Xerox mobile printing solutions - new propositions


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An attempt at creating some new revenue streams for Xerox's technology businesses. Based on public information and my own opinion.

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Xerox mobile printing solutions - new propositions

  1. 1. Xerox Mobile Printing SolutionsNew PropositionsA $60+ million opportunity, additional revenue streamsShubham Bhattacharya 2012
  2. 2. Agenda• Mobile-printing solutions – Why ? Who ?• Product Strategy Recommendation• Up-selling – same end-user, new channel• ReferencesShubham Bhattacharya 2
  3. 3. MOBILE PRINTING SOLUTIONSThe current landscape – why is it needed? Who needs it? What dovendors have to offer?Shubham Bhattacharya 3
  4. 4. Ubiquitous handheld computing devices…Print onthe go Print fromany device… necessitate mobile printing solutionsShubham Bhattacharya 4
  5. 5. Security, Simplicity & Convenience are threemain value propositions…withafocuson…EnterpriseCustomersEnd UserSecurityConvenienceSimplicityShubham Bhattacharya 5
  6. 6. The competitive product landscapeXerox CompetitionSmartphoneApplicationsPrintback SolutionMobile Print SolutionSecure Access Unified ID SystemHP ePrintRicoh HotspotLexmark PrintReleaseUnified DriverApplicationsfor laptopsGlobal Printer DriverKonika Minolta- PagescopeHP Universal Printer DriverRicoh and othersCloud PrintSolutionsPrintMe® Solution with EFIGoogle Cloud PrintWith HP, Kodak, Epson, Canon,SamsungWorkflowSoftware formobilesFreeFlowTM Solutions!But can they be deployed onmobiles ?Lexmark Mobile Workflow- ‘quick’ business-processcustomizationsShubham Bhattacharya 6
  7. 7. Emerging trends in portable printing devices &mobile projectors…Portable printer deviceBasic printing services for on-the-go employeesSource: ProjectorsWhy print when you can project? Save paper, Go Green!Source :… can shift users printing habits!Shubham Bhattacharya 7
  8. 8. “How to Augment Existing Revenues In TechnologyBusiness While The Managed Print ServiceOptimizes The Printer Fleet For Clients?”The shrinking printing market…Shubham Bhattacharya 8
  9. 9. Adapt Product StrategyCreate A New Revenue StreamRecommendation 1Follow trends in handheld computing – Smartphone, Tablet …!Creating OpportunitiesShubham Bhattacharya 9
  10. 10. Track trends in the ubiquitous device – TheSmartphone …• Tap your mobile & release print job issued from PC,Mobile• (Say) Using NFC - Near Field Communication• Eliminate wear and tear between cards & readers• Reduce possibilities of incorrect code-entryAdopt “contactless” methods from theSmartphone segment… and ease the employee’s life!Shubham Bhattacharya 10
  11. 11. Synchronize the pace of innovation in thePrinting and Smartphone industry …Provide flexibility of adoption to customer• Bluetooth, NFC, Zigbee, what’s next?• Plug-&-Play Adapters: Upgrade contactless technologyThe Connectivity Dongle – New productcategory of printer accessories… and create a new revenue stream!Shubham Bhattacharya 11
  12. 12. Reach a new customer segmentRecommendation 2:Reach the same end-user, at a different place!Creating OpportunitiesShubham Bhattacharya 12
  13. 13. If business travelers could print in-flight...while ensuring security of documents?Install a printeron-boardIno… Saves the hassle of printing documents beforeShubham Bhattacharya 13
  14. 14. Airlines: Capture a larger share of the walletAn up-selling opportunity• New Installations periodically• Printer SuppliesThree International Airline AlliancesStar Alliance SkyTeam OneWorld30% market share 24 % market share 23 % market share<< Together they have >>9000 Aircrafts 1500 Lounges Worldwide 1.5 billion passengers/yearPartnering With The Alliances Can Add…Shubham Bhattacharya 14
  15. 15. More than $4 mn revenues from equipment sale*Aircrafts LoungesTotal locations 9000 1500Adoption rate* 50% 50%# of location 4500 750# Printer/location* 2 1Price/printer ($)* 450 450Total Revenue $ 4.39 M* Exemplary… Additional revenue from service and supportShubham Bhattacharya 15
  16. 16. ~$65 million of annual cartridge sales revenues*Annual Passengers Worldwide (billion) 1.5% of travelers printing in-flight* 10%# of users (billion) 0.15Printed Pages / Person* 20Pages / Cartridge* 8000# Cartridges 375000Price / Cartridge* 175Annual Revenues $ 65.63MShubham Bhattacharya 16* Exemplary
  17. 17. And yet, this is only a part of the pie …• Domestic airlines in several geographies• Travelers in long-distance trains (e.g. Eurostar)• Business Jets in General Aviation Industry– ~ 700 units per year as perShubham Bhattacharya 17
  18. 18. A strategic view at the proposition…Why should the airlines provide this service ?• Value-Added-Service for the ‘Business Traveler’• A strategic fit integrating neatly with in-flight passenger experienceWhat could be the competitive response ?• Competitors could collaborate with other alliances or travel sectorsWhy will airlines buy from Xerox?• Airlines, being a part of services industry, need partners in managingcustomer care, IT infrastructure, ticketing and printing services• Xerox has a stronghold in each of them and can provide integratedsolution across the boardShubham Bhattacharya 18
  19. 19. References• Wikipedia• Airlines Alliances• Aviation Industry Category (General Aviation Manufacturers Association) NFC & its potential Bhattacharya 19
  20. 20. Disclaimer-Based on publicly available information-Purely my opinion – feel free to question me and debate. Would love to have your feedback-Not a part of any corporate endeavor. Created only out of personal interestShubham Bhattacharya 20