Tuesday, November 8, 2005
9:00 AM
Conference Registration / Refreshments
9:30 AM
Welcome & Introduction
Speaker:
Charles A. Pesko, Jr., Managing Director, InfoTrends
9:45 AM
Keynote Address – Defining the Office Workgroup Solutions Market Opportunity
For office workers, documents are a critical resource, and in their current volumes, also a difficult problem to manage. Despite many attempts to solve the problems that plague user productivity, no single category of technology has been able to effectively simplify and structure the day-to-day document processes that mainstream office users rely on to drive their organizations. Core computing technologies and standards have evolved and a new set of low-cost document solutions for office applications has started to evolve into a self-sustaining market. Learn about the nature of this new industry, its size and long-term revenue potential, the players leading this wave of innovation and why we think this is the next big growth engine for worker productivity, technology spending, and revenue growth for those who choose to pursue it.
Speaker:
Joel Mazza, Director, InfoTrends
10:15 AM
Keynote Address - Document Solutions Strategies: What You Don't Know Will Cost You
For years companies around the globe have invested heavily in office technologies as a way to increase productivity and cut costs. Today, however, there is a growing realization that achieving these goals requires much more than office and document technology. It requires the overall management of document output, as well as a strategy and process for continually improving savings, workgroup productivity, security, and even end user satisfaction. Jim will share insights on how companies, especially those in multi vendor environments, can build effective strategies. He will also highlight the benefits of an effective document solutions strategy.
Speaker:
Jim Joyce, Senior Vice President, Office Services, Xerox Global Services
10:45
Refreshment Break: Sponsored by BEI Services
11:15 AM
The Solutions Market Challenge – How Leading Suppliers Are Deploying Today’s Document Solutions (Vendor Panel)
A panel of major distributors of office document solutions including applications for workgroup document capture, routing, workflow, output tracking and document storage and records management will share their views in this session. Each presenter will discuss their approach to the market, how they developed each company’s respective solution portfolio, how they value and support partners and where they see customer demand pulling their business today and where they see customer demand pulling this business in the future.
Speakers:
Jim Sheen, Director of Application Services, Ricoh
Ed McLaughlin, President, Sharp Electronics Corporation
Bill Melo, Vice President, National Accounts Marketing and Operations, Toshiba America Business Solutions
Bill Brewster, Konica Minolta
12:15 PM
Luncheon / Exhibit Browsing
1:30 PM
The Office Document Solutions Customer – What Are Today’s Customers Looking For In their Ideal Solution (Customer Panel)
Learn first hand from a panel of enterprise customers who have deployed document solutions around networked office equipment what they found made the implementation success and the factors that drove their decision. This session will address what customers are looking for in a solutions provider, and the areas where they feel hardware vendors, software developers and service providers can most help them in the future.
Speakers:
Wayne Lyle, Preti Flaherty
Matthew Berg, Director of Technology, Wolf Greenfield & Sacks, P.C.
Customer from San Antonio Water Supply
2:30 PM
The Solutions Business Model – Defining The Business Metrics
A universally accepted business model for the office document solutions market remains a topic of general debate and uncertainty. While many strategists focus on developing visions for new markets, the need to create a specific and efficient business model to serve a given market is the critical element in creating a successful business. Learn from key industry leaders about the models they are employing and recommending to their partners to establish competitive, sustainable businesses to serve the nascent demand in the office document solutions market.
Speakers:
Mike Stramaglia, General Manager of the Mobile Workforce Automation Group, EFI
Bill Melo, Vice President, National Accounts Marketing and Operations, Toshiba America Business Solutions
3:15 PM
Refreshment Break
3:45 PM
Market Development – What Can We Do to Accelerate Market Growth?
The office document solutions market has been slow to develop. Using market forecasts and end-user research, InfoTrends/CAP Ventures will address the current state of the market, the elements needed to break gravity’s hold on this market, and how to drive mass adoption and mainstream demand.
