Scott Cullen, Contributing Writer
It might be premature to call it now with three months still left in the year, but Canon may very well lay claim to the most important product announcement of the year with the introduction of its new imageRUNNER ADVANCE series models. The announcement was made at Canon’s Integrated Solutions Showcase in Las Vegas on Sept. 21-23.
The imageRUNNER Advance announcement wasn’t the only news from Canon coming out of Las Vegas that week. Also of note was the company’s expanded partnership with HP and Canon’s Managed Document Services program, a global initiative aimed at bringing consistency to the company’s managed print services offerings. More on the latter in a future issue of iTchat.
Unlike other dealer events where executives outline the company’s agenda and initiatives to their dealer audience, the Canon event presented this information to a group of 38 or so press and analysts. Dealers were not in attendance during this portion of the showcase having been briefed the previous day. In addition to the press and analyst contingent, the event drew about 560 dealers representing 250+ dealerships along with more than 350 Canon customers and prospects.
Status Report
Like so many other imaging equipment manufacturers, it’s been a difficult year for Canon with hardware sales down although Jim Yoshida, vice president and general manager, marketing and field sales, reports that they were only down 11 percent during this time period, not as bad as some of Canon’s more erstwhile competitors.
That news in itself was somewhat surprising considering the hits the company has taken to its distribution after the Danka and IKON acquisitions. One might say that Canon has taken a licking but back out ticking. Asked why things aren’t as bad with Canon as they are with others in the industry, Dennis Amorosano, senior director, solutions marketing, reports the success of the company’s legacy dealers along with the addition of new dealers have helped stem the bleeding.
It hasn’t hurt either that in a market where hardware sales are down, the software and solutions side of Canon’s and its dealers business is up. Yoshida reports software and solutions sales were up 25 percent through Canon’s independent dealer channel and 27 percent through Canon Business Solutions, the company’s direct channel.
“This is really the first time in our history there has been a significant disparity in results between hardware and software,” said Amorosano. “I think the channels we’re selling through are starting to grasp that they really have to drive the software as a way to pull boxes into their customer environments.”
The HP Connection
The relationship with HP is an interesting one. Canon has been supplying the company with printer engines and other parts for a long time, but now under this new arrangement, HP will be filling the gaps in their product line with key Canon products, targeting Fortune 500-type enterprise accounts that Canon hasn’t been able to penetrate on their own.
This relationship should have little or no affect on the Canon dealer channel in that those accounts that HP will be targeting aren’t typically the types of accounts that the average independent dealer or even Canon Business Solutions targets. Will there be the occasional conflict, yes, but by and large most dealers in most markets won’t see conflict, according to Amorosano.
“HP really will bring a net new business opportunity to Canon,” emphasized Yoshida.
The Star of the Showcase
A wealth of solutions and hardware were on display at the Integrated Solutions Showcase. While the emphasis was on solutions and clearly, you can’t have one without the other these days, there was little doubt that the new imageRUNNER ADVANCE Series was the star of the showcase.
“The imageRUNNER ADVANCE is the most significant launch since the imageRUNNER’s 10 years ago,” boasted Yoshida during a presentation to the press.
The new device builds on the foundation of Canon’s original imageRUNNER models but takes things a step further with a new customizable user interface, advanced box capabilities that provide a collaborative workspace for document sharing across an enterprise, and imageRUNNER ADVANCE Desktop software that brings device capabilities to a user’s desktop. It also offers direct integration with Microsoft SharePoint Server and Adobe workflow. 
A total of eight new imageRUNNER Advance Series models were announced, including the C9075 PRO, C9065 PRO, C7065, C7055, C5051, C5045, C5035, and C5030. These models output in black and white and color at speeds ranging from 30 pages per minute (ppm) to 75 ppm. The C9075 and C9065 are designed for light production users such as central reprographics departments, small copy centers, and quick-print shops. The C7065 and C7055 target high-volume office and enterprise environments. The C5051, C5045, C5035, and C5030 are aimed at general office users. Prices range from $11,400 to $50,000.
Each model has a new compact design with rounded corners and is offered in a color that Canon describes as “Cashmere Beige”. The devices have a new system architecture called Advanced imageCHIP system architecture and use two CPUs, one for image processing and the other for information processing. The two CPUs perform multiple tasks simultaneously and allow for enhanced performance and faster processing speeds.
Although what’s inside the box is impressive, the most noticeable enhancement is the full-color SVGA TFT control panel with a customizable user interface. Depending on the model, control panels will have either an 8.4-inch or 10.4-inch screen. What Canon has done is make the control panel virtually idiot proof so that any user could walk up to the device and perform a task without having to spend a lot of time figuring out what buttons to push.
imageRUNNER ADVANCE Software
Key to the new imageRUNNER ADVANCE models is imageRUNNER ADVANCE Essentials, an integrated software suite that includes imageRUNNER ADVANCE Desktop, imageRUNNER ADVANCE Tracker, and Workflow Composer and Connectors, all of which allow users to easily access and leverage the device’s many capabilities.
imageRUNNER Desktop is a client-based device dashboard application that allows users to initiate tasks from their PC. This application can also be used with imageWARE Document Server where customers need to share documents being managed across workgroups or departments.
imageRUNNER ADVANCE Tracker is a cost recovery and usage management application based on Canon’s MEAP (Multifunction Embedded Application Platform) technology. It is designed specifically for the imageRUNNER ADVANCE Series.
