Contributions and insights from leading voices in the MPS, document management and office technology industry.

The ‘New’ Xerox Sheds Its Old Skin and Is on the Offensive — Pt. 1: Financials

John McIntyre

by John McIntyre | 08/16/2017

On Aug. 1, the “new” Xerox (which looks a lot like the “old’ Xerox) announced its Q2 financial results, marking the second quarterly financial report since the company split itself in two on Jan. 1, spinning off its business process outsourcing operations into Conduent and reforming Xerox as a document print/copy and managed imaging services company.

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Fear and Opportunity: The Two Wolves of Sales

Brad Roderick

by Brad Roderick | 08/14/2017

There is a fable that goes something like this: An old Cherokee told his grandson, “My son, there is a battle between two wolves inside us all. One is Evil. It is anger, jealousy, greed, resentment, inferiority and ego. The other is Good. It is joy, peace, love, hope, humility, kindness, empathy and truth.” The boy thought about it, and asked, “Grandfather, which wolf wins?” The old man quietly replied, “The one you feed.”

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Does Business Inkjet Need Software to Get Respect?

Amy Weiss

by Amy Weiss | 08/09/2017

Nuance Communications and Seiko Epson have announced a worldwide strategic partnership that will allow Epson to provide Nuance document imaging solutions through its distributors and resellers. Partnering with Nuance isn’t something especially earth-shattering, as most major OEMs have done so — but that’s precisely what makes this so interesting. This partnership specifically applies to Epson’s inkjet MFPs — the press release noted “Epson will sell and distribute Nuance eCopy ShareScan and Equitrac Office/Express software on Epson’s innovative family of inkjet multifunction printers (MFPs) including its high-speed Workforce Enterprise WF-C20590 and LX-10000/7000 series of linehead technology for SMB and Corporate workgroups.”

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Exploring the New Buyer Journey

Michael Amiri

by Michael Amiri | 08/07/2017

Over the last few decades, the selling process for services has changed dramatically. No longer are services the add-on to a hardware sale, and no longer are they the break-fix style warranty plans either. The world has moved on from those paradigms — including the office equipment (OE) space.

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Konica Minolta Acquires Muratec

Patricia Ames and Amy Weiss

by Patricia Ames and Amy Weiss | 08/01/2017

M&A activity in the imaging channel reached a fever pitch today as news broke that Konica Minolta USA acquired Muratec America. The long march of consolidation has been in play for a while, with HP’s acquisition of Samsung representing the largest deal to date, but this latest move by Konica Minolta shows a different approach that was unexpected.

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The Upside of Investing in an Old Business

Patricia Ames

by Patricia Ames | 07/27/2017

A little while back, I attended the outstanding Executive Connection Summit hosted by MWA Intelligence — a collegial gathering of the imaging channel’s thought leaders, subject matter experts and innovators. If you missed our coverage, Amy Weiss wrote a great recap of the event here. There were several excellent panels held during the event and one in particular got me thinking. For an hour, a panel of investors and channel executives including Dan Ruhl of private equity firm Oval Partners, Patrick Adesso and Jonathan Barr from Emerge Holdings LLC (a sister company of DEX Imaging,) Steve Etter from Greyrock Capital (an investor in MWA Intelligence,) and Rick Taylor of Konica Minolta fielded questions from MWA Intelligence’s Mike Stramaglio. What came out of it was an interesting juxtaposition of perspectives and opinions from both sides of the fence.

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What is Inbound Marketing and How Can It Help You Close More Business?

Aaron Dyck

by Aaron Dyck | 07/24/2017

The sales game has changed and the buying process is vastly different than it was even a decade ago. For this reason, today’s dealers need to find new ways to create opportunities and find leads that can breathe new life into business. One way to achieve this is through inbound marketing — sharing content that drives potential customers to your website. As opposed to traditional outbound marketing techniques, like cold-calling or direct mail, inbound draws interested prospects to your business and, if done right, keeps them coming back for more.

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Moving Toward End-to-End CCM Solutions: Creating a Seamless Customer Experience with Communications is More Crucial Than Ever

Ken Bechard

by Ken Bechard | 07/10/2017

For a long time, when considering customer communications, the enterprise was calling the shots. But whether it was the impeccable customer service of giant companies like Amazon, or a more general democratization of information, consumers are more in the driver’s seat than ever before, shaping the increased demand for impeccable customer experience. If customers are unsatisfied with the service they’re receiving, it’s never been easier to check online for an alternate provider. 

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HP: Live from Palo Alto

Patricia Ames

by Patricia Ames | 07/06/2017

In mid-June, HP hosted analysts for the company’s “Power of Print” briefing at their headquarters in Palo Alto, California. In a compact day and a half, discussions touched on the company's growth ambitions in the office printing space, security, A3 and PageWide devices, and some insights on their go-to-market strategies.

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BTA Events Are Fun. Seriously

Amy Weiss

by Amy Weiss | 06/27/2017

Have you ever spoken the words “BTA meeting,” and “I laughed so hard I cried” in the same sentence? If you think I’m crazy for even asking that question, you probably weren’t at the BTA Spring Break event in Orlando earlier this year.

