to Xerox’ board of directors, senior management, and the Fuji Xerox joint venture with an eye on a potential sale of Xerox in the future.

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Connecting at EFI Connect: New Strategies!

Pat McGrew
 

Each year EFI hosts their customers, partners, media and analysts at their signature event, EFI Connect. The format is part trade show and part educational conference, giving EFI a chance to not only show off the latest solutions, but also to interact with customers, gather their requirements, and answer questions. EFI mounts a major troop movement to ensure that any question you have can be answered by an expert!

Last year the EFI Connect story was about acquisitions and partnerships. The acquisitions of Reggiani and Optitex were still fresh and repackaging of workflow software into a series of suites consumed much of the conversation. Just after the event EFI announced the arrangement with Xerox to acquire the FreeFlow Print Server and to become the primary DFE provider to Xerox.

 

EFI showed printed textiles

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Xerox Hosts Security Summit at New York Stock Exchange

Rebecca Schiffenhaus
 Jan 24, 2018

CNBC Bell Ringing

On January 23rd, 2018, Xerox hosted the Xerox Security Summit at the New York Stock Exchange. Understanding that cybersecurity has become essential for MFPs and printers as “always on end-points”, Xerox brought together thought leaders and partners in this field to join Xerox for the bell ringing and an afternoon of cybersecurity conversations. Mike Feldman, Executive VP and President, NAO, Xerox Corporation, opened the event by reflecting on the rebirth of Xerox one year ago, when Conduent became a separate company and Xerox was able to center itself.  In this past year Xerox has had many accomplishments, including a huge launch of 29 new devices, growth in ConnectKey and apps, and new devices and inks for production print.

Alissa Johnson, Chief Information Security Officer and former Deputy CIO for the White House opened the sessions by emphasizing awareness. Johnson said that breaches can usually be traced to a visible IP, an open port, or a vulnerable service. To protect these areas, Johnson had three tips, 1. Hunt- always assume there is a compromise, 2. Zero trust- whitelist instead of allowing, and 3. Cognitive security- develop advanced AI. Candace Worley, Vice President and Chief Technical Strategist for McAfee, discussed cybersecurity fears around automation. Namely, individuals fear that the system will malfunction, and they will be held accountable. Worley shared some important developments in this field, like the shift from prior work environments, with only a few operating systems and devices, to the current, complex network ecosystems with virtual desktops, countless devices, cloud services and more. Worley also discussed the anticipated labor shortage in cybersecurity, as there is a lack of talent to fill the jobs necessitated by cybersecurity. It is anticipated that by 2022 over 70% of jobs will go unfilled, and 9 out of 10 cybersecurity workers believe that they will need technology to fill that talent gap. Worley emphasized the need for more open culture, with sharing across vendors, to develop the technology to handle this.

Sergio Caltagirone, Director of Threat Intelligence and Analytics at Dragos, discussed the offensive and defensive sides of hacking. Encouraging everyone to be realistic about security, he stated that there are hunters and hunted. Caltagirone shared the Defender’s dilemma, “the adversary needs to be right once, the defender needs to be right every time,” but Caltagirone emphasized that the defender has the power, “the defender controls the space”. By shaping and controlling the environment, security experts have the upper hand so long as they maintain it. Dov Yoran, Sr. Director, Strategy and Business Development Security Group for Cisco, shocked and awed sharing this video, discussing the industrialization of cybercrime and how prevalent and intelligent it has become. Steve Hoover, CTP, Xerox, and Ersin Uzun, Vice President, Director of System Sciences Laboratory, PARC, discussed how approaching cybersecurity can emulate the way we approach parenting. Teaching security programs how to “think” by interrupting processes and asking it to explain why it made choices and having teaching moments for the next event. This leads to greater trust and faith in the program and helps preserve the human role in cybersecurity.

