by Brad Roderick
Sales leaders, are you feeling a little overwhelmed this time of the year? The fourth quarter is already speeding along with very little time to make any significant changes to the trajectory of 2016 revenue, and just when it’s time for that full-court, end-of-the-year press, prospects disappear into vacation and holiday season. Soon, reps will be starting to go into autopilot mode and the new budget for 2017 will be due.
by Eric Stavola
For years I have been listening, reading, and hearing about our industry’s sales transformation — heck, I think I have even written a few articles on the subject. The sales transformation we were talking about was making the shift from selling hardware (commodity) to selling a service (annuity). However, lately I have been thinking, is that really it? I mean, we all work for or sell for at some level a manufacturer that manufactures hardware. So am I really to think that our industry is transforming away from hardware completely? No, absolutely not. Transformation by definition means a complete or major change in someone's or something's appearance, form, etc.
by Dan Strull
You walk into an office, armed with knowledge of the industry tools, ready to tell the customer exactly what they need. You’ve found the perfect solution! The presentation goes exactly as planned, you highlight a great feature, a feature you think is perfect for this customer, and you scan the decision maker’s face. You’re surprised by the look of total disinterest. What went wrong?
by Patricia Ames
NT-ware is a German software company in which Canon, in 2006, acquired a majority stake. NT-ware is the creator of uniFLOW, a software platform for print, scan and device management. At the recent analyst event at Canon headquarters in Melville, New York, Mason Olds, senior VP and general manager of Sales, Business Imaging Solutions division, mentioned in his presentation that Canon’s solutions business grew 18 percent and this growth was primarily driven by sales of the uniFLOW product. We were impressed by these numbers and wanted to explore in more detail how Canon is accomplishing this, so we sat down during the event with Karsten Huster, president of NT-ware, to get the scoop.
by Lance Elicker
A common complaint I hear from companies we work with is, “I have too much paper, I need to get rid of it.” There are many reasons to want to get rid of paper: Lowering printing costs, being able to more easily find important information, not losing paper copies during a catastrophic event, and really a whole host of other reasons drive business owners to want to eliminate paper.
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.