Okay so what's the news for this week? Well I've turned in another crappy month. However I was able to add almost 10 opportunities for December for about $100K. Thus I have 25 opportunities to get closed before the end of the year. Oh the stress of all this!
November 2019
Selling Copiers in the Seventies with Chuck Parr
I had the opportunity to meet Chuck many years ago, thinking it was at one of the first Ricoh dealer events I attended back in the nineties. Chuck was one of the speakers and I was floored by his public speaking ability. Somewhere during those few days I made it a point to introduce myself to Chuck and thanked him for the awesome performance.
How did you find your way into the copier industry?
When I graduated from college in 1972 I and a lifelong childhood friend and I started a small furniture design and manufacturing company…. custom furniture in a shop in Upstate NY. We labored for 2 years making prototypes and selling a few commissioned pieces until the strain of “2 artists painting one painting” caused us to split up the same day Richard Nixon resigned-August 8 1974. .
At the time my wife-to-be was living in NYC area and that was where I was headed and needed a job. I would drive to NYC from upstate and prospect for sales jobs since I had no technical professional degree-( Government BA). My father worked in an IBM factory from the late 30s until he died in 1971. I knew it was a great company so I found where IBM was in the NY area….HQ in Armonk NY. That must be where the people who run the company are so I drove up there , walked in to the cavernous lobby of this huge block of a building . As I walked across the lobby which seemed 100 yards long toward the receptionist who I swear sat up about 10 ft above me . I felt 3 ft tall and said in may shakiest voice “ I’m here to see whoever hires sales people…..she did the worst thing she could, she giggled . This was IBM World Headquarters.
She gave me the address of the nearby IBM Sales branch in White Plains. I went there and dropped off a resume. Shortly after I went to a homecoming football game at my college and bumped in to a classmate. We had the usual “what are you doing?” type conversation that you have when you are in your early 20s. My answer “ looking for work “ and he handed me his card and said “we’re looking for people” I was Hired after several interviews wearing my best non-matching gray polyester sport coat and best dark blue dress pants. They sold copiers . If my college friend had worked for Nabisco I could just as easily had a career in selling Oreo cookies as one of my future neighbors did.
What company or manufacturer did you start with, what was your title and what year did you start?
I started in the Xerox New York Downtown branch, 60 Broad St, November 1974 where my friend was on the Legal Team selling to the many downtown NY law firms.
I started as a trainee with no territory and no machine base. It was all about finding new business and this was in the smallest geographic branch Xerox had – the tip of Manhattan – 2 square miles. From Canal St and south to the Battery which included Governors Island which had the Coast Guard’s North American Iceberg Patrol HQ. Those were the days of going to the top floor of a building and cold calling as you went down the 20 or 30 or 80 stories. Almost no restrictions except to try to get past the receptionist which most offices had. But they were good in not giving you much ....the lesser savvy might give you a name to call. I worked the streets (and elevators) my first year sales before I got a Government Territory. North Tower. At the time saying “Xerox Rep” was almost like a password to go to wherever I might have a machine installed.
If you worked for a dealer please tell us what brands you sold and what was your favorite model top sell and why that was your favorite?
I didn't work for a dealer in the 70s or 80s but sold Direct for 7 years. I evolved into the Dealer World when I was one of the first Americans hired by Ricoh in May 1981 to help build a dealer driven Major Account Programs. But selling is selling . My first Xerox territory with any MIF was handling named Government accounts (must have been that Govt BA) – some State /some Federal and many NYC Govt accounts- NYS Water , NYFD HQ. NYPD HQ. The FBI, NYC Planning , Highways , Prisons throughout Manhattan etc.
I also handled the Mayors office and NYS Governors NY office etc. many of my State accounts were in World Trade Center 2. My mode quickly became defensive in that during the 60s and 70s my predecessors had oversold many agencies who also seemed to have no restraint. The mid 70s brought tough times to NY Government- near bankruptcy, and I had many machines doing low volume costing high dollars. We were in a mode of defending and re-configuring the machine install base and fighting against Savin on the low end and Kodak and IBM on the high end. Favorite machine to sell – the XEROX 9200- 120 ppm / auto doc feed and limitless sort and only $100K (equal to lot of money then and now) My most hated machines to sell against were the Kodak 150 on the high end with its super high copy quality and the Savin 770 on the low end with it super low pricing . The veterans reading this will remember them well.
What was the percentage of copier sales people that made it past two years and why made them last or not last so long?
Xerox hired and trained people very well in those days at their brand new Sales school in Leesburg VA..They invested in you for one solid year allowing you to learn about sales...learn about the product...learn about business...and learn about yourself as a salesperson.
The turnover rate was not as high at XRX as what I have since observed at many dealers who I worked with closely while at Ricoh. I would say about half of XRX new hires lasted the first 2 years in those days. My class of 5 rookies had 2 of us left after 2 years . Why ? Grit ...hard work ….some luck in having a good territory opportunity. Why did some fail ? Young and Dumb so to speak. Not mature enough to handle the initial lack of success. And some laziness and lack of work ethic.
My first territory was probably one of the worst in the NY Downtown Branch since my government accounts were oversold and the financial conditions were horrible. That was one of the reasons my territory was available because the folks who sold much of that left for greener pastures . Several who had been on the Downtown Government Team went on work for Savin. I worked throughout the years of NYC s near bankruptcy working hard to consolidate many of the convenience machines throughout agencies and design High Volume Copy Centers using the XRX 92/94/9500 Systems from 1975-79.
