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Session Descriptions
General Sessions
Track 1: Managed Print Services
Track 2: The Next Generation Office
General Sessions
InfoTrends State & Future of the Industry
Address
The
Office Document Technology industry is at a critical cross-road,
given the current state of the economy and a not so rosy outlook
for the balance of 2009 and into early 2010. This session will
address the market forces currently in play that shape today’s
realties and will influence our industry outlook in the near
years ahead. Industry megatrends and a current state report card
will be given from a hardware, supplies, and software and
services perspective.
Speakers: Jon Reardon, Group Director,
InfoTrends
Randy Dazo, Director, NDS & MPS, InfoTrends
Robert Palmer, Director, DPS, InfoTrends
John Shane, Director, CSCS, Infotrends
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Keynote: Managed Print Services: Beyond
Cost Out...To Breakthrough Top- and Bottom-Line Growth
Managed Print Services (MPS) has become the hottest area in the
office equipment market today. It offers the promise of
efficiency at dramatically reduced costs. Virtually every office
equipment vendor is offering MPS to its customers with that
promise in mind. But how do vendors differentiate their
offerings to go beyond just solving today’s customers cost
issues? And how do they differentiate their services
consistently on a global basis and provide on-going innovation
for many years to come?
In this highly interactive keynote session we will have two
speakers: Caroline Basyn, Director, Workplace & Infrastructure
Solutions, Procter & Gamble, and Sophie Vandebroek, CTO, Xerox
Corporation and President of the Xerox Innovation Group.
Together, they will talk about how Xerox and P&G are partnering
to drive managed print in a way that delivers cost savings,
revenue growth, environmental sustainability, mobility,
productivity and more.
Speakers:
Caroline Basyn, Global
Business Services, P&G
Dr. Sophie Vandebroek, CTO & President of Xerox Innovation Group
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Special Presentation:
Understanding Vertical Markets – Evaluating Solutions Adoption &
Acceptance
This
year InfoTrends is conducting a comprehensive study on the
trends of solutions and services for five vertical markets.
These markets include the Legal, Healthcare, Financial Services,
Government, Education, and Logistics industries. In this study,
we are evaluating the adoption and acceptance of solutions for
these paper intensive industries, understanding those reasons
why some of these organizations are considering to adopt these
solutions today, and lastly to see what the barriers are for
those who are not considering these solutions.
Speaker: Randy Dazo, Director, NDS &
MPS, InfoTrends
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Session 13: Understanding Buyer Behaviors in a Down Economy
A
down economy tests the judgment, management skills, and mettle
of executives in every industry. Managers will be faced with
tough decisions on prioritizing initiatives, reducing costs,
managing cash flow, and keeping up morale. Office document
technology providers need to be creative, flexible, and focused
in how they serve their customers and work with suppliers and
resellers. In this session, InfoTrends will review market data
findings from a recent survey of office equipment decision
makers to get their perspectives on the economy, their
businesses, and their outlook for capital equipment purchases.
Speakers: Jeff Hayes, President,
InfoTrends
Jon Reardon, Group Director, InfoTrends
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Session 14: The State of Office Document Technologies Channels
History has shown us that economic and technology landscape
shifts often drive the requirement for OEMs to review their
channel distribution models for continual transformation. In
more recent times, we have witnessed increased channel activity
by OEMs acquiring large independent OA dealer networks and/or
tighter alignment with non-traditional outlets, such as VARs and
Systems Integrators, to provide a streamlined, consistent, and
single-point-of-contact relationship with the end-user. A
majority of this change is driven by the emergence of A4 MFPs,
solutions software, managed print services, globalization,
national accounts, and a shift in the buyer profile. OEMs now
have a deeper concentration on channel distribution.
To
compete in today’s economy; it is simply not enough to have the
best product at the best price. Manufacturers must be able to
deliver quality products (hardware and software solutions),
services, and post-sale support that exceeds end-users'
expectations.
In
this session InfoTrends will review the current state of and
outlook for key distribution channel models used to serve the
USA Office Document Technologies Industry.
Speaker: Jon Reardon, Group
Director, InfoTrends
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Session 15: Gathering MOSS? Revealing SharePoint Opportunities
and Costs
With
SharePoint 2010 around the corner, OEMs and ISVs are well on the
road today to supporting (or competing with!) Microsoft’s
catch-all software platform. Customers have had time to adopt
and to experiment, and in light of the recession, to make
critical strategic decisions about the role (if any) SharePoint
will play in their document infrastructures. This session will
reveal InfoTrends’ 2009 research on SharePoint adoption,
deployment, and use; empowering OEMs, ISVs, and customers to
take advantage of this developing market.
