Features

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

People: The Driver for the Future of MPS

The Imaging Channel

by The Imaging Channel | 01/03/2015

by Toni DuGal, Novitex

With major computing trends today’s norm – Mobile, Internet of Things, Big Data – it’s hard to imagine the Managed Print Services (MPS) of the past and how MPS revenues reached $18.9 billion in 2013, according to the Photizo Group. Over the past 15 years, the MPS market has changed dramatically from the number and types of vendors who offered MPS to how those vendors systematically removed the human element from MPS – severely hampering client relationships. To understand why the market took that drastic shift and the steps it needs to take to become human again, we first need to take a trip down memory lane.

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Using LinkedIn to Grow Your Dealership’s Sales and Learn the Digital Language of Your Buyers

The Imaging Channel

by The Imaging Channel | 01/03/2015

by Lindsay Kelley, Dealer Marketing

Let’s explore practical tips you can implement right now to engage prospects and convert them into highly qualified leads. What do you do once you’re on LinkedIn? Evolving from a copier dealer to a managed IT services dealer is no small feat. The industry as a whole is in transition. That transition makes sense to those of us inside the industry; however, to the outside prospect, there is a perception and stigma that comes with a copier dealer. What does that mean for you as a dealer owner? It means that you need to quickly make that transition from a company that has traditionally sold a box to one that provides valuable IT services that, oh by the way, offers copiers as well. Copiers may be the dealer’s bread and butter, but IT services are the future.

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Nashville Schools Adopt Comprehensive Document Output Strategy

The Imaging Channel

by The Imaging Channel | 10/01/2014

by Tom Bayersdorfer, MNPS

Education: easily one of the hardest professions on the planet. On top of the enormous challenge of preparing students for productive, rewarding lives for decades to come, every school district faces the same mundane operational challenges that any organization does. One of those operational challenges is cost-effectively managing people, processes and equipment — especially when it includes thousands of users in dozens of locations. 

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The Prospects in Our Industry Have Learned A New Language — Do You Speak It? 

The Imaging Channel

by The Imaging Channel | 10/01/2014

by Lindsay Kelley, Dealer Marketing

We are in the middle of an evolution. Not only are we transitioning our businesses into reputable managed IT services providers, but our customers are evolving as well. More and more, buyers are rejecting our sales team’s offers to educate and inspire with meaningful insight, but why? It’s because we’re not sharing our message in the same language the prospects are speaking … digital. In this two-part series, we’ll examine the top B2B social business tool you can use to gain market share and grow your bottom-line sales. 

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HP’s Supplies Business Adapts To An Evolving Print Industry

The Imaging Channel

by The Imaging Channel | 10/01/2014

by Robert Palmer

The printing business soldiers on despite a continued onslaught of dire predictions from pundits and naysayers — both inside the industry and out. A quick Internet search today reveals hundreds of articles forecasting the death of paper, the death of printing, or the paperless office. Most of these predictions deal with issues surrounding a rapidly evolving workforce that is increasingly younger, more mobile, and technology savvy. Digital and mobile technologies have fostered more efficient and effective ways for working with information, and knowledge workers have become less dependent on paper. 

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Adopt Corporate Social Responsibility And Adopt More Customers

The Imaging Channel

by The Imaging Channel | 10/01/2014

by Jordan Darragh, Print Releaf

As businesses become more conscientious about how to contribute to the common good, corporate social responsibility (CSR) best practices make their way into the conversation. A growing trend, CSR still remains relatively ambiguous to many business decision-makers. It is time to unpack the highly popular term “CSR” and understand where best practices are headed, how they’re evolving, why CSR is growing in popularity, and perhaps most importantly, how it benefits customers in the imaging industry. 

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Who’s Winning, Who’s Losing as Demand For Color Keeps Growing?

The Imaging Channel

by The Imaging Channel | 10/01/2014

by Charles Brewer, Actionable Intelligence

Ask a printer-industry geek “What’s hot right now?” and the answer will be “Color.” Or, at least it should be. After all, the low-hanging fruit for MPS practitioners is now as abundant as water in a California reservoir and the 3D market is as far away from maturation as I am. But while growth in 3D and MPS rises and falls, respectively, the market for color devices is looking pretty good at present. Listening to the OEMs’ earning calls this summer and reading their quarterly financial results for the past couple of years, it’s clear that hardware manufacturers are experiencing some level of revenue growth from the sales of color hardware and supplies. While some have been more successful than others, in general, the OEMs have reported that they’ve been selling more color devices over the past couple of years.

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Best Practices for Assessing Your Customers’ Printing Needs 

The Imaging Channel

by The Imaging Channel | 10/01/2014

by Thomas Jensen, HP

One of the most reliable ways to ensure a long, successful and mutually beneficial customer relationship is to provide offerings and services that scale to fit each customer’s needs. By serving customers well and generating a relationship built on trust, your business will be rewarded with steady profits over time. A key first step to creating this type of mutually beneficial relationship is assessing the business needs of your customer. By properly diagnosing a business challenge and providing the correct equipment and services to overcome that challenge, you will plant the seed of trust necessary in the best partnerships.

