PRINT.IT
3
ISSN 2055-3099 (Print) ISSN 2055-3102 (Online)
THE PRINT & DOCUMENT WORKFLOW MAGAZINE
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PrintIT
online...
@printitmag
ISSN 2055-3099 (Print) ISSN 2055-3102 (Online)
05
Bulletin
Danwood acquired by Apogee
12
MPS
The risks of an unsecured print infrastructure
14
Security
HP premieres The Wolf starring Christian Slater
16
Cover Story
Brother launches new business inkjets
19
Print Management
The case for print management and document
capture solutions
20
Opinion
What the job hopping trend means for HR records
22
Document Management
Easy financing for NHS digitisation projects
23
Productivity
Top tips for improving personal productivity
24
What’s New
A selection of the best new products and services
26
Environment
Sustainability roundtable with Toshiba and co2balance
29
MFPs
Eight BLI awards for Sharp
30
Business Inkjets
Epson launches 100 pages per minute
inkjet MFP
34
IT Services
Konica Minolta reinvents itself as IT solutions provider
ISSUE 45
Comment
Editor:
James Goulding
07803 087228 •
Advertising Director:
Ethan White
01732 759725 •
Publishing Director:
Neil Trim
01732 759725 •
Group Sales Manager:
Martin Jenner-Hall
07824 552116 •
Social Media and Web Editor:
John Peters
07711 204011
•
Art Director:
NIck Pledge
07767 615983
•
Editorial Assistant:
Tayla Ansell
01962 843434
•
Advertising Executive:
James Trim
01732 759725
•
PRINT.IT
is published by Kingswood Media Ltd., Amherst House,
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COMMENT
No one would deny that copier companies have been slow
to make the transition from print specialists to IT service
providers. Why is this? Is it due to lack of investment, lack of
effort, lack of confidence, lack of knowledge, bad decisions,
plain bad luck? Or is it, as Stuart Evans, CTO of UK document
management specialist Invu, suggests, simply because
solutions and services provision is not in their DNA. Speaking
to
PrintIT
Reseller
recently, he said: “The whole copier reseller
market traditionally has absolutely no culture of customer care
or business solutions. It still sees a solution as a number of
clicks. They have made a lot of their money in the last five to
10 years in selling print management solutions, which is
really just another way of dressing up clicks while selling
less clicks. It’s not a business solution.”
Warming to his theme, he added: “To sell business
solutions you have to have two or three things that they
simply don’t have built into their DNA. First, you have to
have the ability to listen to customers and understand their
needs as a business, not just as people pressing buttons.
And you need to be able to deliver into that, which means
understanding their other software systems; understanding
what finance systems really do; and understanding what
people want out of those systems in their different roles –
what a finance director wants out of that system, what an
accounts payable clerk wants out of it and what a regular
person in goods inwards wants to do with it. I don’t think those
businesses traditionally have the whole business model and
engagement model with customers to find that out.”
Konica Minolta will hope he is wrong. It has just launched a
new product and is hoping to reposition itself as an IT services
provider (see page 34). At the launch, John Zannos, vice
president of Alliances/Business Development at Canonical,
told
PrintIT
that Konica Minolta’s history as a printer vendor
gives it an advantage in selling services as its regular
interaction with clients when servicing devices or discussing
the progress of a managed print service provides a valuable
insight into customers’ needs. Time will tell whether Evans or
Zannos is right.
James Goulding
,
Editor
