The People of MPS Channel Voice

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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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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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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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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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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Is Mobile Printing Putting Your Information at Risk?

Anthony Dupree

by Anthony Dupree | 05/09/2016

With the rise of mobile workers and the demand for convenience, employees expect to be able to print anytime, anywhere from any smart, connected device. Businesses are moving quickly to meet employees’ needs and are implementing mobile print solutions. If proper actions and protocols are not taken, your solution could end up causing you more problems, such as security breaches and non-compliance issues.

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In Praise of Incompletion

Brad Roderick

by Brad Roderick | 05/05/2016

Some years ago, I was in a small town in southern Mexico enjoying time as a tourist. I'd spent the day doing all the things tourists aren't supposed to do. I'd wandered around areas off of any beaten path, I'd eaten food prepared in, let's say, a very rudimentary manner, and enjoyed a cold drink with no regard to the ice that the bottles had been sitting in. I wasn't completely clueless or entirely ignorant of potential consequences. Foolish? Maybe. Sometimes there's a certain degree of risk in great adventure. I saw shrimp that were being raised in canals and termite tubes the size of subway tunnels. I felt mosquitoes the size of small planes and marveled at the sudden expanse of beach as I stepped out of the jungle. I rode in the back of a truck with nothing more than a hand loop to keep passengers from getting ejected as it zoomed down a highway. And now, a few years later, its funny what sights remain the clearest, what memories remain the strongest.

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Is Managed Print Services Making a Comeback?

Greg Walters

by Greg Walters | 04/25/2016

Back in the day, about four years ago, every OEM, large dealership, consultant and training house had a managed print services program. Indeed, the big concerns tossed millions of marketing dollars at prospective MPS practices — remember the great Oki motorcycle giveaways and those Ricoh MPS roadshows? How about the Photizo conferences?

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The Millennial Wave and What it Means for the Managed Print Services Industry

Alan Leal

by Alan Leal | 04/18/2016

I’m at a red light. Instinctively, I take a quick glance at my phone and press the home button (it’s almost primal — I can barely control the urge). So what’s behind this urge? Simple. I need to know, at all times, if there’s someone trying to reach me, or if there’s been a huge signing by the New York Yankees that could change the face of our franchise (you know being a diehard Yankees fan, and all).

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Three Key Company Indicators That Lead to a Successful Partnership

Lauren Ford

by Lauren Ford | 04/11/2016

Marriage? Babies? Sure, one day — but I don’t sense a rush. Never have, really. I’ve always been heavily career-focused, even as a kid. After countless beach days building sandcastles, my architectural dreams faded and by 22 I had earned years of experience in the communications world, reporting on Big East Conference athletics. Working with a number of public relations partners – the good, the not-so-good and the FIRED – we struggled to find the right fit for our company. To our fault, we were so focused on project milestones, that we ignored the big picture; the key indications of a successful partnership.

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Marketing at its Best: Vendors Meeting Inkjet Customer Needs

The Imaging Channel

by The Imaging Channel | 03/30/2016

by Jim Lyons | 3/30/18

As a career-long practitioner and, for the last 10 years, a professor of marketing, it can be a bit frustrating when confronted with the outside world’s perceptions of just what “marketing” is. Primarily, in what I see as the most common misperception, many people equate “marketing” with “advertising.” Here, I want to take a shot at changing that thinking (always a danger) by pointing out some great responses by some of our leading inkjet printer vendors in applying the “Marketing Concept”.

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The Selling Professional of Today

The Imaging Channel

by The Imaging Channel | 03/28/2016

by Greg Walters | 3/28/16

"What do you want out of life, kid?” I remember the first time somebody asked me that question. I hesitated, a 20-something kid, trying to figure my answer and this guy’s angle. In the end, I stammered out an incoherent response; he was recruiting for A.L. Williams.

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