Sunday, June 4, 2017

The Future of Copiers - The Wookie in The Room

by Greg Walters | 12/8/14

I'm writing this three weeks after the Executive Connection Summit and I’m still feeling the effects. Intel, SAP, Cisco — foundational members of the technology industry, stalwart believers in all things connected, came to speak here in our backyard. To be sure, it stands as the best show in the industry, with superior content. As Gavin Williams said, “The goal was really to educate as much of the industry as possible about the innovation available today.” The bar is officially higher, but there’s something more recondite just under the surface.

I comment about the players at center stage, but I’ve always enjoyed getting a feel for what the attendees find attractive - the dialogue between the talks. That’s the gold.

I thought of the Internet of Things conversations, how independent dealers are capitalizing on the technology not only in implementing but offering those same services to clients. It wasn’t until I remembered an onstage conversation when things started to click.

After one panelist on stage lamented the challenges of converting to a new accounting system, I chatted with a few people about moving to different CRMs and the difficulty around data conversion. One company decided to operate both the old and the new systems in parallel as legacy data is weaned over to the new system. Another is hiring a staff of “keypunch operators” to input all existing contracts and customer information into Forza.

The underlining tension, the Wookie in the Room, was simple: People know a better accounting system is out there, but getting to it is difficult because of our old school investments. Time and again, I spoke with people who recognized the need to switch but anticipated huge costs in labor and time with the transitional project of moving to a new CRM/accounting system. The tension was palpable.

Imagine needing to have an leg broken and reset because the original setting was primitive. At one time, healing a broken limb was as easy as tying the bone together with tree branches and twine. Years later,

read the rest at The Imaging Channel, here.

Wednesday, May 31, 2017

Impact Named 2017 Perfect Image Award Winner: Managed print Services

Las Vegas, NV –

Impact Networking received the 2017 ITEX Perfect Image Award for Outstanding Managed Print Service Program.

“Each award recipient demonstrated exceptional innovation and outstanding performance,” said Mark Spring, deja-vu owner of the once monolithic gathering. “We applaud Impact Networking...”

“It is a great honor to receive the Perfect Image MPS Dealer of the Year award twice in a row", said Vice President of Managed Print Services Jeremy Fordemwalt. " Reception of this award  demonstrates our MPS team and company are on the right path to continue succeeding in this space along with providing clients a top tier program helping them control and manage the entire document ecosystem.”



Impact MpS is growing in breadth and scope. The number of users supported has increased. Services layered on top of the traditional MpS idea help clients reduce the costs associated with moving data.

Impact's MpS program integrates their Strategic Services(BPO), Production, Managed IT Services and Creative Services departments creating Print Policies that adhere to ITAM and speak ITIL.

As the universal list of MpS providers shrinks, Impact is attracting net new opportunities and converting competitively supported, disgruntled MpS  customers into long-term, business relationships.

It really isn't a surprise to be recognized.

More to come in 2018...

Monday, April 24, 2017

Impact Named 2015 Perfect Image Award Winner

I have seen the future of Managed print Services.

From the press release:

"The Impact MPS Program, led by Vide President of Managed Print Services Jeremy Fordemwalt, has grown more than 55% year-over-year for three years running. The MPS team assesses client office environments to uncover inefficiencies in the way users print, store and retrieve documents. They use that information to create solutions that improve processes, reduce documents, increase office productivity and contribute to increased profitability.  The department continues to add additional solutions based on client demand..."

Full release, here. ###

Jeremy is an industry veteran in managed print services and has managed to build a true, customer-centric, managed print services powerhouse.  Impact MPS travels together with clients formulating plans to assist in the natural move away from the printed document. 

Utilizing Impact's proven, market driven specialties in Creative Services, Managed IT, Production printing and document management, Impact MPS weaves a tapestry of solutions designed specifically for each client.  The MPS program has evolved beyond automatic toner fulfillment and service delivery into a cutting edge, paper-to-digital transformation force.

More to come -

Friday, April 21, 2017

If copier OEMs are Missionary, HP is Reverse Cowgirl. It's Over and HP Wins

Anyone who knows me, remembers me lambasting HP for past gaffs and missteps: Hawk and Ikon, The "Long March" that was Edgeline, firing Hurd, Leo and the all too infamous, TouchPad.

And who can forget "The Great Toner Purge of 2013"

During my talk at the Photizo conference back in 2012, I was asked if I thought HP would survive.  My quick answer was "No, not as we know her today."   That was then, this is now and HP ain't what she used to be.

Which brings me to my point: HP is going to win the war for the remaining clicks.  HP will beat Canon, Ricoh, Xerox and those who attempt to overtake her as the predominate provider of MpS and devices.

Why?  Three reasons:

1. Marketing - tight, midnight blue, mini -

The Wolf-

Christian Slater?  Really?

And have you noticed the look and feel of all those Ex-Samsung devices? Do you see the curves?  Is that the old 'stackler'?

Somebody put some thought into the wrappers and I like it.

Instead of IPG funding R&D for PSG, today's HP Inc. can hire Mr. Slater,  film crews and Apple-like designers.

The money spent on 'getting the word out' rivals some countries gross national product.

2. Structure - "dangerous when wet" curves and pert attitudes

Printelligent.  HP MPS is built upon the 2011 acquisition: Remote monitored devices supported by direct service vans on the street with technicians delivering toner and installing maintenance kits.

It works.  When you think about it, the only firm large enough to implement a fleet of direct service vehicles, nationwide, is HP.

No muss, no fuss.

3. Stamina - she is everywhere

Size matters, but so does staying power and obviously, Hot Blue has got it.  While the rest of the world peters, HP's increasing beats per minute, building to a huge climax - possibly multiples.  She bottomed out quarters ago.

The HP Strategy?

I have no inside information, there is no Deep Throat. This is purely guess-work and speculation.

  1. Re-engage the copier channel, giving them what they think they want, A3 devices - HP is coming to town. Again.
  2. Defend and grow inside F500, F100 and F1000 accounts with live sales and account management teams - prepare to see 'corporate account size' redefined. Again.
  3. Build a self-sufficient drone that one day pre-empts the need for an independent channel.  Instant Ink for the SMB, anyone? - Never mind.  It's business as usual.  Again.
What Do We Do?

The independent channel is forming into a set of regional powerhouses surrounded by a school of small players.

For these demigods, I see the best plan of action to be jumping on and riding out a series of one night stands with the Blue Goddess.  That is to say, form a transactional relationship with little or no longterm expectations - no matter what the actual contract spells out.

Sell the heck out of the hardware, leverage the HP logo as entre into up to now, resistant corporate IT departments.  Honestly, one could put an HP logo on a tuna, call it a 'mopier' and IT directors would buy dozens.

Use this.  Get yours.  She'll be sure to get hers.  If by chance you squeeze out a three year relationship, consider the ride a good one.

She's going to be looking at you over her shoulder anyway, may as well enjoy it.