{"id":9041,"date":"2013-12-01T16:46:11","date_gmt":"2013-12-01T21:46:11","guid":{"rendered":"http:\/\/www.enxmag.com\/twii\/?p=9041"},"modified":"2014-11-01T16:54:17","modified_gmt":"2014-11-01T20:54:17","slug":"color-war-toner-vs-ink-a-conversation-with-kim-beswick-president-of-memjet-office","status":"publish","type":"post","link":"https:\/\/www.enxmag.com\/twii\/enx-features\/2013\/12\/color-war-toner-vs-ink-a-conversation-with-kim-beswick-president-of-memjet-office\/","title":{"rendered":"Color War: Toner vs. Ink – A Conversation with Kim Beswick, President of Memjet Office"},"content":{"rendered":"

Is Memjet Changing the Game?<\/strong><\/span><\/p>\n

\"Kim

Kim Beswick
President, Memjet Office<\/p><\/div>\n

Industry analysts have been predicting color as <\/span> the<\/span> game changer for years, yet there hasn\u2019t been a reasonable and accessible solution to make color affordable and fast enough in the office \u2014until now. \u00a0After more than ten years of research and development, Memjet has created a revolutionary printhead that delivers color printing that is robust enough for the production print space, yet cost efficient enough to penetrate the office print market. With 70,400 jets per printhead that shoot millions of ink drops per second, it’s up to fifteen times faster than the average color printer, while being more energy efficient and mechanically sound. \u00a0To take its technology beyond production printing in North America, Memjet has positioned itself with the right partners to lead the change in office printing technology. \u00a0Last month, I visited Memjet’s R&D lab in San Diego, CA and saw a demo of Memjet’s production-class wide format printing technology, label printing and office printing.\u00a0 After the tour, ENX interviewed Kim Beswick, president of Memjet Office, about Memjet\u2019s color strategy, new opportunities in office printing, and her thoughts on leadership and personal balance. <\/span><\/p>\n

\"Memjet<\/p>\n

It’s been a year since Memjet announced the distribution agreement for the C6000 series of office printers with Parts Now.\u00a0 How is it going?<\/em><\/span><\/b><\/p>\n

It\u2019s been a great partnership to date.\u00a0 As we approach our 1-year anniversary with them, we\u2019re moving from a \u201cmarket trial\u201d model to an \u201copen distribution\u201d model available for all Parts Now resellers.\u00a0 Parts Now is an extremely collaborative and effective partner and has helped us make Memjet-powered office printing available in North America.\u00a0 By introducing the product earlier this year with a small, focused group of resellers, we were able to learn what\u2019s needed to be successful in terms of pricing\/margin structure, selling models, customer emphasis, service\/support and value to resellers. We found very strong reseller interest in revolutionary ink-based technology from Memjet and tremendous power in the idea of lowering the cost of A4 color solutions for the office. Based on that market trial feedback, we\u2019re now moving to a model in Q4 that generates more scale for our business in the US and Canada.\u00a0 We\u2019re excited to use the launch of the C6030 MFP and other product updates as an opportunity to present more opportunities to the entire Parts Now reseller community.\u00a0 <\/span><\/p>\n

\"Memjet-Printhead-FullShot-Angle<\/p>\n

You have an open-brand strategy for the office printers. Please tell us what this means to dealers and resellers.<\/em><\/strong><\/p>\n

For the office space in North America, our brand identity is centered on \u201cPowered by Memjet\u201d.\u00a0 In this highly competitive market, \u201cPowered by Memjet\u201d represents new levels of productivity and lower color page price points that drive the next wave of color pages and innovative business models such as cartridges designed for authorized refill.\u00a0 That being said, Memjet doesn\u2019t need to own the primary relationship with the customer or the product brand.\u00a0 In managed print services engagements, the channel partner who writes the contract is the most important entity to the customer.\u00a0 The channel partner is the architect for fleet optimization and the guarantor of meeting customer needs.\u00a0 A Memjet \u201copen brand\u201d strategy allows distributors and resellers to take the primary brand position for the product and to promote their own company value more prominently in marketing and advertising to clients and prospects.\u00a0 <\/span><\/p>\n

Memjet has many in-brand office printers through strategic partnerships in other regions of the world, such as Asia, Europe, Africa and the <\/em> Middle East<\/em><\/span>.\u00a0 Can you tell us why Memjet does not have such a relationship for the North American office printing market?<\/em><\/span>\u00a0 <\/b><\/p>\n

