Features

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

Distributed, Disrupted: Connectedness and the Future of Work

The Imaging Channel

by The Imaging Channel | 02/01/2016

By Cliff Pollan, Sococo

Team managers, no matter what industry they’re in, will typically experience a common set of challenges – motivating the team, maintaining engagement, creating an environment that promotes team success, to name a few. Now, imagine how much harder it becomes to overcome these challenges when your team is located in, say, Hong Kong, Los Angeles and London. How can team leaders effectively manage a team that’s not even in the same office, let alone on the same continent?

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Speakeasy: The View From the Other Side of the Desk — Q&A With Tod Pike

The Imaging Channel

by The Imaging Channel | 02/01/2016

by Patricia Ames

Tod Pike is a familiar and rather imposing figure in this industry, standing 6 feet, 6 inches tall without his cowboy boots. But he has a soft side — it’s his customers. The Imaging Channel had a chance recently to speak with this longtime OEM executive who has recently taken on a new challenge as a dealer — heading KÔTA, a unique joint venture between LDI Color ToolBox and the Mohegan Tribe. We couldn’t wait to find out more. Join me in the SpeakEasy.

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Channel Chat: Selling to the SMB

The Imaging Channel

by The Imaging Channel | 10/05/2015

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:

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More Than an Imaging Supplier, Digitek’s Goal is ‘Trusted Advisor’

The Imaging Channel

by The Imaging Channel | 10/05/2015

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.

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What The Heck Happened? From One-to-One Selling to One-to-Many Buying

The Imaging Channel

by The Imaging Channel | 10/05/2015

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.)

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How to Choose the Right Pricing Model

The Imaging Channel

by The Imaging Channel | 09/30/2015

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.

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Packaged Solutions Define the SMB Office Technology Landscape

The Imaging Channel

by The Imaging Channel | 10/05/2015

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.

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Speakeasy: IT From the Outside — Q&A With Mona Abutaleb

The Imaging Channel

by The Imaging Channel | 09/30/2015

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.

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Demystifying the Design of a Document Strategy

The Imaging Channel

by The Imaging Channel | 09/30/2015

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.

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Channel Chat: Best Practices in Sales and Marketing

The Imaging Channel

by The Imaging Channel | 05/28/2015

What 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, 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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HP Printers Enter the IoT, but What Does it All Mean?

The Imaging Channel

by The Imaging Channel | 05/28/2015

by Jim Lyons

Our industry has seen some major developments this year under the umbrella of “the Internet of Things” (IoT). Incorporating If This Then That (IFTTT) services, Hewlett-Packard has worked diligently to offer its hardcopy customers a breakthrough in what I like to call the area of automated printing. In its big reveal, a blog post by HP’s Phil McCoog recently announced, “HP Launches the HP Print Channel on IFTTT Creating Over 40M IoT Printers.”

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What Does a Top Sales Professional Look Like?

The Imaging Channel

by The Imaging Channel | 05/28/2015

by Steven Branstetter, Crawford Thomas

In business and in life we set goals; goals that determine the choices we make and the directions we go. One common practice for reaching these goals, popular with top athletes, is visualizing what you want to achieve. In my opinion visualization is one of the great keys to success in life, but it is a useless technique if you do not know what to visualize.

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Finding Your Perfect Mate With A Service Call

The Imaging Channel

by The Imaging Channel | 05/28/2015

by Martin De Martini, Y Soft

Managed print services, when you think about it, is becoming less and less about print management and more about service. Customers are looking to extract additional value out of their existing fleet investment with improved workflows. The channel is looking to offer value-added solutions alongside hardware as a way to expand their businesses. It sounds like a match made in heaven; however selling software and services requires a different approach.

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What Does Your Training Regimen Look Like?

The Imaging Channel

by The Imaging Channel | 05/28/2015

by Brad Roderick, Tonercycle/Inkcycle

What is the top sales challenge in 2015? According to a recent report by the American Association of Inside Sales Professionals (AA-ISP), “training and development” once again gets the nod as the biggest challenge. “Competencies around solution selling, communications, virtual presentations, negotiating, closing and the like … training to these skills remains the number one priority,” states the report. This is why I and several hundred other sales leaders recently took a couple of days out of our business to work on our business. 

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Matching Market and Customer to Find Sales and Marketing Success

The Imaging Channel

by The Imaging Channel | 05/28/2015

by Jordan Darragh, PrintReleaf

It’s tough to impart any current best practices for sales and marketing without first providing a refresher on the foundations that are timeless and essential for any sales rep or marketer. For a product to be successful it has to find market fit. For a solution to be successful it has to fit the customer’s need, specifically meeting their goals. It’s the job and responsibility for sales management and marketing leadership to ensure they develop best practices to match products and solutions with market and customer. Failure to do so can only mean reduced sales and lost market share. The ability to do so means more sales and increased market share.

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The Channel Evolution: Times, Strategies & Devices Are Changing

The Imaging Channel

by The Imaging Channel | 05/28/2015

by Toni Clayton Hine, Xerox

When it comes to serving up business printing solutions, solution providers need to remember that hardcopy has a soft side, too. The channel is evolving. Partners are selling and delivering more complex software and services – in addition to hardware – to maintain their status as a trusted IT partner and to grow revenue. 

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Speakeasy: Blazing Trails and Taming Dragons — Q&A With Dennis Amorosano

The Imaging Channel

by The Imaging Channel | 05/28/2015

by Patricia Ames

The Imaging Channel had the chance recently to meet with Dennis Amorosano, Vice President and General Manager Marketing and Professional Services, Canon USA, and discuss how the imaging channel is evolving. Together we contemplate speed, big bets, workflow and taming the dragon. Join me in the SpeakEasy.

 

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Channel Chat: What Does Channel Evolution Look Like?

The Imaging Channel

by The Imaging Channel | 03/31/2015

What does channel evolution look like to those from within? 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. 

 

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Collaboration and Services Take Center Stage at Ricoh Convergence 2015

The Imaging Channel

by The Imaging Channel | 03/31/2015

by Robert Palmer

Each spring marks the beginning of the annual dealer meetings for many printer/MFP manufacturers, and Ricoh was one of those, welcoming its dealers to the Wynn Hotel in Las Vegas for Convergence 2015 March 2-4. Convergence 2015 offered several noticeable differences compared with previous Ricoh dealer events. 

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Using LinkedIn to Gain Trust and Attract Leads

The Imaging Channel

by The Imaging Channel | 03/31/2015

by Lindsay Kelley, Dealer Marketing

In our last article, we focused on your prospects and their preferred new language — digital. To begin with, we gave tips and insights into building your profile up in the right way so that you look like the Wolf of Wall Street (only trustworthy!) on your LinkedIn profile, not The Dude from the Big Lebowski. Now, let’s discover how to take that freshly polished LinkedIn profile and successfully generate qualified leads. 

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