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

1. Xerox Mobile Printing Solutions
New Propositions
A $60+ million opportunity, additional revenue streams
Shubham Bhattacharya
http://fr.linkedin.com/in/shubhamb
September 2012

2. Agenda
• Mobile-printing solutions – Why ? Who ?
• Product Strategy Recommendation
• Up-selling – same end-user, new channel
• References
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3. MOBILE PRINTING SOLUTIONS
The current landscape – why is it needed? Who needs it? What do
vendors have to offer?
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4. Ubiquitous handheld computing devices…
Print on
the go Print from
any device
… necessitate mobile printing solutions
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5. Security, Simplicity & Convenience are three
main value propositions
…withafocuson…
Enterprise
Customers
End User
Security
Convenience
Simplicity
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6. The competitive product landscape
Xerox Competition
Smartphone
Applications
Printback Solution
Mobile Print Solution
Secure Access Unified ID System
HP ePrint
Ricoh Hotspot
Lexmark PrintRelease
Unified Driver
Applications
for laptops
Global Printer Driver
Konika Minolta- Pagescope
HP Universal Printer Driver
Ricoh and others
Cloud Print
Solutions
PrintMe® Solution with EFI
Google Cloud Print
With HP, Kodak, Epson, Canon,
Samsung
Workflow
Software for
mobiles
FreeFlowTM Solutions!
But can they be deployed on
mobiles ?
Lexmark Mobile Workflow
- ‘quick’ business-process
customizations
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7. Emerging trends in portable printing devices &
mobile projectors…
Portable printer device
Basic printing services for on-the-go employees
Source: http://bit.ly/shubham_portablePrinters
Mobile Projectors
Why print when you can project? Save paper, Go Green!
Source : http://bit.ly/shubham_3M_mobileProjector
… can shift users printing habits!
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8. “How to Augment Existing Revenues In Technology
Business While The Managed Print Service
Optimizes The Printer Fleet For Clients?”
The shrinking printing market…
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9. Adapt Product Strategy
Create A New Revenue Stream
Recommendation 1
Follow trends in handheld computing – Smartphone, Tablet …!
Creating Opportunities
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10. Track trends in the ubiquitous device – The
Smartphone …
• 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-entry
Adopt “contactless” methods from the
Smartphone segment
… and ease the employee’s life!
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11. Synchronize the pace of innovation in the
Printing and Smartphone industry …
Provide flexibility of adoption to customer
• Bluetooth, NFC, Zigbee, what’s next?
• Plug-&-Play Adapters: Upgrade contactless technology
The Connectivity Dongle – New product
category of printer accessories
… and create a new revenue stream!
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12. Reach a new customer segment
Recommendation 2:
Reach the same end-user, at a different place!
Creating Opportunities
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13. If business travelers could print in-flight...
while ensuring security of documents?
Install a printer
on-board
In
o
… Saves the hassle of printing documents before
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14. Airlines: Capture a larger share of the wallet
An up-selling opportunity
• New Installations periodically
• Printer Supplies
Three International Airline Alliances
Star Alliance SkyTeam OneWorld
30% market share 24 % market share 23 % market share
<< Together they have >>
9000 Aircrafts 1500 Lounges Worldwide 1.5 billion passengers/year
Partnering With The Alliances Can Add…
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15. More than $4 mn revenues from equipment sale*
Aircrafts Lounges
Total locations 9000 1500
Adoption rate* 50% 50%
# of location 4500 750
# Printer/location* 2 1
Price/printer ($)* 450 450
Total Revenue $ 4.39 M
* Exemplary
… Additional revenue from service and support
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16. ~$65 million of annual cartridge sales revenues*
Annual Passengers Worldwide (billion) 1.5
% of travelers printing in-flight* 10%
# of users (billion) 0.15
Printed Pages / Person* 20
Pages / Cartridge* 8000
# Cartridges 375000
Price / Cartridge* 175
Annual Revenues $ 65.63M
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* Exemplary

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 per
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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 experience
What could be the competitive response ?
• Competitors could collaborate with other alliances or travel sectors
Why will airlines buy from Xerox?
• Airlines, being a part of services industry, need partners in managing
customer care, IT infrastructure, ticketing and printing services
• Xerox has a stronghold in each of them and can provide integrated
solution across the board
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19. References
• Wikipedia
http://en.wikipedia.org/wiki/Airline_alliance
• Airlines Alliances
http://www.staralliance.com/en/
http://www.skyteam.com/
http://www.oneworld.com/
• Aviation Industry Category (General Aviation Manufacturers Association)
http://bit.ly/N1LSSu
q NFC & its potential
http://www.nfc-phones.org/summary-list-of-all-available-nfc-phones/
http://bit.ly/PuEzQC
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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 interest
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