Features

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

Applications Your Dealership Should Be Using

The Imaging Channel

by The Imaging Channel | 06/01/2016

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.

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Are Self-Limiting Beliefs Holding You Back?

The Imaging Channel

by The Imaging Channel | 06/01/2016

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?

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Delivering Multichannel Support to the SMB Customer

The Imaging Channel

by The Imaging Channel | 06/01/2016

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:

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Outsourcing Document Archiving and Storage Solves Expensive Headaches for SMBs

The Imaging Channel

by The Imaging Channel | 05/23/2016

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.

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

The Imaging Channel

by The Imaging Channel | 05/23/2016

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.

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Questions Small Businesses Should Ask When Selecting Printers

The Imaging Channel

by The Imaging Channel | 06/01/2016

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.

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Channel Chat: Best Practices in Sales and Marketing

The Imaging Channel

by The Imaging Channel | 03/31/2016

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:

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Content Marketing: The Must-Have Marketing Tool

The Imaging Channel

by The Imaging Channel | 03/31/2016

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.”

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The Top Five Drivers for Marketing MPS Beyond Price

The Imaging Channel

by The Imaging Channel | 03/31/2016

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. 

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Are You Pushy or Pulley in Your Sales Approach?

The Imaging Channel

by The Imaging Channel | 03/31/2016

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.” 

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Are You and Your Account Aligned?

The Imaging Channel

by The Imaging Channel | 03/31/2016

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?

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Opportunities in Vertical Strategies

The Imaging Channel

by The Imaging Channel | 03/31/2016

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?  

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Campaigns: Not Just For Politicians Anymore

The Imaging Channel

by The Imaging Channel | 03/31/2016

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?) 

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Can Old Imaging ‘Dogs’ Learn New Tricks?

The Imaging Channel

by The Imaging Channel | 03/31/2016

McIntyreby John McIntyre, The Imaging Channel

In 1987, Tom Wolfe’s novel “Bonfire of the Vanities” and Oliver Stone’s film “Wall Street” depicted an amoral investment universe in which decisions are inevitably driven by whatever the numbers dictate is best for investors and their invested dollars. In financial terms this is logical: we do live in a capitalistic society, and a business’s investors (or shareholders) are the literal owners of the company and ultimately get to decide what the company is and does, who runs it, and what they expect in return for their investment dollars.

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Channel Chat: Collaboration

The Imaging Channel

by The Imaging Channel | 02/01/2016

What are industry leaders using for collaboration? We asked a panel of experts about tools, pain points, best practices and more, 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:

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KMBS Dealer Channel Turns Up the Volume on Wide Format With EFI

The Imaging Channel

by The Imaging Channel | 02/01/2016

Konica Minolta Business Solutions (KMBS) USA, one of the world’s leaders in information management focused on enterprise content, technology optimization, and cloud services, was seeking a partner that could provide a high quality, production-class, wide-format printer that would open new business opportunities for its customers. Operating in both direct and dealer sales models, KMBS’s portfolio of offerings delivers solutions to improve its customers’ speed to market, manage technology costs, and facilitate the sharing of information to increase productivity.

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Shared Service Management Defined

The Imaging Channel

by The Imaging Channel | 02/01/2016

by Nancy Von Elsacker, TOPdesk

Service management refers to activities directed by policies, organized and structured in processes and supporting procedures that are performed by an organization or part of an organization to plan, deliver, operate and control services offered to customers.

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2016 Predictions: The Future of Printing

The Imaging Channel

by The Imaging Channel | 02/01/2016

by Arron Fu, UniPrint.net Corp.

Printing is one of the most basic business processes; one that has been changing with respect to the conveniences that users now have at their fingertips. Next year will not see its dissolution, but rather a continued evolution with the times to fit in with the developing IT and business landscapes. There’s no getting around it – the way in which we rely on printing has evolved over the years in cohesion with technological developments. Almost everything can now be personalized to fit individual working styles and is expected to move at even faster speed with the Internet of Things (IoT). As employees continue to enjoy the perks of BYOD technology and the mobile workspace becomes embedded into our culture, mainstays from the traditional experience of the office will need to advance in tandem.

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The Four ‘Cs’ of Selling Success

The Imaging Channel

by The Imaging Channel | 02/01/2016

by Brad Roderick, InkCycle

Diamond merchants determine the value of each precious stone by judging it by the four Cs of Color, Clarity, Cut and Carat weight. According to the Gemological Institute of America, “Beautiful. Rare. Cherished. Diamonds are the most sought-after gems on earth. Each one is unique. And each has specific qualities that establish its value.”

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It Takes a Village to Produce a Quality Lead

The Imaging Channel

by The Imaging Channel | 02/01/2016

by Lindsay Kelley, Prospect Builder

We’ve all heard the saying “It takes a village to raise a child.” What does that mean? According to Wikipedia, “the origin comes from a proverb that leverages the cultural context and belief that it takes an entire community to raise a child. A child has the best ability to become a healthy adult if the entire community takes an active role in contributing to the rearing of the child.”

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