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Speakeasy: Scott Maccabe, President and CEO, Toshiba America Business Solutions

The Imaging Channel

by The Imaging Channel | 10/01/2014

by Patricia Ames

The Imaging Channel had the opportunity to sit down with Toshiba America Business Solutions President and CEO Scott Maccabe and have a fascinating discussion involving buffaloes, unicorns, big stadium deals and the changing world of information consumption. Join me in the SpeakEasy.

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Executive Corner With Hiro Kataoka, CEO of HoGo

The Imaging Channel

by The Imaging Channel | 10/01/2014

by Jim Lyons

For my September “Jim Lyons Observations” column, I looked at some of my recollections and analysis of document digitization — a process that has been with us quite some time, but still in some ways has not yet reached its “tipping point.” As is my habit, I combined a look at the past and present, while seeking insight into a future outcome.

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The Challenge of Recruiting and Retaining Top Talent

The Imaging Channel

by The Imaging Channel | 06/30/2014

by Steven Branstetter, Crawford Thomas

Good help is hard to find. This is a saying that we have all heard before and most likely will all agree with. This problem is magnified when it comes to finding great employees in any technology-based business. The IT world is constantly evolving and there are always new companies on the rise, just waiting to steal away your top talent.

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The Effects of Voltage Sags On Electronic Equipment

The Imaging Channel

by The Imaging Channel | 06/30/2014

by Vince Luciani, Innovolt

Do voltage sags damage my MFPs? While much has been written in technical journals on the causes of voltage sags — momentary reductions or loss of voltage — this article will focus on the effects that voltage sags can have on electronic assets.

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MPS: Back to the Future

The Imaging Channel

by The Imaging Channel | 06/30/2014

by Sarah Henderson, Clover Imaging Group

How often do we find ourselves observing that “hindsight is always 20/20”? I make this clichéd statement at times when working with dealers that are too often struggling with their MPS program or portfolio of underperforming deals. The frustration has some resellers longing for a trip back in time to simple bundling, break-fix and transactional printer supply sales. So take a moment and think back to the beginning of the MPS business and let this article be a warning letter to create a better MPS future.

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Leases Interruptus

The Imaging Channel

by The Imaging Channel | 06/30/2014

by Shawn Stockman, OnePak

A funny thing happens to many copiers prior to the scheduled termination of their original lease. A dealer (sometimes the original dealer and sometimes an enterprising dealer eager to displace the incumbent) convinces the customer (lessee) that he or she needs a newer model with more bells and whistles, and needs it now. 

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Graphtec Digital Solutions: Coming to America With New Channel Opportunities

The Imaging Channel

by The Imaging Channel | 06/30/2014

by Amy Weiss

The worldwide label printer market is big business — more than $1.5 billion according to VDC Research. To take advantage of that market, Japanese manufacturer Graphtec is expanding its reach into the United States with the launch of the LABELROBO full color digital label creation system. We caught up with Hiroyuki Takahata, senior director of Graphtec, to ask a few questions about the company, the exciting new launch, and plans for the future.

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State of the Industry: Five Years After the Recession

The Imaging Channel

by The Imaging Channel | 06/30/2014

by Charles Brewer, Actionable Intelligence

If we believe the observations of the National Bureau of Economic Research (NBER), an esteemed group of economists whose word is gospel when it comes to the growth and decline of the U.S. economy, the recession ended in June 2009. Hallelujah! But it seems hard to believe that the recession ended five years ago. Not because of any syrupy notions about how “time flies,” but simply because it is hard to believe that the recession ended so long ago, and things still don’t feel like they’ve normalized yet.

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How to Overcome the Number One Sales and Marketing Issue Facing Our Industry

The Imaging Channel

by The Imaging Channel | 06/30/2014

by Darrell Amy, Dealer Marketing

Have you noticed that when you buy something you are doing more and more research online before you go to a store or talk to a salesperson? If this is true of you, this is also true of your prospects. According to a recent survey of 1,400 business decision makers published in the Harvard Business Review, buyers are now on average 57 percent of the way through the buying process before they engage a sales rep or vendor.

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Workflow and Document Solutions Will Drive Next-Generation MPS

The Imaging Channel

by The Imaging Channel | 06/30/2014

by Robert Palmer

As the market for MPS continues to evolve it has opened up a wider array of opportunities for vendors and service providers. Businesses today are looking to gain greater value from their MPS engagements by expanding beyond print to address issues such as business process optimization, workflow automation, and content management. Key to addressing these opportunities is a broad range of service capabilities built around a strong document solutions portfolio. 

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Speakeasy: Michael George, Continuum

The Imaging Channel

by The Imaging Channel | 06/30/2014

by Patricia Ames

The Imaging Channel recently had a very interesting discussion with Michael George, CEO of Continuum at the BTA event in Chicago. Join me in the speakeasy.

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Managed Print Services Best Practices

The Imaging Channel

by The Imaging Channel | 03/25/2014

by Kevin DeYoung, Qualpath

I’ve been in this industry for 30 years, starting as a sales rep and consequently founding two successful startups. I also ran an international division for a publicly traded company. I’ve made a lot of mistakes and had my fair share of successes. Fortunately, I had great mentors and partners along the way. Some people say I’m successful, but like beauty, it’s all in the eye of the beholder.

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