Yogi Berra on Channel Strategy for The Printing Industry Part 3 — Outsourced Services Selling

The Imaging Channel

by The Imaging Channel | 02/09/2016

by Doug Johnson | 2/9/16

In this final installment of my three-partseries, I’ll cover the “second fork in the road”—the outsourced services business model.  In the last blog, I discussed the first fork in the Yogiism “When you come to a fork in the road, take it”—transactional selling.  Ubiquitous access to data and information has created near perfect knowledge in the market, accelerating the commoditization of transactional selling in our market, and businesses at each step of the value chain must align their assets and competencies to the realities of commodity selling in a flat or declining imaging and printing market.

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Canon’s Latest uniFLOW Software: Yet Another Sign of a Digital Future?

The Imaging Channel

by The Imaging Channel | 02/04/2016

by Amy Weiss | 2/4/16

On February 2, Canon U.S.A. announced the release of the latest version of its output management, device management and smart scanning solution, uniFLOW V5.4. The new version of Canon’s software offers one integrated platform for print, scan and device management, improved scanning and mobile printing, and enhanced office printing.

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Multi-Channel Marketing: What You Need to Succeed

The Imaging Channel

by The Imaging Channel | 02/02/2016

by Kevin Craine | 2/2/16

Marketing and IT professionals in all industries face a number of challenges with cross-channel marketing, the first of which is integrating customer data.  While organizations often have a wealth of data at their fingertips, studies find that many struggle to leverage that information effectively across multiple marketing channels. This lack of integration can erode organizational performance as the competitive landscape continues to evolve. Customers expect an increasingly seamless and transparent experience while the number of channels for discovery and evaluation of new products and services continue to increase.

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Predicting 2016: Some Things Never Change … Some Things Do

The Imaging Channel

by The Imaging Channel | 01/31/2016

by Martin de Martini | 1/29/16

The year 2016 is here, so naturally it is time to make some predictions about what this year will hold in store for the print and document capture industry.

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Déjà Vu: Xerox Announces Plans to Split in Two

The Imaging Channel

by The Imaging Channel | 01/29/2016

by Amy Weiss | 1/29/16

On January 29, 2016, Xerox announced its fourth quarter earnings as well as its plans for separating into two independent, publicly traded companies. Needless to say the latter, which was leaked by theWall Street Journal the night before the official announcement, somewhat eclipsed the former.

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Jim Lyons Observations: Amazon Introduces Dash Replenishment Service for Printer Supplies

The Imaging Channel

by The Imaging Channel | 01/28/2016

by Jim Lyons | 1/28/16

During mid-January this year, my attention was captured by aQuartz article titled “Amazon is selling gadgets that can order their own refills.” The story, published the same day as Amazon’sofficial announcement, features a use case based on a printer owner running out of ink at 3 a.m. when a desperate need arises to print a single page from the printer. This situation could have been avoided had the hapless user had a Brother printer registered in the Amazon Dash Replenishment program, as the printer would have preemptively taken on the job of ordering supplies soon to be in need of replacement, leading to a happy ending with that much-needed page pleasingly printed.

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Brother’s Big Laser Launch Targets the Workgroup

The Imaging Channel

by The Imaging Channel | 01/27/2016

by Amy Weiss | 1/27/16

On January 20, Brother International released a series of monochrome laser printers and all-in-ones for office, workgroup, and higher-volume print environments. The launch, which is a refresh of the firm’s laser product line, is said by Brother to be the largest and most in-depth in the company’s history.

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Mission Critical: Unify Sales Team Training

The Imaging Channel

by The Imaging Channel | 01/26/2016

by Aaron Dyck | 1/26/16

Nearly one in eight jobs in the U.S. are full-time sales positions, but according to a study conducted by Caliper Corporation, more than 55 percent of salespeople lack the necessary skills to be successful. Providing proper training to your sales team can help boost effectiveness as well as productivity, making it possible for you to outsell your competitors. 

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Breaking the Communication Barrier

The Imaging Channel

by The Imaging Channel | 01/22/2016

by Ericka Gordon | 1/22/16

I can see why Baby Boomers and Gen Xers wouldn’t be interested in getting to know their millennial co-workers (and vice versa). What could we possibly have in common, right? We millennials spent our weekend out on the town at concerts and trendy bars while you spent yours in a gymnasium or on a field watching your son/daughter’s sports team. But how we spent our weekends is the very least of what we have to offer each other. Once we get past the “How was your weekend?” small talk there’s an opportunity to learn some personality traits about each other that could be really beneficial to the business.

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Muratec America Enters Label Printer Market

The Imaging Channel

by The Imaging Channel | 01/20/2016

by Amy Weiss | 1/20/16

On January 15, Muratec America announced its entry into the label printer market with a series of digital presses designed for short-run, high-definition color labels. The Precision Label Series (PLS) consists of the PLS-2112 digital press and PLC-2112F digital finishing system, and the PLS-5150 digital press and PLS-5150F digital finishing system.

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Expect the Unexpected: How to Prepare for Disruptive External Events

The Imaging Channel

by The Imaging Channel | 01/18/2016

By Mark Ptakowski | 1/18/16

As 2016 begins, many of us are focused on setting up our individual pieces of the universe for success. While planning is important for every part of your business, it’s particularly critical for protecting the safety of employees and security of your business assets. According to Novitex, 43 percent of companies that have experienced a major loss of their business data without a proper recovery plan in place and never re-open, and 29 percent close within two years of an incident.  

