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Office Document Technology Forum

Wednesday, November 7, 2007

9:00 AM - 9:30 AM
Conference Registration/Refreshments

9:30 AM - 9:45 AM
Welcome & Introduction

9:45 AM - 10:15 AM
Keynote Address: A Day of Disruption – An Outlook on Opportunity
The office equipment industry is heating up because of disruptive moves within the market. New technologies, channel plays, solutions and services, and outside forces are affecting the industry in a dramatic way. In this session, InfoTrends will review the megatrends that are disrupting our industry and how transformation can lead to opportunity and growth.
Speaker:
Jon Reardon, Director, InfoTrends

10:15 AM - 10:45 AM
Keynote Address: Disruptive Innovation – Changing the Rules in the Marketplace
Break free from conventional business thinking and shape a radical new vision of your products, brand, and services. Disruption is a tool for change and an agent for growth. You must challenge conventional wisdom and overturn assumptions that are standing in your way of imaging new business opportunities and possibilities.

In this session, our keynote presenter will provide real-world examples of disruption at work and will demonstrate how disruption can transform brands and companies into worldwide champions.
Speaker:
David Bates, Vice President, Product Marketing for the Xerox Office Group, Xerox

10:45 AM - 11:15
Refreshment Break/Exhibit Browsing

11:15 AM -12:15 PM
Session 1: Disruptive Solutions – Being Disruptive with Solutions Software
Today’s solutions software industry for the office equipment market continues to heat up as many hardware vendors, fleet management companies, service organizations, and ISVs are rolling out or further tweaking their strategies. With so many solutions to choose from and various companies offering similar or competitive offerings, it comes as no surprise that some customers may feel intimidated and inundated by the noise and clutter occurring in the market. Even within a single hardware vendor’s portfolio, one can see similar offerings—some are proprietary to one’s own hardware, while others are open and share similarities with other vendors’ solutions. Even a hardware vendor’s platform environment or developer program can be a differentiator—even if they are of a similar language, each has its own idiosyncrasies that makes it unique. Solutions software continues to be a catalyst for differentiation and disruption. This session will discuss many elements of solutions disruption and uncover some of the ideas behind the strategy as well as clear some of the noise.
• Trends and market conditions for software solutions
• Embedded technologies
• Proprietary software solutions vs. industry standards
Speaker:
Randy Dazo, Director, InfoTrends

12:15 PM - 1:30 PM
Lunch & Exhibit Browsing

1:30 PM - 2:30 PM
Session 2: Disruptive Hardware – Making Waves in a Mature Market
In any industry, there are multiple ways to separate your products from those of the competition. In mature markets such as imaging and printing, however, the options are increasingly limited because hardware advancements have created a relatively even playing field. Performance has traditionally been the key metric in measuring the capabilities of office equipment. Often, imaging vendors employ a “more-for-less” type of approach, introducing products that are slightly faster than those currently on the market at any given price point. At the same time, however, there are other ways to gain a competitive edge. New imaging technologies—like HP’s Edgeline—are challenging traditional hardware platforms. This session takes an innovative approach to product differentiation by identifying the key hardware attributes for specific applications and laying out a plan for creating targeted value propositions based on customer needs.
• Is faster and cheaper always the best approach?
• Ink versus toner: Where will the battle be fought?
• Targeting vertical markets
• Ease of use, self-healing technologies, and remote diagnostics
• Has color become just another feature?
Speaker:
Robert Palmer, Director, InfoTrends

2:30 PM - 3:30 PM
Session 3: Disruptive Channels
The advanced state of the imaging and printing market’s maturity, combined with the convergence of office copiers and printer-based MFPs, has caused serious disruption in the channel. Vendors are acquiring rival companies to grow market share and expand distribution coverage, copier dealers that represent competitive product lines are being acquired by vendors hungry to capture incremental share, and native dealers are being snapped up as well to keep them out of the hands of competitors. InfoTrends will review the changes that are currently taking place and also consider the impact that channel consolidation will have on the marketplace.
Speaker:
Jonathan Bees, Director, InfoTrends

