In this issue, “The 10 Most Innovative Print Management Companies 2018”, we’ve portrayed those global organizations which are enriching the Printing Industry with newer innovations and solutions.

1. December 2018
www.insightssuccess.com
10 Innovative
RINT
MOSTT
H
E
Management Companies 2018
3D3DCOMPAREA Blooming World-Leader in On-Demand Manufacturing
LEADERSHIP COLUMN:
Is the Single Brand
Dead in MPS?
Alexander Ziff
CEO & Co-founder

4. Editor’s Desk
3
D printing is going to shake up a lot of
businesses which deal with physical goods, and
there is no doubt that it is going to bring a lot of
intellectual property challenges.”-- Florentin Albu,
CIO at the UN Food and Agriculture Organisation.
The successive wave of digital transformation has
brought so many possibilities to every sphere of our
lives. Manufacturing is no exception. With the
upcoming fourth industrial revolution, 3D printing or
Additive Manufacturing industry is going to be
implemented in a new level. While 3D printing was
initially suitable only for rapid prototyping with the
printing speed and limited output, it has now been
considered as the heart of full-scale capabilities in
various industries, from aviation to food, healthcare to
retail. To cut it short, we are stepping forward to a
new era of 3D printing.
Additive manufacturing is a transformative process
that creates a three-dimensional object from digital
design. The best form of Additive manufacturing or
3D Printing are the products of materials such as: SLS
(Selective Laser Sintering), SLA (Stereolithography),
and FDM (Fused Deposition Modeling) in plastics,
and DMLS (Direct Metal Laser Sintering) and LMD
(Laser Metal Deposition) in metals.
With the upcoming fourth industrial revolution,
Additive Manufacturing is now used mainly for spare
parts, small series production, and tooling. For
manufacturing with metals, the ability to use existing
materials such as steel, aluminium, or superalloys
such as Inconel has significantly eased the process of
adopting Additive Manufacturing.
“
Additive
Manufacturing:
Dawn of a New Era

5. 3D printing is the beginning of a new era of the 3-dimensional world, where everything is converted from 2D to
3D for better perception and humans can analyze more precisely than ever. Combined with automation, it will
surely change the perception of printing in the coming years.
In this issue, “The 10 Most Innovative Print Management Companies 2018”, we’ve portrayed those global
organizations which are enriching the Printing Industry with newer innovations and solutions.
On the cover of this issue, we’ve depicted the successful journey of 3D Compare, a global leader in On-Demand
Manufacturing. Headquartered in the UK, with active branches in North America and Europe, 3D Compare is a
comparison platform that links companies with verified, professional and experienced 3D printing businesses
around the world. 3DCompare was founded with a vision to bring transparency, ease of use and reliability to the
growing On Demand Manufacturing services. 3DCompare does not 3D Print anything, but its partners do, via its
algorithms that help match them with its users.
3D Compare users have immediate access to the latest range of additive manufacturing technology including
FDM, SLA and SLS, and a wide array of metal, plastic, resin and ‘multi-colour’ materials. 3D printing bureaus
who partner with 3DCompare get a uniquely designed, easy to use Customer Relationship Management (CRM)
interface, which allows them to have an instant pricing tool on their own site as well as many other tools.
In this issue, we’ve cherry-picked those companies which are providing innovative solutions to transform the 3D
printing industry. 3A Press: Achieving Excellence with Quality Investment; Digital Alloys: Refurbishing 3D
Metal Printing with Advanced Technology; Petricor: An Inspiring Trailblazer in the Field of 3D Printing; and
SpeedPro Imaging: Pioneering the World of Wide-format Printing are the companies enlisted.
While leafing through the magazine, don’t miss out on our Editor’s Choice: 3 Remarkable Innovations in the
Field of Printing Business; Tech-Byte: The Impressive Impact of Organic Networking, and Industry Trend:
People Analytics: A Magical Crystal Ball for HR Fraternity.
We’ve also included an Expert’s Talk: Develop Your Innovation Culture for a Future-ready Organisation;
Maestro’s Insight: Why 3D Printing Consumables Producers need to get involved in Printing Technologies?,
and Leadership Column: Is the Single Brand Dead in MPS?
Hope this issue of the magazine will definitely appeal to you.
Happy Reading!
Upama Goswami
Upama Goswami

6. Cover
Story
Articles
TECH-BYTE
The Impressive Impact
of Organic Networking
22
EDITOR'S CHOICE
3 Remarkable Innovations in
the Field of Printing Business
28
INDUSTRY TREND
People Analytics: A Magical
Crystal Ball for HR Fraternity
38
08
A Blooming World-Leader in On-Demand Manufacturing
3D
COMPARE

7. CONTENTS
MAESTRO’S INSIGHT
Why 3D Printing Consumables
Producers need to get involved
in Printing Technologies?
EXPERT’S TALK
Develop Your Innovation
Culture For A Future-ready
Organisation
LEADERSHIP COLUMN
Is the Single Brand
Dead in MPS?
SPEEDPRO IMAGING
Pioneering the World of
Wide-format Printing
16
PETRICOR
An Inspiring Trailblazer in
the Field of 3D Printing
20
DIGITALALLOYS
Refurbishing 3D Metal
Printing with Advanced
Technology
26
3A PRESS CORP
Achieving Excellence with
Quality Investment
36
18
32
42
cxo

9. sales@insightssuccess.com
December, 2018
Circulation Manager Tanaji
Research Analyst Eric Smith
Editor-in-Chief Pooja M. Bansal
Anish MillerSenior Editor
Executive Editor Stella Andrew
Kevin ThomasBusiness Development Executive
Managing Editor Suhel Mashayak
Peter CollinsBusiness Development Manager
Upama, Nilam, RyanContributing Editors
Art & Design Head Amol Kamble
Art & Design Assistant Asha Bange
Visualiser David King
Paul BelinCo-designer
Art & Picture Editor Shweta Ambilwade
Marketing Manager Marry D’Souza
Technical Consultants Amar, David, Robert
Technical Head Jacob Smile
Assistant Technical Head Swapnil Patil
SME-SMO Executives Rahul, Gemson, Swati
Digital Marketing Manager Alina Sege
Assistant Digital Marketing Manager Prashant Chevale
Corporate Ofces
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Sales Executives Sherin, Mary, Josh, Alice

10. 3DCOMPAREA Blooming World-Leader in On-Demand Manufacturing
““
““
Our platform, 3DCompare
addresses the need for small
batch, prototype printing
which is affordable, easy to
access and simple to achieve
10 Innovative
RINT
MOSTT
H
E
Management Companies 2018

