Wirth Consulting

For in-depth print and document workflow research and insight

Konica Minolta Focuses on Cloud Strategy, Recurring Reveue, Automated Service at Dealer Conference

by ·

Last week, Konica Minolta Business Solutions U.S.A. held its annual dealer conference in Palm Beach, Florida, which was attended by about 60 office-equipment dealers.

At this High Velocity Dealer Summit the company focused on service intelligence, that is, remote-first service models to improve dealer margins and operational efficiency, as well as helping dealers acquire new business, including mastering production print and cloud solutions to drive new sales. The company also focused on improving operations, with President of Dealer Sales Laura Blackmer emphasizing data-driven service management and AI-powered coaching tools. 

REV’D UP 2.0: 

Key announcements and program launches included REV’D UP 2.0. This enhanced dealer performance program provides:

  • A streamlined rebate structure, increased rewards for single-line dealers, and performance bonuses for ProTech Certified and vCare Authorized dealers.
  • Exclusive access to industry partners for AI-driven tools, vertical market training, and C-level accreditation.
  • Remote-service solutions included AIRe Link, Shield Guard, Dispatcher Stratus, and vCare ProSuite.

Cloud Strategy

Konica Minolta also focused on Dispatcher Stratus, its flagship cloud-based workflow automation and print management platform. Its cloud strategy emphasizes shifting dealers away from traditional hardware sales to monthly recurring revenue through scalable, high-margin cloud services. 

Core cloud strategic focus areas include:

  • Integrated Workflow Automation: Dispatcher Stratus is said a fully cloud-based solution that requires no coding or background in programming. It allows users to divide complex workflows into smaller jobs while using automation to increase efficiency.
  • Layered Security Integration: Cloud solutions are now more tightly aligned with a layered security strategy. Key updates include:
    • Release2Me: A secure cloud print feature providing personalized, shared, and guest print queues with delegation capabilities.
    • bizhub Secure Dashboard: Integration with the SECUREnotifier app for centralized visibility and management of MFP security across fleets.
  • Remote-First Service Intelligence: Konica Minolta is focusing on a “remote-first” approach using cloud-connected tools such as vCare ProSuite and AIRe Link to reduce the need for on-site visits and improve dealer margins.
  • Intelligent Information Management (IIM): Konica Minolta previewed program designed to support dealers sales of cloud services, including Xcaas (capture as a service) and document-management solutions such as Square9. 

Summary

Two key areas stood out at High Velocity. First, acknowledging declining page volumes, Konica Minolta continues to challenge dealers to diversify into digital transformation (DX), cloud, and security solutions, as well as production print, to build new revenue, especially monthly recurring revenue. The second  major focus was on improving dealer margins by shifting to intelligent service using remote tools like AIRe Link and vCare ProSuite to reduce physical service calls and reduce dealer costs.

This dealer conference came at an upbeat time for Konica Minolta, with its parent company recently reporting a profit instead of the losses it had been routinely reporting, with the company continuing to work towards stable profitability.

More Resources