November 2019

Just want I needed today was some blockbuster news about Xerox, Fuji Film, Fugi Xerox and HP.  Don't these people know I have a quota to reach by the end of the year!

If you've been hiding all day and not staying in touch with industry events, today was one of those days that has everyone talking.

Early this AM a press release comes out that states Xerox and Fuji Film has reached a settlement in their law suit.  That's the one where Fuji Film sued Xerox because Xerox backed out of the sale. 

Xerox has agreed to see it 25% stake in Fuji Xerox to Fuji Film (a joint venture developed many years ago) for something like $2.2 billion dollars. Keep in mind that Fuji Film filed a lawsuit for 2 billion or so in damages when Xerox backed out of the sale.  Fuji Xerox is now 100% owned by Fuji Film and Xerox has an agreement in place where they can still purchase office MFP's (A4 & A3) for "x" amount of time.  In addition Fuji Film drops the lawsuit against Xerox. Xerox also agreed to sell Xerox its stake in another smaller joint venture with Fuji Xerox to Fujifilm.

Big Takeaway

The biggest takeaway I read was the one where Fujifilm Chief Executive Shigetaka Komori stated “We can now expand our sales territory...and launch new products,” because Fuji Xerox will now be able to sell copiers not just to Xerox, but also to other brands in the United States and Europe".

For me this is HUGE!  Somewhere down the road Xerox will have to compete with their own devices. I'm an old hand at that game been fighting it for years with Ricoh Direct and all of the dealers that sell Ricoh in New Jersey. 

Thoughts

One of my first thoughts is that other manufacturers can now purchase these MFP's from Fuji Xerox.  Thus if one of the copier manufacturer has a poor showing in color A4, they can OEM those devices from Fuji Xerox. The same will hold true for A3 color, A4 black and A3 balck MFP's. I'd bet dollars to doughnuts that some traditional copier manufacturers have already made the call to Fuji Xerox to fill gaps in their MFP line.

My second thought is that a Mega Dealer approaches Fuji Xerox and cuts a sole source deal here in the US.  Branding for the MFP's would or should have the Mega Dealer logo and brand. Think about that one for a moment...... are you done thinking yet?  Let's maybe think about Flex, Dex or maybe Marco, imagine the ramification of one of the major copier manufacturers losing one of those accounts. 

I'm also thinking that sometime in the near future the Xerox name is going bye-bye also.

Threads

Here's some of the traction that we had on Linkedin this afternoon.

Xerox Wants HP

Did you see the last thread from Don Quick? 

Yea, while I was out on appointments I think the Wall Street Journal released news that Xerox was putting in an offer to buy HP!  I was like WTF!  Just a few minutes ago the Miami Herald reported that HP did receive an offer from Xerox.

Today was a good day for those that are holding HP and Xerox stock both were up on the market.

While I'm far from being any type of an accountant I did read one article that stated Xerox could pull off the financing for this purchase and that they had acquired financing.  Xerox has something like 928 million is cash, then the 2.2 billion from Fuji Film, however they have a debt service due in December of 528 million.  I'm guessing they would need 30 billion in financing.

I asked myself what would be the benefit to Xerox other than making their shareholders a boat load of cash.  Xerox gets Indigo technology, Samsung technology, HP technology, and the cash cow of the consumables. In addition they would not have to purchase MFP's from Fuji Film in the future.

I'm sure there are many other benefits if this sale happens. At this point I think that the sale is a bit iffy.  But we've seen crazier things happen in our industry over the years.

I don't think anyone saw this coming, and kudos to John Visentin and team if they can pull this off.

-=Good Selling=-

DocuWare Releases Version 7.2

E-stamps, e-invoice display, streamlined configurations and integrations are among the new features that benefit DocuWare users

New Windsor NY, October 30, 2019 – DocuWare, provider of cloud solutions for document management and workflow automation, releases version 7.2 of its flagship software.

“User feedback combined with results from our own rigorous R&D form the roadmap when planning DocuWare updates”, says co-president Dr. Michael Berger. “At DocuWare, we believe that digital document management and automated workflows achieve widespread adoption only when they are part of a solution that places as much emphasis on user friendliness as it does on excellence in technology. DocuWare version 7.2 is evidence of this,” concludes Berger.

DocuWare version 7.2 highlights include:

• User-friendly environment with easier reviewing and archiving and faster keyword searches:
• • XML-based invoices are automatically displayed in a reader-friendly version similar to a PDF to support XRechnung, ZUGFeRD 2.0, FacturX and  FatturaPA standards
  • Archived documents are displayed in the Viewer.
  • Table fields are enhanced with title optimizations and auto-calculation of decimal columns
  • Enriched keyword fields accept multi-keyword indexes with ability to affect multiple documents in parallel
• Deeply enhanced Workflow Designer enables higher efficiency with new options to reduce manual touch and increase trackability of workflows:
• • “Wait for event” option allows users to configure in advance but delay a workflow until related documents are processed
  • Metadata on any workflow documents can now be automated
  • Lists in workflow dialogue boxes can be filtered so employees quickly see only their tasks
  • Users can configure workflows to identify which fields get transferred to a stamp so that only relevant information appears on the document
  • Workflow history displays the current task and allows users to see which step is being executed at any given time

• Simplified configurations, updated Autoindexing and direct integrations ensure speedier movement of documents through workflows:
• • Stamps are integrated directly into DocuWare Configuration in a new, intuitive design, eliminating extra steps needed in previous versions and offering massive time-savings for those configuring or administering DocuWare
  • DocuWare Request and Connect to Mail have completely new designs to elevate usability
  • The field type “Date” is now a powerful new match code for Autoindexing

DocuWare Version 7.2 is available in cloud and on-premises versions. As always, DocuWare provides feature parity between deployment options to support the diverse IT ecosystems of our customers. Updates to 7.2 can be made from version 7 or 7.1.

