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Author: West McDonald

Business man at a cross roads standing at a horizon with grass and blue sky showing a fork in the road representing the concept of a strategic dilemma choosing the right direction to go when facing two equal or similar options.
Features June 2023 

The Fork in the Road: To Thrive or Disappear is the Office Equipment Channel’s Choice

June 1, 2023June 1, 2023 West McDonald conquering challenges, June 2023

When I first came into the channel back in the early 2000s, it was entirely by accident and at a

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TigerpawF_0422
April 2022 Features 

Artificial Intelligence Will Forever Change the Channels You Serve. Just Maybe Not Yet.

April 1, 2022August 23, 2022 West McDonald

There’s no shortage of articles written that espouse how artificial intelligence (AI) is coming to the rescue of the [fill

Read more
desert
Channel Voice Managed Services 

The Dangers of the Innovation Desert in the Office Equipment World

July 10, 2019April 20, 2020 West McDonald innovation

I’m going to start by saying that the office equipment channel has an innovation problem. We’re in a rut, we’re

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April 2015 Features 

Of Zombies and Butterflies: The Need for Channel Diversification

April 1, 2015July 18, 2019 West McDonald April 2015

Anybody who watches “The Walking Dead” understands that transformations aren’t always fun, nor do they always result in something better

Read more
Features January 2015 

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

January 1, 2015July 18, 2019 West McDonald January 2015

I’ve trained a lot of sales reps over the years in the art and science of conducting assessments. One of

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