Early interest in our technology for the office market came from partners based in Asia and other emerging markets.\u00a0 These markets were less affected by the global economic downturn. Partners there were more willing to invest in new technology at a time (2008-2010) when others in the US were seeing declines in office pages, and were, therefore, more hesitant.\u00a0 The lack of a North American OEM brand has more to do with timing and the initial epicenter of our publicly announced partners than anything else. The US market is healthy again, and it represents a large part of the economic opportunity for printing, providing good growth opportunities in color pages\/devices, as well as managed print services.\u00a0 <\/span><\/p>\n

A Memjet printer is known for its speed, larger ink tank and ability to provide very low cpp for full color printing.\u00a0 Yet it’s been pointed out that Memjet printers lack some functionality, such as a duplexing option and a larger paper tray.\u00a0 Is Memjet addressing any of those issues with its partners?<\/em><\/span><\/b><\/p>\n

Yes, of course.\u00a0 We have an SFP and MFP with great value propositions.\u00a0 We believe there is a viable market for what we have today, and at the same time, we completely agree that we need to keep improving on basic features, as well as our core technology, going forward.\u00a0 There are multiple efforts underway that our customers will benefit from in the future.\u00a0\u00a0 Generally, Memjet is zeroing in improvements to our core technology: printheads, ink, controller software & hardware, and core subsystems like ink delivery and printhead maintenance. At the same time, we\u2019re working with mature product development partners on new product platforms that will add the features and functionality office users have come to expect.\u00a0 The good news is that this expertise and capability abounds in our industry.\u00a0 The key is bringing it together with our technology and getting it to market sooner rather than later.\u00a0 We are not announcing anything at this present time, but I can say we are looking out at least two generations of technology that will feed multiple platforms of printers and greatly build on and expand what is in market today. <\/span><\/p>\n

Do you have any plans to introduce open-brand MFPs?<\/em><\/span><\/strong>\u00a0<\/strong> <\/span><\/b><\/p>\n

Our C6030 MFP was announced this fall to select resellers and is available today via Parts Now for all reseller partners in the US and Canada.\u00a0 <\/span><\/p>\n

What would you say about the inkjet vs. toner office printing market over the next 2 to 3 years?<\/em><\/span><\/strong><\/p>\n

It is a time of transition for office printing.\u00a0 We believe we are at the early stages of a huge market shift towards office ink that will extend well into the heart of the office print market in the next two to three years.\u00a0 <\/span><\/p>\n

The fact is that ink-based devices deliver color pages at a fundamentally lower cost than toner based devices.\u00a0 They are also faster and more flexible to put together from an engine design standpoint.\u00a0 New ink-based devices will drive new value.\u00a0\u00a0 By lowering the cost of color and also making low-cost color printing more productive and accessible to work team environments, ink-based technology is poised to drive the next wave of color pages.\u00a0 We need to start thinking as an industry about how we transition from a 1c monochrome page to a 3-5c color page pervasively.\u00a0 Distributed low-cost color pages will offload and complement the A3 color device structure we have today and will breathe a healthy dose of growth and profit into the industry.\u00a0 <\/span><\/p>\n

In the next two to three years, I believe every major print industry brand will be looking for a way to add ink-based devices to their office device portfolio.\u00a0 We are seeing an increase in this interest and activity now.\u00a0 We will see multiple new engine platforms from both Memjet partners and also from HP, Epson, and Brother who have all introduced or discussed publicly their interest in office ink.\u00a0 <\/span><\/p>\n

What can you tell us about Memjet office projects that are nearing completion and are slated for announcement in 2014?<\/em><\/span>\u00a0<\/strong><\/p>\n

W<\/span>e can\u2019t share any announcements or projects at this point in time. We work under confidentiality agreements with all partners, and product announcements are made at the time and choosing of those partners.<\/span>\u00a0 <\/span><\/p>\n

As you recently assumed the position of President for Memjet Office, can you share your vision for Memjet office products and your strategic direction?<\/em><\/span><\/strong>\u00a0<\/strong> <\/em><\/p>\n

At Memjet Office, our goal is to be a catalyst for industry growth and profit via new technology, of course, but also through new ways of doing business. This is an important distinction. When you look at the macro trends in the industry, we know the status quo will not drive growth.\u00a0 Office pages are flat and even slightly declining in mature markets.\u00a0 Monochrome pages still dominate.\u00a0 Mobile technologies present new challenges in terms of print infrastructure. We\u2019re threatened by new pervasive display technologies, all very personal and in color.\u00a0 The current focus on growth via MPS is really a focus on lowering cost, de-personalizing technology and restricting color.\u00a0 <\/span><\/p>\n

