{"id":22267,"date":"2017-01-25T12:32:28","date_gmt":"2017-01-25T20:32:28","guid":{"rendered":"http:\/\/www.enxmag.com\/twii\/?p=22267"},"modified":"2017-01-25T12:38:11","modified_gmt":"2017-01-25T20:38:11","slug":"2017-trends-and-predictions-final-roundup","status":"publish","type":"post","link":"https:\/\/www.enxmag.com\/twii\/the-week-in-imaging-twii\/editors-blog\/2017\/01\/2017-trends-and-predictions-final-roundup\/","title":{"rendered":"2017 Trends and Predictions: Final Roundup"},"content":{"rendered":"

\"\"In the ENX magazine January feature, \u201cDocument Imaging Trends and Predictions for 2017 and What They Mean,\u201d<\/a> industry leaders expressed their expectations and concerns for the coming year. There were far more than we could print, so we are posting the remaining predictions here.<\/span><\/p>\n

\"\"

John MacInnes, Print Audit<\/p><\/div>\n

Early Signs of a Shift to Seat-Based Billing
\n<\/b>A couple of industry leaders wondered if the click-based model for consumables and service contracts is becoming obsolete. John MacInnes, president of Print Audit, sees the dealer channel starting to adopt seat-based billing (SBB). \u201cSBB more closely aligns dealers with what their customers want to achieve while improving profit margins,\u201d he said. Print Audit has set up a certification to help dealers learn how to adopt the SBB model. MacInnes added that the SBB model can help dealer get revenue from scans as well as prints.<\/p>\n

\"\"

Luke Goldberg, Clover Imaging Group<\/p><\/div>\n

Growing Divide Between Transactional and Contractual Models
\n<\/b>Luke Goldberg, executive vice-president of global sales and marketing at Clover Imaging Group. sees a growing shift away from the transactional channel model toward a contractual channel model where MPS and other managed services dominate. \u201cThis is important in that it is shaping the way businesses procure their goods and services in a fundamental way,\u201d he said. \u00a0\u201cTransactional dealers are at risk to lose their business to solution providers that are simply adding more value to customer relationships.\u201d <\/span><\/p>\n

\"\"

Brian Stevenson, footPRINT MPS<\/p><\/div>\n

Increasing Security Concerns
\n<\/b>Expect customers to ask for help understanding and addressing their security risks. \u201cThere are so many examples of data breaches occurring through non-traditional connected devices, including printers,\u201d said Brian Stevenson, <\/span>president of footPRINT MPS and the director of technology and managed services at TriMega<\/span>. CIOs and chief security officers are looking to understand IoT and ensure any device that resides on their network is fully protected and secure. \u201cThe dealer channel must be able to respond to these customer expectations and provide solutions ranging from the monitoring and configuration of printer endpoint security settings to the deployment of secure printing software tools,\u201d he added.<\/span><\/p>\n

\"\"

Greg Chavers, Lexmark<\/p><\/div>\n

Color MFP Growth
\n<\/b>InfoTrends projects color laser A4 multifunction replacements in the 45 to 69 ppm segment to achieve a 16.6 CAGR in North America. Greg Chavers, director of U.S. copier sales for Lexmark, encourages dealers to develop strategies and offerings to aggressively address this market growth opportunity.<\/span><\/p>\n

\"\"

Debbie Dellaposta, WPS\/Doing Better Business<\/p><\/div>\n

Political Uncertainty
\n<\/b>How will the recent election affect dealers\u2019 government business? Debbie Dellaposta, president of WPS\/Doing Better Business, thinks one factor is the potential for a reduction in the size of the federal government. \u201cThis could go either way with an increase to state and local government agencies or an overall reduction in government agencies and printing,\u201d she said.<\/span><\/p>\n

\"\"

David Concors,
Supplies Network<\/p><\/div>\n

Realignment of OEM Channels
\n<\/b>\u201cThere is a growing desire among manufacturers to align with the resellers that have demonstrated the ability to deliver growth and market share,\u201d said David Concors, vice president of sales at Supplies Network. \u201cTheir go-to-market strategy includes products and growth programs tailored to specific resellers or reseller channels rather than an attempt to appeal to the masses. Inclusion in the \u2018club\u2019 provides greater access to those products and programs designed to create competitive differentiation. This, of course, comes at the expense of losing engagement with less loyal resellers and channels.\u201d<\/span><\/p>\n

 <\/p>\n","protected":false},"excerpt":{"rendered":"