-
SharePoint adoption across vertical industries and for
various use cases
-
Requirements for end-to-end SharePoint solutions
-
A Customer’s Viewpoint –
benefits and challenges of choosing SharePoint
Speaker: Omri Duek, Consultant, InfoTrends
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Session 16: Office Document Technology Industry
- Keep Your Eyes on the Road
The
InfoTrends Office Group Analyst team will lead a highly
interactive strategy session that focuses in on the barriers,
threats, and opportunities that define our industry today and
near future. InfoTrends will present baseline metrics associated
with the health of our industry from several perspectives:
|
Industry Offering |
Business Segment |
Channels |
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Digital Peripheral
Hardware |
|
B2B |
|
Communication Supplies |
SMB |
Retail |
|
Document Solution Software |
Enterprise |
Internet |
|
Managed Print Services |
|
Direct |
Each
dimensional view will be score-carded in addition to
highlighting related industry best practices. Audience
participation will be strongly encouraged.
Speakers:
Randy Dazo, Director, NDS&MPS, InfoTrends
Jeff Hayes, President, InfoTrends
Bob Palmer, Director, DPS, InfoTrends
Jon Reardon, Group Director, InfoTrends
John Shane, Director, CSCS, InfoTrends
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Track 1: Managed Print Services
Session 1: Managed Print Services – Overview, Trends &
Market Research
Managed Print Services (MPS) are contracted third-party,
ongoing services to promote the uptime, maintenance, and
support of an organization’s entire copy and print
environment. These services may include the management of
related software, networking, break/fix services,
maintenance, supplies and parts replenishment, as well as
fleet optimization. Since InfoTrends has been tracking the
MPS market, we have seen the landscape change and grow leaps
and bounds. This session will review the history and trends
of MPS from a manufacturer, provider, and end-customer
perspective as well as share the latest research on this
topic.
·
Define Managed Print Services
·
Identify key market trends and opportunities
·
Examine market size and structure
Speaker: Randy
Dazo, Director, NDS & MPS, InfoTrends
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Session 3: Organizational Alignment – Defining MPS Structure and
Compensation for Success
One
of the areas that many vendors struggle and fall with Managed
Print Services is the concept of executing when it comes to the
alignment and compensation of MPS into the current
organizational structure. Because MPS is a different selling
model, fundamental changes must occur before MPS can be fully
embraced as a significant way to exponentially grow a vendor’s
business.
-
Review the business model and key metrics that drive success
-
Define the roles, activities, and accountability levels for
personnel
-
Examine the products and services that will drive the
business today and in the future
-
Discuss how we select, develop, and train personnel
Speaker: Tom
Callinan, Principal, Strategy Development, Inc
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Session 5: The
MPS/DMS crossover - A Great Growth and Profit Opportunity
MPS provides not only a great way to optimize the printing
output of an organization but also can serve as a platform to
launch into workflow optimization with electronic Document
Management Systems (DMS). This session shows – based on real
–life examples - how both disciplines can be connected in the
selling process and, ultimately, provide a maximized value for
the customer as well as for the vendor.
Speakers: Thomas Schneck, President,
DocuWare AG
Jack Myers, Sales Manager Associated Business Systems, A Ricoh
Company
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Session 7: Defining the Best MPS Approach for Your Business
MPS
represents a new approach to capturing office document
technology spend and margin — combining older cost-per-page
pricing models, expanded service and solution offerings, as well
as a more consultative relationship with customers. There are
many ways organizations can approach providing MPS to their
customers and many reasons why these approaches are taken. In
this panel discussion, vendors will review their different
approaches to MPS and discuss the benefits and drawbacks. Find
out which approach is best for your business.
-
Understand the different approaches companies are going to
market with their MPS strategies
-
Evaluate what approaches make sense for your business
-
Create an actionable plan to help jump start your MPS
strategy
Speakers: Chris
Iburg, Xerox
George Gallian, CEO, Compass Sales
Frank Topinka, President, Page After Page
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Session 9: MPS Market Research Trends and Customer Case
Study
There are many reasons why customers engage in MPS, but for
most it is to manage or save costs to their overall print
and copy infrastructure. This session will reveal some
interesting insight on the actual customer trends on
Services and MPS from its recent vertical market research
study on Vertical Markets. Following the research will be a
case study on Managed Print Services. This case study will
show how one organization was able to overcome significant
cost barriers to their business by implementing an MPS
program.
·
Vertical market adoption and considerations for Services
·
Optimize office equipment and software
·
Reduce office costs
Speakers: Randy
Dazo, Director, NDS & MPS InfoTrends
George Gallian, CEO, Compass Sales
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Session 11: The Future of Managed Print Services
Managed Print Services will continue to be an explosive area of
growth for vendors and service providers. Nevertheless, how do
we take it to the next level? Today, a big portion of MPS is
around the management of a customer’s print and copy
environments. To really help customers optimize their
infrastructure, however, you have to turn the equation around
from just managing print to providing a true “Print Management”
strategy to customers. InfoTrends see significant shifts in how
people are managing supplies, switching out products and
utilizing solutions to help pave the future of MPS. This session
will provide an understanding to where these shifts will
dynamically change the landscape of products, supplies, and
services.