I did not make nearly as many $s as counterparts on the Legal or Financial teams in the Branch. Xerox management, all the way up to David Kearns (CEO at the time ) understood the battle - we were defending a vulnerable base to aggressive competition (Kodak , Savin ,IBM especially) and they configured our comp and goals accordingly. Xerox allowed me to learn and succeed from these tough times. It toughened me for sure. Perhaps if I had experienced “Good / Better Times” in those early days I may have been spoiled and left the industry later during even tougher times that would come later in my career at Ricoh.
What did you like the most about your job in the eighties?
The time that I spent at XRX in the late 70s/early 80s gave me the base knowledge of the industry and sales strategy. I was fortunate enough to be hired by Ricoh in early 1981 when they were first forming their US operation.
Again, some luck and happen stance (just like bumping into someone at a Football game) gave me the opportunity to be among the first American employees at Ricoh. My group was tasked to create the Major Account program – FROM SCRATCH – and with no dealer network yet established except a handful in the East. And only 2 very basic machines to sell …. What did I like most? - the continual LEARNING LEARNING LEARNING. Some of it structured at various schools and meetings ...some OJT...some Trial and Error (errors really are the best lessons). Learning was my mode at XRX (74-81) and it accelerated when we began to build Ricoh of America as it was called then. Learning about how to craft a Major Account Program that would give dealers enough incentive to sell in to larger accounts ,often at less margin. We built the program from a blank page from the ground up.
From 1981 -1984 we built the program that was known as RMAP based on input from key dealers we had recruited all across the US. These were exciting times for the industry A lot of time and money and effort was spent building a dealer channel that could compete directly against large established Direct sales companies like Xerox. Our program was a hybrid and bringing it to birth and helping to attract dealers with it was one of the most satisfying things at Ricoh in the 80s and watching Dealers use it to grow their business in the Major Account arena was rewarding.
What did you dislike the most about your job in the eighties?
What I liked least was my “30 day” mindset...which may have been an asset as well. What do I mean? I have always said sales , especially copier sales in those days “30 day business”. Making quota each month...month after month in a game that hopefully had endless “months “ like a ballgame that had endless innings….or in the case of my mindset, my career was only as long as the next 30 days. Its the age old question that each month started with when you had to say to yourself, especially after a strong month, “THAT WAS LAST MONTH – WHAT HAVE YOU DONE LATELY?” I always compared it to what many actors attribute to what keeps them sharp, keeps their edge to perform. Its a kind of a fear..nervousness....stage fright if you will. In this business there were No guarantees. No contract. I saw my career as a string of as many “30 day innings” that I could put together. Mine ended 450th inning when I retired the end of June 2013 ….I feel like I won and I know I left it all on the field.
What was the compensation plan like, was there a salary, what is just commissions or was there a mix of salary and commissions?
My starting comp at XRX was a small salary and commission opportunity, Initially about a 25/75 mix paid monthly. We did not get paid for supply sales. We were paid commission based on a “point based” quota system. A “point value” was assigned to each transaction which at the time were only rental...no outright sale...no leasing those came later. It was like being paid piecework in a factory based on the point value XRX assigned to the “sale”. There wasn’t an actual dollar value, revenue or profit, that your sale might yield. In hindsight I did not like that since it didn’t seem like real business, but more like arcade rewards. When you had a territory of named accounts and a machine base you were responsible for all the rental machines you had in your base. If a customer you were assigned canceled a unit outright the point value of that cancellation was subtracted from your “points” earned that month. This was true whether that was a machine was sold by you or not. Someone years before had earned the commission for it ...but if they canceled that rental , you paid for it. That didn’t seem fair so I have to add that to my “dislike list”.
How did you go about finding new business, and what was your favorite of those methods and why?
As a new territory rep in the 70s and without base it was all about pounding the streets and making cold calls , up and down those mostly tall buildings south of Canal St. Keep knocking on doors , collecting info...and if you got names and any machine info you'd keep record of it for future callback. Early version of SalesForce. But in those days it wasn't always looking for and finding competitors machines and proposing yours. Many businesses still did not have a copier . Your job became like a traveling evangelist probing people to find their document based needs and find a need that would justify a copier. I had a book I called my “FAB” book. It was a binder that had some visual aids of how copier could be used to help a business be more productive ….samples of typical things businesses used to communicate and if a copier might be used to improve the process. FAB Feature Advantage Benefit…Fabulous !
What was the first sales book that you read that and what did you take away from it?
I am not sure you’d call it a Sales Book. I was never really big on so called Sales Books. I would say my first book that helped me in sales ( and life) was/is Norman Vincent Peale’s “ The Power of Positive Thinking”. I’ve read it more than once. Some parts were / are especially helpful when ithings were tough.
My greatest other “sales book” and inspirations are the many biographies that I read even to this day. One favorite is Rudy Giuliani’s “Leadership” since it chronicles how he turned around a New York City that I was intimately familiar with. I had a front seat that witnessed the ineptitude and waste of the NYC Government of the 1970s. His book is great template on how someone might take a terrible sales territory and “ rebuild it “ using some basic management techniques: identify the problem / measure it / fix it / and monitor the results. Giuliani turned New York into a great city doing basic blocking and tackling and holding people accountable. No magic.
What type of car did you use for your demonstrations and how many demonstrations would you perform in a week demonstration?
