Canon Expands uniFLOW to Support Konica Minolta

Secure Print helps to address one of the industry’s major concerns – document security On May 17th, Canon U.S.A., Inc., announced the uniFLOW Secure Public Print (SPP) Device License for Konica Minolta devices. Canon’s uniFLOW software is a one-platform solution for print, scan, and device management that can work across certain mixed fleet environments. Through…

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Will Service be the Next Frontier on the Imaging Industry?

For many years, focus in the imaging industry was on hardware, for buyers, pushing price/performance versus competition.   Today, we all talk about cost per page but with a heavy focus on supplies costs as a component of perhaps an MPS (Manage Printer Services) contract.  We talk less about service/maintenance perhaps because there has not been…

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What is RPA?

Seeing a headline with robots in it caught my attention. I’ve worked with robots for years, particularly education and entertainment robots. Ever since robots have come on the scene, there has been the concern that automation would result in layoffs, mostly for manufacturing and distribution employees. Now, however, the concern may be that Robotic Process…

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Disclosing Bad News

I read an article recently from Quartz Media LLC “It took Toshiba 70 years to reach its peak—and just a decade to fall into an abyss”.   I am not sure I would agree with everything in this piece, particularly the bit about Toshiba falling into an abyss.  Yes, the Toshiba parent Company has its challenges…

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The Imaging Channel of Tomorrow: Services = Survival

The key challenge Imaging dealers will face over the next 5 years is that by the time they feel the pain of a failing business it will be too late to start implementing changes. As always, there will be innovative dealers in the channel who make the investments, evolve their business model, and do the…

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Xerox Hiccups with a 17% Q1 Earnings Decline

“Revenue and cash flow in line” says CEO Xerox Corporation announced its first quarter 2017 earnings on April 25, 2017 (see Figure 1, Figure 2, and Figure 3). The company provided different revenue splits so some numbers are estimated for past quarters. Xerox total Q1 revenue of $2.45 billion (B) from continuing operations, down 6.2%…

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Why has HP put so much effort into 3D materials development?

HP has always been a leader in the 2D printing arena. One of its strategies to expand and grow has been its proprietary nature in its toner and ink supplies. If you get right down to it, with over two-thirds of its printing revenue coming from consumables, proprietary has been a very good strategy. That…

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Is The Imaging Industry Under a “Positive Illusion”?

Investors tend to be overly optimistic and too confident when it comes to forecasting returns[1]. Newlywed spouses routinely hope and believe that their relationships will thrive, but research shows these hopes are often overly optimistic[2]. People are basically overly optimistic (okay – it’s a generalization and I certainly can name a few people whom I…

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Three Pitfalls to Avoid When Starting Out in Predictive Analytics

After two years of developing Photizo’s Advanced Analytics business, I thought it would be good to share a few of the key learnings we have observed during our past engagements. Here are three key ways to avoid pitfalls during the development and deployment of advanced analytics solutions. Let the use case be your guide –…

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Three Imaging Trends You Need to Know – Webinar Recording

Leaders Index for MPS Channel Partners – a collection of partners that are the gold standard in managed print and document services. Find out what makes them different and how they are positioned to support the evolving customer needs of tomorrow. Ink in the Office – timely information on the Inkjet printing transformation taking the office by storm. Driven by Pagewide technology and…

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How To Measure Channel Partner Success And Improve Performance

2016 Leaders Index for MPS Channel Partners To compete in the near future, channel partners will need to take the right steps to be competitive.  To help move in the right direction, it is critical to know the real level of performance when measured against the ‘best of breed’ competitors in the industry. Manufacturers will…

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Moving from ideation to value creation, the path to success for advanced analytics

In the world of advanced analytics, there are several stories of both success and failure. Analytics tools and techniques such as artificial intelligence, machine learning, predictive analytics, etc. promise to revolutionize most industries. These are bold claims, which lead to the question, why are some firms more successful in implementing advanced analytics than others. While…

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MPS: The “Real Level” of MPS Engagement

When perusing the internet and looking at reseller web sites, one would think that MPS is a required offering. Almost every reseller, office products dealer, and imaging manufacturer lists Managed Print Services (MPS) as an offering. But are these resellers all really offering MPS? Based upon the Photizo Group’s Decision Maker Tracking Study™ (DMTS), the…

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Why does the National Consumer Law Center say that electronic statements can cause consumer harm?

Every so often the information industry will publish a series of articles, columns, and research reports on “The Office of the Future,” or “Paperless office remains out of reach,” or “5 Steps to a paperless life,” or “ROI on paper-free projects,” or even “Why paper still rules the enterprise?” Articles like these advocate the benefits…

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ALERT – Revenue Growth Opportunity in Enterprise Accounts

As the Enterprise market (firms with more than 1,000 employees) becomes increasingly saturated with MPS, the importance of retaining existing clients and identifying your competitors’ clients who are willing to switch becomes critical. In North America, Photizo Group has identified that $8B of the $11B MPS opportunity can be found penetrating existing accounts. Only $3B…

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HP Fires on All Cylinders

Revenue growth, EPS beat by a penny  Fiscal Q1 revenue of $12.7 billion (B) up 4% Y/Y, 5% in constant currency (CC) Q1 Printing revenue declined to $4.5B (3% Y/Y, 2% CC) Printing supplies revenue comprised 67% of Printing segment Supplies revenue declined 3% Y/Y (2% CC) to $3.0B Printing hardware units were up 6%…

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Can excellent marketing of Lasers prevent Pagewide acceptance in the office?

