HP Offerings in Asia - Print Management Tools and Printers Aimed at Enterprise Customers

HP Introduces New Range of Imaging and Printing Devices and Tailored Solutions to Accelerate Business Results for Enterprise Customers

From SINGAPORE, via "Enhanced Online News":

December 03, 2008 02:30 AM Eastern Time

SINGAPORE--(EON: Enhanced Online News)--HP today announced its expanded portfolio of HP printers, imaging and printing devices, solutions and services to help enterprise customers boost productivity, security and environmental sustainability.

“The expanded imaging and printing portfolio features a robust line-up of targeted, cost-effective solutions with the right mix services and devices to enterprise customers, helping them achieve better business results.”

Building on HP’s leading position in enterprise imaging and printing, HP’s broadened portfolio comprises four specialized solutions, four assessment services, one HP LaserJet multifunction printer (MFP), three HP LaserJet printers and an HP Scanjet device.

According to IDC, HP is the leading provider of laser single and multifunction hardcopy peripherals shipped to Enterprises(1) in Asia/Pacific (excluding Japan) region, with 42% market share and strong double digit year-on-year growth (+13%)(2).

“HP is continuing its efforts to help enterprises build an Enterprise Print 2.0 plan as enterprises optimize their infrastructure, manage their environment and improve workflows,” said Pierre Mirlesse, Vice President, Enterprise Sales and Services, Imaging and Printing Group, HP Asia Pacific and Japan. “The expanded imaging and printing portfolio features a robust line-up of targeted, cost-effective solutions with the right mix services and devices to enterprise customers, helping them achieve better business results.”

Specialized solutions for enterprise customers

Tailoring solutions to meet specific industry needs, HP has added new enterprise solutions focused on customers in the healthcare and manufacturing and distribution industries. HP also introduced two imaging and printing solutions and four new assessment services that span industry sectors to address specific business needs for enterprises.

Designed to streamline information workflows, enhance security and help reduce costs, HP’s newest solutions offer customers industry-specific expertise with a single point of contact for simplified sales, service and support processes. These include:

* HP Document Capture for Admissions and Electronic Medical Records help reduce medical errors and boost patient safety. Designed to safely capture and protect patient medical information, these offerings let healthcare organizations utilize the latest HP healthcare technology to more easily comply with government mandates, including patient-privacy regulations.

* HP Automated Invoice Processing Solution allows businesses in the manufacturing and distribution industries to automate the value chain of invoice processing, from document capture and distribution across the organization to seamless integration with SAP. A joint HP and ReadSoft® solution, it captures data via an HP multifunction printer (MFP) and provides increased control over the invoice workflow to facilitate more rigorous records management and compliance; accelerated invoice payment process for better spending visibility; and improved invoice reconciliation through automated, business-rule driven processes.

* HP Assessment Services comprise five modules that capitalize on HP expertise and knowledge to allow enterprises additional control over print-related processes. With a range of assessment services, HP will collect, analyze and monitor printer-related activities, giving customers a current, fact-based account of the imaging and printing environment. The five new services are HP Industry Benchmark Assessment, HP Optimization Assessment, HP Managed Environment Assessment, HP Workflow Discovery and HP Eco Printing Assessment.

* HP Access Control Printing Solutions are designed to help mitigate security and compliance risks. These solutions, comprising HP Access Control Secure Printing Solution, HP Access Control Secure Pull Printing Solution and HP Access Control Job Accounting Solution, help control and protect access to imaging and printing devices and documents and also facilitate tracking and monitoring of the usage of documents.

* Updates to the award-winning HP Universal Print Driver (UPD) 4.7 empower end users to resolve issues themselves by providing real-time print job and device information. New features include the ability to choose between automatic or manual print queue configuration, allowing for pre-configuration and installation of a queue prior to physically connecting the device to the network. Businesses also benefit from a single, intelligent, feature-rich driver replacing many individual drivers, thereby making it easy to connect to HP LaserJet printing devices without downloading separate, product-specific drivers.

