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

The Power of Mobile Scanning and Capture

McIntyreby John McIntyre, The Imaging Channel

In 2007 — less than 10 years ago for those keeping score at home — the iPhone appeared, followed one year later by HTC’s Dream, the first Android smartphone. It is unlikely that manufacturers of whole categories of devices would have immediately recognized the dire threat to their core business that the advent of the iPhone presented, or the opportunity to revolutionize an existing business process either.


The Convergence of Capture and the IoT

Samsungby Eddie Castillo, Samsung Electronics America

Scanning has come a long way from serial ports and wired scanners, and document capture is coming a long way from simple imaging or scan and store. Scanning a document and storing it locally is a first step in digitization, but scanning a document to a local file is simply one stage in the process. No longer must scanned documents live in a file repository connected to the device from which they were scanned — the Internet of Things (IoT) has opened up new avenues, both literal and figurative, allowing today’s capture environment to become an intelligent one, consisting of cloud-connected devices that allow users to manage their workflow from any location.


Capture Software: Eating the Elephant in Three Bites

Stewartby Ken Stewart for The Imaging Channel

When you think of “capture,” what comes to mind? Was your first thought about scanning a piece of paper, or even an electronic file cabinet? You wouldn’t be alone in your thinking. However, the world of capture has expanded well beyond this one aspect in the last two decades. By necessity, you now have to consider all manner of digital content beyond even electronic documents, and think about emails, voice recordings, videos, and social media content. It’s no longer enough to think about capture as an on-ramp to some nebulous information superhighway.


Stop Pushing Boxes and Help Your Customers Automate

ProspectBuilderby Bryant Duhon, Prospect Builder

After just over a year serving the dealer community, I’ve come to two conclusions about paper in business processes. 1) Paper is a space hog and time suck (not a new revelation), and 2) dealers are perfectly positioned to help their customers digitize their business processes.


Channel Chat: Capture and Convergence

channelchatThe document capture market and the copier channel are converging at ever faster speeds in the current market. For our channel chat this month we talked to a mix of leaders from the hardware and software markets to find out just how those worlds are converging.


Capture Beyond the MFP: The Convergence of Mobile, Automation, and Conversion

Nuanceby Rod Hughes, Nuance Communications

Looking back on the early days of document capture, scanning documents primarily existed for archival purposes and the fax machine was the main tool for sharing images. Fast forward to today and a young employee – who depends on multifunction printers and smartphones to get a job done as efficiently as possible – could not fathom the simplicity of document imaging technology back then.


Channel Chat: The SMB Customer

channelchatgeneric120What are the highs and lows of working with the SMB customer? 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, and not surprisingly, they had some interesting insight on what makes the SMB tick. Our panel this month:


Applications Your Dealership Should Be Using

Kelley120by Lindsay Kelley, Prospect Builder

It’s hard to run a small business. As a small business, we know that well! As a provider of marketing services to office technology dealerships, many of them also considered small business, we also see it secondhand. Many employees do double duty and we’re always looking for any edge we can find to help us be more productive and improve how we do business.


Are Self-Limiting Beliefs Holding You Back?

Roderick120by Brad Roderick, TonerCycle/InkCycle

You’re a revenue generator. Your company is relying on you. Your team is relying on you. Your family is relying on you. Your customers are relying on you. But who or what are you relying on?


Delivering Multichannel Support to the SMB Customer

Square9120by Lauren Ford, Square 9 Softworks

It’s time to get serious about your small and medium sized business (SMB) customers. You closed the initial sale – great – but it shouldn’t end there. SMB customers are frequently looking for that differentiator that will allow them to compete in a larger marketplace. Providing continuous support to SMB purchasers will have a tremendous impact on their overall business strategy, while encouraging additional sales opportunities for your company. By helping the SMB customer find ways to operate more efficiently, they can free up resources that will provide them with the edge they’re looking for. To maximize success in the SMB market, consider the following four areas of support:


Outsourcing Document Archiving and Storage Solves Expensive Headaches for SMBs

McIntyre120by John McIntyre, The Imaging Channel

Can’t live with ‘em, can’t live without ‘em – the documents and records your business runs on (what did you think I meant?), and the need to process, store, and archive those documents and records for a variety of different reasons. While small businesses have been quick to embrace digital technologies to reduce costs, speed up business processes, accomplish more with less, and meet the digital communications requirements placed on them by customers and regulators, many have a dark shadow lurking over their operations: thousands of archived pages of paper files and their continued reliance on those archives for many business transactions. Some small businesses, while operating on mostly digital documents day to day, persist in printing a lot of pages, and often still rely as much on the manual filing and storage of printed documents for archival purposes as they did in the pre-digital era.