Certainly, masterful marketing plays a key role in the success of a product line; yet, will excellent marketing by a world-class brand sustain an inferior product?  For the astute, who are willing to learn from the mistakes of others, IBM’s experience selling printers as the incumbent against a mere printer industry entrant provides a ready…

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Office Printing – 2016 Highlights and 2017 Predictions and Trends

2017 Office Printing Industry Trends and Predictions The office printing industry certainly saw some significant events in 2016, particularly in the area of company splits, industry acquisitions, and new entrees into the market: Company splits at HP and Xerox APEX acquisition of Lexmark HP’s acquisition of Samsung’s printing business Amazon enters the market Dash program…

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Why Early Stage Product Life Cycle Planning is Important

Most people are familiar with product life cycles but perhaps less aware of the significance of good life cycle planning and the impact on a business.  The following is a typical life cycle curve.   Why is good Life Cycle Planning Important? Did you know that four out of five new products end up as…

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Stop Playing Whack-A-Mole with Printers

In the office imaging industry, we’ve been fortunate historically to be able to drive large margins, especially on supplies sales. In fact, 40% margins were typical on contracts for dealers that manage their businesses proficiently. The downside to our previous success is that it has in some ways created an environment of inefficiency. Typically, dealers…

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The 2020 Multifunction Printer (MFP) – a True Workflow Efficiency Hub?

Back in 2011, Photizo completed some primary research and came up with the “ideal” hardcopy device (see Figure 1).  The thought process at that time was to make the next generation of printers and copiers designed for robust, long-term services – always connected and designed for ease of support. As can be seen in the…

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The Significance of Supplies to Office Printer Manufacturers

We all know that printer supplies are important to office printer manufacturers and we are reminded of the razor/razor blade analogy, but do we know how significant the office supplies revenue and profit really are to printer manufacturers? We can look at some data points that will give us some perspective.  First, let’s look at HP…

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Finding MPS Revenue Growth in Enterprise Accounts

As markets grow and mature, achieving growth for individual competitors rapidly shifts from winning ‘greenfield’ opportunities to using market segmentation, customer targeting, and other techniques to drive growth. It is at this stage that your marketing team should begin earning their paycheck by identifying ways to grow revenue in a market that increasingly consists of…

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Upcoming Groundbreaking Solution Provided by Photizo and PrintFleet

In late 2015, Photizo Group and PrintFleet partnered to create a solution that would dramatically improve profitability for dealers and service providers delivering managed print. Both firms have extensive experience in the industry and identified a unique opportunity to leverage this experience with ground breaking technology to solve problems that have plagued the industry for…

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Lexmark’s Sale and Xerox’s Split – Do Advanced Services Really Work as a Business Model?

Xerox has a long history with services, including in the early 60’s when they pioneered the pay for use model with per page pricing. In fact, this was so successful, a government decree several years later required Xerox to shift to a transactional sales model! But by the late 1990’s Xerox had started a significant…

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HP Upbeat Despite Lower Annual Printing Revenue

Printing Operating Profit Also Declines Yearly HP, Inc. Q4 revenue of $12.5 billion (B) up 2% Y/Y, 4% in constant currency (CC) HP FY16 revenue of $48.2B, down 6% Y/Y, down 2% CC Q4 Printing revenue declined to $4.5 B (8% Y/Y, 6% CC FY16 Printing revenue of $18.3, down 14% Y/Y, 9% CC Printing…

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Is it Legal to Obtain R&D Competitive Intelligence?

Knowing what the competition has cooking in their development labs certainly is desirable for decision makers planning their company’s course forward. But is it legal? Action movies sometimes weave industrial espionage into the plot. That activity might make a good story, however, it is not a suitable process for ongoing competitive intelligence for many reasons,…

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Xerox Generates Strong Margins Ahead of its Impending Split

Revenue Continues to Drop Xerox Corporation announced its third quarter 2016 earnings October 28, 2016 (see Figure 1, Figure 2, and Figure 3): Xerox total Q3 revenue of $4.2 billion (B), down 3 percent year-to-year (YTY) Services Q3 revenue of $2.4B, down 1 percent Document Technology revenue of $1.6B, down 9 percent Xerox worldwide employment…

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Amazon Now in the Printing Business, Big Time

To date this year, Amazon announced its entry into two potential lucrative businesses within the printer/imaging industry, both involving printer consumables. In the beginning of 2016, Amazon announced their Dash Replenishment Program (DRS). The vision was that any consumer device that had consumables and could be monitored via the internet could be a potential DRS…

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Are You Awash in Data?

As Photizo has been developing its Advanced Analytics practice we hear from clients that the problem is not having enough data, the question becomes “What to do with the data we have acquired?” In essence, the key challenge is getting the most value from your data in a manner that creates better business outcomes and…

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