My car was a “Subway Car” and this is what a graffiti defaced subway car looked like during my time riding them in NYC. Pretty sad...I refer you back to Rudy and why they no longer look that way. Xerox machines in the 70s did not lend themselves to be carted around the streets. The logistics of NY downtown were difficult for sure. My “demos” were both ones done in our office demo room , which I might do 1- 2 a week on good weeks and the most effective demos were on site pre-qualified 30 day trials. At any given time I might have 3 or 4 on site demos. My Close rate on those were usually 1 in 4. I was just OK at best.
Can you tell us a couple of funny story about selling copiers in the seventies?
One of my first sales was at a small law firm at 120 Wall St. by the East River. The Managing Partner told me all about their copier, which they weren’t happy with, in his heavy Brooklyn accent. He said it was “Copy-uh Two”, I’d been thru some good competitive product training ( there weren’t that many products to know back in 1975) I immediately knew it was the notorious roll-fed IBM Copier2. I was well versed about its pricing – generous limitless “Top Stop” Pricing where the customer did not pay a click charge for any volume over 40,000.
I diligently got the key info I needed like volume - how many rolls of paper they used - key documents etc. I prepared a very nice side-by-side comparison of the IBM 2 versus the just released Xerox 3100. Speeds and Feeds. Pricing and the “FABs” for the law firm and the inevitable monthly savings that every proposal always seemed to project. When I met with the Partner and walked him thru my proposal, I had included a picture of an IBM II that I had cut / pasted from SpecCheck (do they still publish that ?). The partner cut me off before I could go further and said - “let me show you our machine ”. He walked me back to the copy room and there stood his machine - an “Olivetti COPIA 200 “. I was flabbergasted and red faced. I didn’t even know that Olivetti made copiers. He actually laughed about it when I explained the mix-up. He allowed me to revise my proposal. Ultimately they rented a Xerox 4000 for much more $ than their Italian job. It was my biggest sale to date as a territory rep.
What is the biggest problem you seeing facing the industry today?
I retired 6 years ago I still keep up with the industry via your web page (Print4Pay Hotel), /Cannata Report/ Industry Analyst / LinkedIn/ plus former colleagues and dealer friends that I keep in touch with. Its in my blood. There seems to be a bit of a witching hour of things like declining click volume, aging of dealer owner founders and succession and decreasing size of the dealer channel via consolidation, declining revenue/profit and finding young sales reps who can / who want to do what may be one of the hardest jobs they might find. The last elephant I see in the room is the question- what will this industry once known as “The Copier Business” become over the next decade. To that I have to admit I have no clue. Solutions...Production...Wide Format...Grand Format...MPS...Mega Dealers...Direct...
If you had to would you do it all over again, if so what would you change?
I would ….I certainly can’t complain about the very good living I was able to make, the very good people I was able to meet and to work with, the many good customers and the many successful dealers that I remain friends with. The bonuses were the travel to every state in the US as well as fabulous dealer award trips I was able to host around the world. It was my honor to work at Ricoh as the company launched in the US and grew into an industry leader during my time there. I was pleased to get my “life experience MBA “ working alongside many of the Ricoh Japanese who taught me more than I could have imagined. I think I was able to add value to a few things and represent the US market and what made It unique vs other world markets.
What’s the one piece of knowledge that you’d like to share with new reps entering our industry?
There is so much to learn, to know; especially today vs. 40+ years ago when I was a scared rookie looking for my first sale and my “30 day Mindset”. The sales game does have some “constants” regardless of the product or locale or company. The one thing I picked up in working with much more talented sales people was : KEEP YOUR PRIMARY FOCUS ON THE CUSTOMER. I termed “GETTING IN TO THE CUSTOMERS 99%”. All that simply means is that the job of the sales person is to know as much as she can about the customer’s business, the customer’s problem, the customer’s priorities. If you can immerse yourself in the customer’s business quickly and deeply and sincerely, you will find some kind of a “hook” for your product. They will sell your product for you. You become their guide.
If you'd like to reach out to Chuck you can check out his Linkedin profile here and make sure you send him a message!
-=Good Selling=-
MSP & MSSP Industry Notes for November 17th 2019
November 17th, 2019
MSP & MSSP Industry Notes
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Carl Icahn takes stake in HP, pushes for merger with Xerox
- Carl Ichan buys $1.2 billion in HP stock. Ichan also owns a 10.6 stake in Xerox. The $1.2 billion purchase now gives him 4.2% stake in HP
- Last week Xerox made an offer to of almost close to $33 billion cash and stock offer for HP
- HP has confirmed that they did receive and offer from Xerox
Meriplex is Taking SD-WAN to the Next-Level
- Meriplex headquarter in Houston, Texas and is a managed IT and SD_WAN solutions provider
- Specializes in intelligent networks, cybersecurity, cloud communication for managed services for mid-enterprise market
- Announces collaboration with Dell EMC for newly launched, co-developed SD-WAN solutions that’s powered by VMware
Datto Honored as 2019 CRN® Tech Innovator Award Winner
- Datto headquarter in Norwalk, Connecticut (founded in 2007) is a global provider of IT solutions that are delivered via managed service providers
- Announces CRN®, a brand of The Channel Company recognizes Datto with a 2019 CRN Tech Innovator Award. Cloud Continuity for PC’s took tops honors for the Cloud Data Protection/Disaster Recovery category
- Foxit Software is a provider of innovative PDF products and services located in Fremont, California
- Announces that Voessing (international engineering firm) is using Foxit PhantomPDF for it’s PDF software solution
- Voessing has more than 600 employees and 20 locations around the world
- “Our main requirements for a PDF editor are that it’s easy to use, affordable and that it fits within our international collaborative environment,” said Bernd Gewehr, Head of IT at Voessing.
