Print Management Insider Blog

Highlights of the Final SBB Road Show of 2018

Posted by West McDonald on Nov 6, 2018 1:23:05 PM

As we move into November it’s hard to believe that the final SBB Road Show of 2018 has come and gone!  These road shows are among my favorite events of the year and I’m kind of sad that another one isn’t just around the corner.  Oh well, 2019 isn’t that far away and we’ll be doing 2 or 3 next year too!

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Topics: seat based billing, SBB Road Show, SBB, Managed Print Services, managed print, print management, print industry

SBB Road Show Road Trip: Is Driving 12 Hours Awesome Or Crazy?

Posted by West McDonald on Oct 17, 2018 10:19:12 AM

By the time you read this blog the final SBB Road Show for 2018 should be well under way.  It’s being held at the Renaissance Hotel in Asheville, North Carolina, in conjunction with the BTA Fall Colors event.  For those that know me, I live a long way from there.  I live on the Canadian side of Lake Erie. I had a 12 hour commute because I decided to drive down.

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Topics: SBB Road Show, SBB, sales tips, travel, CPP, selling, BEI Services, Clover Imaging, GreatAmerica

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

XaaS (Everything As A Service) and the Office Equipment Dealer: 4 Reasons You Don’t Want To Get Left Behind

Posted by West McDonald on Aug 21, 2018 12:01:43 PM

One thing I have absolutely loved about being in the Office Equipment Channel for the last 15 years or so is just how innovative the people in this channel can be.  When I started out in this channel, MPS (Managed Print Services) was just being born. Today, around 30% of every page printed is under an MPS contract. When our channel wants to change the way people do business nothing can get in our way.

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Topics: XaaS, Managed Print Services, managed print, office equipment channel, Office Equipment Dealers, selling, sales tips, seat based billing, SBB Road Show, SBB

Grow, Sell, or Dwindle Away: The Top Trends of 2018 in the Office Equipment Channel

Posted by West McDonald on Mar 6, 2018 9:00:21 AM

In today’s episode of Convergence Radio we will be chatting with an old industry friend, Norm McConkey.  I actually started my managed print career with Norm back in the day when device monitoring and management for the humble printer was new and exciting. Times have certainly changed since then!

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Topics: office equipment, Office Equipment Dealers, print industry, Managed Print Services, managed print, Managed IT, office equipment channel, seat based billing, SBB, SBB Road Show

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

The Seats Are Stacking Up: Introducing the Advanced Guide to Seat Based Billing for Managed Print

Posted by West McDonald on Sep 26, 2017 9:12:16 AM

It’s hard to believe that it’s been nearly two and a half years since Print Audit provided “The Essential Guide To Seat Based BIlling For Managed Print.”  It has (and continues to be) one of our most downloaded e-Guides.  SBB; or Seat Based Billing; has certainly gotten the attention of the industry and customers.

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Topics: print audit, seat based billing, SBB Road Show, SBB, Managed Print Services, managed print, print tracking

Why Confidence is Essential to Sales Success

Posted by Charles Rodney on Aug 29, 2017 11:21:31 AM

About a year ago my 11 year old daughter (at that time 10) asked me “why am I a salesman?” I told her “because when you are a salesperson, you control the money you make!” She looked confused so I rephrased it.  “If you want to make more money you just have to work harder.” You determine how much money you make, not your boss or employer. She then asked the tough question as most kids do: “What do you need to be a salesman?”  So of course I wanted to answer her question accurately but in a more understandable manner. I thought for a second... what one word could I use to describe a trait that all salespeople need in order to be a successful? I told her you need: Confidence.

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Topics: print audit, sales, sales cycle, sales tips, selling, print management, SBB Road Show

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

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

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