Over lunch, famed hacker Kevin Mitnick, showed us all how easy it was to fall victim to an intelligent cyber-scheme and made everyone feel like throwing their devices into the Hudson. He shared tips and tricks about phishing, ransomware, malware, cloning HID cards, and proved just how simple it would be to be targeted through a great number of innocuous daily business processes. During the final panel, the panelists were asked which they would prioritize: protection, detection, or prevention and the unanimous winner was detection. Detection was emphasized as necessary for expedient handling, as well as integral as a learning opportunity. To end the event, the panelists  shared what would be the one piece of advice they’d give for the day:

  • The most important things are integration and automation, this allows you to react faster and technology to work together.”- Dov Yoran
  • Patch quickly! It’s old school advice but do it. Patch rapidly because people hack rapidly.” – Candace Worley
  • Be proactive about insecurities- if your day to day is just monitoring, you’ve already lost.”- Sergio Caltagirone
  • Stay current.” – Steve Hoover
  • Educate your people about security, people are still a major source of access.”- Ersin Uzun

Xerox introduced the personified tenants of its security approach as characters of a “Super Cyber Squad”- the Protector, the Detector, the Preventer, and the Partner. It’s abundantly clear that conversations about cybersecurity are vital, and the more our industry collaborates and brings together different players, the better we will become achieving those tenants. This summit, and ongoing opportunities for sharing and learning among vendors, customers, partners, dealers, and subject matter experts, help to shape the future of cybersecurity.

 

Kevin Mitnick cloning an HID card 3 different ways in under two minutes.

Panel: Alissa Johnson, Ersin Uzun, Steve Hoover, Sergio Caltagirone, Candace Worley, and Dov Yoran 

 

 

Get your instant photography back on with the Kodak Printomatic Instant Print Camera

Carrie Sylvester
 Jan 17, 2018

Remember the days of using an instant camera to take pictures of your family or friends and excitedly waiting for the picture to “develop” in front of your eyes? It was cool, right? Well there are some companies out there trying to make instant photography cool again. Enter Eastman Kodak and its licensee C+A Global, who introduced the Printomatic, a point and shoot camera with built-in printer, in September 2017. Read more »

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

Workflow in 2018: What’s Included in the Package?

Pat McGrew
 Jan 10, 2018

In 2017 we walked the workflow, followed an audit trail, and ended with the admonition that your workflow is not proprietary. That last post might have seemed odd, but the reason for the post evolved out of countless conversations with printers who see their workflow as their Intellectual Property. It is understandable to want to protect processes that make a business unique and provide a competitive advantage, but when broken down the optimized workflow process has four components: Creating the content, getting the print job on-boarded, manipulating and managing the job files through to the RIP, and the RIP and Digital Front End (DFE).

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A Snapshot of the Photo Card Market from a Door

David Haueter
 

Most of us get photo cards around the Holiday’s but not many of us save them. My girlfriend is an exception, as she has the interesting practice of keeping all the cards she receives over the Holidays on the door to her garage for the rest of the year. It’s a nice tradition; because it spruces up an otherwise dull door and lets you see pictures and memories from your friends and family all year long. To me, it also provides a touchstone for how the photo card market is doing. Although one person is not a solid benchmark, my girlfriend’s door serves as a good reflection on what I believe is happening in the overall market for photo cards.

Of the 32 total cards on her door, 16 included a personal photo and 16 were off-the-shelf greeting cards (mostly Hallmark). All 16 of the photo cards were flat, with not a single folded card to be found in the bunch. There was only one 4” x 8” photo card out of the 16, as her friends have moved predominantly to larger format cards, and several of those larger format cards were printed on heavier stock paper. The majority of the photo cards she received were ordered from Shutterfly.

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ECi Software Solutions Acquires PrintFleet

Steve Pearl
 Jan 5, 2018

Consolidation in the document imaging space continues, with ECi Software Solutions adding PrintFleet to its portfolio of business-management tools for office equipment dealers. That makes ECi the purveyor of two of the leading fleet-management platforms that underpin MPS (managed print services) practices. The company acquired FMAudit in 2011 to expand its dealer-focused software portfolio. According to ECi, this latest acquisition represents its commitment to the field service industry by expanding its service offerings and providing a global reach in print and service management. The President of PrintFleet, Chris McFarlane, will continue in his position—as part of ECi’s Field Service Division. Ron Books will maintain his role as ECi’s CEO.

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