by Doug Johnson | 2/9/16
In this final installment of my three-part series, I’ll cover the “second fork in the road”—the outsourced services business model. In the last blog, I discussed the first fork in the Yogiism “When you come to a fork in the road, take it”—transactional selling. Ubiquitous access to data and information has created near perfect knowledge in the market, accelerating the commoditization of transactional selling in our market, and businesses at each step of the value chain must align their assets and competencies to the realities of commodity selling in a flat or declining imaging and printing market.
by Kevin Craine | 2/2/16
Marketing and IT professionals in all industries face a number of challenges with cross-channel marketing, the first of which is integrating customer data. While organizations often have a wealth of data at their fingertips, studies find that many struggle to leverage that information effectively across multiple marketing channels. This lack of integration can erode organizational performance as the competitive landscape continues to evolve. Customers expect an increasingly seamless and transparent experience while the number of channels for discovery and evaluation of new products and services continue to increase.
by Martin de Martini | 1/29/16
The year 2016 is here, so naturally it is time to make some predictions about what this year will hold in store for the print and document capture industry.
by Aaron Dyck | 1/26/16
Nearly one in eight jobs in the U.S. are full-time sales positions, but according to a study conducted by Caliper Corporation, more than 55 percent of salespeople lack the necessary skills to be successful. Providing proper training to your sales team can help boost effectiveness as well as productivity, making it possible for you to outsell your competitors.
By Mark Ptakowski | 1/18/16
As 2016 begins, many of us are focused on setting up our individual pieces of the universe for success. While planning is important for every part of your business, it’s particularly critical for protecting the safety of employees and security of your business assets. According to Novitex, 43 percent of companies that have experienced a major loss of their business data without a proper recovery plan in place and never re-open, and 29 percent close within two years of an incident.
by Brad Roderick | 1/11/16
In the last installment of this blog series we looked at “grit” or “mental toughness” as a necessity for anyone looking to be more, create more or do more than the average person. James Clear puts it this way: “In every area of life – from your education to your work to your health – it is your amount of grit, mental toughness, and perseverance that predicts your level of success more than any other factor we can find.” According to Angela Duckworth of the University of Pennsylvania, “Our hypothesis that grit is essential to high achievement evolved during interviews with professionals in investment banking, painting, journalism, academia, medicine and law.”
by Amy Weiss | 1/8/16
One of the more interesting ways to start each year is by watching the stream of new technology that comes out of the Consumer Electronics Show (CES) in Las Vegas. Every year it takes over my RSS feed, my Twitter stream and my email, bombarding me with the latest in technology and cool gadgets that I absolutely need to make my life better.
by Marc Winter | 1/6/16
As we kick off 2016, IT providers are set to implement their best-laid plans to drive growth over 2015. Many have done some research into trends, aligned their businesses to mimic the competitors that they believe are successful or will just push forward with 2015 initiatives. Do you believe turning the calendar to a new year provides the opportunity to “reset” or that fulfilling the trending needs of clients is an ongoing part of your business?
by Doug Johnson | 12/28/15
In my last blog, I hypothesized that the printing and imaging market is bifurcating and affecting all points of the value chain. Economic buyers in the (near) future will either buy in transactional, commodity-like ways, OR they are buying outsourced services. The former is often done by functional-level and below decision makers while the latter is done by C-level decision makers.
by Steven Pearl 12/17/15
Sustainability has been a hot button with customers in the imaging industry for years, with vendors offering lower-energy-use products, utilizing safer manufacturing methods and offering environmentally responsible waste-collection programs. Of course, having to meet more stringent government requirements and certifications were critical driving factors for these improvements, but it has trickled down to our customers, who are now more sensitive than ever regarding sustainability-related issues. Well, we can all expect to step it up a notch. Now that the Global Climate Accord has been passed, it would be wise to anticipate an even greater interest and sensitivity to the environmental impact of imaging-related products and services. Basically, expect 2016 to be a watershed, sustainable year, and it would make sense to start getting ready now, before customers begin asking about issues related to reducing energy consumption and carbon dioxide emissions.