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

The Impact of Printing on End-to-End Security

Henning Volkmer

by Henning Volkmer | 10/05/2017

Printing processes sensitive information of some kind almost every time the printer warms up and whirs to life. Those looking to secure their organization’s environment are almost certainly familiar with the current regulation and standards buzzwords for their industry, such as PHI, PII, HIPPA and more. And now there’s the latest acronym — GDPR.

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The Two Wolves of Sales, Part 2: Which Wolf Do You Feed?

Brad Roderick

by Brad Roderick | 10/02/2017

In Part One, we considered the fable of the Two Wolves and how it applies to sales and business development. We recognized that living in the mind of the prospect are two wolves: Opportunity and Fear. We concluded that while the wolves coexist, one ultimately grows stronger… the wolf that is fed.

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The Raiders, Copiers, Vegas and Ray Morgan

Patricia Ames

by Patricia Ames | 09/28/2017

 
Believe it or not, these items have a lot in common. On September 21, Ray Morgan held the grand opening of their new Las Vegas location, complete with food, drink, gift baskets, demos, virtual assistants and Raiders football players. Big shout out to Chris Scarff of Ray Morgan corporate and Todd Gniewek from the Las Vegas branch for giving The Imaging Channel such a warm welcome.

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Irma, Homicidal Rabbits and the Paperless Office

Amy Weiss

by Amy Weiss | 09/28/2017

I'll be honest — I’m writing this blog a little bit as a form of catharsis, so bear with me. It’s been a little over two weeks since Hurricane Irma plowed through Florida. As a nearly lifelong resident of Central Florida, I’ve experienced my share of hurricanes and, like many others across the state, will tell you Irma was like nothing I’ve ever experienced. When Andrew was pummeling South Florida in 1992, it was a sunny day in Orlando – Andrew was a small if powerful storm. Irma was huge. She made landfall more than 200 miles southwest of my home, and we felt it — pounding rain, pummeling winds, dozens upon dozens of the tornadoes common to the northeast side of a hurricane. And we saw it, in the form of pools of water in every room on the side of the house where those driving winds and rain hit the hardest. My moment of true panic came when I saw those pools of water surrounding my bookcases.

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The Importance of Social Responsibility

Dan Strull

by Dan Strull | 09/26/2017

Loyalty. A loaded word for any leader, creating a culture of loyalty from both the customer AND the employee should be a priority. In my personal experience, this concept is especially important in the office technology industry.

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Five Tips for Maximizing Efficiency With Digital Documents With OCR and PDR Software

Slavena Hristova

by Slavena Hristova | 09/18/2017

The most common business functions where going paperless has improved productivity includes legal, accounts payable, logistics, human resources onboarding, customer loyalty programs, mortgage origination and records management — anywhere mundane and information intensive processes exist.  Organizations have also gone paperless to compare documents on the PC instead of printing and manually comparing documents line by line. According to a recent AIIM survey, these areas have decreased paper volume by as much as 63 percent, yet whether documents were scanned to digital or born digital, digital documents still present challenges in managing content and transforming data into business value. Following are ways organizations can maximize efficiency with their digital documents.

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PRINT 17: A Photo Roundup

The Imaging Channel

by The Imaging Channel | 09/14/2017

PRINT 17 took place Sept. 10-14 at McCormick Place in Chicago. The event's theme is "Grow Your Business," and nearly 500 vendors gathered together to do just that. Printing Impressions described these vendors as "a panorama of printing’s transformation from a machine-age analog process into a digitally enabled medium with new reach and relevance in an omnichannel world." 

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CompTIA ChannelCon 2017 Roundup

Patricia Ames

by Patricia Ames | 09/05/2017

Solutions providers, IT professionals, vendors, and distributors withstood the 100-degree temperatures to converge on the JW Marriott in Austin, Texas, for CompTIA’s ChannelCon 2017, the association's annual meeting of IT professionals, solutions providers, and vendors and distributors. The three-day event, which ran from July 31 to Aug. 2, featured a number of lectures, networking events and a vendor fair. BPO Media proudly sponsors this event every year and this year was no exception.

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Analyst Corner: HP Q3 - Printers Largely Holding Their Own

John McIntyre

by John McIntyre | 08/31/2017

Printer and PC giant HP Inc. reported its Q3 financials August 23 and there was mostly good news to announce. Our reading of the tea leaves indicates that PCs are gaining ground and printers are largely holding their own, although it is a little more complex than that.      

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Information Security — Protect Your Organization from Phishing, Whaling and More

Kevin Kern

by Kevin Kern | 08/30/2017

Information security - the elephant in the room for many companies, is a constant concern, especially when it comes to securing printer infrastructure. With threats of hacks, cyber attacks, ransomware and more plaguing the media day after day, and a host of technology providers launching advertisements on imminent risks, it’s no wonder people are concerned.

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It’s Not Just About the Money

Patricia Ames

by Patricia Ames | 08/28/2017

We are all privileged to work in an industry that has made charitable giving a priority and a core feature of who we are and what our companies are about. It’s such a key part of the fabric of this channel that it is unique and makes this industry stand out. There are hundreds and perhaps thousands of examples of individual and collective efforts throughout the year that underscore the commitment to helping others, contributing to efforts to cure diseases, clean our rivers, support our military, aid and comfort the sick, and support our communities in need, including those currently impacted by Hurricane Harvey.

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The ‘New’ Xerox Sheds Its Old Skin and Is on the Offensive — Pt. 2: Channel Position

John McIntyre

by John McIntyre | 08/23/2017

In Part 1 of this article we looked at the financial performance of the “new” Xerox following its Q2 financial results, which marked the second quarterly financial report since the company split itself in two on Jan. 1. The company explains it expects to see overall revenue improvement build toward the end of Q3, noting that it laid out a strategy at its most recent investor conference to weight its revenues over time to the growth areas of the market. But growing share in the channel is easier said than done. 

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A Conversation Around Security

Eric Stavola

by Eric Stavola | 08/21/2017

In almost all my daily conversations with clients, the topics of security or mitigating risk seem to be at the forefront of their minds. Companies and individuals seem to be a daily target, and why not? If you look at today’s trends it’s easy to understand the motivation of the criminal and the vulnerability of the company or individual.

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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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