11. CoverStoryCoverStory
Alexander Ziff
CEO & Co-founder

12. With technological
advancement and
innovations, 3D printing
technology has found its applications
in a wide variety of areas such as jet
engines, advanced prosthetics,
jewellery, architecture, and dentistry
etc. With the rapidly growing
network of 3D printing, it is
estimated to be a $28.9 billion
industry by 2020.
Headquartered in the UK, with active
branches in North America and
Europe, 3D Compare is a
comparison platform that links
companies with verified, professional
and experienced 3D printing
businesses around the world.
3DCompare was founded with a
vision to bring transparency, ease of
use and reliability to the growing On
Demand Manufacturing services.
3DCompare does not 3D Print
anything, but its partners do, via its
algorithms that help match them with
its users.
3D Compare users have immediate
access to the latest range of additive
manufacturing technology including
FDM, SLA and SLS, and a wide
array of metal, plastic, resin and
‘multi-colour’ materials. 3D printing
bureaus who partner with
3DCompare get a uniquely designed,
easy to use Customer Relationship
Management (CRM) interface, which
allows them to have an instant
pricing tool on their own site as well
as many other tools.
Exclusive Products and Services
Rapid prototyping technology is
allowing designers a fast, easy way
to bring their work to life, beyond
virtual visualization. 3D Compare
compiles quotes from leading
manufacturers and provides a fast
and accurate way to grasp the
potential of a product. 3D Compare
helps its customers to bring a
full-scale model to life, customizing
products according to individual
requirements with the manufacturing
processes like 3D Printing, CNC
Machining, Injection Molding or
Laser Cutting. Let’s have some
snippets what this outstanding
company has to offer:
3D printing Prototype
Additive manufacturing works best
for complex rapid prototypes. The
result is produced to very fine
tolerances and costs are kept to the
minimum. With the improving
scenario, the options have become
varied.
Stereolithography (SL) uses an
ultraviolet laser focused to turn liquid
thermoset resin to solids.
Selective laser sintering (SLS) uses a
nylon-based powder to achieve
similar results.
Direct metal laser sintering (DMLS),
atomised metal powder is welded
into a solid.
Multi Jet Fusion relies on the
selective application of fusing and
detailing agents across a bed of nylon
powder.
PolyJet, as the name implied, is a jet
spraying liquid photopolymer onto a
build platform.
““
““
3DCompare.com
was founded
to bring
transparency,
ease of use and
reliability to the
growing On
Demand
Manufacturing
services

13. CNC Machining
CNC machining is great for final
production materials. The process is
superior in its replication of final
products, as well as its ability to hold
tight tolerances.
Compared to additive manufactured
prototypes, CNC machining will
allow the use of true production
grade materials. CNC will allow the
production of intricate details,
dimensional accuracy, and critical
surface finishes.
Plastic Injection Molding
Plastic injection molding is the
stepping stone from prototyping to
large scale production. Injection
molding allows for repeatable high
tolerances and multiple materials.
Laser Cutting
For more intricate, high precision
prototype parts, Laser Cutting is the
most suitable process. The level of
accuracy met by laser cutting cannot
be recreated with any other
production process.
3D Scanning
For overall improvement of a
product, all or parts of it can be
reverse engineered with 3D
Scanning. Practical applications in
rapid prototyping are varied, but, at
its core, this process allows the
creation of documentation for any
existing object.
The object is scanned with either a
professional 3D Scanner or a
collection of images. Without having
any previous documentation for a
product, the recreated 3D model can
go into production.
CAD Designers
3D Compare can help you find the
best professional if you’re in need of
a designer with CAD Designer. You
can create new models according to
your specifications, or transform files
according to your needs.
The company includes a vast array of
sectors from architecture to Medical,
retail, art, mechanics, furniture,
Jewellery, Automotive, Aerospace to
packaging.
The Luminary of 3D Compare
Alexander Ziff, the Co-founder and
CEO of 3DCompare, is a Bachelor’s
degree holder in Art and Design from
the University of Leeds. Prior to
founding 3D Compare, he worked
with DCR Ltd as Marketing and
Operation Manager. In November
2015, he founded the user-friendly
dating app Ciao.
“We firmly believe that with the right
support and information, far more
businesses will take advantage of the
speed, cost efficiency and unique
applications that 3D printing allows.
3DCompare is the right platform at
the right time,” foresees Alex.
‘Culture of Transparency’—the
one that makes all the difference
“We offer transparency in pricing,
costs, data and the platform itself ”,
Alex, the CEO relates to a distinctive
““
““
3DCompare.com
is to provide the
best 3D printing
services to
professionals
looking to 3D
print a model
at high quality
via a comparison
platform

14. area where the company stands out.
3DCompare guarantees partners and
providers, and gives a full
breakdown of costs on quotes.
The straightforward design of the 3D
printing makes the order process
easier for its customers. Users upload
an STL file to the 3DCompare
website, select the materials and
measurements units they desire, and
then they are able to assess the
respective prices and choose their
preferred deal. There is also a chat
functionality, so customers can ask
questions and better understand how
best to meet their 3D printing needs.
The Buzz of Happy Clients
The B2B site 3DCompare has a long
list of 3D printing services on
platform. The partners are reportedly
happy with the exceptional service to
date. The opinion of the CEO of
Proto 3D reflects it rightly:
“Being listed on 3DCompare.com
has connected us with a whole new
range of potential customers from all
sorts of industries, helping us to
grow our 3D printing service. It has
put us in front of customers and all
without having to spend huge
amounts on marketing.”
With quality and openness in mind,
3DCompare has been receiving great
feedback from its customers since its
inception in late 2017. In less than a
year, the platform has dealt with
17,000 quotes, as the CEO puts it.
The rise of additive manufacturing as
a proven commodity means that the
3D printing industry is now attracting
a great deal of interest. The market
for CAD software and on- demand
parts services is expected to triple in
the next 2 years.
The Evolving Future
“3DCompare is constantly evolving
its software to reflect the needs of this
innovative and evolving industry with
new tools, functions, and features
being constantly added,” said Jerome
Charvet, CTO of 3DCompare. “This
is not a static platform; 3DCompare
is committed to providing our service
partners with software that adapts to
their needs.”
““
““
3DCompare
is committed
to providing
our service
partners with
software that
adapts to
their needs

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18. The print industry embraces new, advanced
technology as digital options emerge. Wide-format
printing is the fastest-growing segment of the
printing industry, as marketers look for bigger and better
ways to impact and influence their target audience.
SpeedPro Imaging, the leading wide-format printing and
graphics franchise with more than 20 years of experience, is
a B2B solution for professional graphics.
With a creative eye and passion for stunning presentations,
SpeedPro Imaging provides custom marketing solutions
that boost bottom lines. As a whole, SpeedPro Imaging
brings in more than $65 million in system-wide sales
through more than 130 locations in the United States. Its
sister company, SpeedPro Canada has more than 50
locations.
Extraordinary Solutions and Services
SpeedPro Imaging is an extension of its clients’ marketing
teams. The company partners with businesses that want to
maximize the efficacy of their efforts via large-scale visuals.
Each studio works with the clients on projects such as
experiential office design, wall murals, point of purchase
displays, event graphics, trade show displays, individual
and fleet vehicle wraps and more.
The mission of this organization is “partnering with
businesses to achieve success through innovative visual
solutions.” SpeedPro Imaging’s main aim is to bring the
clients’ messages to life with unmatched timeliness,
professionalism and product quality. One of the best
representations of the ability to fulfil its clients’ needs is the
company’s Net Promoter Score of 96, which demonstrates
client satisfaction with SpeedPro Imaging studios.
The Winning Strategies
From faster printers to new media, including more
eco-friendly and sustainable media, SpeedPro Imaging is
constantly looking to expand the products and services.
Currently two pilot programs are under testing:
The first is interactive, touchscreen digital signage that is
being tested in select SpeedPro Imaging studios. This
digital signage is a significant value-add for its clients in
convention and event spaces who are looking to stand out.
The other is a Direct Color Systems printer that opens
opportunities with property managers, sports facilities and
architects because of its ability to comply with Americans
with Disabilities Act (ADA) signage requirements. This
ultra-violet printer produces textured print by layering ink
which is a very cutting-edge technique.
In order to leverage these opportunities, the SpeedPro
Imaging team is in close collaboration with the studio
owners through Franchise Advisory Council, SpeedPro
SPEEDPRO IMAGING
Pioneering the World of Wide-format Printing
Larry Oberly
CEO
|December 2018|16

