delivering the value of color malcolm hancock principal analyst digital documents and imaging group
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Delivering the Value of Color
Malcolm Hancock
Principal Analyst
Digital Documents and Imaging Group
Agenda
Color in the office
– Buying experiences
Technology Battle — Laser vs. inkjet
– Cost issues
Product Convergence
– How does multifunction fit in
Recommendations
A Management Blind Spot
Few know exactly what equipment they have Fewer still monitor supplies or post-acquisition
spending Few know what users are operating what equipment
and how they are using it Most pay only intermittent attention to output fleets Organizational responsibility is sometimes
splintered Fairly low level of concern — not perceived as a
serious problem or an opportunity to cut cost
0%
20%
40%
60%
80%
100%
Small Midsize Large
Inkjet Page Matrix
Print Technology Use by End-User Category
Purchasing
0%
20%
40%
60%
80%
100%
Small Midsize Large
Inkjet Page Matrix
Print Technology Use by End-User Category
The Problem
Workgroup
Personal
Purchasing — The Wrong Products
Color Printing: The Promise/The Problem
The Promise Improve communication via enhanced comprehension and persuasion
The Problem Difficult to document the productivity benefits of color
Paper Electronic
Benefit = Value - Cost
Value– Readability of document– Accuracy of message– Response to document
Cost– Equipment– Toner– Ink– Paper– Downtime– Management– Creation
0.0
1.0
2.0
3.0
4.0
5.0
6.0
1997 1998 1999 2000 2001 2002 2003 2004 2005 2006 2007
Copy Color
Copy 21+ ppm
Copy 11-20 ppm
Copy 1-10 ppm
Color Page
Page 21+
Page 11-20 ppm
Page 1-10 ppm
Units (M)
Western Europe
Is Color Replacing Monochromein the Office?
If you could make one improvement to color printers, what would it be?
Faster, Faster, Faster —A Perennial Problem
0%
5%
10%
15%
20%
25%Increase Speed
No Improvement
Lower Cost of Consumable Supplies
Better Quality
Lower Hardware Cost
Reliability
Improve Paper Handling
Lower Noise
Ease of Use
0%
5%
10%
15%
20%
25%
30%
35%
40%Presentations
Business Reports
Sales and Marketing
Office Applications
Word Processing
Spreadsheets
Others/Don't Know
What Is Driving Color Use? (2 Years Ago)
0%
5%
10%
15%
20%
25%
30%
Total
Business Reports
Presentations
Sales and Marketing
Word Processing
CAD/Engineering
Graphic Arts
Photo Output
Internet
Spreadsheets
Others
What Is Driving Color Use? (Now)
Users Moving Into Laser Color —Was Your Most Recently Acquired Printer …
0%
10%
20%
30%
40%
50%
60%
70%
80%
2000 2002
An Additional Printer
Inkjet Printer
Color Laser
Mono Laser
Others
Don't Know
Color Laser Takes the OfficeWhat Is the Technology of Your Most Recently Acquired Printer?
0%
10%
20%
30%
40%
50%
60%
70%
Laser Inkjet Others Don't Know
1998
2000
2002
0%
10%
20%
30%
40%
50%
60%
Hardware Consumables Support Others
Cost of Ownership Is ImportantCost Factors Considered When Purchasing
0%
10%
20%
30%
40%
50%
60%
70%
80%
90%
One Color Printerper User
Shared NetworkColor Printer
Neither Don't Know
Percentage of Respondents
Sharing Color Printers Is PreferredIn a Small Workgroup Would You Prefer….
0.0
0.1
0.2
0.3
0.4
0.5
0.6
0.7
0.8
0.9
1997 1998 1999 2000 2001 2002 2003 2004 2005 2006 2007
Color Page
Copy Color
Units (M)
Western Europe
Is Color Replacing Monochromein the Office?
0
50
100
150
200
250
300
350
400
1997 1998 1999 2000 2001 2002 2003
Units (K)
Western Europe
4-Pass
Single Pass
Color Laser for Different Usage Patterns
Desktop Color Printers
Inexpensive to buy
Expensive to run
Color is often used to print even draft documents
Coming in under the radarof IT departments
Put Desktop Printers in Their Place
Rising Speeds, Falling Costs
Technology Battle — Ink or Laser
Small workgroups that need affordable color output should consider business color inkjet printers as a companion to monochrome laser printers
Before selecting a color printer, users should know how many color pages they will print each month and calculate the running cost
Specialists in device consolidation can help rationalize output from printers, copiers and facsimiles, saving money while providing insight to affordable small-workgroup color printing
Consolidation of personal inkjet printers to a small workgroup's business inkjet printer that is shared on the network can provide lower total cost of ownership with improved cost controls
Where Does Multifunctionality Fit?