Speaker:
Joel Mazza, Director, InfoTrends
4:15 PM
Reading Between The (Vertical) Lines – Focusing on Vertical Market Applications
Vertical markets represent a large share of the solutions opportunity. Their overall size and potential demand for office document solutions include an evaluation of some of the most readily addressable markets. Topic areas to be addressed include:
Moderator:
Wayne Goodreau, Senior Research Analyst, InfoTrends/CAP Ventures
Speakers:
Richard Day, CEO, ColumbiaSoft (Architecture, Engineering, Construction)
Thaddeus Bouchard, CTO, Omtool (Legal)
Dominic Pontrelli, Vice President of Marketing, Lanier (Real Estate)
Petra Beck, Worldwide Business Program Manager, Eastman Kodak Company's Graphic Communications Group (Healthcare)
Pete Cybuck, Associate Director, Sharp Electronics Corporation (Gov't.)
5:15 PM
Networking Reception: Sponsored by Print Audit
Wednesday, November 9, 2005
8:00 AM
Continental Breakfast
8:30 AM
Selling Solutions through the Dealer Channel
The dealer channel represents a large dedicated distribution network that is in a unique position to exploit the opportunities around the office document solutions market. Despite the opportunity, there remains a gap between the potential of this channel and its ability to generate sustainable long-term results in selling solutions. This session walks through current research results from the U.S
Speaker:
Wayne Goodreau, Senior Research Analyst, InfoTrends
9:00 AM
Document Professional Services
Segment I: Document Assessments - A Self-sustaining Business Tool or Just a Part of the Sale
This in-depth discussion will feature information on the base set of tools that service providers are using today. We will cover topics such as the assessment of associated costs of document use, covering output and workflow activities throughout the organization, and the net value of these services.
Moderator:
Jim Hurst, President, All Associates
Speakers:
Jim Joyce, Senior Vice President, Office Services, Xerox Global Services
Rod Davis, President, OPTIMIZON (formerly Copier Expert)
10:00 AM
Refreshment Break Sponsored by: Konica Minolta
10:30 AM
Segment II: Post Document Assessment: What Do We Do Next?
More than half of the companies that have document assessments performed never act on the results. This panel of experts will discuss how to take customers to the following steps:
Moderator:
Jim Hurst, President, All Associates
Speakers:
Jim Joyce, Senior Vice President, Office Services, Xerox Global Services
Rod Davis, President, OPTIMIZON (formerly Copier Expert)
11:30 AM
Developer Support Programs - What Developers Need From Platform Manufacturers to Be Successful
Software developers and their peers are seeking new ways to drive adoption in the future. Learning about the needs of device manufacturers is the key to developing these life changing applications. A panel of software developers will be on hand to discuss how they are working with manufacturers to ensure implementation in the marketplace is successful.
Speakers:
Tim James, VP, North American Sales, eCopy, Inc.
John MacInnes, President & CEO, Print Audit
Chris Wyszkowski, Vice President, Product Marketing & Management, Equitrac Corporation
Ben Watson, Group Manager, Enterprise Developer Programs, Adobe Systems Inc.
12:45 PM
Luncheon / Exhibit Browsing
2:00 PM
The Intelligent Office of the Future – Driven by Automated Document Workflow
As the world awaits the holy grail of intelligent computing, there is a great need for intuitive tools that simplify and even standardize computing processes, especially document centric processes in the office. Technologies for document processing and routing represent computing platforms that are universal in function, yet flexible enough to be configured so that document centric workflows can be structured and predefined for specific application requirements. Learn from pioneering developers, how this application set will likely develop in the future, why users will eagerly adopt them and how they could be the catalyst to usher in a wave of office productivity on a scale not seen since the mass adoption of specialized labor within assembly line manufacturing.
Speakers:
Artur Vassylyev, Senior Project Engineer, ABBYY USA
Eric Bean, Senior Director of Product Management, Captaris, Inc.
2:45 PM
Solutions Go to Market Strategies: The Sales Challenge!
Selling solutions requires a consultative approach vastly different than selling hardware. You’ll learn about:
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Independent vs. integrated sales staffing approach
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What have been the most successful sales strategies?
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Finding, hiring and training the ideal solutions sales candidates
Speaker:
Darrell Amy, President, Dealer Marketing Systems
3:15 PM
Developing Channels in the Emerging Office Solutions Market
Office products dealers and VARS are playing an ever increasing role in the development of the solutions market. Hear from a panel of successful dealers on how they have approached this market and developed a profitable business model.
Moderator:
Bert Darling, Executive Director, BTA
Speakers:
Ben Russert, CDA
Larry Weiss, President, Tomorrow's Office
William Fraser, President, Fraser Advanced Information Systems
4:30 PM
Conference Adjournment
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