Namrata Kath Hazarika | 10 Sep, 2012
Hiranandani, Director--Printing Systems, Printing & Personal
System (PPS), HP India said in an exclusive interview to SME Times
that they are addressing the evolving business needs of the small and
medium enterprises (SMEs) by offering them five new solutions that
improves their work-flow efficiency, enhance security, increase
operational efficiencies, and lower the environmental impact.
of the interview...
(HP) India has developed number of products for the small and medium
enterprises (SMEs). Could you give light on how SMEs are using these
products for the benefit of their business?
Hiranandani: HP has the broadest and industry leading
portfolio of products and solutions, including for the Small and
Medium Enterprises (SMEs). We at HP understand that SMEs want to do
the right kind of technology investments that can help them secure a
more level playing field.
technology in SMEs is directly dependent on bringing down the total
cost of ownership, safeguarding investments and increasing ease of
use. HP offers a huge portfolio of products that can enable the Small
and Medium Businesses (SMBs) to maintain their competitive edge by
using their resources wisely.
come with very interesting features like ePrint feature, which gives
the users an advantage to print from the ePrint enabled printer even
when remotely located. The ePrint feature had added to the mobility
we offer to our customers. HP Laser printers incorporate a great
energy saving feature, called HP Auto-On/Auto-Off Technology that
turns off the printer when you don't need it. Hence this technology
ensures lower impact on environment. We have launched a range of new
printers with wired and wireless networking, automatic two-sided
printing and various other features.
solutions perspective we have recently introduced five new Imaging
and Printing solutions for the SMB and Mid-Market customers which
give mobility and security advantage to their Imaging and Printing
environment while increasing efficiency and boosting their work
We also have
the Partner MPS through which we offer the managed print services to
the SMB customers. In this model we have active participation from
our channel partners in offering this model to our SME customers.
of solutions are you providing to the SMEs in order to increase
efficiency, reduce costs and secure important information?
Hiranandani: With the recent launch, we are addressing the
evolving business needs of our customers by offering them five new
solutions which will improve their work-flow efficiency, enhance
security and increase operational efficiencies, and lower the
environmental impact. The key features of our newly launched
ePrint Enterprise mobile printing solution unleashes the full
potential of mobile devices. It allows you to print documents
efficiently with enterprise-level security, sending print jobs from
remote locations for printing on arrival.
EcoSMART Fleet allows you to see your energy and resource use from
one intuitive and easy to use interface. It gives you the
information required to effectively monitor, manage, and control the
environmental impact of your fleet.
Imaging and Printing Security Center is industry's first
fleet-level policy-based security solution that helps increase
security, strengthen compliance, and reduce risk across your fleet
of Imaging and printing devices.
Access Control Express and HP Access Control Professional combine
cost-control and security features.
provide any kind of training programs for SMEs? How it is helping for
the growth of SMEs in adopting IT products and services?
Hiranandani: We have a direct engagement model with SMEs
through our Partner Managed print services offering. HP has roped in
select channel partners to offer PMPS to the Mid- Market customers.
Through this initiative HP wishes to offer the PMPS offering to the
SMB customers which was only limited to enterprise customers earlier.
being enabled to provide customized print strategies designed
exclusively for the respective SME customer. Apart from the strength
of the portfolio HP is also providing innovative print solutions to
help manage the customer environment more efficiently and
effectively. While HP MPS for enterprises consists of end-to-end
outsourcing of hardware, supplies and consumables, and software and
services, the SME MPS offering will have an option for partners to
outsource specific portions of the workflow. Partners will have the
option to offer MPS in various models: customer lease, customer capex
and channel lease. Partners can choose a model to provide supplies
and consumables while the customer owns the hardware. They may buy
the hardware on the customer's behalf and offer it on lease. This
way we are strengthening our engagement with partners and SME
customers through a direct engagement portfolio which is
substantially helping the SMEs adopt our Imaging and Printing
products and solutions.
the Imaging and Printing demand from SMB and Mid- Market customers?