Copier vendors rapidly transition to digital technology– All copiers will soon be MFP-capable
Inkjet MFPs strike a blow to print-only products– Massive price erosion makes MFPs affordable
– Performance improvements
– Quality improvements
– Ease of use
MFPs displace sales of stand-alone printers – Flatbed displaces sheetfed
Action Item: Help your customers to understand their needs to achieve the right mix of equipment — this will maximize their savings and productivity benefits.
Benefits of MFPs
Productivity Fewer mouths to feed (supplies, service and
maintenance) Fewer assets to acquire and track Space and power savings Shared finishing and paper supplies Moves documents faster and at lower cost
Copier
MFPs reduce fleet sizes and operating costs
Network Printers
Multifunction SystemsCopyPrintFaxScan
Copiers
Printers
Fax Machines
Scanners
Migrating from analog to digital
Large fleets that are aging
Often sit idle most of the day
Often an ignored item
Are MFPs the Answer?
0%
10%
20%
30%
40%
50%
60%
70%
80%
90%
100%
1997 1998 1999 2000 2001 2002 2003
Stand-Alone
Connected
Is Multifunction Having an Impactin the Office?
Millions of Units
Explosive Growth for Inkjet MFPs
0
5
10
15
20
25
1999 2000 2001 2002 2003 2004 2005
Inkjet MFPs
Inkjet Printers
Are Digital Copiers Connected?
0%
5%
10%
15%
20%
25%
30%1% to 3%
11% to 25%
26% to 50%
51% to 75%
76% to 100%
Don't Know
Comparison Personal vs. Network MFP
0 1 2 3 4 5 6 7
Scan to Workflow
Scan to Archive
Scan to E-mail
Scan to PC
Fax
Copy
Network
Personal
Technology Battle —Ink, Laser, Print, Copy or MFP
Small workgroups that need affordable color output should consider business color inkjet printers as a companion to monochrome laser printers or workgroup and departmental solutions
Before selecting a color printer, users should know how many color pages they will print each month and calculate the running cost
Specialists in device consolidation can help rationalize output from printers, copiers and facsimiles, saving money while providing insight to affordable small-workgroup color printing
Where Does Multifunctionality Fit?
Copiers are rapidly transitioning to digital color– All copiers will soon be multifunction-capable, and many
will bring affordable color
Inkjet multifunction strikes a blow to print-only products– Massive price erosion makes low-end multifunction
affordable
– Huge performance and quality improvements
– Ease of use
Workgroup multifunction starting to displace sales of stand-alone printers
Leverage MFPLeverage MFPTechnologyTechnology
Leverage MFPLeverage MFPTechnologyTechnology
Get Ahead of the Get Ahead of the Color Tidal WaveColor Tidal WaveGet Ahead of the Get Ahead of the Color Tidal WaveColor Tidal WaveEliminate Some Personal Eliminate Some Personal
PrintersPrintersEliminate Some Personal Eliminate Some Personal
PrintersPrinters
Use Assessments Use Assessments for Guidancefor Guidance
Use Assessments Use Assessments for Guidancefor Guidance
Use Selective OutsourcingUse Selective Outsourcing to Buy Pagesto Buy Pages
Use Selective OutsourcingUse Selective Outsourcing to Buy Pagesto Buy Pages
Eliminate Aging Eliminate Aging EquipmentEquipment
Eliminate Aging Eliminate Aging EquipmentEquipment
Color Fits Well WithFleet Management Initiatives
Recommendations
Incorporate workgroup print function– Manageability– Network support– Productivity
Incorporate departmental copy function– Paper handling (input – output – A3)– Departmental productivity
Incorporate consolidation functions– Fax
Incorporate new productivityfeatures– Scan to e-mail, workflow
Recommendations
Think about value – A document’s value should exceed its cost
Consolidation of resources– Make the right technology choice
Educate users– To think about the types of
document creation• Color or monochrome
• Printed or electronic
Delivering the Value of Color
Malcolm Hancock
Principal Analyst
Digital Documents and Imaging Group
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