Features

Independent editorial coverage on the latest hot topics in managed print.

Interview with Jennie Fisher, GreatAmerica Leasing Corporation

The Imaging Channel

by The Imaging Channel | 05/26/2014

Jennie Fisher is the senior vice president and general manager of the Office Equipment Group at GreatAmerica Leasing Corporation.

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The Right Talent: A Hiring Process for MPS Success

The Imaging Channel

by The Imaging Channel | 05/26/2014

by Sally Brause, GreatAmerica Financial Services

Navigating the change that managed print services brings to an existing copier dealership or value-added reseller requires a process that starts with a solid business plan. Dealers then need to commit to building the appropriate infrastructure and systems, and develop their staff through the appropriate training.

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Focus on Pages Helped Laser's Resource to Succeed in MPS

The Imaging Channel

by The Imaging Channel | 05/26/2014

by Emily Offshack

The philosophy at Laser's Resource is that they succeed when they help their clients improve their business and lower costs. They achieve this by offering printer fleet analysis, print and document management solutions, affordable printer supplies, and the expertise of their professional staff and innovative partners.

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Things Are Improving, but Will We Ever Get Back to Where We Were?

The Imaging Channel

by The Imaging Channel | 05/26/2014

by Charles Brewer, Actionable Intelligence

As we rumble along in the second half of 2010, hardware manufacturers remain upbeat about the market, especially OEMs in the United States. Hewlett-Packard, Lexmark and Xerox have all indicated that the worst of the recession is behind us. They are now painting rosy pictures of the future, and they've got some solid financial results to support their claims. To be sure, demand has grown since last year, and business is much better in 2010 compared to 2009. But that's not saying much, and there is ample evidence that we should remain skeptical about the market.

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Interview with Tom Gall, Xerox

The Imaging Channel

by The Imaging Channel | 05/26/2014

Tom Gall is the director of value channel marketing at Xerox and is focused on driving the success of the Xerox channel business through programs, promotions, support and tools.

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Measuring Hardware Installations in the Educational Services Market

The Imaging Channel

by The Imaging Channel | 05/26/2014

by Cortney Kasuba

Although the educational services vertical market comprises only a small fraction of the businesses in the United States (see Figure 1), companies from this market are very prevalent in Lyra's Office Print Monitor (OPM) service. Educational services accounted for less than 1 percent of the employees; establishments; and sales, shipments and revenue in the U.S. in 2007 (0.5 percent, 0.8 percent, and 0.2 percent, respectively).

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BusinessWare Solutions Used Technology Expertise to Transition to MPS

The Imaging Channel

by The Imaging Channel | 05/26/2014

by Emily Offshack

BusinessWare Solutions is an IT value-added reseller based out of Hutchinson, Minn., with several offices in the surrounding regions. In addition to managed print services and document management, BusinessWare Solutions provides network solutions, server and storage virtualization, security solutions, technology training, and complete outsourced IT department solutions.

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Management Considerations and Financial Metrics for Business Planning in the MPS Space

The Imaging Channel

by The Imaging Channel | 05/26/2014

by Mark Shelton

At the beginning of each mentoring class we hold, I ask for a show of hands in answer to these three questions, and typically, I get these responses:

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A View from Wall Street

The Imaging Channel

by The Imaging Channel | 05/26/2014

How does the managed print services industry look from Wall Street? With over 13 years experience in equity research, nine of which were focused on IT hardware and imaging technology, Shannon Cross spoke with The Imaging Channel to share her take on market growth, OEM leadership, mergers and acquisitions, and the importance of the channel.

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Notes from an Aspiring Startup

The Imaging Channel

by The Imaging Channel | 05/26/2014

by Norm McConkey

"Dealer fatigue." When I heard the phrase, it resonated with me in an instant. No explanation necessary. When a colleague of mine turned the phrase to describe his decision to move from a channel position he held, recruiting and training dealers on managed print services, to working for a dealer, I laughed. Then I got to thinking: is that what I'm doing? And, what if the reason for some dealers' lack of success with MPS wasn't their fault? Maybe the prescription was killing the patient. If it's as easy as I say it is, then maybe I should try it.

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What BTA Dealers Can Learn from VARs and Vice Versa

The Imaging Channel

by The Imaging Channel | 05/26/2014

by Emily Offshack

To deliver an MPS program, you require the knowledge and expertise that both BTA dealers and VARs possess. While BTA dealers struggle to mold their current business processes to MPS, VARs are being slow to move into the MPS space. There is a lot they can learn from each other, and both have the potential to be successful in MPS. As MPS related sales continue to grow, new companies and independent corporate divisions focused solely on MPS are starting to emerge—is this the way of the future?

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History Repeating: Lessons from Color Adoption

The Imaging Channel

by The Imaging Channel | 05/26/2014

by Charles Brewer, Actionable Intelligence

A couple of months ago, my friends at The Imaging Channel asked me to write "The Skeptic" blog for their website and this column for the magazine. The job required that, despite all the excitement, I remain skeptical of the over-the-top claims swirling around managed print services and try to cut through the hype.

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