-
Transitioning from managed print to print management
-
Becoming a partner not just a providers
-
Bringing solutions under the managed services umbrella
Speaker: Randy
Dazo, Director, NDS & MPS, InfoTrends
Robert Newry, Co-Founder, Newfield IT
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Track 2: Next Generation Office
Session 2: Business Ink Bigger Than You Think
There
has been much discussion about the current and future
penetration of ink-based technologies into the traditional
office imaging environment. While much of this conversation
revolves around page-wide technologies, serial inkjet has
already garnered significant market share among small- and
medium-size businesses. Meanwhile, new ink-based products with
multi-tiered color pricing schemes are promising to change the
landscape for A3-size MFPs in the corporate environment. What is
the long-term threat to the traditional laser market as inkjet
technology continues to evolve? In this session, InfoTrends will
look closely at the business inkjet category and provide
detailed analysis on how this technology will impact the future
of the office market.
-
Review the current roster of products and players
-
Discuss the worldwide business inkjet forecast segmented by
serial and page-wide technologies
-
Understand the value proposition, customer trends, and
market drivers
-
Examine the competitive positioning and emerging
technologies
Speaker: Robert Palmer, Director, DPS,
InfoTrends
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Session 4: Battle for the Pages: the SMB Opportunity
Small- and medium-size businesses (SMBs) remain a key target for
vendors in the hard copy imaging market. Despite challenging
economic times, the SMB market continues to represent a strong
opportunity. This session will examine the important trends
impacting SMB customers, including the ongoing shift to color
and in-house marketing, the impact of current economic
conditions on future equipment purchases, and the primary value
propositions that appeal to customers in this segment.
-
The
role of TCO in the purchase decision
-
Software and solutions strategies that will drive more
documents to color
-
Ink
versus laser: how will customers and competitors alike view
these alternative technologies?
Speaker: John
Hewitt, Vice President, Global Distribution, Print Audit
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Session 6: Battle for the
Office Pages
Large
corporations and enterprise accounts are looking to identify
true cost-savings in these tough economic times. Device
consolidation and optimizing the document output infrastructure
are important trends that impact any future purchase decision.
Meanwhile, many large companies are actively managing their
printer and multifunctional fleets with the hope of reducing
their overall operating expenditures. Some well managed
organizations have a full account of their IT costs but no idea
of the number of hard copy devices they have in-house or their
true operating costs. This session will examine the major trends
impacting the enterprise market:
-
The
ongoing shift to color and multifunction devices
-
Multi-tiered pricing strategies for color pages
-
The
continued penetration of A4-size devices in the workgroup
environment
-
How
will managed print services impact future products and
technologies?
Speaker: David
Bates, Vice President of Marketing, Xerox
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Session 8: Generation Gap – Implications of the Next Generation
Office
How
long have you been using a computer? At what age did you first
own a cell phone? Do you Tweet? The oldest baby boomers will be
65 in less than two years. How will the landscape of the modern
office change as these workers exit and the next generation
enters? For many, they have grown up digitally (often described
as “screen-agers” or “the net generation”), and tend to consume
information much differently. Join InfoTrends as we explore this
fascinating topic and what affect this could have on product
consumption, usage, and how you market and message.
Speaker:
Cheryl McKinnon,
Director, Chief Marketing Officer
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Session 10: Emerging Technologies
Facebook took just two short years to attract more than 200
million users to its social networking site. Just a mere nine
months after launching the iPhone, there are 1 billion apps
developed for the platform. Technology can be disruptive,
innovative, and game changing, laying the landscape for sweeping
change that is socially and corporate wide. InfoTrends will
explore and examine some new and innovative technologies.
-
Explore new technologies that may alter tomorrows office
equipment market
-
Examine new trends such as social networking that are
shaping how we communicate
-
Understand how you can embrace these new technology concepts
and incorporate them into your strategies
Speaker:
Gary Lombardo, Marketing, Social Media & Product Strategy, SLX,
Sun Microsystems
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Session 12: Better Safe than Sued
Security needs in the office environment have historically been
tied to firewalls and virus protection. Smart companies,
however, recognize most data loss is internal and unintentional.
With a maelstrom of compliance and corporate governance
regulations effective today, the importance and cost-benefit of
mitigating security and privacy risk is higher than ever. This
session will investigate a gamut of Office hardware and software
security risks, propose strategies and solutions for overcoming
these problem areas, and address how vendors can take advantage
of this fast-growing market.
-
Security risks in the Office environment – hardware and
software
-
Building a complete portfolio of secure hardware and
software
-
Especially for vendors - how to sell security
Speaker:
Chris Biello, Director Business Development, Konica Minolta
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