In the ENX magazine January feature, \u201cDocument Imaging Trends and Predictions for 2017 and What They Mean,\u201d industry leaders expressed their expectations and concerns for the coming year. There were far more than we could print, so we are posting the remaining predictions here. Early Signs of a Shift to Seat-Based Billing A couple of industry leaders wondered if the click-based model for consumables and service contracts is becoming obsolete. John MacInnes, president of Print Audit, sees the dealer channel starting to adopt seat-based billing (SBB). \u201cSBB more closely aligns dealers with what their customers want to achieve while improving profit margins,\u201d he said. Print Audit has set up a certification to help dealers learn how to adopt the SBB model. MacInnes added that the SBB model can help dealer get revenue from scans as well as prints. Growing Divide Between Transactional and Contractual Models Luke Goldberg, executive vice-president of global sales and marketing at Clover Imaging Group. sees a growing shift away from the transactional channel model toward a contractual channel model where MPS and other managed services dominate. \u201cThis is important in that it is shaping the way businesses procure their goods and services in a fundamental way,\u201d he said. \u00a0\u201cTransactional dealers are at risk to lose their business to solution providers that are simply adding more value to customer relationships.\u201d Increasing Security Concerns Expect customers to ask for help understanding and addressing their security risks. \u201cThere are so many examples of data breaches occurring through non-traditional connected devices, including printers,\u201d said Brian Stevenson, president of footPRINT MPS and the director of technology and managed services at TriMega. CIOs and chief security officers are looking to understand IoT and ensure any device that resides on their network is fully protected and secure. \u201cThe dealer channel must be able to respond to these customer expectations and provide solutions ranging from the monitoring and configuration of printer endpoint security settings to the deployment of secure printing software tools,\u201d he added. Color MFP Growth InfoTrends projects color laser A4 multifunction replacements in the 45 to 69 ppm segment to achieve a 16.6 CAGR in North America. Greg Chavers, director of U.S. copier sales for Lexmark, encourages dealers to develop strategies and offerings to aggressively address this market growth opportunity. Political Uncertainty How will the recent election affect dealers\u2019 government business? Debbie Dellaposta, president of WPS\/Doing Better Business, thinks one factor is the potential for a reduction in the size of the federal government. \u201cThis could go either way with an increase to state and local government agencies or an overall reduction in government agencies and printing,\u201d she said. Realignment of OEM Channels \u201cThere is a growing desire among manufacturers to align with the resellers that have demonstrated the ability to deliver growth and market share,\u201d said David Concors, vice president of sales at Supplies Network. \u201cTheir go-to-market strategy includes products and growth programs tailored to specific resellers or reseller channels rather than an attempt to appeal to the masses. Inclusion in the \u2018club\u2019 provides greater access to those products and programs designed to create competitive differentiation. This, of course, comes at the expense of losing engagement with less loyal resellers and channels.\u201d  <\/p>\n","protected":false},"author":115,"featured_media":0,"comment_status":"open","ping_status":"open","sticky":false,"template":"","format":"standard","meta":[],"categories":[80,1650,1638],"tags":[2804,2970,527,2939],"_links":{"self":[{"href":"https:\/\/www.enxmag.com\/twii\/wp-json\/wp\/v2\/posts\/22267"}],"collection":[{"href":"https:\/\/www.enxmag.com\/twii\/wp-json\/wp\/v2\/posts"}],"about":[{"href":"https:\/\/www.enxmag.com\/twii\/wp-json\/wp\/v2\/types\/post"}],"author":[{"embeddable":true,"href":"https:\/\/www.enxmag.com\/twii\/wp-json\/wp\/v2\/users\/115"}],"replies":[{"embeddable":true,"href":"https:\/\/www.enxmag.com\/twii\/wp-json\/wp\/v2\/comments?post=22267"}],"version-history":[{"count":2,"href":"https:\/\/www.enxmag.com\/twii\/wp-json\/wp\/v2\/posts\/22267\/revisions"}],"predecessor-version":[{"id":22269,"href":"https:\/\/www.enxmag.com\/twii\/wp-json\/wp\/v2\/posts\/22267\/revisions\/22269"}],"wp:attachment":[{"href":"https:\/\/www.enxmag.com\/twii\/wp-json\/wp\/v2\/media?parent=22267"}],"wp:term":[{"taxonomy":"category","embeddable":true,"href":"https:\/\/www.enxmag.com\/twii\/wp-json\/wp\/v2\/categories?post=22267"},{"taxonomy":"post_tag","embeddable":true,"href":"https:\/\/www.enxmag.com\/twii\/wp-json\/wp\/v2\/tags?post=22267"}],"curies":[{"name":"wp","href":"https:\/\/api.w.org\/{rel}","templated":true}]}}