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Being the Person Who Has What It Takes, Part 2: From the ‘What’ to the ‘How’

The Imaging Channel

by The Imaging Channel | 01/11/2016

by Brad Roderick | 1/11/16

In the last installment of this blog series we looked at “grit” or “mental toughness” as a necessity for anyone looking to be more, create more or do more than the average person.  James Clear puts it this way: “In every area of life – from your education to your work to your health – it is your amount of grit, mental toughness, and perseverance that predicts your level of success more than any other factor we can find.” According to Angela Duckworth of the University of Pennsylvania, “Our hypothesis that grit is essential to high achievement evolved during interviews with professionals in investment banking, painting, journalism, academia, medicine and law.”

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How Does Technology Affect Managed Print in 2016?

The Imaging Channel

by The Imaging Channel | 01/08/2016

by Amy Weiss | 1/8/16

One of the more interesting ways to start each year is by watching the stream of new technology that comes out of the Consumer Electronics Show (CES) in Las Vegas. Every year it takes over my RSS feed, my Twitter stream and my email, bombarding me with the latest in technology and cool gadgets that I absolutely need to make my life better.

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IT Growth in 2016

The Imaging Channel

by The Imaging Channel | 01/06/2016

by Marc Winter | 1/6/16

As we kick off 2016, IT providers are set to implement their best-laid plans to drive growth over 2015. Many have done some research into trends, aligned their businesses to mimic the competitors that they believe are successful or will just push forward with 2015 initiatives. Do you believe turning the calendar to a new year provides the opportunity to “reset” or that fulfilling the trending needs of clients is an ongoing part of your business?

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Yogi Berra on Channel Strategy for The Printing Industry Part 2 — Transactional Selling

The Imaging Channel

by The Imaging Channel | 12/28/2015

by Doug Johnson | 12/28/15

In mylast blog, I hypothesized that the printing and imaging market is bifurcating and affecting all points of the value chain.  Economic buyers in the (near) future will either buy in transactional, commodity-like ways, OR they are buying outsourced services.  The former is often done by functional-level and below decision makers while the latter is done by C-level decision makers. 

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A Millennial’s Opinion

The Imaging Channel

by The Imaging Channel | 12/21/2015

by Ericka Gordon | 12/21/15

It’s a curse and a blessing to be a millennial in the workforce. It’s a curse because no one takes you seriously. Everyone assumes you don’t know what you’re doing and even worse, that you don’t care to learn. Well, I’ve got four years of higher education that suggest otherwise. Matter of fact, as a millennial, the struggle to convince someone you’re worth hiring is enough to make you consider going back to school to learn even more. But, it’s a blessing because everyone wants to know your thoughts. No one can deny the fact that 
millennials’ opinions are relevant. If millennials’ opinions weren’t relevant, I wouldn’t have been asked to write this column. Now, I know what you’re thinking: “Here comes that sense of entitlement.” But does it count if it’s true?

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Time to Step Up Our Environmental Strategies

The Imaging Channel

by The Imaging Channel | 12/17/2015

by Steven Pearl 12/17/15

Sustainability has been a hot button with customers in the imaging industry for years, with vendors offering lower-energy-use products, utilizing safer manufacturing methods and offering environmentally responsible waste-collection programs. Of course, having to meet more stringent government requirements and certifications were critical driving factors for these improvements, but it has trickled down to our customers, who are now more sensitive than ever regarding sustainability-related issues. Well, we can all expect to step it up a notch. Now that the Global Climate Accord has been passed, it would be wise to anticipate an even greater interest and sensitivity to the environmental impact of imaging-related products and services. Basically, expect 2016 to be a watershed, sustainable year, and it would make sense to start getting ready now, before customers begin asking about issues related to reducing energy consumption and carbon dioxide emissions. 

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Jim Lyons Observations: Mopria Alliance Update and The Case for Standards

The Imaging Channel

by The Imaging Channel | 12/16/2015

by Jim Lyons | 12/16/15

As we wrap up the year, it seemed timely to check in with the Mopria Alliance, formed in 2013 to promote standards for printing from mobile devices and representing a major landmark in our industry. As I noted at the time of its founding, the alliance was truly unique in bringing together, in the beginning, four industry-leading OEMs who would more typically be slugging it out in the marketplace (Canon, HP, Samsung and Xerox) and since then gone on to gain the support of virtually every printer vendor on Earth. Some of the numbers attained in just over three years are impressive – the alliance now has 25 companies as members, with 16 brands (OEMs) with printers certified, and more than 1,000 models.

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Sharp Charts Course for the Future at National Dealer Meeting in San Antonio

The Imaging Channel

by The Imaging Channel | 12/10/2015

by Robert Palmer | 12/10/15

Sharp’s National Dealer Meeting, held December 3–6 at the JW Marriott in San Antonio, Texas, was a whirlwind of activity from beginning to end. It was an important event for Sharp given the firm’s recent financial difficulties. Despite continued strong performance from its Business Solutions group, Sharp has struggled financially while transitioning from a consumer-oriented business to that of a B2B-focused company. As a result, there has been no shortage of news, speculation, and rumor surrounding Sharp’s long-term prospects since its last dealer meeting two years ago.

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Oh By the Way, HP Inc.’s Digital Capture Launch Also Includes Two New A3s for MPS

The Imaging Channel

by The Imaging Channel | 12/10/2015

by Amy Weiss | 12/9/15

On December 3, HP Inc. announced a series of new products and solutions, including two new JetAdvantage solutions, three new scanners, and two new A3 MFPs. We have talked about the scan and capture solutions extensively over at Workflow, but for the purposes of this publication we wanted to take a closer look at what was an interesting hardware launch for the newly formed HP Inc. — the HP MFP S965dn and HP MFP S975dn.

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