19. Owner Forum, and their Ask the
Owners internal communications
network. The company also has close
relationships with its most important
vendor partners regarding new
equipment, media, ink, industry trends
and product verticals.
Clients’Attractions
SpeedPro Imaging takes pride in
partnering with its clients. The team at
SpeedPro Imaging collaborates with
each client and determine a custom
solution for each individual business.
Visual solutions may include wall
murals, floor graphics, indoor signage,
outdoor signage, point of purchase
displays, custom graphic installations,
vehicle wraps and more. The studio
owners work with each other across
over 130-studio network in the U.S.,
sharing knowledge and experience to
give each client the best product
possible. SpeedPro Imaging works
quickly to deliver quality work on
time.
Global Recognitions
SpeedPro Imaging was ranked #399 on
the Franchise 500 list and #198 on the
Top Global Franchises list by
Entrepreneur magazine for its
outstanding performance in areas
including unit growth, brand power
and financial strength and stability.
The company was also ranked #23 by
Franchise Gator on their 2018 Top 100
Franchises list that focuses on a
brand’s financial stability, growth,
transparency, engagement, continuity
and sustainability.
Sketching the Future Roadmap
Apart from the two pilot programs,
SpeedPro Imaging has invested heavily
in new training programs for its studios
and has scheduled completion of a
number of new initiatives in the areas
of Sales and Marketing, Recruiting and
Retention of the important studio team
members and production and workflow
improvements. “We’re looking down
the road five to ten years to look at
other service and product options that
will keep SpeedPro Imaging ahead of
the competition and provide our clients
with the latest innovations in products
and service delivery,” states CEO
Larry Oberly.
Let’s Meet the Dynamic Key
Persona of SpeedPro Imaging
Larry Oberly became the CEO of
SpeedPro Imaging in November
2017. With over 27 years of experience
in franchising, both as a franchisee and
at the corporate level, Oberly started
his career in franchising sector by
opening two successful
Baskin-Robbins locations in the St.
Louis area.
After years as a franchisee, Oberly
made the switch to the corporate side
of the equation. He joined RE/MAX as
a franchise development consultant in
1998, quickly rising through the ranks.
Within seven years, he was serving as
the vice president of the U.S. regional
development overseeing seven regional
business units and 1,400 offices. Soon
after, he moved to RE/MAX’s
international division, where he grew
the company’s network from 55
countries to more than 100 countries
and territories, with 3,900 offices
outside of the U.S. When Oberly made
the move to SpeedPro Imaging in
2017, he found himself attracted to the
creative industry and a company on the
forefront of the digital future.
Words of Inspiration for New
Entrants
“Don’t go it alone. Join a company
such as SpeedPro Imaging that has the
power of a network of entrepreneurs
that provide the very best to our clients
and that is helping us innovate through
testing and collaborating around the
new ideas,” Oberly concludes.
We value the
relationship
between our
clients and
their customers
and deliver
quality work
on time, every
time
10 Innovative
RINT
MOSTT
H
E
Management Companies 2018
17|December 2018|

20. 3D
This Chinese proverb already made sense thousands
of years ago, when a certain wick sucked up oil of a
defined viscosity – and it certainly helped finding
new customers for the seller’s oil. This principle has always
been utilized; think of the razor blade, game console sellers,
mobile phone service providers –or 2D Printer producers
offering the machine even at a loss, knowing the specially
designed cartridge will more than compensate for the poor
hardware deal by selling the modern oil: The ink.
Unfortunately today’s giant chemists like BASF, Covestro,
Evonik and the like believe in the “Open Platform
Initiative” of the new sun in the 3D printing sky, Hewlett
Packard. This is certainly a good deal for HP, as they
already lost reputation during the years they couldn’t
deliver -after having announced their new technology way
before. Realizing their patents and building the machine
became a nightmare, thousands of unplanned man-years
went into this endeavor; and the big players on the chemical
side didn’t really know how to access the market that was
so young, undeveloped –and still doesn’t show a clear path
as to what technology will “win”. So the chemists tested the
waters with HP, and it looks as if both sides have found a
winning position.
Why then “unfortunately”?
Because both sides will fail: If you dig into the annual
reports, truth is that the printer sellers make their profit
margin on the oil side –they need to sell consumables in
order to finance R&D and machine production. On the other
hand the chemists produce their oil, well adapted to the
machinist’s needs. Should the hardware partner face
economical reality and be forced to achieve margin by
taking the nice consumables business into his own hands,
the chemist will realize how helpful he was –and how
helpless he is now.
And there is even a third loser: The 3D printing r/evolution
is retarded! The machinist only knows his kingdom, he
creates machines. But 3D printing is about chemistry, the
oil is king, for sure! So the chemist should invent the new
technologies, as he defines the ingredients of tomorrow’s
magic substances, enabling incredible properties. Carbon3D
is a good example here, his founder, Joseph Desimone, is a
chemist, the well funded company received over 400mio$
and is a unicorn, showing a pre IPO value easily surpassing
one billion $.
So chemistry it is! The next revolutionary printing step
will be brought to life by a chemist’s imagination.
This is why these big players need the courage to add a
hardware leg and start tinkering with prototypes. They
cannot wait for the machinist to tell them what material
they need, neither for customers cozing their wishes. In the
end product producers don’t care about machines,
technologies and chemistry, all they need is affordable
material properties for production methods that need less
“To sell the oil, give away the lamp!”
WHY
3DPrintingConsumables Producers need to get involved in
PRINTING TECHNOLOGIES?
|December 2018|18

21. post processing, like assembly. The time is in
favor of intelligent more complex design, the
chemistry can offer the properties, but the
hardware is lacking speed, reliability and
affordability. That is why 3D printing didn’t
climb up the industrial ladder and injection
molding still isn’t replaceable.
In consequence, hardware is the chemist’s “must
have”, as it is the chemistry that defines the
printing rules, the algorithms, and the speed. It all
starts with the combination of molecules, and the
hardware is the necessary evil the chemist needs
to bring to a working prototype level; a TRL 5
(technology readiness level, 5=technology
demonstrator) would already be sufficient, so the
baton can be passed on to the professional
machinist for optimization of the hardware side.
This is exactly what we do at Geniusthingks.
With a bucket full of 3d Printing inventions we
don’t talk to printer producers, but to chemists at
first. They give all the necessary input to
determine material properties and speeds. We
offer technologies from FDM filament heads
mixing colors and materials, to huge daylight
resin printers, gel pushing robots for prototypes
surpassing 100m³ of print volume, house printing
robots -and our specialty: drum printers that will
replace these lame ducks of planar printers,
ac/decelerating for every layer.
Printer design will see a paradigm shift in the
coming years, when chemistry allows for faster
layers than today’s machines can offer
mechanically due to their physical limits.
Industrial production needs to come close to
injection molding speeds plus assembly time, so
layer-speeds of 100msec need to be achieved.
This is more than a breakneck speed for the
current producers; with HP offering
7.55sec/layer, claiming to be 10 times faster than
the next fastest machine, their “industrial” future
doesn’t look too bright.
Geniusthingks however has filed several patents
potentially surpassing this requirement and is
looking for partners to realize the prototypes.
Markus Ulrich is the
Founder and CEO of
Geniusthingks. His think
tank offers unconventional
solutions for tough nuts to
crack, mainly in the 3D
printing and smart bullet
weapons-industry. Markus
studied mechanical
engineering, founded and
led an IT-database
company for 13 years and
built machines all his life.
ABOUT THE AUTHOR
Markus Ulrich
Founder & CEO
19|December 2018|
Maestro’s Insight

