Print Management Insider Blog

Free eGuide: The Office Equipment Dealer’s Guide To Digital Transformation

Posted by West McDonald on Oct 9, 2018 11:06:42 AM

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.

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Topics: digital transformation, Office Equipment Dealers, office equipment channel, Managed Print Services, managed print, sales tips, sales, selling, print management

Familiar with Status Quo Bias? For The Sake of Your Business You Better Be!

Posted by James Hills on Oct 2, 2018 11:59:24 AM

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.

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Topics: sales tips, sales cycle, selling, B2B

Printer Reliability and the True Cost To Your Managed Print Offering

Posted by West McDonald on Sep 18, 2018 11:34:52 AM

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…

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Topics: print audit insight, print management, Cost Per Page, printers, printing statistics, Printing, office equipment channel, Office Equipment Dealers, office equipment, managed print

We are Living in a Technology World and I am a Technology

Posted by Jay Sapirman on Sep 5, 2018 2:26:10 PM

We are living in a technology world and I am a technology…. Boy…. (sorry Madonna, but when the words fit wear them).

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Topics: sales tips, selling, sales, office equipment channel, Office Equipment Dealers, office equipment, Business Tips

You Down With SBB - (Yeah You Know Me) - But Do You Really?

Posted by Tawnya Stone on Aug 29, 2018 9:28:58 AM

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

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Topics: seat based billing, SBB Road Show, SBB, print management, Managed Print Services, managed print, Cost Per Page

XaaS (Everything As A Service) and the Office Equipment Dealer: 4 Reasons You Don’t Want To Get Left Behind

Posted by West McDonald on Aug 21, 2018 12:01:43 PM

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.

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Topics: XaaS, Managed Print Services, managed print, office equipment channel, Office Equipment Dealers, selling, sales tips, seat based billing, SBB Road Show, SBB

The Ugly Truth About Value

Posted by West McDonald on Aug 14, 2018 2:13:25 PM

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.

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Topics: sales tips, selling, sales cycle, sales, Office Equipment Dealers, office equipment channel, office equipment, value, value proposition, sales value

Kill the Quarterly Business Review

Posted by Paul Giorgi on Jul 31, 2018 10:18:23 AM

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.”

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Topics: business review, business success, Business Tips, business growth, business strategy, QBR, premier members

Moving the Digital Transformation Dial - Structured vs. Unstructured Work

Posted by Sean Halliday on Jul 25, 2018 9:36:26 AM

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.

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Topics: digital transformation, Document Management, content management, placepoint, business growth, Business Tips, Workflow, process management

Convergence Radio Episode 12: The GDPR is Live, Are You Ready?

Posted by West McDonald on Jul 24, 2018 9:59:22 AM

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.

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Topics: convergence radio, convergence, GDPR, General Data Protection Regulation, business growth, Business Tips, business strategy, office equipment channel, Office Equipment Dealers

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