New line-up of imaging and printing devices to drive enterprise efficiency-

HP also introduced new printing devices and supplies to better assist customers in saving time and money and to increase efficiencies for enterprise and mid-sized businesses through printing and scanning devices. The new offerings include HP LaserJet mono, color single and multifunction (MFP) devices and an HP Scanjet.

* The HP Color LaserJet CM3530 MFP(3) is HP’s first legal-sized desktop Color LaserJet MFP that offers high performance in a space-saving, compact design. Fully equipped for seamless integration into a network environment, the user-friendly MFP has full document management and workflow capabilities, allowing for increased productivity within small work teams. The HP Color LaserJet CM3530 MFP and HP Color LaserJet CP3520 printer series come with HP’s improved HP ColorSphere toner, which helps customers produce professional-looking documents, marketing collateral and business-quality photos with consistent, true-to-life colors.

* HP Color LaserJet CP3520 Printer Series(4) is reliable for the general office and cost-effectively prints eye-catching color business communications and marketing collateral. Making color devices more affordable than ever, this series offers monochrome printing for the same cost per page as in-class monochrome laser printers(5).

* The compact HP LaserJet P2050 Printer Series(6) helps boost small work team productivity in enterprise and small to mid-size business environments with fast printing in black and white.

* The HP LaserJet P2030 Printer Series(7) offers fast black print speeds with flexible connectivity options and can produce a broad range of crisp business documents quickly using HP Instant-on Technology(8).

* In addition, HP expanded its document capture portfolio by introducing the HP Scanjet N6310 Document Flatbed Scanner(9). This versatile device can capture a variety of documents – including legal-size documents, business cards, photos and transparencies – at simplex speeds of up to 15 pages per minute (ppm). This easy-to-use scanner is ideal for businesses that need to digitize several types of office documents. The HP Scanjet N6310 also features powerful and intuitive software, effortlessly creating high-quality digitized files for archiving or sharing directly via email, and offers a simple task-based interface with dedicated one-touch scan and copy buttons to increase productivity.

About HP

HP, the world’s largest technology company, provides printing and personal computing products and IT services, software and solutions that simplify the technology experience for consumers and businesses. HP completed its acquisition of EDS on Aug. 26, 2008. More information about HP (NYSE:HPQ) is available at http://www.hp.com/.

(1) Refers to companies with employee sizes from 500+ onwards.

(2) Source: IDC Asia/Pacific Hardcopy Peripherals Tracker, 2Q2008.

(3) Products are available via contractual basis and may vary by markets in the region. Please contact the local HP representative or HP Approved Channel Partner for specific country pricing.

(4) Available in Asia Pacific with street prices ranging from US$599-US$1,299. Actual price and availability may vary by markets in region.

(5) Compared to HP LaserJet P3005 Printer series, using the HP Q7551X Black Print Cartridge. Yields established using ISO/IEC test standards. Actual yields and costs vary considerably depending on images printed, number of color pages printed and other factors.

(6) Available in Asia Pacific with street prices ranging from US$299-US$549. Actual price and availability may vary by markets in region.

(7) Expected to be available in January 2009 for purchase in Asia Pacific with street prices ranging from US$199-US$249. Actual price and availability may vary by markets in region.

(8) Instant-on Technology uses cutting-edge fuser technology to produce the first page faster when a printer is coming out of low power mode so print jobs are done sooner. An InfoTrends study shows the typical office print job is three to five pages long: www.infotrends.com/public/Content/Presentations/officeprinteruse.pdf. Time to Completion of a typical office print job tested on HP and select competing products. Actual results may vary.

(9) Available in Asia Pacific with street price of US$499. Actual price and availability may vary by markets in region.

© 2008 Hewlett-Packard Development Company, L.P. The information contained herein is subject to change without notice. The only warranties for HP products and services are set forth in the express warranty statements accompanying such products and services. Nothing herein should be construed as constituting an additional warranty. HP shall not be liable for technical or editorial errors or omissions contained herein.