22. The techniques concerning 3D printing are becoming
more innovative every day. Not that long ago, we
thought that 3D printing would only involve
plastics. Now 3D printing involves plastics but also
materials like glass and others. Moreover, the techniques
related to 3D construction are also gaining popularity.
Many of the researchers are working diligently to craft an
automated 3D printing system that can complete an entire
building's basic structure.
New Mexico-based Petricor is one such trailblazing
company that is constantly working to develop a new
technology in manufacturing buildings. Their technique of
additive manufacturing includes concrete as well as the use
of many other materials. They are now working on a current
project named “Open House Technology” which is
attempting to develop a completely automated manner for
using additive manufacturing to complete an entire
building. Their aim is not only to develop an application for
industrial purposes, but also for commercial and residential
purposes. Petricor aims to make construction more efficient,
more expensive, and more time-consuming through their
technology.
Along with Open House, Petricor is also working on an
omniprinter. This is a low cost omnidirectional 3D printer
that can print in a wide area that can be used as an
educational tool for entrepreneurial use. It also has an
omnidirectional vehicle that lifts and transforms heavy
balanced loads to automate different tasks and
autonomously transport loads across the floor by syncing
with upper modules that are used on the factory floors.
The Leading Light of Petricor
Leadership is all about mentoring your team to pull
maximum throughput in less time for the betterment of
company, but to fill a company’s coffers in this fast paced,
hyper-competitive world is not an easy task. To do so, a
leader must have adept proficiency about the core services
and attitude to trigger innovation in the team. One such
innovative and courageous business leader is Edgar
Bolivar, CEO, Petricor. He is an Automation Specialist,
Theoretical Physicist, Autodidact, and Industrial Engineer
who has laid down a framework for the latest 3D printing
and electromagnetism theories. Now, he is spending his full
time to develop 3D printing technology, and made many
significant discoveries that involve a completely automated
system to construct large objects such as houses and
buildings. His findings encouraged him to work developing
the 3D printing technology both for commercial and
residential structures.
His early work centered on Electromagnetism and Plasma
Fusion. After eight years of working as an Automation
Specialist for the food industry, he had done many
experiments related to electromagnetism, and he also
theorized a Plasma Engine and a Plasma Reactor.
PETRICOR
An Inspiring Trailblazer in the Field of 3D Printing
Edgar Bolivar
CEO
|December 2018|20

23. While throwing light on the future
prospect of Petricor, the CEO revealed
an interesting thing. “Petricor is about
to release the next version of their
prototype through a crowd-funding
campaign and make the Open House
3D printer available to purchase by the
public,” adds Edgar.
About the Pioneer of 3D Printing
Petricor has proficiency in engineering
cutting-edge robotic 3D printers. “Our
initial focus has been the creation of an
omnidirectional 3D printer named
Open House which is our solution to
the lack of adequate housing,” states
the company CEO, Edgar Bolivar.
Petricor is a one-stop shop for
automated construction, both in the
education and industrial sectors. “It is
important that clients and users get
educated as fast as possible of the
technological advances in the additive
manufacturing for civil industry,”
states Petricor. “We believe in the
disseminating information openly to be
able to speed up the development of
technology, and we want to create a
field of no competition or barriers for
development.”
Innovative Product with Top-notch
Efficiency
Petricor is taking 3D printing outside
of the box with its Open House printer.
The Open House Printer, which will be
Open Source to allow developers to
create new tools, will be able to print
in a wide area without hard restrictions
or limitations in size. Initially, it will
function as a 3D printer only, but later
versions will be a multi-faceted tool
that will perform virtually any tasks
with minor modifications or by
designing the right tool for the job.
The company has built a state-of-the
art platform known as Open House 1.0
which empowers end-users with
different vital tools required for 3D
printing with its effective robotic arms.
The objective behind crafting this
interesting product is getting users
acquainted with the technology to
justify the investment in Petricor’s
bigger industrial product, Open House
2.0. Open House 2.0 is a larger version
of Open House 1.0, and it is built with
robust industrial components designed
to perform under industrial settings and
conditions.
Distinctiveness of its Services
Combining the aforementioned
research and testing areas into its
solution while organizing it and
making it public and readily available
is one of Petricor’s unique strategies.
Normally, companies keep this
information for themselves, but for
Petricor, solving the housing problem
as fast as possible is more motivating
than keeping the information to
themselves. “If we let others play with
our technology for construction it may
potentially mean that it will be one day
less that a person will have to sleep out
in the cold,” states Bolivar.
Industry Scenario through the Prism
of Petricor
According to Petricor, the field of
additive manufacturing in construction
is cloudy at best and current hardware
solutions to solve the housing problem
are just proposals. There is no hard
research in these proposals. In order to
completely address 3D printing in
construction, areas outside of hardware
development, software, and robotics
must be considered such as materials
design, architectural design,
geographical locations, and most
importantly, civil engineering. It is
after enough data has been gathered in
these topics, that proper hardware
development can be addressed. “It is
incredibly important that we have
researched every angle if we are going
to put a label on a product saying that
it will automatically print a building
that people will live their lives in,”
asserts the CEO.
Our Open
House
platform is
a landmark
innovation in
3D Printing.
10 Innovative
RINT
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Management Companies 2018
21|December 2018|

24. he main reason for the invention of website,
TInternet and technology devices that provides the
platform for software to run and connect with each
other is mainly to make networking of services, products
and people possible. Technology leaders such as Cisco,
Arista and Apple are dedicating their resources to provide
various business enterprises and the masses the ability to
communicate their values through technology mediums
called as Networking.
The works and provisions of these organizations are very
outstanding, and are believed to last for ages. This is
because the growth of technology is not going out of style
so soon, but rather it is believed to continue into the future.
Technology networking strategies is good, but to make it
more effective there is the incessant need to incorporate
organic strategies.
You may be asking what I mean by Organic Networking or
Strategies. The organization that will survive in the market
in the near future, considering the increasing rate of
competition are the ones who take the necessary steps, to
develop more human connection for their business, more
than they do for machines such as provided by AI.
The Factors to Consider for an Effective Organic
Networking:
Even as our age is encouraging more of technology
strategies, if we must survive the future of it all, then we
must connect more people, than we do for machines. As an
The
Impressive Impactof
Organic
Networking
|December 2018|22

