Channel Voice

Is Print Really Dying? Read the Numbers, Not the Headlines

Luke Goldberg

by Luke Goldberg | 09/06/2016

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?

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Services Interference

Eric Stavola

by Eric Stavola | 08/31/2016

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.

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Managing Millennials: How to Become a Millennial Whisperer Pt. 3

Ericka Gordon

by Ericka Gordon | 08/29/2016

There’s nothing better than having a company court you in an effort to bring you on to their team. Welcome to the land of FREE.99, price on everything: FREE!

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The Path to Quality

Ken Bechard

by Ken Bechard | 08/22/2016

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.

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Is Hardware Limiting Your Sales?

Christina Robbins

by Christina Robbins | 08/09/2016

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.

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Is It Time to Outsource Your Content Creation?

Aaron Dyck

by Aaron Dyck | 08/04/2016

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.

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We Know, We Know You Know, and What You Need to Know

Jon Souders

by Jon Souders | 07/29/2016

There is an elephant in the room so to speak, and quite frankly, I have no problem addressing it.

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Q & A With Gil Pekelman, CEO, Atera

Patricia Ames

by Patricia Ames | 07/25/2016

Atera recently announced the availability of "The Benchmark," a service that provides comparative data for IT professionals worldwide so they can understand how they perform compared to colleagues and be better prepared for future trends.

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Are You Asking the Right Questions When Buying Technology? The ‘Why’ is What Matters

Lance Elicker

by Lance Elicker | 07/21/2016

Have you ever seen a great sales presentation about a software or technology and thought, “My business needs to have this”? You make the purchase, and then three years later the software you had to have to help run your business better isn’t being utilized the way you had hoped it would, or even worse, it’s not being used at all? Unfortunately, that is an all-too-common theme that I have seen over my years in this industry.

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Can You Simplify Your Managed Print Services Life?

Greg Walters

by Greg Walters | 07/18/2016

"Life moves pretty fast. If you don’t stop and look around once in a while, you could miss it."

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Seven Ways Millennials Can Make the Next Sales Call Better Than Their Last 

Brandon Gross

by Brandon Gross | 07/06/2016

In today’s saturated world of copier sales, it’s more important than ever that millennial copier sales reps are able to differentiate themselves. For reps entering this industry, the pressure to obtain extensive product knowledge is fierce. Speeds and feeds and knowing them better than your competition is what previous generations of reps hung their hats on for years. However, this will not serve in your best interest. The ability to stand out as someone your clients can relate to and trust, to be a true consultant when it comes to their imaging solutions, is paramount. The up-and-coming group of “millennial” sales reps in our industry are in a special position to learn from the old and bring in the new to position themselves and their dealerships with a clear, competitive advantage.

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Eight Secrets of Powerful One-on-One Meetings

Brad Roderick

by Brad Roderick | 07/05/2016

The concept is simple. Typically weekly, the supervisor and direct report get together for 30 to 60 minutes. The general purpose of one-on-one meetings is to improve communication, build relationships and coach. The meetings are scheduled in advance, include an outline or agenda and are more informal than a full review or a project update/status meeting. Doesn’t sound too tough, does it? Get together regularly, get caught up on personal and professional issues, share some information and offer a little coaching. The fact is, great one-on-one meetings are extremely simple and extraordinarily powerful. They are also rarely done well and generally held inconsistently, if at all. Simple concept, tough execution.

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Managing Millennials: How to Become the Millennial Whisperer Pt. 2

Ericka Gordon

by Ericka Gordon | 06/29/2016

Millennial managers are still dropping knowledge. Last month we talked about how to keep your millennial employees motivated. This time around we’re covering tips and tricks for the management process overall.

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How Predictive are Your Analytics?

Sarah Custer

by Sarah Custer | 06/27/2016

“Predictive Analytics” is a very popular buzzword right now. Many are talking about it as the next big thing for their businesses, and some in MPS are hoping it will be a silver bullet for automated supplies replenishment. I was recently preparing for a presentation about supplies management and predictive analytics and realized, like many things in our industry, there are varying definitions and opinions on the exact meaning.

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Are You Relevant?

Eric Stavola

by Eric Stavola | 06/22/2016

Ever do as I do and Google nonsense late into the night? Recently I was late-night Googling and came across an article that stated Fortune magazine released its first list of top 500 companies in 1955, and of that list of 500 companies only 61 are still in business today. That’s a relevance rate of only 12 percent. Please don’t check my math, just go with it, but the key here is relevance — 439 companies stopped being relevant. This concept of relevance and our industry keeps coming to mind.

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Seat-Based Billing: The Future of Managed Print

Luke Goldberg

by Luke Goldberg | 06/08/2016

Stop me if you’ve heard this before — our product is becoming commoditized. We need to find a new way to sell; a way to package our goods and services to create value and differentiate ourselves from the competition.

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The Next Level of the SMB Security Business

Marc Winter

by Marc Winter | 06/06/2016

Cyber security has become a big deal for small business – and it’s becoming an important initiative. The managed customers signed to MSP contracts today and in the last 12 months will uncover data breaches that they assumed you were protecting them from. If there has ever been a time in the IT business to be proactive about a service, that time is now.

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Managing Millennials: How to Become the Millennial Whisperer, Pt. 1

Ericka Gordon

by Ericka Gordon | 06/01/2016

A manager’s job is to train the next generation. They want us to know how to sit, shake, stand and even roll over. As young millennials we’re sort of like puppies. We’re still trying to figure out how to adult and unfortunately we put up a lot of resistance along the way. I asked a handful of Gen Xers and Baby Boomers how they manage to keep their millennial employees motivated throughout this training process and got some valuable feedback. I’ll start things off with this great quote from a woman I spoke with.

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Q&A With Mohan Sethi, Collabtic

Patricia Ames

by Patricia Ames | 05/23/2016

Mohan Sethi is the inventor and founder behind Collabtic, a new collaboration platform for service technicians in the printing and imaging industry. Sethi is not new to the game; his career has been focused on field service for more than 20 years, first as an electrical officer on commercial ships, then in the automotive service industry. Now, he is dedicated to applying his field service and software development experience to develop and deploy a new collaboration platform for service technicians. Collabtic is a powerful way to make any service process more efficient, but it is an especially promising tool for service techs in the imaging industry.

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Maximizing the Value of Digital Marketing ROI

Aaron Dyck

by Aaron Dyck | 05/16/2016

Knowing where to find your audience is key to making that important connection with your prospect. More and more of today's buyers can be found online, making digital marketing the most relevant method of promoting B2B products and services. In order to see the true benefit, however, you'll need to evaluate and measure the effectiveness of your efforts. Read on to learn more about why digital marketing ROI is so valuable, and why outsourcing this vital task to the experts could make the most sense. 

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