HP Edgeline One Year Later - From SViP to OPS

The new HP, ex-Xerox technician with 19 years experience and the seasoned selling professional stand shoulder to shoulder staring down at the color, VGA, user panel. Each with the same thought, but neither wanting to say it out loud. The machine before them represents years of research and nearly 1 billion dollars in development costs.

Finally, and predictably, the sales executive turns to the technician and says, "You know what? This ain't a copier."

Since it's release in April of 2007, HP's CM8050/60 has slowly started making waves - however, the seas of the Copier Industry are at 20 feet swells. So much attention given to mergers and acquisitions and financial bail outs that any "ripple" contributed by Edgeline is lost.

To be fair, HPs goals were overly aggressive. To be brutal, HP underestimated their position in the market and the influence of all those perennially content, HP-Centric, Information Technology Directors. And to be just down right nasty, HP didn't survey the selling environment of the everyday copier transaction.

Just because your the biggest, and you product design is based on solid, real world data and you put your pretty, blue logo on it, doesn't mean customers will automatically buy it - There is no "Field of Dreams".

Into the Belly of The Beast - Copier Sales

Have you ever met anyone who likes their copier sales person?

Say what you like, the copier sales person is one of the most tenacious and stubborn persons in the world. He will maneuver, tact, approach and re-approach until the deal is his or the water is so murky his competition is spitting mud for 36 months.

It's a tough racket. And I do mean racket.

• The copier folks know how to position cost per copy
• They know how to sell not only the benefits of leasing but also the benefits of PURCHASING.
• Thirty six, 48 or 60 months all can have benefits
  
• "Spifs", promos, discounts, end of month, end of quarter, end of year pricing - file under mundane
  
• Leasing, FMV, dollar out, 1-3 month deferred, extra points - yawn
  
• Bundled service agreements or separate? Average Up time, no problem. Mean time between failure; machine to technician ratios; Response times vs resolution time, in our sleep

That's the copier world.

A world of ever changing product, hundreds of models, thousands of sales people and millions of pre-trained, indoctrinated customers.

What's the IT Service Provider world?

Words from the HP/IT service provider channel - "I can get you the best price,because I have already registered you (with HP/CISCO/manufacture de jour) ..how many do you need and would you like delivery on Friday or Monday?..."

Some of the statements heard "around the water cooler" and at various seminars, conferences, etc.:

• Leasing - "...don't you just divide the sale price by the number of months...?"
• ost Per Copy - "...explain to me how this works, again...? We DON'T invoice them for toner?...but isn't that how we make our margin, on toner?..."
• Billing- "...wait, our clients are going to receive TWO invoices from us each month? and we bill for "clicks"...what the heck is a "click"??!!"
• "Meter Reads - "... how do we know how much to bill them?..."
• 
  "Service Response Time - "...one hour!?...and four hours on site!...that's impossible. Nobody can do that, nobody..."
• Total Cost of Ownership - "...there is more than just price? What do you mean, "distributed labor rate and cost per square foot...?"
• Margin - "32 points!!! I don't treat my customers like that, they won't pay over 7%, max."
• Misc. - "...what in the world is a MIL?"

From the copier dealer to the MFP manufacturer -

• "your price is too high on supplies..."
  
• "why don't you have 3-hole punch?"
  
• "your price is too high..."
• "why is it so difficult to get a "front end" discount structure"
• "what do you mean, "explain to me how leasing works?"
• "what do you mean, 'explain to me how CPC works?'"
  
• "your machine doesn't have job build?"

So What?-

In one of my entries, I mention how HP is "above the Fray...". They chose not to purchase IKON and chose to march to a different drum. This I still believe, but it may be more akin to "tunnel vision" than Global Vision.

No matter how narrow or focused the vision, it still includes Edgeline and for years to come. For all the great technology, we are still simply talking about a device that puts "marks on paper" - no magic. In an universal sense, devices in this space, put marks on paper. They are all the same.

So, one year into this odyssey, a year that started off focusing on the machine, ends with a whimper but still with a vision. The next year may not be as dynamic as the past, but I am sure there will be more people looking down at machines and saying, "You know what? This ain't a copier- it's more."

