Features

Independent editorial coverage on the latest hot topics in the imaging channel.

Business Inkjet – An Office Solution Ready for Growth

The Imaging Channel

by The Imaging Channel | 12/03/2017

epsonby Larry Trevarthen, Epson America

The office printer market is just over 30 years old, so it is ready for a fundamental evolution. As with every industry, there is a moment when the forces that fueled its initial growth give way to technologies and business models that drive future developments. Automobiles, televisions and personal computers have all seen growth as they evolved to hybrids, high-definition displays and tablets, respectively. In each of these cases, the new technologies better met the changing needs of users while also providing new revenue growth for resellers and dealers.

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Recruiting is the New Marketing: Using Inbound for Hiring

The Imaging Channel

by The Imaging Channel | 12/03/2017

AttractEmployeesby Aaron Dyck, Clover Imaging Group

Remember looking for a job by scouring the classified ads in the local newspaper, calling the number listed in the ad, then following instructions regarding mailing in a resume or coming into the office in person to fill out an application? If that is how you landed your last job, then congratulations — you’ve been employed a very long time.

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You’re Already a BPI Consultant, You Just Didn’t Know It

The Imaging Channel

by The Imaging Channel | 12/03/2017

KyoceraFive Reasons Office Technology Dealers Can Profit From BPI Mania
by Danielle Wolowitz, Kyocera Document Solutions America

Business process improvement or BPI, is hot – in the press, in boardrooms, on the websites of your competitors. BPI is powerful – it drives productivity and transforms businesses. BPI is an opportunity – for you and every dealer or reseller of office technology.

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Three Ideas to Help You Sell More in 2018

The Imaging Channel

by The Imaging Channel | 12/03/2017

digitechby Christina Robbins, Digitech

As 2017 comes to a close, what are you planning to grow your revenues in 2018? How can your business stand out in a crowded landscape of hardware dealers and imaging VARs? What do you offer that is unique?

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5G: The Next Big Change

The Imaging Channel

by The Imaging Channel | 12/03/2017

5Gby Ed McLaughlin, Innovolt

Have you ever made the statement “If I knew then what I know now, I would have … .”?  I know I have, and each time I was regretting not seeing changes that would impact something that would have altered the success of a situation.

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Speakeasy: ‘Being Totally Committed Makes All the Difference’: Q&A with Rick Taylor, President and CEO, Konica Minolta Business Solutions USA

The Imaging Channel

by The Imaging Channel | 12/03/2017

Rick Taylor 2017by Patricia Ames, The Imaging Channel

Konica Minolta Business Solutions USA has been on quite a tear, acquiring a slew of technology companies as well as dealerships and launching their new Workplace Hub in Berlin last spring. That whirlwind continues and Rick Taylor, CEO and president, takes some time to talk to us about the power of conviction and the challenges of digital transformation. Join me in the SpeakEasy.

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High-Value Opportunities in the Evolving Channel

The Imaging Channel

by The Imaging Channel | 12/03/2017

efiby Frank Mallozzi, EFI

We’re living in the most disruptive era in the history of the document imaging industry. We frequently hear that digital alternatives have all but replaced the need for paper (but who are we kidding? Paper is not going anywhere anytime soon). However, ECM, business process automation, the cloud, the edge, smartphones and tablets, robotic process automation, AI, big data and analytics platforms, and just about any other trendy technology you can think of have completely transformed the way your customers do business. And whatever affects them also affects you. 

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Digitization Means Different Things to Different People

The Imaging Channel

by The Imaging Channel | 10/03/2017

equorumby Scott Brandt, eQuorum

The digital transformation is on and it is affecting everyone. For some industries, it has created total disruption (can you say Blockbuster and Kodak?) For others it has been an irritant. But it is gaining momentum. Yet a McKinsey study showed that, on average, industries are currently less than 40 percent digitized. As the digital wave is at least a decade or more old, this is somewhat surprising. Some industries, like automotive, are less than 32 percent digitized. Trying to put percentages on this transition, however, is difficult and made harder in terms of how we define digitization and what areas of a company we are focusing on. 

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Taming the Paper Tiger

The Imaging Channel

by The Imaging Channel | 10/03/2017

PanasonicPanasonic System Communications Company of North America

Each year the world produces more than 300 million tons of paper. According to the U.S. Environmental Protection Agency, printing and writing papers typically found in a school or office environment, such as copier paper, computer printouts and notepads, comprise the largest category of paper product consumption.1

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Is the Paperless Office Coming?

The Imaging Channel

by The Imaging Channel | 10/03/2017

Orcuttby Bruce Orcutt, ABBYY

In 1975, Business Week magazine published an article about the “Office of the Future” in which they made an early prediction for the paperless office. When I entered this industry in 2000, all industry analysts focused on the fact that paper was dead. Document imaging would be a declining business and soon all business and personal content would be digitally born and digitally managed. While that was a great vision, the reality is that the transformation happened much slower than predicted and, frankly, is still nowhere near the overall vision of zero paper on an employee’s desk.

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The Three Phases of ‘Paperlessness’

The Imaging Channel

by The Imaging Channel | 10/03/2017

elickerby Lance Elicker, Van Ausdall & Farrar

Chances are you have heard the term “the paperless office” — if not by reading this magazine,  by working at a company that has attempted to go paperless, or by seeing the term on TV or social media. Before discussing the value of the paperless office, however, it is important to understand what the paperless office is. In my opinion, it is more of a concept or philosophy rather than something that can be bought and procured. I realize some of you reading this are going to disagree with me, but at least hear me out. What does it mean to be paperless? What is the value of being paperless? How can going paperless work against a company? What does it mean to be paperless? 