3:30 PM -4:00 PM
Refreshment Break/Exhibit Browsing

4:00 PM - 5:00 PM
Session 4: Disruptive Market Forces – The Impact of Regulatory Compliance
Compliance has certainly been on executives’ radars for some time. Regulations such as SOX and HIPAA have driven substantial adoption of compliance solutions. Recent amendments to the Federal Rules of Civil Procedure (FRCP) broaden the scope of compliance to include all enterprise content, people, and processes. Of course, incorporating compliance in an organization and adding new rules regarding the way people work in their environments can generate anxiety, frustration, and sometimes even an unwillingness to comply. Solutions that solve a corporation’s problems may not equate to end-user problem solving. Therefore, it is important to create solutions that strike a balance between the two opposing concepts of “ease of use” and “compliance” to generate more efficient and enthusiastic working environments. This session will explore the impact that compliance initiatives are having on the office document marketplace and discuss how vendors and service providers are meeting changing federal requirements and user needs.
Speaker:
Jon Reardon, Director, InfoTrends

5:00 PM - 7:00 PM
Networking Reception & Exhibit Browsing

Thursday, November 8, 2007

8:00 AM - 8:30 AM
Continental Breakfast

8:30 AM - 9:30 AM
General Session: Solutions Success Stories
Speaker:
Thomas Schneck, Vice President, DocuWare Corp
Larry Beck, Director Solutions Group, Docutek Imaging Solutions Inc.

9:30 AM - 10:30 AM
General Session: Financial Analyst Panel
The roster of players in the imaging and printing business continues to fluctuate due to mergers, acquisitions, and attrition. Meanwhile, those vendors already entrenched are doing all they can to bolster their competitive position by broadening channel coverage and expanding into new markets. Each year during the ODT conference, we assemble a stellar list of leading financial analysts who track vendors in the imaging and printing space. This panel will discuss the performance of various vendors and provide insight into how well these vendors are dealing with evolving market conditions.
Speakers:
Jay Vleeschhouwer, Managing Director, Merrill Lynch
Shannon Cross, Managing Director, Cross Research

10:30 AM - 11:00 AM 
Refreshment Break/ Exhibit Browsing

11:00 AM - 12:00 PM
Session 5: Total Value of Ownership – Solving Customer Pain Points
While total cost of ownership has received much attention in recent years, total value to an organization offers a superior method for assessing the benefits of IT projects. Using a total value approach, companies consider benefits not just from cost cutting, but from improved business processes based on new technology. Improving business processes and solving customers’ pain points is the new name of the solutions game. This new selling approach is much different from selling traditional hardware or software as it focuses on the customer first, where hardware and software become secondary in the sales process. This session will uncover this proven sales approach and the steps required to successfully engage customers with this new methodology.
Speakers:
Darrell Amy, President, Dealer Marketing Systems
Jon Reardon, Director, InfoTrends

11:00 AM - 12:00 PM
Session 6: A Comprehensive Review of the U.S. Printer & Copier Markets
This session provides a detailed review of the U.S. printer and copier markets supported by InfoTrends’ forecasts and primary research. In addition to summarizing market activity by key segments, we will provide analysis on the key trends that are impacting hardware sales and revenue growth. All eyes are on the workgroup segment now that printers and copiers are fighting for equal footing. What is the outlook for color penetration in the office, and how will the transition impact sales of monochrome-only products? What can vendors do to sustain profitability as hardware prices continue to plummet?
Speaker:
Jonathan Bees, Director, InfoTrends

12:00 PM - 1:00 PM
Lunch & Exhibit Browsing

1:00 PM - 2:00 PM
Session 7: Cost Optimization and Management Solutions
Companies are now becoming more savvy and aware of the issues associated with print and output spending. C-Level executives are now becoming involved and want to have a better understanding of their company’s total cost of ownership because of the fragmented purchasing approach of office equipment. Cost optimization and management solutions are probably the hottest topics as well as the easiest solutions to introduce because customers can see exactly how much money they are spending and more importantly how much they can save. There are several solutions and methodologies available for assessing and managing customers’ print and output environments. Fleet management solutions, managed print services, and assessment tools are readily available today, which facilitates the process of determining which solution is right for a particular organization. This session will engage a group of vendors offering different cost optimization and management solutions and uncover their position in the market.
Speakers:
Chris Wyszkowski, Vice President, Product Marketing & Management, Equitrac
Richard Piper, President & CEO, FM Audit
John Hewitt, Global Channel Manager, Print Audit
Peter Chu, Technesis