"You can go your own way. Go your own way. You an call it Another lonely day...Go your own way"- Fleetwood Mac

- Edgeline -

December 7, 1941

Photizo Group Sponsoring New MPS Leadership Awards to Recognize MPS Excellence

Press Release - article to follow at a later date -

Lexington, KY (PRWEB) December 5, 2008 --

For the first time, outstanding MPS innovators will be formally honored with new awards dedicated to excellence in Managed Print Services (MPS). The MPS Leadership Awards were developed to recognize organizations demonstrating leadership in implementing, providing or supporting MPS projects. The MPS Leadership Awards will be presented at the first annual MPS Conference April 26-28 in San Antonio Texas.


"The objective is to showcase MPS excellence and raise awareness about successful MPS programs and their benefits. MPS is gaining strength as an innovative, cost-effective approach to managing business resources, and the total MPS Market in North America and Western Europe will be a $26.7 billion business by 2012. As more companies and vendors adopt the MPS model, it's important to recognize their accomplishments in this increasingly important segment," said Ed Crowley, founder and president of the Photizo Group.

Nominations are now being accepted for the MPS Leadership Awards. The competition is open to any company or vendor involved in the MPS market. Firms of all sizes utilize MPS services, making the award nominations attractive across a broad spectrum of businesses. "In fact, 56 percent of MPS engagements are with companies with less than 1,000 employees," Crowley noted.

Awards will be presented in three categories:

* Corporate MPS Implementation -- Organizations that have implemented an MPS program and use an external vendor to manage the hardcopy device fleet

* MPS Vendor -- Dealers or manufacturers that provide MPS services directly to corporate customers

* MPS Infrastructure Provider -- Manufacturers, software firms and service companies that enable MPS engagements through technology, training, or service

The independent judging panel represents a broad cross spectrum of the industry. Panel members are Ken Stewart (Sharp Business Systems), Greg VanDeWalker (Great America Leasing), Greg Walters (SigmaNet), Kiran Sanghi (IT Executive), Gunnar Lundgren (former HP executive), and panel chairman, Doug Johnson, (former Print Inc. executive, RedSage Consulting).

Award criteria are based on a 50-point rating of MPS best practices and business benefits such as significant cost savings, productivity gains, or other improvements. The Photizo Group is sponsoring the MPS Leadership awards program, including administrative and webinar services to support the judging panel.

Anyone wishing to make a nomination should first complete an MPS Leadership nomination form and submit it to Doug Johnson, MPS Leadership Award Selection Panel Chairman (djohnson @ redsageconsulting.com).

Forms are available at www.managed-print-services.com/MPS-leadership.htm. All nominations are due by March 1, 2009. After completing a nomination form, a complete application form will be sent to the nominated company. Winners will receive free registration for the MPS Conference.

HP Reportedly Freezes Salaries - Pays for Performance

According to reports, HP dispatched the news in an email communique.

Bloomberg and the San Francisco Business Times report that HP is freezing salaries.

"We believe it is prudent and responsible to reduce costs where possible, including travel and event related expenses," said a company spokesman.

"That said, we remain committed to the principle of 'paying for performance'" She added. "High-performing employees will be rewarded and competitively compensated."

According to Bloomberg, HP will only hire workers for “revenue-generating positions,” reduce spending and limit travel to customer-related activities, all contained in an e-mail acquired by the news company.

Year end bonuses are still in play - and according to Silicon Valley/San Jose Business Journal, "The freeze will not apply in countries where they are illegal."

Predictable reaction around the net has been negative. One comment from Colombian.com

"...This is nothing more than a short-sighted effort to prop up corporate profits in a race to the economic bottom. It is a cycle that is not sustainable. It's economically better in the long run to have no profits and remain stable than to short your employees..." - Craig Williams : 12/6/08 7:42am---

Free Photizo Group Webinar Examines Managed Print Services Outlook in Current Economic Environment

It's just an hour - that's all, one hour.

I have attended more Webinars and GoToMeetings over the past 6 months than ever before - it's no wonder.