SilverSun Technologies Reports Third Quarter 2019 Results
- Based in East Hanover, NJ and provides transformational business applications and IT services. Announces third quarter results.
- Financial highlights for nine months ended September 30th , 2019 compared to nine months ended September 30th, 2019
- Total revenues rose 7.2%
- Software sales were $4,898,886
- Services revenues increased 4.4%
- Net income totaled $7,761,987
- As of September 30, 2019, the Company had $10,721,629 in cash and cash equivalents
Zoho targets business productivity and file storage
- Headquartered in Austin, Texas. Zoho Corporation offer comprehensive suite of business software applications. Has more than ten data centers around the globe and boasts 50 million business users
- Launches WorkDrive which provides document management across all Zoho business applications
- WorkDrive is available starting at $2 per user/month. Zoho Workplace is available starting at $3 per user/month.
Bacula Systems Receives Backup and Recovery Deduplication Patent
- Bacula Systems located in Wilmington, Delaware offer scalable backup and recovery software for large organizations, data centers and MSP’s
- Bacula Systems announced today the issuance to it by the US Patent Office of a patent that answers to the increasing needs in the industry for effective and efficient data deduplication.
- The patent for invention number 10,467,197 is for creating a universally deduplicatable archive volume, and is the key part of a complete data deduplication process for backing up and restoring data in the fastest, most efficient manner possible. The technology has application for physical, virtual, container or cloud-based IT environments.
- "This patent protects our technology and allows data workflows to be more effectively managed, reducing time and saving on storage costs. Our customers around the world are already using this technology. This announcement adds confirmation to Bacula Systems leadership in developing backup and restore solutions for large, demanding IT environments," said Frank Barker, CEO, Bacula Systems
SDI Presence Continues Chicago Expansion with Local Hiring
- SDI Presence LLC is an IT consultancy and managed services provider (MSP)
- Announces that the planned Chicago workforce expansion is underway
- Headquartered in Chicago, the firm is actively recruiting over 25 new positions in the remainder of 2019 and anticipates an additional 50 positions in the first two quarters of 2020
- SDI’s job openings include roles that range from Help Desk Support Specialists to Managers who will oversee technical verticals within our core managed services programs. SDI is also looking to hire Project Managers and Business Analysts who have experience working within the Government, Transportation, Utility, and Aviation markets.
The 20 Honors Top Managed Service Providers and Vendors at VISION 2019
- Sixth annual Vision conference was held in Dallas, Texas
- Honors top managed service providers and vendors “The 20”
- “Year after year, our community of MSPs continues to blow us away with their dedication to innovation, growth, and excellence. It’s an honor to recognize their commitment to The 20’s model, and showcase their continued performance and success,” said Tim Conkle, CEO of The 20
- The 20’s 2019 VISION Awards include:
- MSP of the Year - Network Management Solutions
- MSP Business Growth - YourITgroup
- Most Engaged MSP - Byte-Werx
- Support Desk Favorite - Cirrus Technologies
- Ambassador of the Year - John Rutkowski of Bolder Designs
- Best Revenue Booster - Crayon
- Most Disruptive Solution - Huntress Labs
- Most Helpful Vendor - BLOKWORX
- Product of the Year - Cytracom
- Partner of the Year - Crayon
Scantron Announces Launch of affianceSUITE EDU Supporting Education Technology Needs
- Scantron Corporation headquartered in Twin Cities, Minnesota is a national provider of IT solutions for the education industry
- Announces launch of affianceSUITE EDU which is a managed IT solution for the K-12 market
- According to studies conducted by Education Week
- barely more than half (51%) of school districts nationwide have dedicated technology leads
- Scantron also has locations in North Carolina, Nebraska and Pennsylvania. Scantron is also a wholly-owned subsidiary of Harland Clarke Holdings
Logically Launches SecureCore, a Fully Managed Next Generation Endpoint Security Solution for ...
- Logically headquarters in Portland, Maine. Is a Managed IT Service Provider (MSP) to small and midsize businesses
- ChannelFutures 2019 named Logically as Digital Innovator of the Year
- Launches SecureCore which is a managed security solution which combines Endpoint Detection and Response (EDR) with Security Information Event Management (SIEM)
- “Today’s security threats circumvent conventional Antivirus and Antimalware solutions”, said Jeremy Kurth, CTO of Logically
- SecureCore consists of a family of solutions - SecureCore, SecureCore+ and SecureCoreMax. Each offering can be purchased as a stand-alone managed security service or bundled as part of a complete IT managed services package. The choice of three solutions allows organizations to choose the ideal offering best suited to their needs. All three solutions include:
- Endpoint Detection and Response based on SentinelOne
- Security Information Event Monitoring (SIEM) based on Netsurion
- 24/7 Security Operations Center (SOC)
- End to end managed security services from Logically
The Fix is Faster with Latest Calix Managed Services Release
- Calix is a global provider of the cloud and software platforms, systems and services
- Announces enhancements to the Remote Monitoring Service (RMS)
Enhancements to the service include:
- Centralized control of RMS management functions and access to the Analytics and Reporting Portal in the Calix Service Center
- Customized notification criteria, enabling CSPs to distribute incidents to specific teams based on technology or location
- Self-selection and management of high value accounts within the Calix Service Center which will be displayed on incident notifications to help prioritize and accelerate resolution
- Enhanced Analytics and Reporting Portal that provides user friendly alarm tool tips and links to historical incident notification information.
