Document solutions, document solutions, document solutions. It seems like every webinar notice, every new product announcement and every article I see in the past few months is talking about document solutions.
In fact Kyocera has recently renamed the whole print and software component of the company to Kyocera Document Solutions.
So why is this such a big thing?
The industry has learned that selling a hardware device that prints and copies is not enough these days. Of course lots of customers are still buying this way but the industry has determined that the real value in the long term is about how these devices and the related software tools that go with them will impact the productivity and in the end the business of purchasers.
Its kind of like the car industry taking an interest in where you plan on going in your new vehicle before they sell it to you....does that happen? I don't really think so. Maybe print hardware use is better defined.
Of course to be of value, those or us who are acting as advisors in the industry, will need to be able to have more indepth discussion with clients as we prepare for sales and implementation. The traditional feeds and speeds will not be enough. Clients on the other hand will need to tell us where they see their operations headed, take the time for more in depth discussions and not focus on just getting the price and moving on.
Clients will need to tell us much more;
■how they want to account for their printing,
■what uses they will make of scanning in detail,
■is fax still a mission critical application?
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