Workflow Composer and Connectors reportedly simplifies imageRUNNER ADVANCE workflow processes by customizing multi-step workflow functions into single-button operations. Canon reports that various MEAP connectors for SMB and FTP file deliver come standard while connectors for imageWARE Document Server and SharePoint Server 2007 are options.
Integrated Solutions
Even though the imageRUNNER ADVANCE was the star of the showcase, solutions were still a key focal point. Attendees had a golden opportunity to view a range of solutions throughout the showcase. Special areas were set up to demonstrate how Canon’s solutions function in real-world environments enhancing personal productivity, enterprise management, and high-volume production and serviceability.
For users looking to manage and control document output and resources on a network the must-see solution was uniFLOW Output Manager, a modular, intelligent, and scalable print management application. Two other notable solutions on display for managing and controlling document output and resources were imageRUNNER ADVANCE Essentials Tracker, a cost recovery and usage management application and imageWARE Secure Audit Manager, a security software application that provides capture, archive, and audit capabilities for Canon devices.
uniFLOW OM 4.0 is designed for large and small enterprises that require advanced print management software to streamline workflow and output management. According to Canon this solution offers more effective control over an enterprise fleet, advanced document security, and can control costs associated with printing, copying, scanning, and faxing as well as pinpoint printing behaviors that contribute to increased costs. New features in this version include a universal driver that releases print jobs to any printer regardless of model; interactive rule-based routing that allows users to override print routing choices; authorization workflow, a feature that offers greater control of printed documents by allowing managers to authorize specific print jobs associated with their cost center; and eCopy Secure Print Client, a new connector that allows users to see, release or delete print jobs in an eCopy SSOP or scan-station environment.
Bolstering the company’s existing relationship with Adobe, attendees had an opportunity to view Adobe LiveCycle Rights Management ES Integration, which allows for secure creation and control of PDF document policies for documents scanned at the device. eCopy, another long-time Canon partner, demonstrated how their applications, such as eCopy ShareScan and PaperWorks, can be seamlessly integrated into customer workflows to simplify the steps needed to effectively manage paper in the office.
Let’s not overlook Canon’s developments in the high-volume product space. Complimenting its hardware offerings in this space, Canon showcased production-level solutions such as imageWARE PrePress Manager, a document make-ready and production workflow too aimed at simplifying the document publishing process; EFI MicroPRESS server technology for clustered printing; and imagePROGRAF Poster Artist for creating professional-looking posters on Canon’s imagePROGRAF large-format printers.
The Sustainability Angle
Canon has always taken a leadership role in environmental initiatives and that was evident throughout the event. Canon is focused on reducing carbon emissions and they’ve done that with the new imageRUNNER ADVANCE Series by more than 30 percent over previous models. They’ve accomplished with less packaging and by using 100 percent recycled plastics and bio-plastic materials in select parts of the system. The new models also offer up to a 75 percent reduction in overall power consumption compared to previous models. Add to that the requisite paper, toner, and energy-saving features along with long-life parts and high-yield consumables, and Canon’s sustainability beat goes on.
The Missing Link
What wasn’t mentioned in Las Vegas? It was observed by a number of analysts in attendance that there was no mention of A4 products. That may give some of its competitors who are now preaching the A4 gospel an edge in the marketplace, although some Canon dealers will likely fill the A4 gap by using other vendors for now. In the meantime, Canon dealers should be perched squarely on the leading edge of the A3 space thanks to these new imageRUNNER ADVANCE models
Final Analysis
All in all Canon did a commendable job of rolling out the imageRUNNER ADVANCE line and it’s a safe bet that they’ll achieve the same kind of success they achieved with their original imageRUNNER line, particularly as the company and its dealer channels look to leverage the software applications that add a whole lot of value to the hardware offerings.
Asked what message Canon wanted its dealers to take home from the event, Amorosano responded, “We’re back. We’ve got a tremendous product portfolio. We’ve got a completely redesigned technology platform. We think we’ve more than addressed the limitations in the existing imageRUNNER product and think these technologies are going to provide them with not only the ability to more effectively compete, but are going to be much better for dealers in regards to the profitability associated with the aftermarket aspects of the devices.”
What about the customers who had the opportunity to see the Canon products and solutions in action?
“We want them to look at the technology differently,” concluded Amorosano. “It’s not about making copies. It’s not about making prints. Everybody can do that. We’ve long gotten over the ‘Wow’ factor in printing over the network to an MFP. We’re focused on workflow and how we can help customers streamline activities.”
This article was originally posted on Bertl.