Tech Data Enters Definitive Agreement to Be Acquired by Funds Managed by Affiliates of Apollo.
- Techdata announces it’s entered an agreement to be acquired
- Apollo Funds will acquire all of the outstanding shares of TechData common stock for $130 per share
- Transaction is worth $5.4 billion
- “Over our 45-year history, Tech Data has grown to become one of the largest and most respected technology distributors in the world. This agreement reflects the significant progress we have made in our strategy of delivering higher value and positions us for continued growth and success,” said Rich Hume, chief executive officer, Tech Data
- TechData ranked #88 on the Fortune 500®
- Apollo is a global alternative investment manager
5 Real Tips On How You Can Sell From The Heart
"Empathy is about standing in someone else's shoes, feeling with his or her heart, seeing with his or her eyes. Not only is empathy hard to outsource and automate, but it makes the world a better place."
Daniel H. Pink
Selling From the Heart, it goes against everything that standard sales training teaches you. The world has changed and yet, how we sell seems to be stuck in past decades. No longer are the old-school or hard-nosed tactics working, it’s time for a change.
So how do you sell in this environment? From the heart! You put the needs of your clients first. You place them up on a silver business platter. You intently listen to their every word, what they need and how you can best fill it.
You care about them as people and develop meaningful relationships with them. You don’t go in for the sales kill and then abandon them. You take care of them each step of the way.
Love on your clients or someone else will
It's about becoming your authentic self. It's not about copying what others do and how they look. The real you is waiting to come out, and it is wonderful. You have a unique set of skills to bring to the table. When you find them and then use them, your sales will soar. You have an individual story, and it's time that it was heard.
When you share who you are from the heart, it creates a connection that's not easily broken.
SELLING FROM THE HEART
Selling From the Heart... it's about becoming a true sales professional who takes responsibility for their results. They don’t blame others when things go wrong, they look inward and determine what they could have done to make the outcome better. It's not about blame but self-examination. Taking a true look at yourself and congratulating yourself on what you did right and making a plan to become stronger in the areas that you are weak.
Selling From the Heart is the new sales economy.
- It's about knowing your values and living by them
- It's about getting brutally honest with yourself
- It's about doing the hard work to make sure you add value to your clients
Are you a selling from the heart professional or just another braggadocios sales rep?
WHERE'S THE BEEF? I MEAN YOUR HEART!
Imagine for a moment that its lunch time, you head towards your local sandwich shop and order yourself up a nice roast beef sandwich. You sit down in the corner booth, you start to unwrap the sandwich that you've been dying to have all morning and all of a sudden you notice something; there's no roast beef! You jump up, head over to the counter and scream, "Where's the beef?"
Think about this one for a moment... When you run around the marketplace attempting to get visible without truly understanding your value, in essence you're creating a "where's the beef?" moment all over your marketplace.
The emperor has no clothes and you're nothing more than a bunch of empty suits!
You may be asking yourself... What's this all about and how do I sell from the heart?
5 TIPS TO HELP KICK START YOUR THINKING IN HOW TO SELL FROM THE HEART
KNOW YOUR VALUE, INSIDE AND OUT
"What is it about you that would cause someone to meet with you?"
What are you bringing to the business table? What makes you any different than all the other sales reps in your marketplace?
What does value mean to you?
Answer the following two questions...
- What experiences do you bring to the business table?
- What have you learned that's directly applicable to helping the buyer do better business?
Your value is deeply cemented within the foundation of your business house. What makes you valuable? People won’t ever engage in a business conversation nor buy from you if they don’t even understand why they should pay attention to you.
A sales professional understands their value proposition is their promise. It's the value they deliver and communicate, as they hold themselves accountable to fulfill it.
UNDERSTAND YOUR STORY
Do you believe stories help you sell?
If we agree stories help you to sell then what makes up your sales story? Sit for a moment and self-reflect upon your sales story.
Why should you do this?
- People retain more through stories
- Stories appeal to our emotional side
- Stories create visualization
- Stories encourage action and inspire
Here are two questions to help you kick start your story. Your clients are a wealth of help, you just need to ask them.
- Can you share with me three ways I've added value to your business
- Can you share with me three ways I've helped you to do better business?
Sales is the art of the help. Art rhymes with heart. Get your clients and prospects to hear with their heart.
BECOME A SERVANT
A sales servant is more than a visionary word change, it's a mindset and belief change. It's based on the purpose to serve versus reactive customer service. To become a servant YOU must change your mindset, discipline and heart.
"Actions speak louder than words when speaking from the heart"
If you want to be 'great', if you want to be 'successful', learn to become a servant. Stop selling…Start serving... Start by leading yourself.
I wholeheartedly believe:
- Servants make themselves available to serve
- Servants pay attention to others needs
- Servants do every task with equal dedication
- Servants are faithful and they are trustworthy
Those who lead with the heart seek out authentic and genuine ways to continually serve those that mean the most to them, their clients!