Customers are advised to contact their authorized DocuWare partner to implement this latest version.

* All existing stamps are automatically transferred for those updating to version 7.2

* * * * * * *

About DocuWare

DocuWare office automation solutions deliver smart digital workflow and document control that set a new pace for worker productivity and business performance. DocuWare’s zero-compromise cloud services are a recognized best-fit for digitizing, automating and transforming key processes. DocuWare operates in 90 countries with headquarters in Germany and the U.S.

For More Information Contact:

The Americas:

DocuWare Corporation
Samina Sabir
Communications Director
4 Crotty Lane, Suite 200
New Windsor, NY 12553
845 253 6784
Samina.Sabir@docuware.com

Long Answer Follows

With the recent ConnectWise acquisition of Continuum, one of the largest Master Service Providers, I thought it was the right time to share some thoughts regarding IT services and the Imaging Channel.

It is approaching ten years; where's the momentum? 

It has been nearly a decade since Master Service Providers started courting the Imaging Channel in an attempt to assist the Channel in delivering IT services to their print services clients. Unfortunately, in this last decade, there seem to be very few success stories. 

There must be a better way

Is it time for better options? Is there a better solution for the Channel than hoping the current Master Service Providers can help dealers move up-market to higher-end clients and gain more control over their SLA's? Is it time for a new hybrid approach? I think it was time five years ago. 

When does the Channel recognize the failure to deliver? The inability to gain momentum in the Imaging Channel should cause both the Channel's dealers and the Master Service Providers to question the lack of success - and the future.

Most of the Imaging Channel is far behind the target of 30% plus of their overall revenue represented by a profitable IT services business. It's important to note that those Channel dealers who appear to be performing well in IT services are doing so without the help of a Master Service Provider. Dealers should listen with caution - or even skepticism - and question those who are recognized as leading the pack in the IT services deliverable. 

Who and by what measurement are they leading? 

Can Dealers succeed in the IT Services Deliverable? Yes, they can, and I am honored to have worked with an MSP who continues to raise the bar on their extremely successful Managed Service and Security platform. #ImageQuest headquartered in Nashville, TN. Led by Milton Bartley

It simply takes leadership  

Until a dealer is ready to invest and hold themselves accountable to the growth of the IT Services deliverable, they will never gain enough traction to achieve a meaningful percentage of revenue needed for diversification. 

Dealers don't need a babysitter directing them or controlling their IT deliverables. What dealers need is a rock-solid leader with courage and a proven ability to build something. The dealers need to put their minds to the IT deliverable. Maybe the Channel should adopt this as their motto.

 "Putting our minds to IT"

Who in the Channel remembers the Master Copier Service Provider? Right! There never was one. Instead, some dedicated entrepreneurs transitioned outdated deliverables or built companies from the ground up that sold products and serviced the products they sold - profitably. These pioneers were determined leaders. I expect none of them hired babysitters.

Like the dealers they are courting, the Master Service Providers are focused on their growth. As they gain dealers, they grow, even if the new dealer is only marginally successful. And there are too many marginally successful dealers in the Channel to honestly call the past decade a success as it relates to IT services.

I can't be alone in thinking that Master Service Providers are stifling the individual dealer's operational maturity. As those dealers become increasingly dependent on the Master Service Provider, they fail to develop the critical skills internally, increasing their reliance on the Master Service Provider. It's a vicious circle. 

Conversely, when you look at the dealers who have found success in IT services, you see little or no dependence on Master Service Providers. These successful dealers have a uniqueness to their IT service deliverable - a boutique quality if you will - that Master Service Providers cannot emulate as they build platforms to maximize the commonality among their dealers and their clients. 

What's good for the Master is not good for the dealers and MSP's

Successful IT service providers clearly understand that yes, there must be a commonality among their clients - a consistent stack and a similar belief in the value of the service they are receiving. The problem for the Master Service Provider is that the most successful MSPs will define their deliverable, standard stack, and ultimately their ideal customer profile without regard to the Master Service Providers.

The successful MSPs are building boutique business models. It's this uniqueness that separates them from their competitors and ultimately makes them unlikely to engage a Master Service Provider.

The Channel's business leaders are smart enough to explore options on their own, and now is the time for them to start looking for other options. The current approach isn't working. It's time to take the bull by the horns and find your success in IT services; it's time to look in new places. 

The Channel must avoid commonality which leads to commoditization

The dealers who have aligned themselves with Master Service Providers have helped to create a commoditized, albeit watered-down, IT services deliverable. 

Recently I published an article on how I believe Master Service Providers are commoditizing their IT Services deliverable. Here's a link to that article if you want more background on my thoughts in this area. (article link)

My friends in the Imaging Channel, maybe it's time to look for alternatives in your IT services plight. Will the Channel spend another ten years doing the same thing and expecting a different result? We all know that spells insanity.

Instead, I suggest that the dealers who find themselves stuck with little or no movement reach out to the MSP community - outside the Imaging Channel - and talk with those service providers inside the channel who figured out how to be successful without relying on a Master Service Provider. 

Yes, there are a few who are successful using a Master Service Provider, but we intelligent minds can agree they are the exception and not the rule. 

Tough conversations - both internally and externally are required to create improvement and real change. That said, the Imaging Channel has to start having these tough conversations. It's a disservice to the Channel's reputation as one of innovation and growth to continue avoiding the realities of the marketplace. 

 "Status Quo is the Killer of all that will be Invented, don't get stuck in Status Quo." 

I welcome all to subscribe to my YouTube Channel https://www.youtube.com/channe...A?view_as=subscriber

Also, send invite if you wish to connect here on Linkedin.

Ray Stasieczko