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Print.IT Reseller
Following disappointing Q1 printer
sales, it is encouraging that Oki and
Brother still see potential in the
European print market (see pages
25/26 and 29/30).
Their ambitious sales targets may
be inflated by assumptions about future
exchange rates and rely heavily on growth
in emerging markets, but they are based
on opportunities in mature markets
too. Many of these relate to solutions
and services, especially managed print
services and secure print, but as HP told
PrintIT Reseller
, product innovation is also
important. HP has some useful looking
new laser devices with dual-head scanners
and colour touchscreens (see page 12),
but the really interesting stuff seems to
be happening in the inkjet arena, from
Brother‘s 100ppm printer to Memjet
technology and even Lexmark‘s OfficeEdge
series. Not surprisingly that is also where
the growth is.
James Goulding
, Editor
07803 087228 jamesg@binfo.co.uk
03
Editor:
James Goulding
–
07803 087228 jamesg@binfo.co.uk
Advertising Director:
Ethan White
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01732 759725 ethan@binfo.co.uk
Publishing Director:
Neil Trim
–
01732 759725 neil@binfo.co.uk
Group Sales Manager:
Martin Jenner-Hall
–
07824 552116 martin@binfo.co.uk
Advertising Executive:
Brett Blake-Morris
–
01732 759725 brett@binfo.co.uk
PRINT.IT Reseller is, published by
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contents
03
Bulletin
What’s new in printers and printing
10
Managed Print Services
PrintIT Reseller
talks to HP about GPS’s new public sector
framework
12
Laser Printers
HP refreshes LaserJet portfolio and launches world’s first
mobile MFP
14
Workgroup MFPs
DSales (UK) builds on record-breaking year with launch of
‘touch and swipe’ MFPs
16
Wide Format
Océ extends market for ColorWave devices
21
Print Audits
Why it’s important to include end user data in fleet audits
22
Secure Print
UniPrint brings follow me and secure printing to multi-
vendor print environments
25
Back to Growth with Brother
Diversification is the key to Brother growth plans
29
Print Smart, Print Oki
Oki grows range to maximise opportunities
32
Erasable Toner
Progress made in erasable toner but doubts remain about
its practicality
RESELLER
SPRING 2012
Comment
Welcome to Issue 2 of
PrintIT Reseller
.
Nuance to recruit more
print management
resellers
Nuance, owner of office productivity
solutions such as eCopy, Equitrac and
Dragon Naturally Speaking, is aiming
to recruit more resellers in the UK to
capitalise on growing demand for print
management.
Mike Rich, Senior
Vice President and
General Manager
of Nuance Imaging
Division, told
PrintIT Reseller
that
Nuance’s financial
muscle would
enable it to attract
more independent
dealers, VARs, VADs
and concessionaires as it builds a multi-
channel distribution model.
“We started down this path a couple of
years ago at Equitrac. It’s a fairly expensive
proposition because the level of touchpoints
you need on the ground are higher than
working through the major OEMs,” he said.
“As we recruit more resellers and dealers,
we have to put more boots on the ground to
train them to deploy our products and give
them support and that's not inexpensive.
But we can now afford to make that
investment.”
He added that Nuance’s size is enabling
it to provide a higher quality of service than
competitors. “Nuance document imaging
is a $230 million business and in the next
three to four years we plan to grow to
$500 million. If you look at this space, a
big competitor is a $20 million company
and at the small end you are talking about
a $5 million player. It’s very difficult to field
24/7 support with three shifts of people
on $5 million, or make the necessary R&D
commitment,” he said.
A major attraction for resellers is that
Nuance has a broad portfolio of fast growing
and complementary products including
eCopy document capture and routing;
Equitrac print management; PaperPort
document management; Omnipage OCR;
and PDF Converter software.
Rich said: “Print management is the
fastest growing segment and it’s being
driven by MPS-related activity. That business
is up 40% year-on-year. Equitrac has been
delivering record results month-after-month
for three straight years. Ever since we
became part of Nuance we've continued to
grow and been able to do things we were
not able to do as a successful mid-market
company,” he said.
He added that 30-40% of customers
who buy print management also buy
scanning as part of a deployment, giving
resellers the opportunity for additional sales.
“Before Equitrac and eCopy were under one
roof as Nuance, Equitrac was already the
number one eCopy connector sold in the
marketplace. We probably had 1,000 plus
law firms jointly using the products and we
see that relationship continuing because
we have financial incentives for bundling
products.”
In the US, Nuance’s 300 resellers
currently generate 30% of Nuance Imaging
Division’s revenue – “Something we would
have deemed impossible a couple of years
ago,” said Rich.
www.nuance.com
Name change for Kyocera
Reflecting the position of MFPs at the heart of business
workflows, Kyocera Mita has changed its name to Kyocera
Document Solutions. The new name evokes the company's
ability to manage both electronic and paper-based
workflows and follows the setting up of a Managed
Document Services (MDS) group in 2011.
This year, Kyocera Document Solutions has announced a
number of partnerships with print management specialists as it
seeks to enhance its MDS capabilities. These include an agreement
to integrate SafeCom Go authentication, pull printing, document
accounting, secure printing and policy enforcement with Kyocera’s
HyPAS-enabled MFPs and TASKalfa range; and a pan-European
agreement to distribute Nuance’s Equitrac Office and Equitrac
Express print accounting and cost tracking solutions.
www.kyoceradocumentsolutions.co.uk
In the news