Marketing Has Changed Forever — If You Blinked You May Have Missed It

Cummings120by David Cumings and John M. Zindar for The Imaging Channel

There is good news: the digital age affords the opportunity to exponentially raise ROI on marketing expenditures and to deliver unheard of revenue and growth. Although most firms are slow to embrace the opportunity, big gains are available for the early adopters of new thinking in digital marketing.


Questions Small Businesses Should Ask When Selecting Printers

HP120by Stephanie Dismore, HP Inc.

It’s often referred to as the rule of three — the principle that suggests that things that come in threes are more compelling, satisfying or effective. Whether we realize it or not, many people, when given three choices, have been conditioned to believe the one in the middle is often the best. Technology vendors keyed into this rule long ago, and it’s become almost standard practice to bundle products and services into three simple groups: good, better and best. Guess which one is most popular? The middle one. Most of us look at the entry level, good package and decide it’s simply too basic. And because we’re always trying to curb spending, the high-end, or best choice could be more than we need. But that one in the middle? It often looks just right.


Channel Chat: Best Practices in Sales and Marketing

channelchatWhat do the experts find to be sales and marketing best practices? We decided to find out by asking a few questions of some industry leaders. The answers, like our panelists, are diverse, surprising and informative. Our panel this month:


Content Marketing: The Must-Have Marketing Tool

Weiss 120by Amy Weiss, The Imaging Channel

Marketing, like any dynamic component of the business world, evolves with the times. In a definition adopted in 2013, the American Marketing Association says it is “… the activity, set of institutions, and processes for creating, communicating, delivering, and exchanging offerings that have value for customers, clients, partners, and society at large.”


The Top Five Drivers for Marketing MPS Beyond Price

Henderson 120by Sarah Henderson, Clover Imaging Group 

As the managed print services business model matures, I often hear from dealers that MPS programs have become more about offering the lowest cost per page (CPP) rather than about selling solutions. While many providers focus on the benefits and value proposition of MPS, there is a range of providers and competitors who may be willing to quote a lower CPP. 


Are You Pushy or Pulley in Your Sales Approach?

Pulley 120by John Pulley, Prospect Builder

Early in my sales career I had the pleasure of speaking with Tom Hopkins. Tom Hopkins is my sales hero; and author of numerous books on the art of selling. 
We met briefly while walking on the way to breakfast during a two-day sales seminar. As we walked, this titan of the sales profession introduced himself to me. My reply was an outstretched hand and, “Pulley, nice to meet you.” 


Are You and Your Account Aligned?

McLaughlin 120by Ed McLaughlin, Valderus

As an industry we are really very good at understanding the internal metrics that lead to a well-run business and thus profitability. But what about the customers and their metrics … what are the metrics for measuring our performance against the expectations of the customer?


Opportunities in Vertical Strategies

Pearl 120by Steve Pearl for The Imaging Channel

Have you ever considered implementing a vertical marketing strategy for your company, but felt it too much of a burden to really pull off?  A recent conversation with the CEO of an imaging software retailer brought this to mind. He stated that incorporating a vertical strategy for his business was basically an inefficient use of time, money and resources. Why focus on specific industries, he said, when more than 75 percent of his customer base has common challenges?  


Campaigns: Not Just For Politicians Anymore

Roderick 120by Brad Roderick, TonerCycle/InkCycle

Months away from the Presidential election and it certainly has been anything but dull so far. Maybe it’s not the most colorful of all time (or maybe it is), but we do have some interesting characters running. Regardless of which side of the aisle you are on, there is little question that the presidential race has been more engrossing (like something you really know you don’t want to look at but can’t help yourself) than many of the previous races. From the first Republican debate with more racers than lanes, to the most recent Bernie/Hillary brawl, to Trump’s antics/theatrics, as the time draws closer to voting day there will be no shortage of fuel for Facebook posts. (As a side note, how in the world did debates among some of the world’s most influential and potentially powerful people become sponsored by Facebook?)