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The Paperless Office Has Arrived! (It’s in the lobby with the Tooth Fairy and the Easter Bunny)

The Imaging Channel

by The Imaging Channel | 10/03/2017

Canonby Dennis Amorosano, Canon U.S.A

Oh the paperless office. I can remember hearing about the promise of the paperless office when I joined the office equipment industry about 25 years ago. At the time, having such little experience, I wondered if I had made a wise choice, particularly since I had left an industry which held, at least, some role in lessening the need for paper.

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The Journey to Digitization Starts With the User Interface

The Imaging Channel

by The Imaging Channel | 10/03/2017

Samsungby Eddie Castillo, Samsung Electronics America

Despite what “The Office’s” Michael Scott would tell you, a lot of “real business” isn’t done on paper. Some of it isn’t even done by humans anymore. I think that now and in the future (especially in the future), the world looks a lot like the paperless vision that Frederick W. Lancaster described in “Towards Paperless Information Systems (Library and information science).” In his book, published in 1978, the information scientist predicts that it’s only a matter of time before print will be replaced by electronic media, as it relates to communication between humans. Just as word processors were becoming a thing, Lancaster outlined the concept of a “paperless information” system, in which information could be easily accessed and shared in an instant. 

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How the MFP Contributes to the Paperless — and Paper-Efficient — Office

The Imaging Channel

by The Imaging Channel | 10/03/2017

Epsonby Larry Trevarthen, Epson America

As the office market has evolved from desktops to mobile, the multifunction printer (MFP) has evolved as well. Not only is the MFP the critical printer for high impact color documents in the office, it is also a fundamental element of the digital ecosystem with its scan and mobile integration. In this sense, the MFP bridges the gap between the paper and digital environment. Today, in addition to print, copy, scan and fax, MFPs offer connectivity and fully integrated solutions on both laser and business inkjet platforms.    

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Connecting SMBs With the Digitization Tools They Need – and Can Afford

The Imaging Channel

by The Imaging Channel | 07/03/2017

xerox lgsqBy Leah Quesada, Xerox

While it’s true that large enterprises often have more eye-catching budgets, channel partners shouldn’t overlook small to medium-sized businesses (SMBs). SMBs employ more than half of the U.S. population, drive innovation, and create about two of every three new jobs.  They are a critical part of the channel partner sales base and desire what enterprises want in terms of security, mobility, customization, productivity, and above all else, digitization. The trick is figuring out what tools and solutions partners can offer SMBs that meet their budgets. 

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Why Outsource Inbound Marketing? Why Should Your Customers Outsource Print Fleet Management?

The Imaging Channel

by The Imaging Channel | 07/03/2017

duhonBy Bryant Duhon, Prospect Builder

We get some variation of these questions frequently: “We’ve been in business for [insert number of decades here]. We have a marketing staff. Why should we outsource our inbound marketing strategy?” At times, we’ve stumbled over trying to figure out exactly how to answer that. The obvious reasons are to “rent” expertise you don’t have and because you (or your staff) doesn’t have the time to either develop the expertise or devote the time to implementing a strategy (after all, strategy without implementation is useless).

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Augmented Reality 101: Introduction to Marketing’s Future

The Imaging Channel

by The Imaging Channel | 07/03/2017

muratec 150By Andrew Jones, Muratec America Inc.

At a recent industry event, attendees got a brief augmented reality introduction, learning what augmented reality is and how it may eventually affect the communication dynamic between brand and customer. Enterprise level organizations, such as IKEA, Jose Cuervo and Heineken, have already embraced this new technology in successful campaigns. It’s just a matter of time before augmented reality moves downstream to SMBs. Office equipment dealers have a great opportunity to familiarize themselves with this new technology in its early stages (i.e., today) and play an integral part in SMB adoption.

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Are Business Inkjet and the SMB the Perfect Match?

The Imaging Channel

by The Imaging Channel | 07/03/2017

Epson 150By Larry Trevarthen, Epson America

The small-to-medium business (SMB) market has provided a large, yet complicated opportunity for dealers and vendors. The SMB segment has more diverse needs and less infrastructure support compared to the large enterprise segment, and therefore requires more support from their vendor partners. While SMB customers can be more agile in their decision making due to their smaller size, technology implementations can be time consuming due to the level of assistance required. Therefore, it is critical for SMBs to develop strong channel relationships to find a solution customized for their needs. 

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Proactively Prospecting for Sales Growth

The Imaging Channel

by The Imaging Channel | 07/03/2017

Roderick TICBy Brad Roderick, TonerCycle/InkCycle

The pressure is real. The competition is intense. And the statistics, egads! Buyers don’t need you. Buyers know more about you than you do. Half of B2B buyers are going to buy over the web, which is becoming the most popular channel for purchases. 

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How the Cloud and SaaS Can Help the SMB Run Like the Enterprise

The Imaging Channel

by The Imaging Channel | 07/03/2017

samsung lgsqBy Eddie Castillo, Samsung Electronics America

Everybody wants to land a whale. And why not? Since today’s technology is much more easily demonstrated than explained, it makes it even easier to land a big sale with an enterprise customer. Based on the centralized, hierarchical structure of larger businesses, it can be much easier to demonstrate the power of groundbreaking technology and impress a single customer; whereas with SMBs, you often have to put in much more time and legwork to match the volume of your larger clients (and many times they are not the type to spring for the bleeding edge). If the sum of all of your accounts with 10 small businesses equals the same as the revenue you collect from a single, large account — and it takes a relatively shorter time to make the sale to your larger customer — then why would you even bother with the little guys? 

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