25. innovative networking solution
provider, it is going to pay more, when
you include human intelligence and
physicality in your networking
strategies over machines.
Imagine a day that the machines are
going to have a serious breakdown,
and the owner organization do not have
the capable persons to figure out the
cause of the breakdown and possibly
provide a feasible solution? What will
be the fate of the organization? This
means that, there will be a great loss of
value and possibly a strike off the
industry. I know you would never want
that to happen. So, plan from now, to
never pay for the loss in the future.
Balance Your People to machine
Deployment:
Social Medias are for networking,
Newspapers and various Medias are
also for networking, but there are
people behind the arc of this
innovation. The more you incorporate
AI and machine learning strategies,
always remember the need for Control
Engineers and those are human beings.
The most successful organizations
identify the major importance of
people networking and how best to
utilize human intelligence in their
business quest.
For example; if you write an article
and share it on a website, who do you
expect to read your article; human
beings or machines? It is obvious that
the organic networking aspect of
computing will never go out of style;
else, there will be a day in the future
that digital connection and values will
be measured on the number of bots that
read your articles and/or that paid for
your services. So, remember to balance
the rate of your people to machine
deployment, by acknowledging the
need of human networking over
technology networking.
The Need for Organic Sense in
Networking and the Future:
Technology is the miracle of our age,
Artificial Intelligence is a major
molding factor of this development,
IoT is the liberator from machine
isolation by providing the platform to
interconnect millions of them over the
virtual platforms, but humans make
these things possible.
Networking is an innovative concept
with high profile technology terms. If
one does not implore deep interest and
concentration while exploring this
realm, there may be a serious distortion
of original motive of indulgence, and
this can lead to serious breakdown of
enterprise infrastructure. Sometimes, it
maybe direct and other times, it will be
indirect, but in all, it will always have
an impact. The future of technology is
very bright, and that is mainly
dependent on how available we make
the resources to help manage what we
have today in the near future. For this
to be possible, the networking solution
providers must incorporate more of
organic sense in their solutions and
industry advancements.
Technology will advance, more
machines will be connected, devices
will be programmed to run
independently, but in all these things,
the humans in the network will still
rule the universe. The more organic
you make your networking strategies,
the lesser the fear of a disastrous future
for your organization.
23|December 2018|
Tech-Byte

28. The adoption of current 3D metal printing
technologies in production is limited by slow
print speeds, high production costs, and
complexity of achieving consistently high quality metal.
Digital Alloys is an organization which develops
high-speed, multi-metal additive manufacturing systems
that print production quality parts, in almost any metal,
at a fraction of the cost of other systems, making metal
3D printing economical for a greatly expanded mix of
applications. Digital Alloys metal 3D printers have the
unique ability to mix multiple metals in a solid part,
enabling customers to push the limits of design and
create new products with optimized thermal, electrical,
magnetic, and mechanical properties. The company is
led by an experienced management team, and backed by
Boeing Lincoln Electric, G20 Ventures and Khosla
Ventures.
The Astute Leader
Duncan C McCallum is the experienced CEO, investor,
and board member with 20+ years of successful
launching, leading and financing new ventures. As CEO,
Duncan has co-founded, built and sold two companies
namely Cilk Arts and VeloBit. As a venture capitalist at
Bessemer Venture Partners and Flagship Ventures, he led
investments in 16 companies that produced 12
acquisitions and an aggregate market capitalization in
excess of $1.5 billion.
Early in his career, Duncan led control system research
teams at Draper Laboratory. He holds two degrees from
MIT and an MBA from Harvard Business School.
Joule Printing- A Simple New Technology in Printing
Despite great interest, the use of metal additive
manufacturing in production applications has been
limited by high production costs, slow printing speeds,
complexity, and quality issues. Current methods take too
long to be practical, or require the use of dangerous
materials, specialized hardware, and multiple complex
finishing steps involving shrink compensation software,
chemical baths, and furnaces. Look past the hype around
DIGITALALLOYSRefurbishing 3D Metal Printing with Advanced Technology
Duncan McCallum
CEO
|December 2018|26

29. metal 3d printing, and you’ll find it’s
rarely used in production.
Joule Printing™ solves these
challenges. The core invention was
inspired by a few simple
observations:
1. Low production costs require
both an inexpensive raw material
and high printing speeds.
2. Printing speed is gated by how
quickly heat moves to the
desired melting location.
3. Metal 3D printers work by
positioning and then melting raw
material to build up 3D parts.
For optimal speed, cost, and
repeatability, the process should
use as few steps as possible.
4. Repeatable quality requires an
ability to directly measure and
control the melting process.
A key is that positioning and melting
of the wire occur simultaneously in a
single step. This radical simplicity
lowers cost, saves time, and increases
repeatability. There is no need for
powder handling, feeding and
spreading, no need for
binding/debinding, and no need for
sintering – and no need for the costs,
time delays and variability these
steps introduce.
Joule Printing™ provides precise
closed-loop control of melting at the
voxel level. Since the wire is held in
a precision motion system, we know
exactly where the melt is deposited.
Unlike a direct energy deposition
system, there is no dripping or
splashing. We use the precision wire
feed system to measure and control
how much metal goes into the melt
pool. The electric circuit provides
measurement and control of how
much energy is applied to the melt.
This combination of tightly
controllable process parameters
allows the system to deliver
consistently dense (99.5%+)
isotropic parts that are stronger than
castings. In addition, the process data
for every voxel is saved for post
analysis. In combination with our
machine learning technology, this
provides the capability for
non-destructive QA of printed parts.
Advantages of Joule Printing
When you’re using joule heating,
you’re heating the metal from within.
Since there is no thermal time
constant, you can heat the metal very
rapidly with very low energy. This
means that there is no
thermodynamic speed limit; we’re
able to print at the speed at which we
can move with precision and
accuracy. Our goal is 5 or 10 kg/hour
by the end of the year. With a very
high speed and low raw material
costs, overall production costs are
significantly reduced.
Future Prospects
Reflecting on the future prospects of
the company Duncan says,“We’ll be
building our first factory for
providing printed parts in 2019. Our
goal is to ship the printers to
customers in early 2020.”
We celebrate
teamwork,
innovation,
and the
ongoing
development
of our
people
10 Innovative
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27|December 2018|

30. Printing
33Remarkable
Innovations
in the Field of
Printing
Business
|December 2018|28

31. In the year 1450, when Blacksmith Johannes Gutenberg
first introduced a movable type press in the German
city of Mainz, a printing revolution had got erupted.
This invention encouraged more people to proliferate and
distribute their creative/informative ideas though printed
texts. Sooner, plethora of work related to literature,
religious scriptures, scientific papers, ontological treaties,
law texts among other started publishing out in the
European region which later got adopted globally at large
scale and helped individuals and others to promote/sell their
ideas.
This printing revolution still considered as one of the most
important event in the history of printing and for the
humankind as a whole. With the passage of time many
other inventions have been taken places that have boosted
the printing business at large.
Here we have enlisted some of the recent developments that
are worth mentioning, and which are also considered as a
turning point for the arena of printing business.
Nano Printing:
3D printing has witnessed many remarkable breakthroughs
in recent years, Nano printing is one such innovation. Due
to this cutting-edge printing technology it is now possible to
print and integrate tiny components directly on to the
integrated circuits include micro-lenses onto photonic
circuits and deformable structures on MEMS actuators.
Interestingly, what was a dream some decades ago has
become a reality with this technology as it is now possible
to print microscopic objects with complex geometry and
sizes of nanometres to several millimetres. Such things can
be printed on a single printing step and that too on a scale
which was not possible before. Such innovative change of
on-printing brings new perspectives for developing nano
and microscopic 3D component in a hassle free manner.
29|December 2018|
Editor's Choice

