The People of MPS Channel Voice

Chargeback and MPS: Top Tips For a Chargeback Program

MichaelDErricoCITby Michael D'Errico | 3/7/16

Despite the move to digitization, printing still reigns as an essential office function. While this would seem to indicate the need for organizations to have a clear understanding of how much they spend on print and document-related services, the reality is that most companies have limited insight into the complexities of their document infrastructure.

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Does Your MPS Program Cause More Pain Than Profit?

Sarah Custer Supplies Networkby Sarah Custer | 3/2/16

Even with all their virtues, MPS engagements can sometimes cause pain for those involved. Maybe it’s a painful process for your staff. There could be inconsistencies or service gaps for your customers. There may even be pain imposed by your business partners. Almost every reseller has certain vendor obligations they must meet, whether to manufacturers, remanufacturers, software providers, ERPs, and so on. Those obligations can often overcomplicate solutions or processes that should otherwise be simple for the reseller and their customers.

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Managing IT Services Expectations

by Marc Winter | 2/29/16 

“It’s like we spend more time fighting for pennies on the floor instead of taking dollars off of the table.” This is an amazing quote from an owner who hasn’t met expectations from his managed IT services business. A lot of dealers are reaching this conclusion, and the cause is usually a combination of high expectations and low ceiling business execution. So what can dealers do to recalibrate?

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Big Data, Predictive Analytics and the IoT: The Buzzwords are the Real Thing at ECS 2016

The Imaging Channel

by The Imaging Channel | 02/23/2016

by Amy Weiss | 2/23/16

MWAi Intelligence held its fifth Executive Connection Summit (ECS) February 18-20 at the Hotel Valley Ho in Scottsdale, Arizona. Featuring a solid day-and-a-half lineup of presentations from industry leaders as well as a press conference,awards ceremony, and multiple dinners and networking opportunities, the ECS has solidly established itself as the industry’s premier event.

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Five Ways to Use Big Data in Your Business Right Now

The Imaging Channel

by The Imaging Channel | 02/17/2016

by Patricia Ames | 2/17/16

Everybody talks about big data, but what is it really? Where do you get it, how do you compile it, and how can you use it in your business RIGHT NOW to be more effective? 

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Speakeasy: Q&A with Jim Cerkleski, Clover, and Mike Stramaglio, MWAi

The Imaging Channel

by The Imaging Channel | 02/11/2016

by Patricia Ames | 11/27/15

Clover Technologies is a global powerhouse in the imaging supplies industry and is the world’s largest collector and recycler of inkjet and laser cartridges as well as cell phones. Jim Cerkleski heads this massive operation with more than $1 billion in annual revenue, and getting an interview with him is about as easy as sighting a unicorn. Thanks to a new partnership with MWAi, the donation of a Harley “Fat Bob” for raffle as part of MWAi’s annual Rolling Thunder charity ride, and the Tokyo Innovation Fair, the impossible has occurred. Join us in the SpeakEasy as we discuss strategy with Jim Cerkleski, as well as Mike Stramaglio, the CEO of MWAi. 

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Yogi Berra on Channel Strategy for The Printing Industry Part 3 — Outsourced Services Selling

The Imaging Channel

by The Imaging Channel | 02/09/2016

by Doug Johnson | 2/9/16

In this final installment of my three-partseries, 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.

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Multi-Channel Marketing: What You Need to Succeed

The Imaging Channel

by The Imaging Channel | 02/02/2016

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.

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Predicting 2016: Some Things Never Change … Some Things Do

The Imaging Channel

by The Imaging Channel | 01/31/2016

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.

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Mission Critical: Unify Sales Team Training

The Imaging Channel

by The Imaging Channel | 01/26/2016

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. 

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Expect the Unexpected: How to Prepare for Disruptive External Events

The Imaging Channel

by The Imaging Channel | 01/18/2016

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.  

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Being the Person Who Has What It Takes, Part 2: From the ‘What’ to the ‘How’

The Imaging Channel

by The Imaging Channel | 01/11/2016

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.”

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How Does Technology Affect Managed Print in 2016?

The Imaging Channel

by The Imaging Channel | 01/08/2016

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.

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IT Growth in 2016

The Imaging Channel

by The Imaging Channel | 01/06/2016

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?

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Yogi Berra on Channel Strategy for The Printing Industry Part 2 — Transactional Selling

The Imaging Channel

by The Imaging Channel | 12/28/2015

by Doug Johnson | 12/28/15

In mylast 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. 

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Time to Step Up Our Environmental Strategies

The Imaging Channel

by The Imaging Channel | 12/17/2015

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. 

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Unicorns, Server-less Printing and Other Myths

The Imaging Channel

by The Imaging Channel | 11/18/2015

by Martin de Martini | 11/18/15

In the venture investment community, aunicorn is a startup company whose valuation has exceeded $1 billion. Similar to its fairy book meaning – a legendary creature never seen – we are drawn to it in the hopes that it is really true. More often than not, however, something too good to be true is found to be less than promised.

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Muckawanna

The Imaging Channel

by The Imaging Channel | 11/16/2015

by Patricia Ames | 11/16/15

Many, many moons ago when I was in college living what now seems to have been a glorious carefree life, I had the great pleasure in taking part in a spring festival we called “Muckawanna.” When the days started getting warm again and the specter of finals was still many weeks away, there would be a day of ridiculously childish behavior that was absolutely cathartic. 

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Mobile Shift — The Ecosystem of Hoteling

The Imaging Channel

by The Imaging Channel | 11/09/2015

by Toni DuGal | 11/9/15

The facts are in: As laptops, smartphones and tablets proliferate, they have created an era of mobile workers. This shift in the paradigm has made mobile productivity a business necessity for a company to remain competitive in this market. Many organizations have implemented new mobile work policies in an effort to attract more workers looking for increased flexibility.

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Being the Person Who Has What It Takes

The Imaging Channel

by The Imaging Channel | 10/28/2015

by Brad Roderick | 10/28/15

As a kid, who didn’t love Halloween? You got to stay up late, run through the neighborhood, and annoy people by ringing their doorbells and screaming at them — and they rewarded you with candy! But the best part of it was that we got to be our favorite superhero.

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