A Servant Mindset Is Rocket Fuel For Sales Growth
PLACE YOUR CLIENTS FIRST
You must place your client's perspectives and needs far ahead of your own to give yourself a fighting chance. Putting them first is not complicated. It's about making them feel important and valued. If they need help, there should be absolutely no hesitation. If there's a question, every effort should be made to answer it. If there's a complaint, every effort should be made to rectify the problem immediately. Client satisfaction should be at the forefront in any reasonable situation.
Instead of worrying about being interesting, you need to first be interested.
Develop empathy for your clients. Start to gain an understanding of what motivates them and how this can align to what you can deliver.
Your clients come first, no matter what, no ifs ands or buts! This is the only way of doing business and living the sales life. If you take care of your clients, they will take care of you.
BECOME SELF AWARE
Quite simple, self-awareness means you know yourself so well that you become amazingly happy which in turn allows you to live a wonderfully balanced life.
- Are you living as the real you and not someone else?
- Do your thoughts match your actions?
- Does your walk match your talk?
- Are you emphasizing the positive aspects of your personality?
Living a lie comes out sooner or later. Living a sales lies is even worse as this will ultimately screw with your career.
All of this leads to this...
If YOU, as a sales professional can't challenge yourself to improve then how can you challenge your clients to improve?
If you lead a heartless sales life then do be surprised when I call you out as an empty suit.
HEART DOES MATTER
Heart is a place where one develops and gains strength. Sales professionals that embrace their heart will grow in purpose, profit and impact. All those professionals who embrace heart will strengthen their client relationships with many stakeholders, producing long-lasting results.
Your clients and prospects crave a genuine, authentic, real-deal and Selling From the Heart professional. I urge all of you to lead a sales life full of authenticity and integrity rather than the pursuit of lining your sales wallet.
This my friends is Selling from the Heart!
I understand, I get where you all are coming from. Every day, I walk in your shoes. I am fully committed to helping your sales team integrate social aspects and modern strategies into your current sales process to grow new business. I want you to get results. This is why I am passionate about doing this the right way, the genuine way, the authentic way! It's about understanding value before visibility.
Selling From the Heart is making a difference! I poured my heart into every page of this book and I think you're going to love it. You can find it on Amazon in paperback and Kindle. You can click on the book image below and this will take you to Amazon.
You can find more material inside Selling From The Heart.
In a world full of empty suits, I'm passionate about helping sales reps succeed by getting valuable before they get visible. I help sales teams understand the true value they bring to the market.
I appreciate getting the opportunity to share my stories. Integrating the use of social and sharing my story on LinkedIn was my “game-changer” in the highly competitive office technology world. With great pride I transform, challenge, coach and inspire sales teams to grow new business by helping them share their story and how they communicate it out by integrating the use of social inside the sales process. You can follow me on LinkedIn, Twitter and on my podcast by clicking on Selling from the Heart.
This Week in the Copier Industry 15 Years Ago (Second Week of November 2004)
So here's a thread where my first thought was, gee that was a long time ago! In most cases I'm thinking time is flying buy. Canon buys Oce, really that was a long time ago!
Enjoy These Awesome Threads from 15 Years Ago this Week!
UPDATE 3-Canon buys Dutch Oce for $1.1 bln, fights Ricoh
Weekend Industry Notes from the week ending 11/15/09
Re: UPDATE 3-Canon buys Dutch Oce for $1.1 bln, fights Ricoh
Canon deal may up ante for Xerox
Re: UPDATE 3-Canon buys Dutch Oce for $1.1 bln, fights Ricoh
Re: UPDATE 3-Canon buys Dutch Oce for $1.1 bln, fights Ricoh
Re: UPDATE 3-Canon buys Dutch Oce for $1.1 bln, fights Ricoh
Canon Pulls the Rug out from KonicaMinolta "MFP WARS"
Konica Minolta and Nuance launch eCopy document imaging software for integrated MFPs
Purchasing - Hospitals, Healthcare Providers to Save with Premier’s New Printers, C
Canon Forums
Samsung announces premier color multifunction printer for high speed offices
Wilmington native joins business as specialist
Re: Rumor has it.....
Re: UPDATE 3-Canon buys Dutch Oce for $1.1 bln, fights Ricoh
Re: UPDATE 3-Canon buys Dutch Oce for $1.1 bln, fights Ricoh
GAM Printers Inc. Takes Delivery of a RICOH Pro C900 Digital Color Printer From IKON
Konica Minolta employees donate
You're now selling Managed Print Services "Your Thoughts Now"
Canon Buyout Marketing Dollars
EIS Quatra Color Wide Format MFP Saves the Day!
Re: UPDATE 3-Canon buys Dutch Oce for $1.1 bln, fights Ricoh
Copiers Could Be a Key to District 205 Cost Savings
Managing printing also crucial
Ricoh Americas Corporation Launches Business Process Automation Group
North American MPS Market Sees 27 Percent Growth, Canada 30 Percent
Troy Wright
Re: Rumor has it.....
Re: UPDATE 3-Canon buys Dutch Oce for $1.1 bln, fights Ricoh
Re: UPDATE 3-Canon buys Dutch Oce for $1.1 bln, fights Ricoh
Re: Canon Buyout Marketing Dollars
Canon & Oce Deal
Canon & Oce "Was this a good deal or a not so good deal?"
Thoughts about the Canon/OCE deal?
