PrintIT issue48

20 PRINT.IT 01732 759725 2017 REVIEW Data must be safeguarded, to avoid substantial fines, as well as reputation damage uncomplicated mobile usability, including the award-winning app ineoPRINT, free to download for Android and iOS devices. The latest Develop ineo MFDs have a dedicated mobile touch area, enabling users to easily pair their mobile device with ineoPRINT using NFC technology. They can then print documents straight from their smartphone or tablet or scan jobs to their mobile device without using a PC. Customers can also use ineoPRINT to store and manage documents in one place and access popular cloud storage platforms. Ben Gaston, sales director, Toshiba TEC The trend towards diversification began some time ago but truly came of age in 2017. It is now clear that manufacturers that are unwilling or unable to shift their mindsets away from selling purely in the commoditised world of hardware are beginning to struggle, while those addressing actual business processes and strategic objectives through software, consultancy and non-product led engagements are growing. Toshiba TEC recognised the need for this transformation when diversification was in its infancy but the chatter across the industry suggests that the shift is becoming more universal. Furthermore, businesses that haven’t evolved in this way are reporting a negative impact on their fiscal results. Shaun Wilkinson, MD, UTAX (UK) Ltd There is a definite move for non- traditional copier companies to get involved in Managed Print. The IT and consumables suppliers are seeing a decline in consumable revenue so are starting to counter this by partnering with us and having a different conversation with their customers. Handled in the right way, they can move their customers from transactional to contractual. Phil Jones MBE, managing director, Brother UK Reducing costs was a key priority for many customers in 2017. Many tightened their belts in reaction to higher import charges, inflating prices and lingering economic uncertainty. As a result, customers’ approach to buying became more sophisticated as they looked to maximise value. This led to an overarching trend, which saw businesses look to do more with less and see a return on investment (ROI) almost immediately. Jamie Brothwell, print general manager, Exertis The movement by brands from volume to value. There seems to be a genuine desire for vendors to make money selling hardware rather than relying purely on supplies to deliver a longer term annuity return. This is further confirmed by market data, which suggests that the entry- level laser market will all but fail to exist in 5 years, as vendors shift their focus to higher-end printing solutions that yield a greater return on investment. This strategy is welcomed by us, as a distributor, as I am sure it will be by the reseller channel, as selling fewer higher ASP products over low ASP volume is a business model we support. Michele Mabilia, senior product marketing manager, OKI Systems (UK) Ltd We are continuing to see the consolidation of printers and MFPs into balanced fleets in the office space, and this was definitely one of the main trends last year. To optimise their investment, businesses are being more mindful about what they need from a printer and where they need it. There’s far more emphasis now on having the right device in the right place. Pete Pearce, product & applications marketing manager, Canon UK In the office space, security was a big trend for Canon. We’re seeing businesses making big investments to ensure they are secure and compliant. Data must be safeguarded, to avoid substantial fines, as well as reputation damage. In the wide-format market, we saw customers looking for high quality prints at production speeds. From a broader document management perspective, we have continued to see growth in the Purchase to Pay (P2P) space. This includes solutions to support digital mail, procurement and invoicing, as well as customer communication. We have also continued to help customers link field-based and depot-based processes with a centralised management function, with particular success in the hire and construction sector. Jason Cort, director of product planning and marketing, Sharp Europe Security has been high on everyone’s agenda in 2017. According to the Cyber Security Breaches Survey , almost half (46%) of UK businesses have suffered a cyber-attack in the past 12 months. Businesses are now more aware of possible threats to printer hardware and software, and the vulnerabilities posed by having more connected devices in the workplace, so they want to be sure that their networks are safe. This has been further amplified by an awareness of GDPR regulations coming into play in May 2018 and the realisation that there need to be more robust protocols in place to avoid significant financial penalties. Eric Crump, director of strategic alliances, Ringdale Renewed industry focus on print security has been a main theme over the last year. This is driven by a combination of factors, including the increasing number of malware attacks world-wide; high profile breaches, such as the NSA data leak; the Christian Slater/HP The Wolf campaign; and the rapidly approaching GDPR deadline. We can expect this renewed industry focus to continue throughout 2018 as IT security breaches become more and more public due to GDPR and other regional regulations. The digitisation trend continued in 2017, as businesses sought to eradicate paper from their processes Eric Crump ...continued continued...