And I rarely recommend these kind of meetings - but - the Photizo Group is holding a Webinar on the 11th and I do recommend this to all in the industry.

From the Press Release:

"Webinar attendees will learn why a bad economy may actually be good for MPS, according to Crowley. "This special session will offer a timely look at a critical topic for vendors and users of hardcopy devices.

By 2012, MPS will be a $26.7B business and will account for 35 percent of the total imaging market.

It's something we can't afford to ignore, especially in unsettled economic times like these. As the leading research and consulting firm tracking the MPS market, we believe it is important to clearly communicate how this market is changing, and why changes in the global business environment will fundamentally shape the MPS market over the next few years."

The stat is not puffery; 35 percent of the total imaging market will be MPS in 3 short years.

Why do I recommend this webinar specifically?

I have been following the Photizo group since last spring, and I am involved in some projects with these folks(full disclosure). They know what they are talking about when it comes to MPS, they come out of the industry and out of the trenches and have a keen insight on events to occur over the horizon.

If you work at IKON, Toshiba, Konica Manolta, CBS, RBS or any of the independent dealers; if you sell hardware alone- this hour is for you.

If you provide software and hardware bundled with CPC and MPS engagements - this is an hour meant for you.

If you cold call SMB on shoe leather or develop VITO letters and emails - this hour is for you.

It's only an hour - and yes, nobody on the line is authorized to purchase anything from you, but chalk it up to self improvement, industry awareness and enhancing the single most important six inches in your world.


For more information and to register for the free webinar, visit https://www2.gotomeeting.com/register/735057407.

Virgin Atlantic Selects EDS, an HP Company for Next-Generation Airline Reservation System

News Release :

EDS, an HP company, and Virgin Atlantic Airways today announced they have signed a new information technology (IT) services agreement that extends the companies’ 25-year relationship.

EDS has provided IT services for Virgin Atlantic since its inaugural flight in 1984.

New to this five-year agreement, EDS will provide the next generation of its airline reservations solution, EDS Reservation Services, a part of EDS’ Transportation Applications that EDS hosts and maintains on behalf of its clients. New features included in the solution are Electronic Miscellaneous Documents (EMD), which allow Virgin Atlantic employees to electronically capture and account for ancillary sales, and Ticket Re-issue and Refund (TRR) software that automates a formerly labor-intensive function and improves customer service.

“We are impressed with EDS’ vision for their new reservations platform and how this will enable Virgin Atlantic to exploit a service-oriented architecture (SOA) to provide improved customer services, greater agility and lower costs,” said Mike Cope, IT director at Virgin Atlantic. “This builds on our long-standing partnership with EDS during which time Virgin Atlantic has grown to become Britain’s second-largest airline serving the world’s major cities.”

Also new to the agreement, EDS will use its airline service-oriented architecture (AirlineSOA) that connects software and systems to better integrate Virgin Atlantic’s operations and help meet the airline’s unique market needs. Each of these new functionalities helps Virgin Atlantic lower core reservations services costs and add new revenue opportunities.

EDS will continue to provide passenger-processing services that include applications development and hosting of EDS Reservation Services, which handles approximately 6 million revenue passengers boarded annually for Virgin Atlantic.

“We have built a strong relationship and mutual trust with the Virgin Atlantic team over the last 25 years,” said Jim Dullum, vice president of Global Transportation Industry at EDS, an HP company. “Taking advantage of EDS’ latest technology, software development and delivery expertise and industry knowledge creates the right mix of IT innovation to support Virgin Atlantic’s continued success.”

EDS Agility Alliance partner Microsoft will provide select tools, software and resources to EDS in support of Virgin Atlantic. Together, EDS and its Agility Alliance partners collaborate to design, build and run a market-leading services platform and develop technology-based services to deliver tangible client results. EDS Agility Alliance partners include Cisco, EMC, Microsoft, Oracle, SAP, Sun Microsystems and Xerox.

As a leading transportation IT services provider, EDS’ end-to-end capabilities encompass air carriers, airports, cruise lines, logistics and modal providers, hotel companies and major reservations networks. EDS brings world-class technology solutions and infrastructure to help transportation and travel-related clients sustain competitive advantage in a highly dynamic global market.

