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!
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.
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
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.
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!
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.
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.
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.
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:
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.