by Henning Volkmer
Are your customers avoiding conversations around printing? It’s likely because they feel there are no interesting ideas to pursue that would really drive their business. A private cloud enterprise print solution is your ticket to breaking through this perception in the upcoming year.
by Luke Goldberg
At one time, when print management was in its infancy, the most important considerations for an organization implementing it were “how do I collect the page counts,” “how do I account for cost per page” and “how much should I charge?” While these are still valid questions, they are not indicative of today’s mature managed print services (MPS) market, which has moved well beyond the initial value propositions of reduced costs and optimized printer fleets. Today’s MPS platform, in fact, transcends even the device itself, and is frequently concerned with user management.
by Steve Feldstein
For decades, business professionals and social commentators have entertained the idea of a paperless office. While it is clear that electronic processes have significantly transformed business workflows, it is also evident that most offices are still far from being paperless. Print is a time-tested way for important information to be absorbed, communicated, and organized. It continues to offer benefits around comprehension, convenience, and simplicity. As a result, businesses large and small still rely heavily on print, and often on devices with the added ability to scan, integrate with business systems and connect with cloud services.
by Miles Jobgen
“Know what’s in your toolbox.” My calculus teacher was fond of this mantra. Sometimes, an equation could be simplified with a basic algebraic concept instead of a more complex formula. But if you didn’t know what “tools” you had, getting stuck for days became a very real possibility. By being aware of all of the things at your disposal, finding a solution becomes a more routine exercise.
by Christina Robbins
An interesting headline appeared recently in my hometown newspaper The Denver Post: “Video One gets June 5 closing date, set to sell 17,000 movies before final day.” The article explained that after 34 years, Denver’s oldest video store was closing. The article caught my attention because it describes a business that adapted in small ways to changes in their customer’s needs (they did start carrying DVDs and then Blu-rays in addition to videocassettes), but they did not anticipate or adjust for the true market change represented by Netflix, Hulu and other on-demand video services. Ultimately, that failure to adapt cost them their business.
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.