1:00 PM - 2:00 PM
Session 8: Embedded Technologies – Who is Em-Bed with Whom?
With almost all MFP OEMs delivering their solutions development platforms, it is interesting to track and study the two main platform camps (Java-based and client/server Web-based). Each solution has its own benefits and challenges, although both offer a rich and standard platform that enable companies to develop to these new and powerful MFP devices. This session will highlight a panel of OEM vendors who will discuss their solutions strengths from a development side as well as outline their programs to attract ISVs to develop on their systems. It will also consider the marketing strategies embraced to help promote various solutions partnerships.
Speakers:
Dennis Amorosano, Director & GM Software Solutions Business Development Division, Canon
Vince Janelli, Associate Director, Sharp Electronics

2:00 PM - 3:00 PM
Session 9: Professional Services – The Next Differentiator
Customer intimacy has always been an important differentiator for making or breaking a customer relationship. Sales and services have traditionally been tied to customer relationships, ensuring that the service levels with each of these organizations met customer expectations. With hardware and even software becoming ubiquitous, professional services has become the real new differentiator to deliver something unique that will win sales and maintain a customer for life. This session will discuss some of the best practices for building a professional services organization and provide “how to” tips for engaging customers with this new organization.
Speakers:
Mark McCuen, Product Marketing Manager, EFI
Mark Roy, VP, Customer Support Services, eCopy
Bob Power, Director of Professional Services, HP Imaging and Printing Group

2:00 PM - 3:00 PM
Session 10: Inkjet Technology Poised for Market Disruption
For quite some time, InfoTrends has forecasted a broader deployment of ink-based technology to address areas outside of the consumer printing space. Our interest is based on a few basic principles: ink costs less than toner, the print quality that can be produced is high, and the printheads have few moving parts. New technologies from firms such as HP and Memjet are positioned to deliver on the promise of inkjet for the mid-level market. Meanwhile, other vendors are investing heavily in ink-based imaging platforms. We have assembled a panel of representatives from key players in the digital imaging business, each with their own views on the prospects for ink in the office. This panel promises a lively discussion regarding the opportunities and challenges for ink-based technology.
Speaker:
Kim Beswick, VP Marketing, Memjet Services Inc.
Karl Schwenkmeyer, VP Marketing, HP Imaging and Printing Group, Inkjet Systems

3:00 PM - 4:00 PM
Session 11: Capture Session
The document scanner market continues to be quite dynamic, characterized by high growth rates and innovative products that are seemingly being launched by the day. The trends that are fueling this growth include compliance, distributed scanning models, and industry-specific drivers. These market forces show no signs of slowing, and InfoTrends expects to see strong growth in the future.

This presentation will discuss trends that will continue to drive the market and the potential impacts that these trends will have on manufacturers and distributors.
Speaker:
Bill DeStafanis, Director Product Management, eCopy
Thaddeus Bouchard, CTO, Omtool

3:00 PM - 4:00 PM
Session 12: The New Multifunctional Value Proposition
Over the past few years, there has been much discussion about the convergence of printers and copiers. This battle has been waged on many fronts, and it has become clear that both platforms will continue to serve the industry. Nevertheless, new multifunctional products from printer companies have significantly challenged the value proposition of the traditional copier. To date, these A4-size machines may not be displacing copiers to a great degree, but there is little question that they are stealing copier page volumes. How will copier companies respond to this growing threat? During this session, we will review data from recent InfoTrends studies to uncover the key issues surrounding the purchase and use of workgroup and departmental multifunctional products.

Speaker:
Robert Palmer, Director, InfoTrends

4:00 PM - 4:30 PM
Wrap-Up General Session
Jon Reardon, Director, InfoTrends

4:30 PM 
Conference Adjourns