by Loretta Jones
Despite all the focus that goes into advertising and marketing campaigns, there’s nothing like word of mouth to generate interest in products and services and influence customers.
by Sarah Custer
In recent years, it seemed many were tired of hearing about managed print. It’s old news. Been there, done that. Industry event presentation tracks were focused on other areas — mostly managed IT services and the “dreaded” millennials. While it’s always good to continually review logical adjacencies for your business and keep up with the latest workforce trends, I was surprised to see how infrequently managed print was being discussed compared to previous years.
by Henning Volkmer
If Windows Servers are not a focus piece of your offerings, you should reconsider. And fast. Why? In recent years, Microsoft has made major changes to Windows Server, and now is your opportunity to capitalize. Companies have gone through the necessary upgrades for their older print servers and they are starting to realize two important things: What is no longer available, and that new methods to fill this gap aren’t to their liking. As a result, this is the right moment to sell software solutions and possibly add a piece of infrastructure to your management portfolio that is traditionally controlled by your customer. Few things have better margins than software and services, making this an incredible opportunity.
by Patricia Ames
Innovolt, an innovator in the power protection sector, recently announced the appointment of two top executives in the channel – Ed McLaughlin and Phil Boatman. The Imaging Channel was intrigued by what we see as an aggressive move in the space and wanted to find out more, so we decided to talk to not only Innovolt CEO Jun Ho Son, but also the new team, President Phil Boatman and Vice-Chairman Ed McLaughlin.
by Brandon Gross
I still vividly remember my first week in this industry, starting out at a copier dealer in Los Angeles as an account manager (snazzy term for entry level sales rep). On my desk was a computer, notepad, pen, highlighter and a 50+ page list of businesses that included ZERO current customers. My sales manager explained that once I completed a series of online training classes about MFPs, I was to begin calling the list of businesses and setting appointments. I was zealous and ready to start dialing for dollars, to prove myself and kick off my new career with a bang. Little did I know the road ahead was long and paved with challenges college hadn’t prepared me for.
by Luke Goldberg
If you have been in the imaging industry for any length of time or follow it as closely as I do, you know that on any given day a Google search will yield a vast number of articles predicting the death of printing. However, the fact that this has been true for several years now leads to the question: is print really dying?
by Eric Stavola
In my daily conversations with business owners and decision makers, I am amazed at how in touch most of them are with their key initiatives for their business. Just ask them what their key initiatives are, and they will go on and on listing their goals and objectives for the fiscal year. What is very interesting, though, is that when I ask a follow-up question about what interferences will hold them back from hitting those initiatives, most of these key leaders struggle with the answer.
by Ken Bechard
Quality document processing is not as simple as pushing the print or scan button or fixating on ensuring that each project meets production standards. This narrow focus can have the reverse impact on quality, leading organizations to miss the mark. What elements are key for delivering quality? Here are three strategic steps you can take to put your organization on the right path.
by Christina Robbins
Sometimes imaging resellers only think about selling hardware, but a simple shift in thinking helps to increase the size of each sale leading to business growth. Rather than simply considering which scanner a customer needs, think about the larger challenge they’re trying to solve. Frequently, you’ll find that pairing enterprise content management (ECM) with your scanning services is a simple, effective upsell that adds value for your customer. Best of all, technology innovations are making it easier than ever to start selling these solutions.
by Aaron Dyck
Blogging and social media are proven web traffic drivers that are here to stay. Both of these inbound marketing channels offer you the ability to engage with your website visitors and followers in a deep and meaningful way that can add value to your business. Today’s online business buyers are interested in useful information, not sales talk. Blogging and social media allow you to tell your readers about who you are, what you do, and why they should work with you, without the high-pressure sales talk of traditional media.