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