Contributions and insights from leading voices in the MPS, document management and office technology industry.

MPS – Out of Vogue or Making a Comeback?

Sarah Custer

by Sarah Custer | 09/27/2016

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.

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Windows Server Upgrades - A Print Opportunity

Henning Volkmer

by Henning Volkmer | 09/22/2016

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.

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A Few Thoughts on HP’s ‘Disruptive’ Announcement – Part 1

John McIntyre

by John McIntyre | 09/15/2016

We just witnessed one of the most momentous days in the history of the printing and imaging industry – September 12, 2016, the day HP announced it was buying Samsung's printer division, and, that it was once again launching a new offensive whose target was to disrupt and capture share in what HP calls the “$55B Copier Market.” The reverberations from the September 12 announcements will ripple through our industry at every level for the next five years at least, and provides tons of food for thought. Here are a few servings (with many more to come).

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Power = Data – Q&A With Innovolt

Patricia Ames

by Patricia Ames | 09/14/2016

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.

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Konica Minolta Takes its Dealers ‘Rocky Mountain High’ for its 2016 Dealer Meeting

Amy Weiss

by Amy Weiss | 09/12/2016

I felt it would be clichéd to use the term “Rocky Mountain High” in my recap of the Konica Minolta 2016 dealer event held in Aspen, and so I almost didn’t do it. But every time I sat down to write, it was there in my head – and in my defense I used “New York Groove” as my theme for coverage of the firm’s 2014 New York analyst meeting, so let’s just say that rather than being clichéd, I’m honoring a personal tradition here.

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HP Launches JetAdvantage App Portal for Print

John McIntyre

by John McIntyre | 09/09/2016

If you are a printer company and make money when users print and consume your ink and toner, it behooves you to:

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Retention Versus Acquisition; Where Millennial Reps Should Focus and Why

Brandon Gross

by Brandon Gross | 09/08/2016

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.

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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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HP’s Q3: The (Down) Beat Goes On

John McIntyre

by John McIntyre | 08/31/2016

For those who have watched HP Inc.’s performance for a while, especially since last year’s separation from what became the Hewlett Packard Enterprise entity, not many would expect the firm’s low-margin PC operation to be its shining light in a quarterly report during a period when the overall PC market continues to be mired in the doldrums – but go figure.

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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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Canon’s Holistic Approach Extends Beyond Products

Amy Weiss

by Amy Weiss | 08/17/2016

Canon U.S.A. recently invited industry analysts to a two-day event at its Melville, New York, headquarters to preview its vision for the future, its current offerings, and its new company structure. The same week, the firm issued a slew of new announcements that it had previewed with analysts in a briefing in late June.

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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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Looking Back at the MSP/MPS Connection — Where Have We Been and Where Are We Headed?

Amy Weiss

by Amy Weiss | 07/29/2016

CompTIA recently released its “5th Annual Trends in Managed Services” report, which surveyed 400 U.S. managed services providers in March 2016, tracking questions it has asked over the years to get an overview of the trends in today’s MSP space.

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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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