For me the choice is very, very clear: Either we shift by driving new value and new thinking and new business models, or else printing and imaging slowly goes the way of the fax machine.\u00a0 <\/span><\/p>\n

The Memjet Office vision is to drive the next wave of color pages via very productive, accessible, low-cost color technology.\u00a0 As the only independent provider of ink-based technology for the office market, our partners play an important role in terms of how this vision is manifested into future products.\u00a0 We see this as a partnership and a melding of our technology value with partner strategy.\u00a0 Diversity, creativity and partnership will drive differentiation and growth for Memjet and also new ways of providing value and generating profit for the industry. <\/span><\/p>\n

In an industry where one does not run into many female presidents, congratulations on your recent promotion.\u00a0 Do you feel you have had any special or unique experiences because of your gender?\u00a0 Any advice you’d like to share with other aspiring women for managing a career and a personal life?<\/em><\/span>\u00a0 <\/b><\/p>\n

Thank you.\u00a0 I\u2019m not sure my experiences are particularly deserving of offering of advice \u2013 but I\u2019ll give it a shot.\u00a0 Understanding your own uniqueness and bringing that forward to drive success is key whether that uniqueness stems from gender or background or life experience or personality.\u00a0\u00a0 It\u2019s important to be aware of and see our particular set of experience and perspective as an advantage instead of a disadvantage.\u00a0 If we do this, we can then use it in business to create value.\u00a0\u00a0 As women, the only gender-based comment I\u2019ll make is that I think we often wait for the opportunity or the invitation to take the next step in our careers.\u00a0 If we are working hard and succeeding, we could be more presumptive.\u00a0\u00a0 Don\u2019t ask permission.\u00a0 Leadership is fun and we deserve to be there.\u00a0 <\/span><\/p>\n

Parenting is a journey!\u00a0 Family has certainly helped me to hone my ability to be fully present no matter what I\u2019m doing.\u00a0 We\u2019re operating a global business at Memjet, and yet I want to be home for dinner and read to my kids at night.\u00a0 I love being a parent and I also love solving business problems.\u00a0 Admitting that you can\u2019t do it all opens up the only other solution, which is to do the best you can and to be clear about what is important in each moment.\u00a0 I\u2019ve sprinted through airports in high-heels to catch the last flight home and I can say for certain that coaching soccer is a great way to get over jet lag!!\u00a0 Being fully present at work and making the most of my time with my family is part of what makes it all work.\u00a0 In the end it is the balance of the two that creates the energy and perspective to succeed at both.<\/span><\/p>\n","protected":false},"excerpt":{"rendered":"