The Future of Paper? - Magic Paper

Last month I wrote about "Magic Paper"

I found this as an update - very cool video.


Click to email me.

Managed Print Services as a Marketing Tool to Place More Gear ?

A Managed Print Services program will reduce the Machines In Field - or it isn't Managed

MIF represents the lifeblood of the copier (dealer) business model; the volume and associated service charges generated by MIF is a monthly, recurring revenue. Increasing this revenue usually means adding to the Machines In Field - this also benefits the manufacturer.

So, as an IKON or CBS or RBS, employee, you know how important MIF is and will do most anything to maintain as well as increase the number.

Additionally, MIF is used to build the compensation base- if you can look forward to re-signing your upcoming, lease expiring, MIF, you can usually expect to make a certain amount of commission.

This model has been in place for decades and has served both dealers and manufacturers well.

But could change be in the wind?

During the past twelve months, we have witnessed the merger of a manufacturer and dealer in our industry. Manufacturers now own the channel to their customers. And today, with the economy "worse than ever before, in the history of the universe..." (gag, get over it) every sales rep is "under the gun" to live and die in 30-day cycles - month after month after month after month...how's that working for you?

The Collision -

Customers are smarter, focusing on cost controls, and demanding more visibility, and accountability - Copier manufacturers' margins are shrinking, and the pressure is on to place more units via any and every technique available.

Rob Sethre, over at Imaging Industry Wall Street Insider mentions, "...MPS provides focus, transparency, and accountability where (to the great benefit of the imaging companies) they were missing in the past. Companies will now identify and control print volumes and, most importantly, restructure their printing environments..."

"to the great benefit of the imaging companies...they(focus, transparency and accountability) were missing in the past..."

The last thing a copier vendor or old-school copier salesperson wants is for his customer to know the truth, monthly CPC.(lease payment+service + overages/number of images printed)

Studies have shown, again and again, the majority of customers purchase copy machines with specifications well over their actual needs. Indeed, my own fleet surveys, although not scientific, do reveal an average monthly volume of 2,800 images over 1,100 machines.

I use to be surprised but now I simply predict this before the survey - I love to see the doubt/fear fleet across the Facility Manager's face- but that's just me.

It is an observed fact that customers are being oversold by the copier folks - not all the time but most of the time. And the collision is between smarter clients and old-school, equipment-based selling techniques.

More specifically, the clash is between the benefits of a real Managed Print Service Engagement and the wants and needs of the copier manufacturer to move product.

MPS trumps uninformed equipment placement.

Exactly how does this figure into MPS? We can be heroes.

Once an MPS engagement is implemented, the goal is to reduce the costs associated with output - one facet of this approach is reducing the number of machines in the field.

For those of you in a big dealer channel that may now be just a really big manufacturer's distribution chain, when you implement a Managed Print Services program, how easy is it going to be to tell your Sales Manager, "...great news, out at ABC company, we managed to reduce their fleet by 17%, removing 24 copiers!..."?

Here's the worst - some in the industry, may consider MPS as a marketing technique. Just another method supporting more hardware. MPS could be just another "talk track" to get in front of the "decision maker" and sell more gear - not solve more problems.

Think I am wrong? Consider this - why have all business equipment providers embraced "Solutions"? Canon, Konica Minolta, IKON, and Ricoh, all have "solutions" in their quiver of sales blurbs; right next to "first copy out speed" and "scan once, print many". Ready to be hurled at some unsuspecting target/SMB owner.

Why? The end goal of all this Solution Selling has been and always will be - to move more gear and capture more clicks.

For example, when ABC manufacturing company wants to file and retrieve its production manuals and change orders, one can simply recommend "five of my Canon 5185i's" as an "On Ramp" to your digital archiving system. This is an easy sale - add a 3-hole punch, an 11x17 paper tray, and a booklet maker and your client is good to go.