32. Moreover, its application has significance in many vital areas including Artificial Organs, Tissue Engineering, Stem
cell-based Regenerative Medicine and Therapy, Fabrication of Nano Scale Devices among other. Customers also
reap huge benefit by utilizing this technology as it provides great precision, stability, and support 3D custom design
at large scale.
How this Technology Works?
In this printing technology, Nanoscribe’s Photonic Professional GT system uses the technique of two-photon
polymerization. In this process a laser gets expose to a photosensitive resin by a high-numerical aperture objective
that too in a controlled trajectory following CAD design. The interesting thing here is that the material gets solidified
only in the laser focused spot and thus allows printing the exact 3D structure with submicron features. Such
advancements have expanded the use of this technique for printing pre-manufactured circuits and opens new ways
for executing on-chip printing as well. Nanotechnology for printing – is truly innovative as it alters materials at the
atomic and molecular level.
Water-based Printing
Many printing technologies use inks made from harmful chemical substances which creates negative impact on the
printer, wearer and the environment at large. Usage of harsh chemicals and toxic waste also always keep various
regulatory agencies on vigil. Therefore, there was a dire need of a technique which can do a fine printing by
minimizing the bad effects on environment at large. The birth of water-based printing fulfilled that need.
The innovation of water-based printing has started a new era in printing space which is hugely considered as
environment friendly. In this technology, the ink is not made of plastic and other damaging petroleum or fossil fuels;
instead ‘water’ here is act as the main solvent and thus makes it an environment friendly printing technology.
Moreover, what are making this technology scalable and popular are its other fascinating features famously includes
its fine print quality and affordability over the other prevailing printing technologies.
Its solvents decrease the time and heat necessary to absorb the ink film on fabric and instead of just spreading on the
outer layer of the fabric, its ink flow deep into the fabric and create a much better look and ultimately a much better
end-user experience. Further, water based inks are thinner and you can actually print with higher precision to give a
good texture as compared to thicker inks like plastisol.
Moreover, the increased softness and flexibility of water-based prints have the potential to win customers heart every
time when they touch a fabric printed using this technology. Many leading organization are considering this
technology over plastisol and it is just the matter of time before this technology becomes an industry standard in the
printing business.
Conductive Ink:
Invention of conductive ink is one the greatest milestones in the business of printing and it has the potential to
change thefuture of printing business as well.
What’s unique in this technology is its ‘ink’ which contains conductive materials like silver nanoparticles or
conductive polymers which gives them the ability to conduct electricity. This conductive (Silver) ink has multiple
uses today including printing RFID tags as used in modern transit tickets, they can be used to improvise or repair
circuits on printed circuit boards as well. Although, this technology is in early stage and its mainstream adoption may
probably takes several years but it is a promising technique which can be effectively used in many different
applications including the creation of interactive posters, billboards, and other advertising materials.
Interestingly, this technology also holds promise to play sound just by touching a paper or connect you to your phone
app just by interacting with a poster on the wall that is linked to the app. Moreover, it has the same capacitive
sensing technology that is present in modern day electronic devices like tablets, smartphones among others.
|December 2018|30

34. s the digital landscape continues to change at a rapid pace,
Adismantling and disrupting the way that we do business, how can
we ensure that our leadership and organisational thinking evolves
at the same rate? The CEO is ultimately responsible for the success or
failure of the company that they lead, which, in today’s world, means
ensuring an organisation can adapt to this fast rate of change. To do this,
leaders need to know how to innovate with agility and speed. This means,
on the ground during day-to-day work, that each employee has a clear
understanding of how they contribute to creating value out of new ideas
and a common language to enable them to work together. As a CEO, part
of your role is to foster a culture of innovation that can harness the often
disparate skills and mindsets required to successfully innovate. The key is
to understand that innovation is a journey, which includes spotting trends
and discontinuities and generating new ideas, through to investing and
implementing those ideas that can potentially have the most impact. The
skill is to know how to match people’s strengths to the right part.
How do employees currently react to innovation conversations?
Often, the first people to embrace innovation tend to love ideas and can
identify trends, patterns and opportunities. They are curious and fit the
classic stereotype of creativity – playful, open-minded and attracted to
Natalie Turner is a Keynote
speaker and Author of the book
Yes, You Can Innovate. Discover
your innovation strengths and
develop your creative potential
which was selected as book of
the month in both the UK and
Singapore earlier this year. She is
the Founder and CEO of
The Entheo Network, a global
innovation company and has
exemplary expertise in the eld
of marketing, business strategy,
and leadership development.
Under her leadership, the
company provides a suite of
innovative products and
services to help individuals and
organizations create new
sources of value whilst building
innovation skills, capabilities and
culture. She is also the inventor
®
of the 6 ‘I’s Innovation which
measures innovation strengths of
individuals and teams to unlock
the innovation culture in an
organization.
www.6-i-innovation.com.
About the Author
Develop Your
INNOVATION
CULTURE
for
a
FUTURE-READY
Organisation
|December 2018|32

35. Natalie Turner
Founder CEO
33|December 2018|
Expert’s Talk

36. novelty. Innovation, truly deep and sustainable innovation,
combines both creativity and discipline, which are curious
bedfellows. It is a considered process that requires a raft of
different skills and ways of thinking, combined towards
creating a common outcome. In fact, the innovation journey
is more like a cycle that can start at any point, not just in the
playful and curious spaces.
There are probably many employees in your organisation
who do not identify with this sense of curiosity, or think
that they have light bulb moments, but who are nonetheless
crucial to the success of innovation as an outcome. You will
not embed an agile innovation culture without showing
employees of all stripes and skillsets where they fit in. The
innovation culture needs a common framework and
language. Within this shared understanding, different styles
are more likely to interact with, and appreciate, the
contribution of others. Creating the best environment for
each stage of the journey, so that people are empowered to
contribute their strengths will improve the likelihood of
success.
Understanding the innovation journey
Start with aligning teams around PURPOSE, what are they
trying to achieve and why? Then move to how they can
identify opportunities through understanding trends and
patterns, often related to changes in human behaviour. Then
move to the creative space where people ignite ideas,
through practices such as brainstorming and value
proposition design. After you have an array of ideas, submit
them to analysis and experimentation, separating the good
ones from the bad, investigating whether they are useful,
not just novel. The interrelationship between these three
spaces is often where you see design thinking processes in
action. Now, if you have a few really good ideas that have a
high chance of working, start to think through how to best
make them work. If not, revisit the original-identified
opportunity or generate alternative ideas and solutions.
When ready for investment, innovation leadership is really
critical. This is often the graveyard of ideas. Here
demonstrate courage; assign resources, whether it is people,
time or money. Once ideas are funded, find people who are
great at implementation and getting things done. Once the
idea is starting to get traction and have an impact, harness
the skills of improvement and optimisation to scale and
leverage the ideas into other areas of opportunity.
There are no straight roads. This is why innovating is often
so difficult. Not only are you trying to do something new,
you have to harness diversity towards an often unknown
outcome. Creating the best environment for each stage of
the journey, so that people are empowered to contribute
their strengths, will help to create a successful outcome.
This means teaching people when to contribute and when to
pass the baton on to someone else. This is true
collaboration, anchored in a clear purpose that is focused on
the success of the idea.
Give each of your employees a proactive role in the
innovation journey
Culture could be termed “how we do things around here”
and part of what contributes towards this is how leaders act
and behave towards the people that they manage and lead.
Even more so when it comes to innovating. If people
understand their contribution, they will have the confidence
and courage to start thinking of themselves as innovators.
They will also understand when they will have the most
impact. The innovation journey needs a different culture at
different points; a culture that allows for ideas to be
generated is not the same as one needed to investigate those
ideas.
Innovation and the CEO
Lead by example. Understand the part of the innovation
journey that you are best at, and be aware of the bias that
you will have because of that. Increase the awareness of
yourself and others,so that you can empower everyone to
cultivate environments that allow their strengths to flourish.
Ensure that every skillset and its contribution to innovation
is respected and rewarded. This can only be done by
understanding the whole of the innovation journey, end-to-
end. Diversity is key, if you have a lot of people who are
good at generating ideas, you may end up with very little
that actually gets done. If you have a lot of people who are
good at implementation, you may end up dealing with
today’s work very well, but not have the culture of a
future-ready organisation that can adapt to fast-paced
change tomorrow. In empowering your leaders and
employees to develop their creative potential, in the
broadest sense of the word, innovation will start to seep
through the whole of your organisation, embedding a
culture that will increase the likelihood of you creating
impactful value out of new ideas.
|December 2018|34

