Category: Business Development

Pricing for Digital: Establishing Consistency Across Message and Media

Will Morgan
Dec 7, 2018

As digital delivery proliferates within the customer communications market, service providers with a legacy in print have been challenged to devise pricing models that position their operations for long-term sustainability. As part of its recently published research study entitled, Pricing for Digital: Exploring New Models for Transactional Communications Delivery, Keypoint Intelligence-InfoTrends conducted over a dozen in-depth interviews with print service providers in North America to gain a deeper understanding of the greatest pricing obstacles they face in today’s changing market.

The first segment of this three-part examination of our findings examined the ramifications of procurement’s growing power over transactional customer communications strategy at the expense of business leadership. The second considered some of the difficulties print providers face when working to demonstrate value through services. This final installment explores the challenges that providers face in developing and marketing pricing plans that encompass composition and delivery of transactional and marketing messages to various print and electronic channels.

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Pricing for Digital: From Table Stakes to Primary Value Proposition

Will Morgan
Nov 29, 2018

As digital delivery proliferates within the customer communications market, service providers with a legacy in print have been challenged to devise pricing models that position their operations for long-term sustainability. As part of its recently published research study entitled, Pricing for Digital: Exploring New Models for Transactional Communications Delivery, Keypoint Intelligence-InfoTrends conducted over a dozen in-depth interviews with print service providers in North America to gain a deeper understanding of the greatest pricing obstacles they face in today’s changing market.

The first segment of this three-part examination of our findings explored procurement’s growing power over transactional customer communications strategy at the expense of business leadership. This second part of the series considers some of the difficulties print providers face when working to demonstrate value through services.

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Pricing for Digital: Overcoming Obstacles on the Path to Profitable Pricing

Will Morgan
Nov 26, 2018

As digital delivery proliferates within the customer communications market, service providers with a legacy in print have been challenged to devise pricing models that position their operations for long-term sustainability. As part of its recently published research study entitled, Pricing for Digital: Exploring New Models for Transactional Communications Delivery, Keypoint Intelligence – InfoTrends conducted over a dozen in-depth interviews with print service providers in North America to gain a deeper understanding of the greatest pricing obstacles they face in today’s changing market. One of the primary issues these interviewees identified was a gradual but significant shift in enterprise transactional communications—the balance of power is transitioning away from business leadership in favor of procurement. In today’s world, heightened consumer expectations of personalization have made improving customer experience a paramount concern for providers issuing enterprise communications. Unfortunately, enterprise procurement’s fixation on reducing delivery costs often takes precedence over enhancing quality and value. The print service providers we interviewed paint a disturbing picture—when it comes to communication, procurement departments often employ antiquated methods that seem out of step with current consumer trends.

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Why Phishing is Still a Dangerous Form of Cyberattack

Colin McMahon
Nov 20, 2018

Stories about data breaches leaking personal data and damaging company profitability continue to make headlines. Much of the focus in these pieces includes the sophisticated forms of cyberattacks that are involved. For example, the WannaCry attack of 2017 was accomplished with a ransomware worm while the infamous Equifax breach reportedly came from software exploitation.

Incidents like these highlight just how threatening sophisticated forms of cyberattacks can be in the professional space. At the same time, however, focusing solely on software updates and worm virus protection is not enough to keep a company safe from a data breach. According to cybersecurity firm Wombat Security, 76% of companies have reportedly been victims of phishing attacks within the past year.

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Which industries Need the Most GDPR education?

Colin McMahon
Nov 13, 2018

The General Data Protection Regulation (GDPR) is not new. In development for over four years, the laws associated with this act recently went into effect in May 2018. Designed for the EU, the GDPR is focused on the issue of consumer privacy in the digital age. Specifically, it holds organizations that collect consumer data more accountable for said information, and gives the consumer more power in determining exactly which data is collected. Obtaining informed consent is also a priority.

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Nintendo Labo Shows Potential for New Sustainable Corrugated Cardboard Applications

Colin McMahon
Oct 25, 2018

Consumer electronics specialist Nintendo has been enjoying positive growth. Its newest video game console, the Nintendo Switch, is proving quite popular among consumers who are seeking an innovative gaming experience at home and on the go. With its numbers back in the green, the Japanese video game manufacturer has returned to doing what it does best—taking creative risks. One of its most recent products, Nintendo Labo, exemplifies the company’s desire to push the envelope.

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Why North America is Embracing Digital Wide Format Printing

Colin McMahon
Oct 15, 2018

The digital revolution is impacting every industry, and this includes wide format printing. Advancements in digital wide format technology have created the potential for new offerings. This is important news for a wide variety of businesses, including marketing firms as well as sign, graphics, and visual communication companies. In our recent analysis, Embracing Digital Wide Format Printing, Keypoint Intelligence – InfoTrends explores how signage companies can leverage these innovations and highlights the benefits of making the switch.

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Personalized Video Marketing: It’s About Engagement!

Colin McMahon
Oct 2, 2018

A mere decade ago, personalized video marketing was seen as a customer communication method with limited return on investment potential. The average consumer had a PC or laptop, but smartphones were just beginning to take off. Google had purchased YouTube only two years prior and the website was still learning how to monetize itself. Thanks to the speed of the digital revolution, much has changed in ten years. Personalized video marketing is quickly becoming an effective method of engaging new and existing customers.

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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

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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