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Sales Lessons From a Sasquatch Hunter

Brad Roderick

by Brad Roderick | 06/19/2017

Sasquatches are, of course, real. Or they aren’t. Whether they are fact or fiction is of very little consequence to those of us who hunt for revenue each day. And yet, the study of “Bigfoot Believers” does provide insights and lessons on how to increase sales.

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The Accidental CEO

Patricia Ames

by Patricia Ames | 06/12/2017

Earlier this year at the 17th Annual EFI Worldwide Users' Conference, Jeff Jacobson made one of his first public appearances as CEO of Xerox. The inquisitive Guy Gecht, CEO of EFI, picked Jacobson’s brain about the Xerox split and the company’s future. But perhaps the most fascinating portion of the conversation was the story of Jacobson's ascension from Sun Chemical Corp’s HR office to the highest position in Xerox.

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Five Things Office Equipment Dealerships Need to Adapt for Growth

Michael Amiri

by Michael Amiri | 06/06/2017

For many office equipment dealers (OEDs) today, traditional lines of business involving hardware, toner, and paper are being augmented with managed IT and network services. The office equipment space is changing at lightning speed, and this change is constant. Over the past several years, office equipment has become part of a much larger and more complex network environment. So, what are some things your business needs to keep up and keep improving?

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Q&A With Jan De Kesel

Patricia Ames

by Patricia Ames | 05/17/2017

Jan De Kesel is managing director at eesyQ, a free mobile service portal and collaboration tool that provides a centralized ticket-communication between end users and suppliers. eesyQ is designed to change the way companies communicate and how service providers manage their service and support process. De Kesel holds several industry patents, and is an expert in office printing, imaging, and cloud- and mobile-based solutions. Since eesyQ centralizes assets and supplier management communication in a single mobile app, I wanted to get the story on how the tool can be used to facilitate service call resolution.

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Debunking the Myths: Third-Party Tests Prove ‘Quality’ and ‘Remanufactured’ are Not Mutually Exclusive

Luke Goldberg

by Luke Goldberg | 05/15/2017

Ever since the first toner cartridge was remanufactured back in the 1980s, OEMs have been disparaging the quality of aftermarket cartridges. And while in those early days they were probably right to do so, times have changed and today’s remanufactured cartridges — some of them anyway — can be a quality alternative to the OEM.

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Sustainability and New Technology Platform Highlights of Toshiba’s LEAD 2017

Patricia Ames

by Patricia Ames | 05/14/2017

If you scan the headlines for “Toshiba” you’ll find a lot of stories about money problems connected with the collapse of its Westinghouse Electric nuclear unit. In March, the company reported huge losses tallying $9.1 billion, doubling the losses reported during the preceding fiscal year. But at their end-user/dealer event, LEAD 2017, the company’s President and CEO Scott Maccabe addressed the elephant in the room. According to Maccabe, Toshiba-Tec Corp. will survive the Westinghouse Chapter 11 meltdown completely unscathed.

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Connectivity, Security, Channel Evolution: Big Themes at ECS

Amy Weiss

by Amy Weiss | 05/11/2017

Let’s get something straight right off the bat: putting on a conference is hard work. Really hard work. We’re talking blood, sweat and tears, and that’s just picking a date. Organizing a venue, putting together a lineup of speakers, ensuring attendance, managing the schedules of the speakers and attendees, coordinating various technical requirements … I could go on and on, and it’s just the tip of the iceberg. So when I start this recap off by applauding the MWA team for putting together a fifth successful Executive Connection Summit and say it was, for all intents and purposes, a flawless event that has continued to improve every year, it’s something that deserves saying.

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The Case for Making Managed IT Services a Core Line of Business

Michael Amiri

by Michael Amiri | 05/05/2017

Today, many office equipment dealers (OEDs) are standing at a crossroads. Print activity is declining and pricing is under severe competitive pressures. Like it or not, these current trends and ever-evolving technology are compelling reasons why OEDs are seeking additional revenue-generating opportunities in order to ensure continued growth. For many, managed IT services has been embraced as one of the key strategies to achieve that growth.

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Kyocera Navigates the Solutions Stream at FY18 Conference

Amy Weiss

by Amy Weiss | 05/02/2017

Kyocera Document Solutions America held its annual Business and Technology Conference April 18-20 at the Bellagio Hotel in Las Vegas. The event, which serves as the firm’s fiscal year kickoff as well as a dealer meeting, rang in FY 18 for the company and more than 1,000 dealers and vendor partners.

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B2B is Starting to Look Like B2C – Samsung’s Smart UX

Patricia Ames

by Patricia Ames | 05/01/2017

In March, Chin Yoon, VP Strategic Marketing at Samsung Electronics, took the stage at Samsung’s National Dealer Meeting. Yoon covered a lot of ground in his 25-minute long address, talking about everything from Android and millennials (and how they’re taking over) to the past, present, and future of the Smart UX platform. And at the end of his presentation, you couldn’t help but feel optimistic about the future of the platform.  

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