38. The printing industry has redefined every aspect of
digital lifestyle with newer and innovative
approaches. Founded in 1996 by Marie Alex
Rosado, 3A Press provides printing and packaging
solutions for clients. As a packaging solution provider for
the Life Sciences, Consumer Products, and Food
Beverage industries, 3A Press services include “Instruction
for Use” literature, Folding Cartons, and Training
Assembly Kits.
Inception Story of 3A Press
3A Press Corp is a family owned and minority certified
company. This family tradition of printing excellence goes
back to 1948 when Victor Angel Rosado founded the first
printing company of the Rosado family, Imprenta Rosado.
It was in 1979 that second generation Mr. Alexis Rosado
took the responsibility of the company and incorporated it
into Insertco in 1982. Alexis took the company to a newer
height of success which continued until 1995 when it was
sold. Next year in 1996, the third generation of Rosado,
Marie and Alex, found a niche within the Life Sciences
Industry to supply Instruction for Use literature (inserts and
booklets) as well as a need within the industry for a reliable
local/minority owned packaging supplier. Thus, 22 years
ago in April 23rd 1996 3A Press was born.
Unique Services Solutions
3A Press Corp is a Packaging solution provider for the Life
Sciences, Consumer and Food Beverage Industries. Its
services include – “Instruction for Use” literature (inserts
and booklets), Folding Cartons and Kitting process.
“Instruction for Use” literature: Pharmaceutical products
present a variety of challenges and 3A Press provides
solutions for them.
Folding Cartons: Folding Cartons is the latest growing
industry and 3A Press is ready with its innovations.
Training Assembly Kits: Individually separate but related
items are grouped, packaged and supplied together as one
unit.
VIA 3 Emergency Printing: VIA 3 is the shortcut to the most
urgent projects; an innovative service created by 3A Press.
What makes 3A Press unique is the ability to quickly adapt
to its customers’ demands and to the ever- evolving printing
industry.
Success Strategy of 3A Press
3A Press is the first printing company in PR that operates
3A PRESS CORP
Achieving Excellence with Quality Investment
Marie Rosado
President
Alex Rosado
VP General Manager
|December 2018|36

39. under an ISO 9001:2015 certified
environment.
The dedicated team of 3A Press is
committed to assuring the organization
stays attuned, in terms of systems,
processes, equipment and resources to
serve the requirements of its
customers, especially of the rigorous
Life Sciences and Food Beverages
companies in PR. The team at 3A Press
continuously raises the bar to new
levels of performance by timely
assessment of client expectations.
Capturing local opportunities for PR
owned companies that used to
purchase their packaging requirements
outside of PR has also been a key
strategy to 3A Press.
Client Oriented Services
Nothing moves until a customer
believes in your company’s capabilities
and places an order. 3A Press,
therefore, takes to heart that Customers
are vital to its organization and
motivation for continuous
improvement. The company truly
believes that creating value to its
customers is its main purpose and the
key driver to its actions.
“We look for solutions, we upgrade our
equipment to increase our efficiency
and create cost saving solutions, and
we get involved in the development of
new designs to ensure an efficient
packaging piece. We make sure our
customers know that we have their best
interest in mind and we truly care
about them”, asserts the company.
Creative Solutions to Shield
Obstacles
There are a number of important
factors affecting demand for printing
globally. These include: trends in
consumer spending, the state of the
global economy, new technology and
the speed of change, changing
customer expectations, globalization
and environmental concerns among
others.
In spite of the challenges the printing
industry faces, the team of the
company is very proud with its
evolution throughout recent years.
They have implemented new processes
and state of the art equipment has been
acquired to meet key customers’ needs
and expectations.
“In addition, 3A Press was the pioneer
printing with the G7 certified tech,
which provides a method of attaining a
desired grayscale and tonal curve used
for calibrating and proofing and/or
printing system. In other words, to
assure color consistency across the
various printing batches (jobs)”, Alex
adds.
Future Prospects of 3A Press
Many years ago printing changed the
world and now the world is changing
printing. The internet, globalization,
digital printing, personalized
medications among others are
changing the way of doing business.
The company understands that from its
line of services, inserts and manuals
will eventually decrease and folding
cartons will continue to grow.
“In light of the above realities the
major investments have been in our
Folding Cartons division with the
acquisition of a recent acquisition of a
second XL Press. This one is a XL
106-7 + L Heidelberg Press -- the most
advanced press in the Caribbean. Also
a brand new Expertcut 106 PER 3.0
Bobsts Blanket Die Cutter. We are also
exploring other printing technologies
to increase our line of product and
services”, Alex concludes.
We are
gratefulfor
your trust.
We want
you to know
that we are
engaged and
committed to
creating value
for you
10 Innovative
RINT
MOSTT
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Management Companies 2018
37|December 2018|

40. HRFraternity
The secret of my success is that we have gone to
exceptional lengths to hire the best people in the world”
- Steve Jobs
The said quote itself explains the power of recruiting ‘right’
candidate. A right candidate has the potential to transform an
organization fortune to a new level. A right candidate brings
quality and effectiveness that builds a brand and develops a
unique customer experience, while a ‘wrong’ candidate can lead
to a lot of extra stress and issues that can hinder the
development of a business. But at the core, hiring right talent is
important, and this is where HR personnel struggle the most.
With the advent of an emerging technique known as “People
Analytics”, hiring right candidate will get easy than ever before.
Necessity of People Analytics
Competition for onboarding top talent is getting fierce,
especially in industries, like IT, financial service firms,
healthcare sector, and manufacturing, that are going to witness a
massive transformation. Ever growing numbers of job seekers,
shaken economy and neck-to-neck ruthless competition are
making HR’s job even more challenging to find right talent for
the right job. One technique that is seen as a solution for the said
problem is “People Analytics”. It is an emerging field that is
pulling everyone’s attention due to its potential to assist HR
people in recruiting the right talent.
“
PEOPLE ANALYTICS:
BALL FOR
|December 2018|38

