Print Management Insider Blog

Still Selling Software? Stop It!

Posted by West McDonald on Jul 12, 2016 9:57:26 AM
keyboarddollarAs a consultant and trainer, one of the most common questions I get asked is “What is the best way to sell software?”  Usually I’m being asked this question because one of my clients is having a hard time competing against competitive software solutions.  My usual response: Stop selling software.  It’s not the answer you’d expect, but hear me out: There are far better ways to make money with software other than selling it as a sku.
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Topics: assessment, Billing, business, business strategy, Business Tips, Cost Per Page, CPP, managed print, Managed Print Services, MPS, Office Equipment Dealers, print audit, Print Behavior, print management, print tracking, printers, printing, Printing, Revenue, sales, Savings, SBB, seat based billing, selling, Service, strategy, success, Technology, technology, tips

The War For The Modern Office Has Begun

Posted by West McDonald on Jun 29, 2016 8:14:49 AM
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In 2015, Print Audit was proud to introduce you to The 7 Deadly Sinners of the Office Equipment Industry.  They shared the good, the bad, and the exciting issues facing our channel.  From e-books to comics, the Sinners gave us lots to think about and fresh ideas for growing our dealerships.

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Topics: 7 Deadly Sins, assessment, avengettes, Billing, business, business strategy, Business Tips, Cost Per Page, CPP, IT, managed print, Managed Print Services, MPS, OEM, office, Office Equipment Dealers, print audit, Print Behavior, print management, print tracking, printers, printing, Printing, printing trends, Revenue, sales, sales cycle, Savings, SBB, seat based billing, Service, strategy, success, Technology, technology, tips

Want To Win More and Assess Less? 2016 Assessment Essentials

Posted by West McDonald on Jun 6, 2016 11:19:22 AM
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Are you new to Managed Print assessments or are you a seasoned veteran looking to raise your “A” game? Either way it’s a good idea to make sure that your assessment practice is better than the folks you are competing with.  There is an all out war for pages and a solid assessment practice can help ensure that you win more business with better profits.  Below are 6 great focus areas to help you wow your customers and win more business through assessment selling:
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Topics: Billing, business, business strategy, Business Tips, Customer Service, IT, managed print, Managed Print Services, MPS, new business, OEM, office, Office Equipment Dealers, print audit, Print Behavior, print management, print tracking, printers, printing, Printing, printing trends, Revenue, sales, sales cycle, Savings, selling, Service, strategy, success, technology, tips

Diversifying Your Business? 3 Reasons “Unified Billing” Should Be On Your Mind

Posted by West McDonald on May 4, 2016 1:54:26 PM
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As the Office Equipment industry continues to mature, one thing is certain: Progressive dealers are spending a lot of time researching and investing in diversified business practices.  For some that means creating or buying a Managed IT Services company.  For others it means providing document management and BPO solutions.  For fewer yet it means doing all of the above.

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Topics: assessment, Billing, business, business strategy, Business Tips, Cost Per Page, CPP, Customer Service, IT, managed print, Managed Print Services, MPS, office, Office Equipment Dealers, print audit, Print Behavior, print management, print tracking, printers, printing, Printing, Revenue, sales, SBB, seat based billing, selling, Service, strategy, success, Support, tips

Ignite & ITEX 2016: Elephants and Golden Eggs

Posted by West McDonald on Mar 17, 2016 11:07:39 AM
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I’ve been in the Managed Print Services space for over 14 years and one of my favourite events every year has been the ITEX show.  It’s one of those rare shows where you get a 3-for-1: Tradeshow, educational event, and networking bonanza.  It is a place to discover new offerings, to learn new ways to do business, and to meet with partners (old and new) in one convenient location.
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Topics: Billing, Ignite, InfoTrends, INTEC, ITEX, managed print, Managed Print Services, MPS, OEM, Office Equipment Dealers, print audit, print management, print tracking, printers, printing, Printing, printing trends, SBB, seat based billing, selling, strategy, success, Technology, technology

Imaging Channel Executives Speak Out On Seat Based Billing (SBB)

Posted by West McDonald on Jun 17, 2015 1:45:22 PM
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One of the opportunities I took when at Photizo’s Navigator event was to start documenting Imaging Channel excitement and concern over SBB. I made my session at Navigator a bit of a working round-table in which I asked attendees to list the reasons SBB could work as well as their thoughts on why it wouldn’t. With that many business owners in one place, it seemed the perfect forum to get past mere conversation and into something more concrete and measurable.
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Topics: Billing, business, business strategy, Cost Per Page, CPP, managed print, Managed Print Services, MPS, Office Equipment Dealers, print audit, print management, print tracking, printers, printing, Printing, Revenue, sales, selling, Service, strategy, success, tips, Top 100 Summit, weaknesses

The “New Math” For Managed Print Services

Posted by Rob Thiessen on Jan 12, 2015 9:55:34 AM
New Math
The simplest solutions are often the cleverest. They are also usually wrong. 

One of the difficulties I’ve always had with Managed Print Services (MPS) as it is marketed today, is the apparent conflict of interest that exists between MPS providers and their customers, under the Cost-Per-Page (CPP) billing model.  Let me first point out that CPP is not a requisite of MPS.  In the Managed Services space generally, Cost-Per-User or per Seat billing is more common.

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Topics: Billing, business, business strategy, Cost Per Page, CPP, managed print, Managed Print Services, MPS, Office Equipment Dealers, print audit, Print Behavior, print management, print tracking, printers, printing, sales, strategy, success, tips

5 Signs Your MPS Program is Stuck in 2006: Sign #5 - You think CPP is still the best way to charge for MPS

Posted by West McDonald on Nov 6, 2014 11:23:46 AM
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Welcome back to “5 Signs Your MPS Program is Stuck in 2006”. In last week’s entry we looked at sign #4 which you can find HERE.  This week, let’s look at the 5th and final sign your MPS business is stuck in 2006:

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Topics: 2006, Billing, business, business strategy, Cost Per Page, CPP, Future, managed print, Managed Print Services, MPS, Office Equipment Dealers, Past, print audit, print management, print tracking, printers, printing, sales, strategy, success, Tablet

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