2018 Co-creation for Success · 2018-09-24 · Kodak’s decline continuously HP shows single project peaks Source: infoSource SA European Document Scanner Market February 2018 0

0 © 2018 FUJITSU

Human Centric Innovation

Co-creation for Success

Fujitsu World Tour 2018

Captureing drives Digitalization

Status, Trents and News

1 © 2018 FUJITSU

Information Capturing Trends, News and Opportunities

Roland Apelt

Regional Manager

Russia, CIS, Afghanistan

2 © 2018 FUJITSU

CAPTURE MARKET Market Shares

3 © 2018 FUJITSU

EMEA by Units by CY

The volume (units) of the market

is still growing

All competitors of Fujitsu were

flat or growing slightly

But brother is growing

aggressively

Competition gets harder and

takes shares from Fujitsu

We are still ahead of all with a

dominant market share

Source: infoSource SA European Document Scanner Market February 2018

460000

480000

500000

520000

540000

560000

580000

600000

620000

640000

0,00%

5,00%

10,00%

15,00%

20,00%

25,00%

30,00%

35,00%

40,00%

45,00%

50,00%

CY12 CY13 CY14 CY15 CY16 CY17

Market Size Brother Canon Epson

Fujitsu HP Kodak Others

Units

4 © 2018 FUJITSU

EMEA by Units by CQ

Fujitsu is the market leader in a hot

and competitive market !

Canon have lost share since their

peak in CY2015

Brother’s has achieved a plateau

after strong growth

Epson is fighting back aggressively

Kodak’s decline continuously

HP shows single project peaks

Source: infoSource SA European Document Scanner Market February

2018

0

20000

40000

60000

80000

100000

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200000

0,00%

10,00%

20,00%

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40,00%

50,00%

60,00%

Q1_2012 Q1_2013 Q1_2014 Q1_2015 Q1_2016 Q1_2017



Units

5 © 2018 FUJITSU

EMEA by Revenue by CY

The value (revenue) of the

market is shrinking although the

volume is growing

Massively change in the portfolio

mix to distributed scanning

Fujitsu is still best performing in

volume and value


0

100000

200000

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45,00%

50,00%




€ 000’s

6 © 2018 FUJITSU

EMEA by Revenue by CQ

Prices are going massively down

Kodak suffers most due to the

market demand change to workgroup

scanners

Brother’s revenue share is declining

due to their low price policy

But Epson like to undercut the

brother prices

Competition products showing

quality problems due to stupid price

battles Source: infoSource SA European Document Scanner Market February 2018

0

20000

40000

60000

80000

100000

120000

140000

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180000

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0,00%

10,00%

20,00%

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60,00%

Q1_2012 Q1_2013 Q1_2014 Q1_2015 Q1_2016 Q1_2017

Market Value Brother Canon Epson


€ 000’s

7 © 2018 FUJITSU

EMEA share in the workgroup-segment

Workgroup is the main

battleground for FY18 and

beyond

Market is growing rapidly

PFUE share is declining

because Brother and Epson

gained shares

We will invest and reclaim this

market for Fujitsu


0

50000

100000

150000

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250000

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Units

8 © 2018 FUJITSU

MARKET TRENDS Chances & Tasks

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Market Drivers & Trends

Web Based Capture

Co-Creation

Compliance

Twain Direct

Security

Robotic Process

Automation

Ownership

Accessibility

Key market drivers and trends that have the potential to have a major impact on the performance of our business.

10 © 2018 FUJITSU

Web Based Capture

ECM/Capture market is growing by 115% year over year.

Web Based Capture is where we expect the majority of growth to come from.

Organizations and governments continue to digitize their business processes and adopt more flexible technology platforms.

