Posts tagged: Solutions

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

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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

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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.

Lexmark Acquired by Apex

Allison Correia
 Apr 21, 2016

Lexmark logo

Back in October 2015, Lexmark announced plans to explore strategic alternatives for its business which many took to mean they were exploring a major move like splitting the company in separate two entities, selling a significant portion of the company, or to sell the entire company as-is.   Six months later, Lexmark announced on April 19, 2016 that it entered into a definitive merger agreement with a consortium of investors led by Apex Technology Co., Ltd. (Apex) and PAG Asia Capital (PAG), under which Lexmark will be acquired for $40.50 per share, representing a 30% premium to the price back in October (the day before Lexmark announced they were exploring strategic alternatives). This makes for all-cash transaction value of approximately $3.6 billion, net of cash. Read more »

Xerox Announces Next Generation Workflow Automation Solutions and More

Allison Correia
 Nov 17, 2015

On November 16th, Xerox announced two new workflow automation solutions for the insurance industry and HR departments, updated versions of two of their platforms (Digital Alternatives and DocuShare), and new components of their MPS strategy for the channel.

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.

 

Ricoh Announces Platform at LegalTech to Enhance Workflows and Reduce Costs for Law Firms

Allison Correia
 Feb 19, 2015

This year at the annual LegalTech show held Feb. 3-5 at the New York City Hilton Midtown, over 100 exhibitors shared the tradeshow floor to demonstrate and display their robust technology geared to help law firms and legal professionals optimize their businesses and workflows. One of the most exciting announcements of the show was Ricoh’s newest offering that they are temporarily calling “Legal MFP”, a platform that can be used on select Ricoh MFP devices to improve end-user workflow while enhancing operational efficiencies, and lowering costs. Read more »

From Trade Bindery to Full On-Demand Book Production

Other Posts
 Jan 26, 2015

In the past few years we have heard an awful lot about the printers adding additional services to stay competitive in their respective markets. So it was particularly interesting when Bridgeport National Bindery in Agawam, MA, a trade binder at heart, took the opposite course and added digital printing as a service. For most of the company’s history its sales representatives traveled throughout the Northeastern United States convincing print shops to send them their printed material for binding and distribution. This meant shipping and storing printed pages, having extra printed pages on hand in case of errors, and finally distributing completed work or shipping it back to the printer. It’s easy to see how that business process could be streamlined, and since 2005 Bridgeport National has been active in the print-on-demand market (POD). Their origins as a trade bindery, however, left them in an advantageous position when it comes to POD book printing due to the wide variety of applications and experience they have gained.

Last month Bridgeport National Bindery hosted an HP “Print your Future” event at Read more »

Samsung Reveals Exciting New Product at Annual Dealer Event

Allison Correia
 Oct 21, 2014

On September 10th through 12th Samsung’s Enterprise Business Division held its annual Print and Imaging National summit for Samsung dealers at the Hyatt Regency in Dallas, Texas. The conference was designed to educate attendees on Samsung’s strategy and vision for the future, introduce new lineups of products and technologies, and enlighten dealers on new marketing implementation/execution plans for pushing these new products. Approximately 300 people attended the event, including dealers, ISV partners, and analysts. Read more »

HP and NEAT ® Partner to Bring Organization to the Home Office

Anne Valaitis
 Sep 29, 2014

This week HP introduced the new model Officejet 8040 e-All-in-One Printer. A complete system designed to make the home/small office more productive, efficient and highly organized. HP and NEAT have entered into a new partnership that would provide the NEAT cloud based filing service with an all-in-one printer as a full package. This product is designed to center on the home office, a large and growing area for HP with this device being a focal point to provide additional tools to enhance the work experience and even augment some personal home printing as well. The addition of NEAT, according to HP, will greatly improve the typical home office user experience and address some key pain points. As business grows more paper is produced and received and can create a disorganized and messy work environment that is hard to manage.

As part of this combined offering, at $399 the HP Officejet 8040 printer will include a 3-year NEAT cloud service subscription for free. The connection to NEAT is provided to customers through an installation process, activation of the included hard drive, and mobile app deployment. The setup process is designed to ensure the customer is prepared to begin using the device and the NEAT service account. The account provides access to the NEAT cloud, mobile access and features such as unlimited scanned documents using the control panel from the Officejet 8040.

Other ways to bring documents into NEAT are the mobile app, this allows you to use the camera function on your smartphone and taking a picture of a document, or by using the NEAT application on your PC or MAC. All the documents will use the NEAT smart organization system which includes the (in document identification) ID2 software, reads the documents making it key word searchable and will also extract vital data from items such as business cards and receipts. These systems can aid in finding and searching for content and documents within the NEAT cloud system.

To differentiate the filing solution, according to HP, is the inclusion of a 1tb hard drive. For customers that may feel reluctant to scan certain documents to the cloud, the hard drive gives the opportunity to also store files locally. The hard drive is portable and can be removed from the Officejet 8040 when needed.
HP and NEAT have come together to offer customers a printing solutions that is meant to be simple and easy to use providing greater organization to home offices. Productivity, efficiency and time savings are all being promoted with the solution along with the FREE cloud access that would otherwise be $5.99 a month from NEAT.

InfoTrends feels that this new solution from HP and NEAT is well suited to the targeted audience given that both companies share brand awareness to the home office and small business sector. By delivering a total printer based cloud solution, each company can look to develop further into the expansive space of home and small business file organization. Home and small businesses each have needs and requirements to be organized, productive and responsive to customers, this new solution and partnership can now deliver distinct advantages at an attractive pricepoint.

 

 

HP’s enterprise ink series: positioning & key features

Christine Dunne Dunne
 Apr 14, 2014

HP is targeting its new page-wide business inkjet series towards the “enterprise,” which the company defines as “large” organizations with solutions needs around manageability, security, extensibility, etc. In addition, HP suggests the devices are intended for groups of 5 to 15 users who print up to 6,000 pages per month.

Positioning of new HP Officejet Enterprise X series

The new Officejet Enterprise X line incorporates features and functionality that go beyond the capabilities of the Officejet Pro X series, including more robust scanning, embedded OCR, a pull-out keyboard, a larger touchscreen, customizable job shortcuts, full solutions capability, and a secure hard disk. It is clear these features were included with the needs of larger businesses in mind.

However, the positioning of these devices as “enterprise” is likely something that is going to prove subjective, especially as the definition of “enterprise” often varies from one vendor to another. Read more »

Ricoh Acquisition of mindSHIFT – Launch Pad for Services and Sign of Acquisitions to Come

David Ramos
 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 »

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