Obama picks Xerox CEO Burns for education role
Quanta Storage Loses Patent Lawsuit to Ricoh
A2iA Named a Finalist for KMWorld Magazine’s KM Promise Award
HP Q4 Profit Climbs 14%; Boosts FY10 Outlook
Here's the deal
Multifunctional Copier Rental
Copiersales
Don D
David Thorne
Dobie1
Re: Rumor has it.....
Re: Rumor has it.....
This Week in the Copier Industry 10 Years Ago (Second Week of November 2009)
Canon in Las Vegas, Part 2 Powerful Tools for In-Plant Printers
Btrammell
Xerox Enterprise Print Services: From the desktop to the in-house print centre
Copying His Way to Success
Ingersoll Rand to cut operational costs by 30% with Xerox document management
CSU to shut down university print shop
Fuji Xerox adds three Nuvera models
London Graphic Systems appointed Xerox reseller
Ricoh W5100
Xerox wins Gegenheimer award
Océ Offers Customers Secure Printer Access
Print Audit Named 2009 TechRev Innovator
Re: Weekend Industry Notes from 11/08/09
Canon unveils world’s fastest portable scanner
requires a service contract for its fleet of departmental printers.
OKI brings fully managed office automation service to market
Re: Dealer and Direct Branch Counts
Re: A Funny Thing Happened on the way to the Copier Demo/Appointment
Frank Sinatra "20 Years of Experience in the Copier Biz"
Wapakoneta, OH
New P4P Promo
New Photizo 2009 MPS Tracker Study: 93 Percent of Companies Use MPS Provider
Lgenec3
bsmithson
David Etling
Bluenote
Re: Dealer and Direct Branch Counts
Re: Dealer and Direct Branch Counts
Re: Dealer and Direct Branch Counts
Re: GENERIC TONERS
This Week in the Copier Industry 5 Years Ago (Second Week of November 2014)
I didn't have to do it but I did. Last week I sent an email to all the sales managers at Stratix with a cut and paste of Section 179 web site. Hoping that they would share will all of their sales peeps. It's crazy that when I speak about Section 179 most business owners have no clue what it is or how it can affect their profit margins.
Enjoy these awesome threads from 5 years ago this week!
Konica Minolta Named Leader in 2014 Magic Quadrant for Managed Print and Content Services
Canon Positioned in the Leaders Quadrant of 2014 Magic Quadrant for Managed Print and Content Services
GAM Graphics and Marketing discovers new applications and 25 percent cost savings with the RICOH Pro C7110X
Inofile, Konica Minolta Help Eliminate Fax from All Healthcare Settings with Kno2
Konica Minolta Awarded Global Climate Performance Leader for Actions Against Climate Change and Transparency
This Week in the Copier/Office Equipment Industry 10 Years Ago Second Week of November 2004
Konica Minolta Recognized as World Leader for Climate Change Initiatives
Xerox Positioned as a Leader in Gartner’s 2014 Magic Quadrant for Managed Print and Content Services
Print4Pay Hotel Adds New Copier Survey Feature
Auxilio Announces New Printer Fleet Security Service Offering to Combat an Increasing Entry Source for Hackers
Amie
Canon MDS
GreatAmerica First to Integrate Credit Application Submission with SalesChain
Ricoh Rcloud Services
Novitex Introduces First Pure Cloud-Based Managed Print Services Offering Aimed to Reduce Total Cost of Ownership
Re: Canon MDS
Re: Canon MDS
Ursus books uses Contex scanner
Re: Perspective on Dealer Exclusive Lines (e.g. Lexmark BSD)
Gartner positions Lexmark in Leaders quadrant of 2014 Magic Quadrant for Managed Print and Content Services
Xerox declares the end of paper (again)
2400/3600 Print& Scan Options
Re: How Buyer's Habits are Changing
Re: How Buyer's Habits are Changing
Re: Canon MDS
Copies could be focus of MCS energy study
Epson Unveils New High-Speed WorkForce DS-520 Sheet-Fed Scanner with Increased Efficiency and Versatility for Business
GNU Bash "Shellshock" Security Vulnerability Update
Japan to Bring the NextDocs Enterprise Content Management Platform to Life Sciences Companies in Japan
Leading General Insurance and Asset Management Provider Invests More Than $700,000 in Kofax Software
Perspective on Dealer Exclusive Lines (e.g. Lexmark BSD)
Justin Bystrom
Amie Schulz
Re: Perspective on Dealer Exclusive Lines (e.g. Lexmark BSD)
Re: Folder Browse
Re: Ricoh Rcloud Services
Re: Ricoh Rcloud Services
Re: How Buyer's Habits are Changing
Re: How Buyer's Habits are Changing
How Buyer's Habits are Changing
editable template for an mps proposal
GreatAmerica & ConnectWise Improve Billing Services for Solution Providers
New xx54 series just launched
precvision scanning
ramirez2216
Re: New xx54 series just launched
Re: New xx54 series just launched
Re: Samsung Announces the World’s 1st Printer Powered by Android™
How Buyer's Habits are Changing with Copiers
What you'll read here is a series of threads that was posted on one of our forums about 5 years ago. The threads have some excellent content about buyers and their habits. Please excuse some of the spelling errors since I'm capturing the series of threads and can't correct them.
There's some great comments from many peeps who might know in the industry. Enjoy and please feel free to comment!
If you'd like to read the original thread you can go here.