If you're one of the remaining, independent dealers out there, you can survive and even thrive on a service-based revenue model and maybe even a consultative-based model. But, if you are a manufacturer of machines, everything you do is strategically aligned with your number one goal - moving machines out the door. Period.

By the way, how many independent dealers are left? 2? 3?

Embracing the MPS model isn't about a new market niche, or attacking a segment of up till now unreachable opportunity. Real MPS is not about upgrading old hardware at a lower lease payment(although plenty of copier salespeople and purchasing managers may think so). True MPS is about solving real, everyday problems and saving honest-to-goodness money, cash, greenbacks, yen, lettuce...you get the picture.

We can be heroes-

The amount any company can save on printing could save somebody's job - keeping a family fed and happy.

That's all, just someone's job, not enough savings to support a junket to Laguna Beach or Orlando.

Where's my cape?


Click to email me.

Xerox, and What Mulcahy Thinks About Ricoh, Ikon and VARs

"Times have changed, and there's no question there's more opportunity to be won," - Mulcahy.

Xerox Seeks To Reassure Investors - And Channel Partners - Amid Restructuring

By Chad Berndtson, ChannelWeb
3:52 PM EST Mon. Nov. 24, 2008

The article is a great read, I recommend it.

Here is a summary of the interview, with commentary:

Mulcahy regarding Xerox VARs

"We've seen some pressure [on VARs] trying to keep inventories strong and managing cash -- they're worried about their customers the same as everyone else. But overall, we've seen a good robustness in terms of equipment sales."

The Xerox VARs are still holding firm. - GW

On conflict over the Global deal:

"We have been surprised and delighted that it has not been the case to the degree we thought it might be at the beginning," Peacock said when asked about overlap between Xerox's reseller channel and the Global Imaging Systems side. "We've tried to [reassure] that in this situation, one plus one plus one needs to equal four. This is all about getting Xerox in front of more buying decisions and making sure the customer can get in front of Xerox."

- Understood. - GW

On Xerox reducing R&D resources from 5 percent in 2008 to 4 percent in 2007, and if that meant the company was "giving up on innovation:"

"Absolutely not," she said. "That includes almost nothing upstream in research. If anything, it's the next stage of productivity. We believe we're not sacrificing anything but capturing efficiencies due to the maturity of the business."

- In one of my older posts (The Death of Xerography) I talked about Xerox eliminating R&D in photocopiers. Xerox does not commit any dollars to the future of photocopiers and as Mulcahy states , they are reducing resources to general R&D by one point.

It seems the "propeller-heads", no offense, of PARC are concentrating on Nano-Spring Arrays - and Magic Paper not the ball-mouse. - GW

On Xerox's green strategy:

"[Customers] care. We are literally being asked to present the impact on carbon footprints," Mulcahy said. "There's an environmental impact and also happens to have a great impact in terms of reduction of waste."

Maybe Xerox should refer all those asking about "carbon footprints" over to the HP site. I doubt it. - GW

On cancellations:

"We're seeing nothing materially different. We do think there's a higher hurdle rate for decisions -- more due diligence, the explicitness of ROI. But we've been seeing that for a while, that's nothing new," she said.

Sounds like "cancellations" refers to customers canceling orders or engagements. I like the phrase "higher hurdle rate" - but really, when haven't ROI or due diligence been factors? -GW

On the continued push into SMB markets:

"Five years ago, we would have done very little on the SMB product portfolio," Mulcahy said. "Last year, 18 products were focused on SMB. The fact that we had so little business in SMB for such a long time, well, it's great to go after incremental revenues instead of substitutional revenues. 2008 has been the single biggest year for us in terms of SMB product introductions."

The Global assimilation may have factored in on this- but what in the world is "substitutional revenue"? Lease renewals? Xerox is playing is smaller deals now. - GW

On Ricoh's acquisition of Ikon and how it reshapes the marketplace where Xerox, HP, Konica Minolta and Canon all play:

"Times have changed, and there's no question there's more opportunity to be won," said Mulcahy.

"In terms of IKON, they continue to be our No. 1 competitor in every market we're in," Russell Peacock, president, North American Channels Group added, "In terms of their transition to be 100 percent Ricoh vs.Canon - and Ricoh-based, that's going to be challenging for them.