Reduced costs in terms of deployment and management

Better & quicker access to information

Increased speed and enhanced client service

APPS RUN THE World, “Enterprise Applications, Cloud vs Non Cloud Revenue”

0,0

20,0

40,0

60,0

80,0

2013 2014 2015 2016 2017 2018

Forecast of ECM/Capture Apps

115%

Client based(current)

Web based

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Ownership

The attitude regarding ownership of technology has changed drastically.

Customers demanding “Devices As A Service” such as Managed Services where hardware is leased or rented.

Reduced Capital Expenses

Becoming Operational Expenses

Service included

Increased scalability and better hardware support

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Compliance

Regulatory compliance has become more important and impacts all vertical markets especially document capture and records management

The General Data Protection Regulation (GDPR) is law from 25th of May on

…and provides a new wave of opportunities for our products and the solutions.

Reduced Risk of consequence

Reduced litigation risk

Better Governance

Compliant and secured processes

13 © 2018 FUJITSU

Co-Creation

Only YOU know your country and not any supplier !

Digital co-creation happens when…. …multiple perspectives are brought together with digital technology

….to create transformational outcomes.

We need YOU to come from a product to a solution

“Your solution” in order to:

drive innovation

create new sources of revenue

prepare ourselves for future challenges

14 © 2018 FUJITSU

Analog to Digital - Problem & Target

15 © 2018 FUJITSU

What does Digitalisation mean ?

• Minimize the human factor with standards

• Increase efficiency

• Central administration

• Data security

• Governmental orders & state laws

• TAX requirements

• International business

• Investment stability

• Trustworthiness

Business Process

Automation

Business Factors

Integration of all customer

specifics & verticals

Vertical customizing !

Quality Management

Cost reduction

Transparency

Mobility !!!!

24/7/365

Customer

Advantage

16 © 2018 FUJITSU

Commoditization of every product

Technology is becoming commoditized as the route to market becomes more transactional.

Time

New Innovation Introduction Growth Maturity Decline

Scanner use in “Capture Market” is expected to remain stable but the overall “Capture Market” will

continue to grow.

The market is stable but provide new SW opportunities

01 0002 0003 0004 0005 0006 000

2015 2016 2017(Proj)

2018(Proj)

2019(Proj)

2020(Proj)

2021(Proj)

Capture Process

Scanner-Use Non-Scanner

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Capturing

Image

Cleaning

Scanning Import Image

Enhancement

Classification

Extraction

OCR

Interpretation

Background

Separation

Auto Color Auto Skew Auto Cropping Auto Size

Indexation

Barcode

ECM

Release

Application

DMS

Archive

Semantics

Capturing is more than just Scanning

18 © 2018 FUJITSU

Capture Architecture Fujitsu

Capture

Documents

&

Information

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Fujitsu Scanner Portfolio

20 © 2018 FUJITSU

PaperStream Capture Pro

21 © 2018 FUJITSU

Customize it special for you

Differentiates you from your competition

Protects your individual processes

unique

Passive scanner

PaperStream

Back-End system

Active scanner

ScanSnap Manager

Networkscann

er

IP based

Free Software tools for customizing (SDK)

22 © 2018 FUJITSU

Efficiently manage multiple scanners centrally

Track daily scans

Manage consumables

Track error reports

Remote alerts via e-mail

Device location & identification

Deploy Manage Status

Remote & timely updates

1,000 scanners per server

Thin server requirements

Standard SNMP trap systems

fi Series / SP Series / Network scanner support

Free Scanner Central Admin

23 © 2018 FUJITSU

Imaging Alliance Program

24 © 2018 FUJITSU

ScanSnap iX1500 – comes soon

New desktop scanning solution

Connected to Windows, Mac OS and mobile devices

Single user and peer group support

New ScanSnap software

Product strategy:

Easiness of Use, functional, capture speed optimized, compact

The iX1500 changes every aspect of the personal interaction with digitization,

collection and retrieval of personally useful work related documents in business

and individual environments

New ScanSnap SW will fits for all Scansnap models

25 © 2018 FUJITSU