Features

Independent editorial coverage on the latest hot topics in managed print.

Xerox Print Services Impact Hardware Revenue And Page Volumes — But That’s OK

The Imaging Channel

by The Imaging Channel | 05/26/2014

by Charles Brewer, Actionable Intelligence

Xerox had a better year in 2011 than many hardware manufacturers. While the second half of the year was tough, the firm managed to grow its total 2011 revenue approximately 5 percent to $22.6 billion, up about $1 billion over the previous year’s revenue. Xerox has its Services organization to thank for much of the growth. Revenue from Services was up in fiscal 2011 compared to the year before, but sales from Xerox’s Technology business, which includes sales of hardware and supplies, appear to have been down last year compared to 2010.

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Defining the Indefinable: The Rules of MPS

The Imaging Channel

by The Imaging Channel | 05/26/2014

by Greg Walters, Walters & Shutwell

After five years of managed print services, one would imagine a standard set of MPS rules would rise out of the fog. (I know, you’ve been doing MPS for 25,000 years. Get over it.) And yet there is still debate over what exactly MPS stands for — not the acronym, but the vision and real value of managed print services.

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The Laws Your Clients Contend With

The Imaging Channel

by The Imaging Channel | 05/26/2014

by Raegen Pietrucha

“Assuming responsibility for the print fleet” — one of the primary tasks providers take on in an MPS engagement. What does the expression refer to? Generally, that the provider will manage and optimize the print environment. When it comes to accomplishing this, most providers are not only proficient, but forward-thinking — at least when it comes to reorganization, device replacement and, of course, the corresponding financial implications of their choices. But on a deeper (and legal) level, there’s more to consider when “assuming responsibility” for clients’ devices, especially in light of today’s privacy laws.

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Are Smartphones Risky to Your Business?

The Imaging Channel

by The Imaging Channel | 05/26/2014

by Mike Stramaglio, MWA Intelligence

Ever since the day I got my first BlackBerry, I’ve had a smartphone in my hand or attached to my hip. I’ve even been known to wear out keyboards on my BlackBerry because of my insatiable obsession with communication. 

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Executive Corner With Gary Stevens

The Imaging Channel

by The Imaging Channel | 05/26/2014

The Imaging Channel recently sat down with Gary Stevens, CEO of Agiliant Inc.

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Four Rules of the Hybrid Provider

The Imaging Channel

by The Imaging Channel | 05/26/2014

by Ken Stewart, Photizo Group

Many dealers and resellers on the edge of managed print services equate MPS with simply taking over the service and supplies for printer fleets. By this definition, you could assume MPS is naturally suited for existing account expansion. But simply taking over the service and supplies for printer fleets is just the tip of the iceberg. At the other end of the spectrum is the hybrid provider — a dealer or reseller who has made a complete transformation and is riding a wave of success.

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The Five-Step MPS Plan

The Imaging Channel

by The Imaging Channel | 05/26/2014

by Jim Kahrs, Prosperity Plus

Dealerships that lead the pack are in almost every case simply more organized and proactive in their approach to the business and the changes at hand. Here are five steps you can take to become a leader in this evolving industry.

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Five Things to Consider When Developing Your Mobile Field Service Strategy

The Imaging Channel

by The Imaging Channel | 05/26/2014

by Robert Sombach, Nexent

The service business is on the move. To ensure a happy and satisfied customer base and an efficient field service team, the option of employing mobile technology is no longer considered “nice to have.” It has become a necessity to stay competitive.

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A Direct Question

The Imaging Channel

by The Imaging Channel | 05/26/2014

by Jake Fishman, Gap Intelligence

It’s been hard to ignore the growing buzz surrounding the printing industry’s direct sales organizations as news of downsizing and branch closures placed a spotlight on the sustainability of the business model.

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OEMs Invest in 2011

The Imaging Channel

by The Imaging Channel | 05/26/2014

by Charles Brewer, Actionable Intelligence

Industry watchers recognize printer and copier manufacturers have been gaining solid ground in the enterprise space for the past few years by marketing more services, including managed print and document management solutions. OEMs are constantly crowing to their stakeholders that they are generating more and more revenue marketing services to larger customers, and each month brings news of new contracts. While vendors may have successfully wooed enterprise clients, their penetration of small and medium-size businesses (SMBs) has been more limited. Going forward, however, I expect that will change and OEMs will reap more cash from smaller companies, thanks in part to certain initiatives announced in 2011.

