The pace of change in the office equipment channel is happening faster than ever before. Users are printing fewer pages and customers are looking to digitize and automate as many of their workflows as possible. Some people call this Digital Transformation (DT), and truth be told, what that means is about as clear as the word “solutions,” or mud.
To say that B2B solution sales is an unpredictable profession is a gross understatement. Deals are constantly stalled or derailed by a seemingly endless variety of reasons.
One thing we know for certain: Margins for managed print, especially programs that employ Cost Per Page billing, are under attack. We could just increase the Cost Per Page price, right? Yeah…
We are living in a technology world and I am a technology…. Boy…. (sorry Madonna, but when the words fit wear them).
When thinking about Seat Based Billing, you probably fit into one of three buckets:
1. Someone who doesn’t know much about it and has questions
2. Someone who has heard a little bit about it but still has questions, or
3. Someone who has had extensive conversations about it but still has questions
One thing I have absolutely loved about being in the Office Equipment Channel for the last 15 years or so is just how innovative the people in this channel can be. When I started out in this channel, MPS (Managed Print Services) was just being born. Today, around 30% of every page printed is under an MPS contract. When our channel wants to change the way people do business nothing can get in our way.
As we move through our sales careers there is usually a strong correlation between the complexity of a sales cycle and our earnings. We might start out as an inside sales representative responding to requests. We may then progress to outside sales with a limited subset of products to sell. If we’re good, we’ll probably end up as a National accounts manager selling more bundled solution offerings. The ugly truth, however, is that like all ascensions, not everybody will make the cut and most people will burn out before they really start enjoying the fruits of a senior sales role.
What is a QBR? A common definition on the internet is: “A Quarterly Business Review is, as the name suggests, a meeting with your client on a quarterly basis where you discuss their business and how you can support them.”
Work moves fast these days. Not only has technology sped up how we work, but it’s enabled people to oversee approximately twice as much work (projects, people, issues and events) vs. only a few years ago. But not all work is created equal – there are different kinds of activities, and as such, different tools to meet various needs. With the incredible clutter of technology solutions available to make us more efficient, it’s important to understand what kind of work you’re doing before you load up on tools.
The GDPR (General Data Protection Regulation) went live in May of 2018 and it has the entire planet in a stir. Why? Because no matter where you live, if you do business with a company in the European Union and you’re not compliant, you could face massive fines and lawsuits if you breach one of its tenants.