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.
We are living in a technology world and I am a technology…. Boy…. (sorry Madonna, but when the words fit wear them).
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.
I’ve worked with a ton of dealers over the years helping them with their managed print programs. One of the cornerstones of any good managed print program is a good remote monitoring and management platform. Compared to other expenses in the business, remote monitoring is extremely inexpensive yet many dealers insist on only monitoring and paying for the devices they are managing. As soon as the assessment is over, they “clean” out the unmanaged devices and only continue to pay to monitor the devices under contract. Here are 5 reasons that decision could be costing you a lot of business:
If you are a small to medium sized business you may be looking for ways to grow by developing a more effective marketing program. You also know that the world is changing and what might have been effective even 5 years ago might not do the trick today. That’s why we’ve written this blog! To help you shorten your cycles and to more effectively build a marketing strategy that won’t break the bank.
In 1997 I started a Document Management company focusing on selling, implementing and supporting Documentum. Through the years that business worked with Livelink, FileNet, Hummingbird and several others. Ultimately we purchased a software company and continued advancing our own Document Management product. We did some good work, for some really big companies North America wide.
I’ve been in the managed print services businesses for over 15 years. I started before managed print was even a thing. Back then the only way people bought toner and service was by buying cartridges and service packs. The market looks a LOT different today and for those that were lucky enough to make their careers in this space it’s been a wild and rewarding ride! My own career has taken me from selling device monitoring software to conducting and training others on selling with MPS assessments to leading kick-butt teams at creating marketing campaigns and materials to developing new markets. To say I’ve been lucky would be an understatement.
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: 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
If you’re in sales or if you’re a business owner then you know that year-end is a time of year for mixed feelings. On one hand you are excited to spend well earned time relaxing with family and friends. On the other hand you have a boat load of deals yet to close and the stress levels are off the charts! One minute you are feeling excited for the holidays and the next you are dripping with sweat wondering how on earth you’re going to close out the sales-year on a high note. What’s a sales rep or business owner to do?
In this day and age of electronic communication, social media, IM, text, email, etc., it has become too easy to forget the value of (or avoid) face to face or even voice to voice communication. Are we denying ourselves the benefits of real connections, negatively impacting our relationships both professionally and personally?