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INTERVIEW
20
To the advantage of the channel,
print has been enjoying a renaissance
of late. As the requirement to
turn paper into digital documents
for the booming digital economy
has increased, the web-enabled,
networked multifunction printer
has found a new role within many
organisations. With document capture,
electronic distribution and storage
now underpinning essential digital
workflows, the MFP is a fundamental
part of a company’s technology
backbone, and the way it conducts
business nationally and internationally.
Evolution of the print ecosystem
However, the MFP’s centre-stage role
presented organisations with new
challenges, ranging from device security
concerns, a lack of visibility into increasing
print expenditure, right through to how
best to control and manage print volumes.
What we have seen in response to
these challenges, is an evolution of the
early print ecosystem comprising device
manufacturers, document imaging software
providers and systems integrators and with
it, has come an increasing opportunity for
print resellers.
It’s my belief that everyone in print –
including resellers – needs to be part of
this ecosystem as all parties are, to some
extent, interdependent on each other if
it is to deliver on its promise of helping
customers reduce their print volumes and
prints costs, while bolstering document
security.
Collaboration benefits the channel
For resellers, this growing ecosystem
should make it easier for them to address
whatever their customers print pain
points may be, via a combined hardware,
software and services solution sell. In
fact, helping the channel to address
customers’ needs more effectively is one
of the reasons Nuance recently announced
a new strategic partnership for Lexmark,
to provide Nuance document imaging
solutions worldwide.
Specifically, the relationship includes
rights for Lexmark resellers to sell and
distribute Nuance AutoStore, Equitrac
Office/Express and SafeCom. In addition,
Nuance will provide service and support
to qualifying customers. For Lexmark,
partnering with Nuance reinforces its
commitment to providing world-class
enterprise-ready workflow solutions that
enable organisations to increase productivity
and enhance document security.
The Nuance’s solutions that will soon
be available to Lexmark’s global dealer
network – and other manufacturers’ –
include AutoStore, which is best suited
for those capture workflows where
participants submit documents and data
into a predefined workflow. It has been
designed to provide a responsive and
intuitive interface for speed in capturing
critical document information with as little
interaction as possible, using real-time
connections to business systems for rapid
and error free processing.
For resellers talking to customers that
need an intelligent way to print, Nuance
offers Equitrac Office. It helps reduce
costs, while making printing secure and
increasing user satisfaction. With Hybrid
Print Control, Equitrac Office delivers
organisational versatility and control,
and reduces IT complexities by removing
dependencies on print servers, print
drivers and complex print fleets – all
while managing every printed page in an
organisation.
Of course, over time, user requirements
for print changes and IT infrastructure
evolves, so Equitrac Office lets users easily
adapt to these changes with a choice
of how to deploy printing – using print
servers, direct IP printing or a hybrid model
that includes both. This allows resellers to
work with customers to tailor their print
environment according to the specific
needs of their business both in the short
and the long term.
With security an ongoing concern for all
private and public sector organisations, with
With the recent announcement that Lexmark has furthered its relationship with
Nuance Communications, Chris Strammiello, Worldwide Marketing and Global
Alliances Director for Nuance’s Document Imaging Division, explains how channel
resellers are set to benefit from the evolving print ecosystem
Print’s volumes
of opportunities
Nuance SafeCom resellers have a solution
that helps customers boost security, cut
costs, increase efficiency, reduce waste and
protect the environment. Nuance SafeCom
Smart Printing solutions work with nearly all
types of printers, copiers and multifunction
devices, making this an attractive option
irrespective of the brand of print device a
reseller specialises in.
Emerging print opportunities
For the channel, this strategic partnership
is an example of how the print ecosystem
continues to evolve to their benefit,
bringing with it more opportunities to
present customers with a unified solution.
It’s also a chance to extend the type of
conversation dealers could have with new
and existing customers; a line of enquiry
that starts on the subject of document
capture, could evolve into a discussion
about intelligent print management, new
devices and what solutions are available to
ensure secure document release.
Not only is this is a sure fire way to add
value to the conversation but, maybe more
importantly, as the discussion will touch
on business critical matters – ranging
from security to lowering costs – there’s
the potential for a reseller’s position to
be elevated and find itself called upon to
act in an advisory capacity to a company’s
senior management, rather than solely
negotiating deals with the business’ IT or
procurement teams.
In the meantime, I am encouraged by
the evolution of this ecosystem as it brings
multiple benefits to the print industry, the
print channel and the customers it serves.
That’s one reason why Nuance will actively
work to support it, by continuing to form
alliances with other solution providers
to ensure print and document capture
continues to deliver on its promise – an
important requirement, given the key
role digital document workflows play in
business today.
For Lexmark,
partnering
with Nuance
reinforces its
commitment
to providing
world-class
enterprise-
ready
workflow
solutions
Chris Strammiello