Is Memjet Changing the Game? Industry analysts have been predicting color as the game changer for years, yet there hasn\u2019t been a reasonable and accessible solution to make color affordable and fast enough in the office \u2014until now. \u00a0After more than ten years of research and development, Memjet has created a revolutionary printhead that delivers color printing that is robust enough for the production print space, yet cost efficient enough to penetrate the office print market. With 70,400 jets per printhead that shoot millions of ink drops per second, it’s up to fifteen times faster than the average color printer, while being more energy efficient and mechanically sound. \u00a0To take its technology beyond production printing in North America, Memjet has positioned itself with the right partners to lead the change in office printing technology. \u00a0Last month, I visited Memjet’s R&D lab in San Diego, CA and saw a demo of Memjet’s production-class wide format printing technology, label printing and office printing.\u00a0 After the tour, ENX interviewed Kim Beswick, president of Memjet Office, about Memjet\u2019s color strategy, new opportunities in office printing, and her thoughts on leadership and personal balance. It’s been a year since Memjet announced the distribution agreement for the C6000 series of office printers with Parts Now.\u00a0 How is it going? It\u2019s been a great partnership to date.\u00a0 As we approach our 1-year anniversary with them, we\u2019re moving from a \u201cmarket trial\u201d model to an \u201copen distribution\u201d model available for all Parts Now resellers.\u00a0 Parts Now is an extremely collaborative and effective partner and has helped us make Memjet-powered office printing available in North America.\u00a0 By introducing the product earlier this year with a small, focused group of resellers, we were able to learn what\u2019s needed to be successful in terms of pricing\/margin structure, selling models, customer emphasis, service\/support and value to resellers. We found very strong reseller interest in revolutionary ink-based technology from Memjet and tremendous power in the idea of lowering the cost of A4 color solutions for the office. Based on that market trial feedback, we\u2019re now moving to a model in Q4 that generates more scale for our business in the US and Canada.\u00a0 We\u2019re excited to use the launch of the C6030 MFP and other product updates as an opportunity to present more opportunities to the entire Parts Now reseller community.\u00a0 You have an open-brand strategy for the office printers. Please tell us what this means to dealers and resellers. For the office space in North America, our brand identity is centered on \u201cPowered by Memjet\u201d.\u00a0 In this highly competitive market, \u201cPowered by Memjet\u201d represents new levels of productivity and lower color page price points that drive the next wave of color pages and innovative business models such as cartridges designed for authorized refill.\u00a0 That being said, Memjet doesn\u2019t need to own the primary relationship with the customer or the product brand.\u00a0 In managed print services engagements, the channel partner who writes the contract is the most important entity to the customer.\u00a0 The channel partner is the architect for fleet optimization and the guarantor of meeting customer needs.\u00a0 A Memjet \u201copen brand\u201d strategy allows distributors and resellers to take the primary brand position for the product and to promote their own company value more prominently in marketing and advertising to clients and prospects.\u00a0 Memjet has many in-brand office printers through strategic partnerships in other regions of the world, such as Asia, Europe, Africa and the Middle East.\u00a0 Can you tell us why Memjet does not have such a relationship for the North American office printing market?\u00a0 Early interest in our technology for the office market came from partners based in Asia and other emerging markets.\u00a0 These markets were less affected by the global economic downturn. Partners there were more willing to invest in new technology at a time (2008-2010) when others in the US were seeing declines in office pages, and were, therefore, more hesitant.\u00a0 The lack of a North American OEM brand has more to do with timing and the initial epicenter of our publicly announced partners than anything else. The US market is healthy again, and it represents a large part of the economic opportunity for printing, providing good growth opportunities in color pages\/devices, as well as managed print services.\u00a0 A Memjet printer is known for its speed, larger ink tank and ability to provide very low cpp for full color printing.\u00a0 Yet it’s been pointed out that Memjet printers lack some functionality, such as a duplexing option and a larger paper tray.\u00a0 Is Memjet addressing any of those issues with its partners? Yes, of course.\u00a0 We have an SFP and MFP with great value propositions.\u00a0 We believe there is a viable market for what we have today, and at the same time, we completely agree that we need to keep improving on basic features, as well as our core technology, going forward.\u00a0 There are multiple efforts underway that our customers will benefit from in the future.\u00a0\u00a0 Generally, Memjet is zeroing in improvements to our core technology: printheads, ink, controller software & hardware, and core subsystems like ink delivery and printhead maintenance. At the same time, we\u2019re working with mature product development partners on new product platforms that will add the features and functionality office users have come to expect.\u00a0 The good news is that this expertise and capability abounds in our industry.\u00a0 The key is bringing it together with our technology and getting it to market sooner rather than later.\u00a0 We are not announcing anything at this present time, but I can say we are looking out at least two generations of technology that will feed multiple platforms of printers and greatly build on and expand what is in market today. Do you have any plans to introduce open-brand MFPs?\u00a0 Our C6030 MFP was announced this fall to select resellers and is available today via Parts Now for all reseller partners in the US and Canada.\u00a0 What would you say about the inkjet vs. toner office printing market over the […]<\/p>\n","protected":false},"author":80,"featured_media":0,"comment_status":"open","ping_status":"open","sticky":false,"template":"","format":"standard","meta":[],"categories":[1649,1814,1876],"tags":[],"_links":{"self":[{"href":"https:\/\/www.enxmag.com\/twii\/wp-json\/wp\/v2\/posts\/9041"}],"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\/80"}],"replies":[{"embeddable":true,"href":"https:\/\/www.enxmag.com\/twii\/wp-json\/wp\/v2\/comments?post=9041"}],"version-history":[{"count":3,"href":"https:\/\/www.enxmag.com\/twii\/wp-json\/wp\/v2\/posts\/9041\/revisions"}],"predecessor-version":[{"id":9046,"href":"https:\/\/www.enxmag.com\/twii\/wp-json\/wp\/v2\/posts\/9041\/revisions\/9046"}],"wp:attachment":[{"href":"https:\/\/www.enxmag.com\/twii\/wp-json\/wp\/v2\/media?parent=9041"}],"wp:term":[{"taxonomy":"category","embeddable":true,"href":"https:\/\/www.enxmag.com\/twii\/wp-json\/wp\/v2\/categories?post=9041"},{"taxonomy":"post_tag","embeddable":true,"href":"https:\/\/www.enxmag.com\/twii\/wp-json\/wp\/v2\/tags?post=9041"}],"curies":[{"name":"wp","href":"https:\/\/api.w.org\/{rel}","templated":true}]}}