Changeforge To Provide Daily News Flash of Our Industry

News aggregators can be productive - if your interested in getting up to date news around our industry, this looks like a pretty interesting alternative.

I've gone over and checked out the site - it looks decent - the following is a cut and paste from friends of DOTC, Changeforge.

Check it out here.


ChangeForge Announces Partnership to Provide Document Solutions Daily to You!
September 1, 2009 · Filed Under Document Solutions Daily, State of the Blog
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Documents Solutions Daily - KWorks Publishing

Document Solutions Daily - Kworks Publishing

Stop spending valuable time searching through countless industry articles trying to keep up with the industry. Now you can get the latest industry trends delivered directly to you. Document Solutions Daily summarizes an average of 20 document technology events that impact your business and can provide you competitive advantage over your competition.

ChangeForge is pleased to announce a partnership with Kworks Publishing to provide our subscribers daily updates of industry news via Document Solutions Daily.

Who Typically Benefits from Daily Updates?

1. Professionals involved in the office equipment, digital production print and document management industry
2. Senior Management
3. Sales and Marketing Professionals
4. Dealer Principals
5. Advertising and PR agencies
6. … and of course you, the ChangeForge community!

Document Solutions Daily (DSD), from Kworks Publishing, is an up-to-the-minute peek into the complex world of office equipment, document management and production printing.

Starting Tuesday, September 8, ChangeForge provides a DAILY news flash of current events affecting the document technology industry. News flash not enough for you? Then take advantage of the special discounted rate offered to our loyal ChangeForge subscribers.

Dual-screen laptop on sale by Christmas

Dual Screens can reduce the amount of printed materials up to 18% - that's from one study at one client - so percentage could vary.

But forget about the your arbor day pledge, think about the coolness factor you'll command at Starbucks.

More details here.

Does HP Really Need a Channel? Really?

2009 -

The answer is Yes, HP needs a channel. But read on...

What's more, HP just may be "getting" this MPS thing. (tongue in cheek)

As we have witnessed over the past few months, Hurd's herd, has openly marketed their old, tried, and true MPS programs(SPS?).

The HP "guarantee" is the latest salvo.

To be sure, HP has been pushing the MPS program at the Enterprise level for years and any HP IPG VAR has had, in the past, little reason to fear the "mother ship" swooping in on their smaller, B2B business.

Everything changes, that's a fact...

With few new equipment releases, reduction in R&D, and decentralize MPS programs for the channel - through partnerships with Great America, Synnex, Ingram, etc.- comparatively, the HP MPS plan for the channel seems a bit less focused.

There's nothing like the 23 module behemoth from Ricoh, or the easy to use Xerox PagePack 3.0 or entry level, scalable programs from Toshiba, Oki and Samsung.

What gives? Gartner's analysis sheds some indirect light on the subject:

"HP lost 3.4 percentage points market share to total 40 percent market share in the first half of 2009 as it maintained a tighter control over its channel inventory levels amidst weakening demand."

Hardware sales are soft so where does one look to increase revenue in an equipment slump?

Managed Print Services.

HP's existing client base is huge and contains large enterprises that utilize 1,000's of HP printers - MIF.

And what's the number one place to look to for that low hanging fruit? Your existing client base.

Unlike a good deal of VARs and dealers in the channel, HP is not afraid to let their highly trained MPS specialists waltz into an ITG account and start pitching MPS.

That's the easy stuff.

As for SMB MPS channel; if equipment sales are down, why bother working through an unproven, inexperienced channel partner when the plan is to REDUCE the number of units sold?
So,

The best way for HP to dig into the SMB Managed Print Services treasure chest is direct, not through a channel.

Woah...wait, what, huh?


That's right.

The hot, new revenue stream is MPS, and does not require selling equipment - indeed, the exact opposite should happen. There is no reason to work with a VAR selling pure MPS services, services which reduce the number of HP's or xerox, Lexmark, or anyone's boxes.

HP can provide MPS directly on a national, global basis - why not locally? Why not right in your backyard?

So the recharger folks are freakin scared? The rest of us are simply in bliss.

Fear not, dear HP VAR and IPG SVIP OPS reseller - the news is good and it comes from across the pond.

Alan Hatfield, Channel Development Manager at HP, out of Gloucester, United Kingdom, was looking for a UK growth target of 100% between the months of May and September.

To increase ANY type of business by 100%, in only 6 months, is a lofty and seemingly unrealistic goal, but Hatfield expects to see a 90% increase.

And within this growth, Hatfield believes MPS sales are split 50:50 between direct and the channel.

“HP is very committed to having a good platform for our partners because MPS is the future,” he says. “Most of the conversations I have with channel partners are around managed print services.”

Our friends over at Photizo Group estimate the MPS market be more than $50bn by 2013, with more than 50% of all devices coming under MPS contracts.

If the ratio's from the UK/Europe hold true, that's a paltry $25 billion for us in the channel...so who cares if HP needs or doesn't need a channel - figure it out.

One source article here.