Features

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

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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Channel Evolution in Action: Trade Shows Represent the Changing Industry

The Imaging Channel

by The Imaging Channel | 03/31/2015

by Amy Weiss

It seemed timely that our “channel evolution” issue was scheduled to go into production as we were returning home from the ITEX conference. A frequent comment regarding trade shows is that they are a microcosm of the industries they represent. That has commonly been the case in the imaging channel, as trade shows have evolved along with the trends in the industry. Large OEM presences, a plethora of Chinese supplies companies, a focus on managed IT services – you name it and industry trade shows have been exemplary of the trend.

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Of Zombies and Butterflies: The Need for Channel Diversification

The Imaging Channel

by The Imaging Channel | 03/31/2015

by West McDonald, Print Audit

Anybody who watches “The Walking Dead” understands that transformations aren’t always fun, nor do they always result in something better than the original product. Zombies are evidence that unwanted change can result in some not-so-positive results. You start your day drinking orange juice and whisking the kids off to school only to be bitten by some grey-skinned member of the zombie apocalypse. Next thing you know you’re drooling, walking with a limp, and looking for some juicy brains to snack on. Talk about a bad way to start the first day of the rest of your undead life. 

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Retail Shopping Provides Great Disservice for Printers

The Imaging Channel

by The Imaging Channel | 03/31/2015

by Larry Jamieson

Online shopping has grown by astronomical proportions over the past decade, and it sometimes seems a little mind boggling what we can now purchase with a click of the computer keyboard. It is the old mail-order paradigm on steroids as we can find what we need today and have it on our doorstep tomorrow if we are willing to pay for overnight shipping.

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Channel Evolution, Channel Opportunities: A Guide to Going Paperless

The Imaging Channel

by The Imaging Channel | 03/31/2015

by Christopher Zybert, New England Document Systems

Going paperless
is far from a novel idea. In fact, the concept of going paperless has been around for quite some time. The origins of the paperless society can be traced back to 1978, when Frederick Wilfrid Lancaster, a British-American information scientist, first envisioned a future in which all paper is replaced by electronic documents and storage. He understood that technology would eventually eliminate the need to handle print documents, and that record keepers would instead become information specialists.

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HP Rolls Out Complete Laser Printer Redesign Featuring JetIntelligence Technology

The Imaging Channel

by The Imaging Channel | 03/31/2015

by Robert Palmer

At a press and analyst event in New York City, HP unveiled its latest laser printers aimed at SMBs and small workgroups. The one-day event began with a press conference led by Pradeep Jotwani, senior vice president of HP’s LaserJet and Enterprise Solutions business, followed by a hands-on product showcase featuring HP’s newest technology. The showcase allowed time for in-depth review of the new machines and provided attendees with direct access to many of the engineers and product managers behind HP’s latest products. Attending this event brought back fond memories of the good old days in the printing market, when hardware announcements used to matter. 

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Executive Corner With Kurt Schmelz, President, U.S. Channels Group, Xerox

The Imaging Channel

by The Imaging Channel | 03/31/2015

by Amy Weiss

Kurt Schmelz was appointed president of the newly formed U.S. Channel Group (USCG) within Xerox’s Channel Partner Operations in January. We sat down with him to learn exactly what that means, where he came from, and where he and the USCG are headed.

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SpeakEasy: Doug Albregts, Sharp Imaging and Information Company of America

The Imaging Channel

by The Imaging Channel | 01/04/2015

by Patricia Ames

The Imaging Channel sat down with Doug Albregts, president of Sharp Imaging and Information Company of America (SIICA) at the Executive Connection Summit in Scottsdale and learned that “laid back” can be quite irresistible. Join me in the SpeakEasy.

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Force Multiplier: Technology United Represents at the ECS

The Imaging Channel

by The Imaging Channel | 01/04/2015

by Amy Weiss

Among the many articles written about the Executive Connection Summit last October (and there were many, many articles, recaps, blogs and more), there was a great deal of focus on the bigger concepts, connections and companies highlighted at the event. And all of that was well worth the focus — companies like Cisco, SAP, Samsung, Sharp, and OKI are huge, and their presenters were excellent.  But also key to the Executive Connection Summit is a group of companies known collectively as Technology United (TU), and it was this group that perhaps best exemplifies what can be achieved when thought leaders, movers, and shakers come together.

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Office-Printing Market Year in Review: Steady Progress in the Face of Change

The Imaging Channel

by The Imaging Channel | 01/03/2015

by Robert Palmer

In some respects, the office imaging and printing business in 2014 was not so different from any other year recently. Hardware prices declined steadily. Print volumes in most segments waned as paper gives ground to digital display. Inkjet continued its persistent march into the office workgroup. The transition to solutions and services fueled by a steady diet of mobile and cloud-enabled applications leads the industry’s efforts to expand beyond hardware. Everyone is dealing with the impact of mergers, acquisitions, and various market entrants and exits.

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Despite Declines, OEMs Hunt for Opportunities In Lower-Market Tiers During 2014

The Imaging Channel

by The Imaging Channel | 01/03/2015

by Charles Brewer, Actionable Intelligence

While some higher-tier market segments have snapped back to life since the recession, the low end of the market has never fully recovered, and it’s doubtful it ever will. The reasons why are well documented and they’re hardly new: Wireless technology has driven down hardware shipments by putting an end to the requirement that each home computer be tethered to its own printing device. Other new technologies like smartphones and tablets have helped eliminate — or at least greatly reduce — the need to print many documents, which has lowered cartridge consumption.

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Optimize Your IT Environment to Prepare For New Opportunities and Threats

The Imaging Channel

by The Imaging Channel | 01/03/2015

by Michael Howard, HP

A company’s IT environment is an often-overlooked gold mine for increasing productivity and enhancing workflow.  An effective IT environment offers the foundational organization every business needs, from document management to data information sorting and storage. And underutilizing it isn’t just ineffective – it’s costly. An enterprise employing 1,000 knowledge workers wastes $48,000 per week, or nearly $2.5 million per year, due to an inability to locate and retrieve information.

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Getting Cost Information for Your Assessment When the Customer Says ‘No’

The Imaging Channel

by The Imaging Channel | 01/03/2015

by West McDonald, PrintAudit

I’ve trained a lot of sales reps over the years in the art and science of conducting assessments. One of the biggest complaints I’ve heard from my students is how hard it is to get any real cost information when you’re doing an assessment. Everything up to asking for pricing tends to go pretty smoothly, and then bam! The cost wall comes out of nowhere. It can sometimes feel like you are asking for their first born child or doing something illegal. The worst part is that real cost information has such a huge impact on whether or not a customer will buy into the results of your completed assessment.

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New Technologies Take Cues From the Past

The Imaging Channel

by The Imaging Channel | 01/03/2015

by Jordan Darragh, PrintReleaf

When I sat down to both research and outline my thoughts in preparation for writing this article, I looked back at all the recent blogs, news articles, and industry magazine columns I had saved, bookmarked, or read in the last six months. I figured this exercise would give me a pulse and representation of “new technologies” in our industry … and it did. However, while combing over headlines and digging into details I kept coming back to one simple question: What is “our industry”?

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