Print Management Insider Blog

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

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

Top Secret: Print Audit 2018 Strategic Initiatives

Posted by West McDonald on Dec 14, 2017 10:54:54 AM

What you are about to read is “Eyes Only” and contains content not designed for consumption by a general audience.  It contains statements and forward thinking content that are highly ambitious and bold in nature.  Those not looking to grow in 2018 should stop reading now.

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Topics: Managed Print Services, seat based billing, Per Seat Billing, Cost Per Page, print costs, print management, Growth, business growth, Business Tips, sales, infinite device management, print servers

Seat Based Billing Is Here To Stay. Why Ignoring It Could Be Disastrous.

Posted by James Hills on Aug 22, 2017 10:36:21 AM

Seat Based Billing is here to stay. How do I know? It’s because it’s all our customers and prospects want to talk about. It has become the number one topic my sales guys end up talking about, so we go with the flow and use it to open doors, and boy oh boy, does it ever do that. The reason? There are two like it or not facts that are affecting every single office equipment dealer in North America:

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

Want to Grow Your Office Equipment Business? You'd Better Start Liking Frogs

Posted by West McDonald on Aug 10, 2017 7:30:00 AM

I just got back from a week off.  I wish I could tell you that I was on some grand adventure filled with excitement and unforgettable vistas, but alas, not the case.  I was home doing some renovations. Our upstairs bathroom was in desperate need of a do over and instead of hiring somebody to do it I thought I would tackle it myself.  I should state for the record that I’m not the handiest person in the world and this project included adding a new subfloor, plumbing alterations and ceramic tiling.  I knew it was going to be a long week.  A friend of mine who does renovations for a living was shocked that I was going to do it as he said that the bathroom is the hardest room in the house to tackle.  In hindsight I can say that he is 100% correct.

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Topics: print audit, print management, print tracking, Per Seat Billing, seat based billing, Cost Per Page, Business Tips, business growth, business strategy

The Seat Based Billing Road Show: Over 7 Years In The Making

Posted by West McDonald on May 30, 2017 10:47:14 AM

As I write this post I have mixed emotions. Excitement to be sure, but also kind of nervous. In less than a week I’ll be in Kansas City meeting with office equipment and managed print dealers to change the way the world get’s its pages in the office.  The first SBB Road Show is almost here and over 25 dealer principals are going to be there.  An industry is shifting, and that’s heady stuff.

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

Want To Be A High Performer? You May Need More Stress, Not Less

Posted by West McDonald on May 9, 2017 10:16:30 AM

Before I go any further, disclaimer time!  I’m not a psychologist and this is not a “self help” column. I’m just a 30 year sales and marketing veteran.  This article is not mental health advice.  This is a reflection on my own career and insights designed to get people thinking about what I believe is a critical ingredient to high performance: Optimal STRESS.  If you need advice related to mental health, contact a professional.  Alright, with the caveats out of the way, let’s dive in.

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Topics: print audit, seat based billing, SBB Road Show, SBB, Cost Per Page, Managed Print Services, Printing, print management, sales tips, sales, selling

5 Reasons SBB for Managed Print Won't Work

Posted by West McDonald on Apr 5, 2017 1:17:49 PM

It seems everywhere you look there’s a session on SBB (Seat Based Billing) for managed print.  The CDA, BTA, ITEX and the MPSA have all had sessions or webinars in 2017.  There’s even an “SBB Road Show” rolling through 3 cities this summer.  It seems the office equipment world has gone crazy for it.  

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Topics: print audit, seat based billing, SBB, SBB Road Show, Cost Per Page, Per Seat Billing, managed print, Document Management, Managed IT, Managed Print Services

Convergence Radio Episode 2: SBB, Fact or Fiction?

Posted by West McDonald on Nov 29, 2016 8:44:42 AM

Print Audit is proud to announce the release of episode 2 of Convergence Radio, “SBB, Fact or Fiction?”   What is Seat Based Billing for Managed Print?  Could it be the answer we’ve been looking for to rejuvenate the office equipment channel?  Why is it better than Cost Per Page, or is that statement even true?

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Topics: print audit, print management, printing, print tracking, managed print, Managed Print Services, Per Seat Billing, seat based billing, Cost Per Page

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

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