Hiranandani: We are witnessing a robust demand for Imaging and
Printing products and solutions from our SMB and Mid--market
customers. Especially now the SME customers are maturing and evolving
to adopt innovative solutions and not just limit themselves to
printers and multi-function display (MFDs).
the challenges with SMBs and Mid-Market customers with reference to
their Imaging and Printing fleet?
Hiranandani: The key challenges with the SMBs and Mid--Market customers with reference to their Imaging and Printing fleet
Large organizations and developing SMEs around the globe face a new
threat to mission-critical business information: from individuals
seeking to access and exploit valuable business intelligence.
Because today's networked imaging and printing technology
provides much of the same functionality as a computer or server, it
can be just as vulnerable to attack.
to a Deloitte survey, privacy incidents and breaches that required
customer notification occur often inside organizations. More than 35
percent of survey respondents reported between six and ten privacy
incidents, and more than 43 percent reported more than ten incidents
in the last 12 months. HP Imaging and Printing Security Center is
industry's first fleet-level policy-based security solution that
helps increase security, strengthen compliance, and reduce risk
across your fleet of imaging and printing devices.
HP ePrint Enterprise mobile printing solution is a cloud-enabled web
service that allows mobile users to easily print documents,
presentations, reports and photos from an e-mail application to any
registered network printer across the enterprise. It helps unleash
the full potential of mobile devices. It allows SMEs to print
documents efficiently with enterprise-level security, sending print
jobs from remote locations for printing on arrival.
the Imaging and Printing: Today, most SMEs are also seeing the value
of introducing environmental programs and initiatives that both
reduce their overall costs and help them engage in sustainable
practices. For imaging and printing fleet administrators, this often
results in management requesting a certain reduction in both costs
and environmental impact, which becomes a challenge for them. HP
EcoSMART Fleet allows you to see your energy and resource use from
one intuitive and easy to use interface.
It is a
fact that SMEs are lagging behind in IT infrastructure development.
How is HP positioned to meet their demands?
Hiranandani: There are various factors responsible for the
slow adoption of technology by SMEs in India. Cost, low awareness of
the benefits of technology, poor infrastructure and security and
privacy are to name the few. However, gradually, SMEs are moving
towards greater use of technology as they are fast transforming to
become tomorrow's enterprises and need better productivity and
efficiency. We as market leaders are best positioned to meet the
growing demands of the SME customers. With our constant innovation in
the printers, scanners, MFDs and Solutions space we are encouraging
our SME customers to adopt our competitive and best in class products
your take on the financial constraints which SMEs facing in adopting
Hiranandani: When it comes to adoption of new technology or
investing in anything new, the biggest question for an organization
is about return on investment. Therefore, along the years, SMEs have
matured and evolved to adopt products and solutions which promise
higher TCO (Total Cost of Ownership). They have long ceased to invest
on low cost products as they have realized that quality investments
pay in the long run. For instance although our products are
competitively priced, they also have higher Total Cost of Ownership
vis-a-vis competition in the market. When a customer buys a
printer/MFD or an Imaging and Printing solution it's not just the
initial cost of purchase which is considered but the SME customer
also accounts for the running costs like cartridges, energy
your future plans? Are you in the process of developing innovative
technology for SMEs? Is anything in the pipeline?
Hiranandani: HP has always laid a lot of thrust on research
and innovation and coming up with solutions that meet the user
requirements. Being a leader in the Imaging and Printing industry we
best understand the customer pulse and their varied needs.
of business growth are you witnessing as of now?
Hiranandani: We are witnessing a robust business growth. HP
enjoys the clear market leadership in the Imaging and Printing
industry. As per International Data Corporation (IDC) figures for Q1,
2012, HP had a 64% market share in the Inkjets and 49% market share
in Lasers, which clearly indicates the market leadership and customer
trust we have sustained and grown further. Below
are the major factors which are fuelling the business growth for us
(Namrata Kath Hazarika can be contacted at email@example.com)