41. Understanding People Analytics
People analytics or HR analytics is the application of
statistics, mathematics, and modeling which collects and
process worker-related data to see and predict patterns. This
technique assist organizations to predict whether a
particular person fit for a given job or not. Due to its ability
to boost hiring and retaining the right talent, some people
have gone so far that they have even started calling it as a
“crystal ball for HR”.
How ‘People Analytics’ can help HR fraternity
• Identifying the features or variables in jobs and
employees that matter/counts most
• Matching those important job variables with a pool of
applicants or recruits
• Predicting the likelihood of a worker to stay on the job
for a long time or to “churn”
• And recommending salaries and other compensation to
bolster longevity
Importance of Peoples Analytics
There are lots of important questions that arise into the mind
management peoples like: How can we find more top
performers? What do our most successful leaders do to
excel at their work, and how can we replicate that across the
organization? Which people are most likely to stay for long?
Which employees are likely to leave? With the right
analytical tool in hand, one can get the right and accurate
answers to these vital questions which pays a pivotal role in
shaping company’s fortune and can assist an organization to
maintain a robust workforce.
Popular HR Analytics Tools
Power BI
Power BI link multiple sources like SQL database with
people’s data, live twitter feed, machine learning API’s and
more. All these different data sources are then combined
with an aggregation process to create one large database.
Industry Trend
39|December 2018|

42. The consolidated data then can be used to create pivot table to let end user get a quick insight in the key areas of the
workforce. And, all these meaningful insights then the end user can see in a user-friendly manner with Power BI’s
dash boarding capacity.
SPSS
Dealing with analytics requires some sort of technical capability to make the most of it. But what if the end user is not
a technical person but still want the same results which can be derived from the above tool. Answer to this said
concern is ‘SPSS’ tool. Without having extensive statistical knowledge, an end user can do an exploratory correlation
analysis or a quick regression analysis. This makes SPSS one of the most commonly used HR analytics tools in social
sciences.
Rstudio
It is a people analytical tool which is best suited to process huge data sets. It provides valuable insights that can help
an organization to maintain robust workforce. It’s potential to let end user visualize and statistically analyze candidate
data with the help of user friendly interface is the prime reason behind its popularity.
Interesting Research Finding
Many recent studies even prove the effectiveness and productivity of People Analytics techniques. Recently,
Deloitte’s Bersin found that organizations that use people analytics techniques at a sophisticated level reported 82
percent higher three-year average profits than corporations without properly-deployed people analytics methods.
Over the world more number of schools, colleges, and universities are opening up than ever before. There is an
increased awareness for education as well. More people want to get access to quality education to raise their living
standards. All these are resulting into increased number of job seekers. With business competition going intense with
each passing year, recruiting right talent has become the need of hour for HR personnel. The potential benefit of
People Analytics will then definitely assist HR fraternity in recruiting and maintaining a robust workforce if applied
meticulously.
|December 2018|40

44. If you are an MPS provider, you may have realized the
“single brand from a single vendor” solution is falling
out of favor with end customers. So, what has changed
and is MPS a sustainable offering?
As of 2018, we are 20-years into the bell curve for MPS.
For many years, prospects were first time buyers who
viewed their environments as messy. Printers and copiers
were everywhere from different manufacturers and vendors.
Control was distributed among departments, Facilities, and
IT. Acquisitions methods were just as diverse and included
purchases, leases, contracts from local dealers and national
supplies resellers.
Print was a big mystery to customers. They had no idea
how many devices they had, how many pages they were
producing or how much they were spending. They needed a
clear picture of what they had and potential solutions. Then
they struggled with satisfying all stakeholders and gaining
consensus on a final solution. Projects were time
consuming, political and even risky for the project lead.
You played a valuable role as an MPS vendor. In the
customer’s eyes, you were the expert who taught them
something new and showed them a path forward. You
offered expertise and people to find out what they have
today and were able to develop a complex solution. The
journey took many months from concept to assessment to
proposal. You earned the role of trusted advisor so it was
only natural that the customer would see a “single brand
from a single vendor” as the best available solution.
Pricing changed. You wrapped up the solution into bundled
pricing that simplified costs for the end customer and
enabled you to shield pricing for hardware, maintenance
and supplies. After all, there were managed services
wrapped around all products so the customer agreed with
the bundled pricing format. Bundled pricing enabled you to
work with margins behind the curtain.
Come decision time, the customer realized that
Implementation would affect every user and the potential
cost savings put it near the top for cost-savings initiatives.
These two factors elevated the project to the most senior
management levels for approval and executive sponsorship.
The sales cycle got longer but the project became more
important to more people. The final result was often a case
study of successful transformation from a messy
environment to a lean, managed print environment.
So, what changed in recent years? The MPS market had
certainly matured. Customers had lived through the
transformation from unmanaged to managed. With the end
of their first MPS contract came a new perspective and
different buyer attitude. The customer was no longer sick
and in dire need of expertise. Their fleet was no longer
messy. Devices had been consolidated and processes
streamlined. Customers had clear visibility to what they
devices they had, how many pages they produced, and the
total cost of ownership. The mystery was solved.
Your role changed. In many cases, the customer was more
experienced in real-world MPS than your sales team. Sales
people struggled to teach customers something new,
something of significant potential value. Talk of potential
cost savings by switching vendors was no longer
compelling – the big savings had already been taken. The
MPS story from one vendor sounded the same as the other
IS THEIS THE
SINGLE BRANDSINGLE BRAND
Dead in MPS?Dead in MPS?
|December 2018|42

45. vendor – in fact, the story sounded exactly the same as the
one told years earlier by their current MPS vendor.
Now the end customer was asking about your ability to
support their existing fleet, to do repairs and provide
consumables. The potential for placing your new hardware
was not clear. These new MPS opportunities felt like they
belonged more to the vendor service and inside sales teams
than to the account sales department. The customer was
now clearly in control and driving the sales process.
In the past few years, many dealers have exited the MPS
market and refocused on their traditional selling motions.
They found MPS operations different and costly. Sales reps
were harder to train and it took longer to get them hitting
quota numbers. So, like a rubber band, dealers re-focused
on their core competency. So, what does the future look like
for those dealers wishing to stay relevant in the MPS
market?
It is time to look inward to tackle five key obstacles to
growth and profitability in MPS:
• Redefine your value and how you will educate the
customer
• Define a strategy for pricing and supporting both OEM
and compatible supplies
• Justify managed services independent of products
• Learn how to participate in an open sourcing model
• Decide if a fragmented customer environment and
sourcing model is good business
The days of single brand and single vendor are gone.
Sourcing methods have changed dramatically for
everything – including print – and the pace of change is
accelerating. Vendors must rethink the value provided and
how to educate the customer. MPS vendors will still spend
months doing assessments and proposals only to be faced
with the purchasing process that would unbundle pricing
and force transparency to price by product category. The
decision then is can you re-invent your practice to enable
you to participate in this new arena and win – profitably.
Ben Harris is the Founder of
Harris Technologies, Inc. Ben
Harris enjoyed a 15 year career in
corporate sales, selling and
implementing large contracts to
Fortune 500 companies around
the country. In 2006, he decided to
begin a new journey, leaving the
big office and tie to start up his
own firm. After years of
perseverance and dedication,
Harris Technologies has become a
recognized leader in their space.
ABOUT THE AUTHOR
Ben Harris
Founder
Harris Technologies
43|December 2018|
Leadership Column