October 2015

What are the highs and lows of selling to the SMB? We decided to find out by asking a few questions of some industry leaders, giving them the opportunity to answer some or all of the questions. The answers, like our panelists, are diverse, surprising and informative. Our panel this month:

by Amy Weiss

It is not an uncommon story in the imaging industry — or any technology-based industry, really — for a business to look completely different today than it did 10 years ago. After all, technology evolves, so it makes sense for a successful business to evolve along with it. The key word, however, is successful. For every business that has successfully completed a transformation, there may be 20 other empty offices, vacant factories and forgotten names. It stands to reason, then, that a business founded in 1998 is a success just by virtue of its continued existence. One that is not only existing, but thriving, goes beyond success, and becomes a model of excellence.

by Brad Roderick, TonerCycle/InkCycle

I sold my first copier in 1985 — a small Canon with moving platen for $1,299. This was my first sales job and I was making cold calls, in person. I had absolutely zero sales experience and no natural ability, but it didn’t seem to matter. Back then, selling was simple: Buyers compared one copier against another based on speeds and feeds, time to first print and maybe duty cycle (CPP wasn’t part of the picture yet. Trust me, I was there.)

by Martin de Martini, Y Soft

Choice is always good. But along with choice comes the burden of understanding the details of the choices involved. The same is true when looking at print management contracts with subscription or license pricing options. Here we discuss the considerations for subscription pricing from an SMB solution provider and SMB customer point of view.

by Robert Palmer

The office printing market is as competitive as it has ever been, and nowhere is this more evident than in the ever-growing SMB space. Nearly every vendor these days is rolling out full-blown marketing strategies aimed specifically at the SMB customer. No matter how you slice it, the overall opportunity for office document technology in the SMB segment is huge.

by Patricia Ames

The Imaging Channel had the chance recently to meet with Mona Abutaleb, president and CEO of mindSHIFT Technologies, and discuss that firm’s integration into the Ricoh Americas family. Of course there were a few surprises. Join me in the SpeakEasy.

by Kevin Craine

How well we manage documents and information has a great deal to do with how well we manage our businesses and organizations. And as the line between traditional printed documents and modern digital information continues to become less and less distinct, the challenge of designing effective document strategies has become even more difficult. The evolving role of documents, the complications of technology, and changing business demands all conspire to make the task seem overwhelming.