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Shifts in Consumer Behavior Drive Mobile Printing Solutions

The Imaging Channel

by The Imaging Channel | 05/26/2014

by Raegen Pietrucha

What do 3-D TV and mobile printing have in common? Neither began to be part of the mainstream discussion until technology — either tangential or directly related — caught up, making it more appealing to users. Some early mobile printing solutions, for instance, were a bit complicated, as they were proxy-based, requiring the use of a PC as the middleman that would communicate with the printer on behalf of the mobile device to get output, explained Robert Shibata, marketing director at Thinxtream.

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Taking a Closer Look at Offering Managed Network Services

The Imaging Channel

by The Imaging Channel | 05/26/2014

by David Pohlman, GreatAmerica Financial Services

It’s an accepted fact that progressive office equipment dealers are actively moving down the path of managed network services (MNS). By transferring the day-to-day management of technology to a third-party MNS provider, small and medium-size businesses (SMBs) are able to get away from the break/fix model and move toward a more proactive technology management approach. MNS goes beyond selling technology equipment; it involves helping to keep your customers’ equipment running, backing up their data and protecting their email. For office equipment dealers, this is the biggest opportunity for growth since managed print.

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Executive Corner With Ed McLaughlin

The Imaging Channel

by The Imaging Channel | 05/26/2014

The Imaging Channel recently sat down with Ed McLaughlin, president of Xiphos Consulting and executive advisor to Sharp Electronics.

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Through Acquisitions and Changing Business Models, ECi’s Commitment To Service Remains Strong

The Imaging Channel

by The Imaging Channel | 05/26/2014

by Lisa Weber

Providing end-to-end solutions for more than 7,000 diverse customers is no easy task. However, Ron Books, president and CEO of ECi Software Solutions, says it’s what his company does best.

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Executive Corner With Brendan Peters

The Imaging Channel

by The Imaging Channel | 05/26/2014

The Imaging Channel sat down with Brendan Peters,  iprint imaging segment manager at Intel Corp.

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Gap Intelligence’s 2011 Printing Industry Year in Review

The Imaging Channel

by The Imaging Channel | 05/26/2014

by Jake Fishman, Gap Intelligence

I think it is safe to say that 2011 was an interesting one for the print industry. Between the impact of currency, natural disasters, recessions and civil unrest, it was hard at times to not view the market as a snakebit, but in my opinion, all of those hopefully short-term events took second stage to some very interesting technology and channel trends. The opportunities provided by these transitions suggest that 2012 will be a fun year.

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The Converging Worlds of Print and Managed Services

The Imaging Channel

by The Imaging Channel | 05/26/2014

by Raegen Pietrucha

“The best laid plans of mice and men …” — well, you know how it goes. Or do you? No matter how deeply a business speculates about future obstacles and attempts to prepare for what it thinks can be expected, the unanticipated appears, throwing a stick in the spokes.

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Selling Managed Print Services: A Primer for VARs

The Imaging Channel

by The Imaging Channel | 05/26/2014

by Jim Rise, Xerox Corp.

What if I told you that businesses with more than 100 employees that need help reducing costs and optimizing assets are an $8-billion opportunity for managed print services? Would that be something you’d be interested in?

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Printer Security and Compliance: MPS Obstacle or Opportunity?

The Imaging Channel

by The Imaging Channel | 05/26/2014

by Greer Deneen

Security and compliance is a high-stakes topic in virtually any company today. Get it wrong, and — depending on the nature of the business — consequences can range from loss of critical data to customer identity theft or the always-invigorating litigation stemming from HIPAA and privacy violations. And that’s only half the story.

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MPS — Beyond Software and Services

The Imaging Channel

by The Imaging Channel | 05/26/2014

by Gil Wazana, Micro Solutions Enterprises

Over the last year, I have been the self-appointed Guardian of Quality when it comes to discussing the importance of quality with respect to consumables within any MPS program. It’s not that quality isn’t important in transactional business, but it seems that most people, whether or not they practice what they preach, tend to talk more about cartridge quality when it comes to transactional or a-la-carte business versus MPS programs.

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