Print Management Insider Blog

2018 Print Audit Year In Review

Posted by West McDonald on Dec 20, 2018 1:30:10 PM

What an incredible and exciting year it has been at Print Audit!  As is our tradition, we’re going to look back on the year that was and share some of the highlights of all that Print Audit has been up to in the past 12 months, the things we’ve been doing to make the office equipment industry stronger and more robust!  12 items for 12 months, let’s get started!

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Topics: insight, print audit, sales, SBB, seat based billing, infinite device management, print audit insight, SBB Road Show, ECi, infinite user management, infinite, digital transformation, placepoint, ECi Software, MPSA, placepoint IT, sales training

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

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

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

5 Reasons Not Tracking Every Device Could Cost You A Fortune

Posted by West McDonald on Jun 25, 2018 10:42:07 AM

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:

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Topics: assessment, managed print, Managed Print Services, sales, selling, premier members, sales tips, infinite device management, device monitoring, intel

Margins Getting Tight? Saving Money AND Increasing Marketing Effectiveness

Posted by West McDonald on Jun 5, 2018 8:59:00 AM

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.

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Topics: marketing, Office Equipment Dealers, print management, sales, selling, sales tips, marketing tips, print industry, office equipment channel, content marketing

Introducing: Where the Money Lives e-Guide

Posted by Sean Halliday on Mar 14, 2018 9:45:30 AM

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.

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Topics: sales, selling, Document Manager, MPS, NeoStream, Document Management, content management, print industry

Why I Work At Print Audit And Why Maybe You Should Too

Posted by West McDonald on Feb 27, 2018 8:53:34 AM

 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.

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Topics: sales, SBB, seat based billing, selling, infinite device management, SBB Road Show, device monitoring, infinite user management, infinite, careers

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: 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

Year-End SOS! The Stressiest Time of The Year Is Here (or is it?)

Posted by West McDonald on Nov 28, 2017 11:12:36 AM

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?

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Topics: business strategy, print audit, sales, SBB, seat based billing, selling, strategic planning, sales tips, stress, stress management

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