"Typically the customer who has a Canon product becomes very loyal to that product because of functionality vs. Ricoh," he continued. For them to retain that customer is going to be a challenge. It'll be disruptive. In terms of ourselves, we compete with them every day. But we bring a better solution to the table than they do. Let's stay focused and not get preoccupied with other things, because when you do that you get distracted from what makes you great."

Good point. Focus. And just like everybody else, focus on IKON Canon accounts - the blood will be in the water for the next year at least.

Summary -

Xerox is in a good position. They are reducing costs, and extending more into new markets(SMB)plus moving gear.

Xerox is committed to it's VARs.

Looks like the IKON/Ricoh conglomeration represents more opportunity than worry.

Green is everywhere and the decision process is getting more challenging.

New toner, solid ink, and SMB market - the new Xerox.

Toshiba- E-Bridge Fleet Management System

It's all about the M.I.B. No, not Men In Black

Toshiba announced the availability of their new fleet management tool, EBFMS, yesterday.

At first glance, the reports about the system are favorable, but it seems detailed information regarding toner, service etc. are currently reserved for Toshiba gear - with some limited visibility into non-Toshiba units.

I "lifted" this off the Office Product News site which is a post by Corey Smith, from a BLI report at the 2008 Toshiba dealer show, back in March-

"...for larger settings, Toshiba will soon offer its e-BRIDGE Fleet Management System (eFMS), giving administrators the power of centralized monitoring while users benefit from improved availability of devices.

Key operators receive automatic first-tier alerting, while second-tier alerting is available to service organizations. Anybody with administrative access to the utility can clone settings and view meter reads. Via eFMS, administrators can assign costs to specific departments, as well as review device usage and consumables status. Dealers can use the utility to create cost and device streamlining proposals. eFMS can manage other brands’ devices, but only in a limited fashion.

This solution is still under development but should be available in late summer..."


In the beginning there was only WebJet Admin, then a slew of "newcomers" - @Remote,PrintAudit, PrintSolv, PrinteRx, rXpress, etc. and now EBFMS.


In the end, all these tools are beneficial in promoting control of the fleet and transparency of the real costs of printing - knowing how bad it is more than half the battle.

"Managed Print" from Kyocera - Free Prints - In the UK

Kyocera is bundling toner and service into a "package"

Print and Copy for Free with Kyocera, from the Computer Weekly, here.





18 November 2008

Free KYOprint packs available with new managed print service -

Leading document imaging specialist Kyocera is offering free KYOprint packs for a limited time only to customers of its new managed print service. The first KYOprint pack is free when you purchase a Kyocera printer or multifunctional product within the managed service range, which could mean up to 100,000 free prints on both mono and colour packs, depending on the machine purchased.

KYOprint Packs are a new way to buy both your copying and printing facilities from the same reseller. Instead of buying the machine and warranty cover separately and then buying consumables as and when you need them, a KYOprint Pack wraps everything up in a single, simple support guarantee including onsite maintenance and consumables.

Uniquely, there is no minimum volume agreement so users aren’t charged for pages that they don’t print. Each KYOprint Pack includes enough consumables to print a specified number of pages. If you print less than expected, your KYOprint Pack will simply last longer than expected. If you print more than expected, you won’t receive any “excess page” invoices at premium prices, you’ll just need to buy a new KYOprint Pack a little sooner. Because there is no minimum volume restriction, a KYOprint Pack gives you an incentive to reduce print volumes and minimise your environmental impact: the less you print, the longer your KYOprint Pack lasts.

KYOprint packs are available for all Kyocera printers and MFPs, personal to departmental, mono and colour and will suit small or large organisations, especially those that want all printing and copying facilities provided by a single supplier. And the managed print service includes installation and configuration, so there’s minimal impact on your IT department when a new machine is installed.

These free KYOprint packs are available until the end of December 2008 only and more information can be by calling a Kyocera specialist today on 08457 103 104 or visiting http://www.kyoceramita.co.uk/mps