-=Good Selling=-
XEROX/HP There's a Lesson Here, Let's thank Carl
“Anytime my imagination comes to life; it reminds me to imagine more.”
So, it’s been a busy week in the print equipment and its services industry. I say, hang on because the speed of its disruption is going to increase. Thanks, Carl Icahn, for hopefully wakening the industry’s leaders to disrupt themselves.
Throughout history, most industries were disrupted by outsiders. So, this move by Carl Icahn is welcomed by those insiders determined to kick the ass of the channel’s complacency and status quo.
Some believe Xerox and HP coming together doesn’t make a disruption. It’s incredible how some can’t look past what’s in front of them. Or, they find it easier to discuss why something won’t work over the discussions on why things will work. Who knows which one writes the check or swaps the stock. The bottom line is, Xerox started the game as they ante up.
“When leaders focus on why things won’t work, they are fighting to remain in the past; when leaders focus on how things could work, they are exploring the future.”
This merger will cause the remaining manufacturers to consolidate much quicker than many wanted. It also affects the Private Equity in the channel as they consider current and future investments. Soon the hype in roll-ups chasing the fiction of Managed Print Services growth will be questioned as those investments are held accountable to market realities.
We are witnessing the beginning of the industry’s most significant cost-cutting in its history.
I will call it.
“The era of aligning cost with market realities.”
When Carl Icahn set out to clean up Xerox, he did it to bring greater value to the company by aligning it with the realities of the market. Carl said he saw Xerox heading in the direction of Kodak, and he intended to change that direction.
Xerox had many out of control expenses, and Xerox was not addressing the overlapping and saturated distribution. Carl questioned the fact that GIS (Global Imaging Systems) was not focused on the Xerox brand.
These GIS Dealers which Xerox owned, were selling competitive brands; he also questioned why Xerox owned companies were still operating with their independent names over capitalizing on Xerox's name recognition? I agree with Carl on that. Why acquire distribution and keep it independently branded. I think its insecurity or a lack of confidence in the acquiring brand by the acquired.
Dealer Roll-Ups listen to Carl, unite the brand, and rein in the cost.
We still see today’s roll-ups using the GIS model, it seems as there is still a fear of what consolidation means to the end-users. Do these roll-ups really believe that customers would leave if the dealer changed its name? Do dealers think they are fooling the customer? I think this strategy does not align with end-user’s reality and destroys the entity’s chances of national recognition.
It’s not 1990 so, why are the acquisition strategies still being built on a 1990’s model?
Organizational unity creates esprit de corps; this unity becomes clouded by individualism. Roll-ups should be proud and praise their integration. I believe if you intend to be a national organization, then be national, in name, products, services, and core values.
“It is more important to bring together what is separate, over attempting an appearance of togetherness while remaining separate.”
Unity and brand recognition in the Imaging Channel is quickly becoming a must as the fast approaching pull-economy invades the channel’s deliverable. E-Commerce will play a significant role in the future of the channel. Those of you who understand Google should quickly realize the value in this paragraph and the next.
A national company all united on a customer-centric deliverable is so much more effective than a national company made up of independent organizations all working as they did in the past. It will be much easier to find your company in the digital world when its name is widely used. If you intend to sell nationally, you better be recognized nationally. I suggest all roll-ups take the parent's name and do it quickly. Because some in the channel will in-fact sell nationally.
Enough is enough let's move forward
Quite simply, Xerox needed someone to say enough. Carl Icahn said it. Who in your organization will say, "Enough is Enough?
All dealers’ manufacturers and those who provide services to the channel’s ecosystem must rein in and align cost. The inefficient ways of servicing and selling must not be ignored any longer.
Dealers must stop working with any consultant who is keeping them in the past or is telling them what they want to hear instead of what they need to hear. I am a supporter of NEXERA, BEI Services https://www.nexera.net/about/management-team and proudly say this.
All dealers and private equity in the space should contact Wes McArtor to understand the data. Wes McArtor and his team have the most extensive industry database in the world, and numbers don’t lie or get emotional. The future of the channel will take bold leadership willing to lead based on the realities of the market. A reality clearly defined by the data.
Xerox/Hp will bring a whole new game to the field which many still see as an unchangeable game.
Those who cannot muster the fortitude to make the needed sacrifices should move to the sidelines. The Imaging Channel will face many challenges as the market continues declining. However, the industry can reinvent itself and thrive if they stop trying to save yesterday’s relevance.
Now is the time to understand the value in replacing oversold A3's with A4's. Now is the time to understand e-commerce and implement it. Now is the time to imagine future possibilities over remembering past successes.
Print equipment, and its services business model is going to modify. Hopefully, this new era of consolidation and cost cutting brings a fresh perspective to a much-needed reality check.
It will be interesting to see how the deal pans out, but one thing is adamantly clear. Two of the major players in the space just slapped status quo in the face. It’s the time now for the rest of the industry’s actors to do the same.
“Status Quo is the killer of all that will be invented don’t get stuck in Status Quo.”
I welcome all to subscribe to my YouTube Channel https://www.youtube.com/channe...A?view_as=subscriber
Also please send invite if you wish to connect here on LinkedIn
Ray Stasieczko
CEO/Founder TEASRA, The Innovation Channel
3 Things Sales Professionals Do To Prevent Themselves From Losing Their Largest Account's
“Get closer than ever to your customers. So close that you tell them what they need well before they realize it themselves.”
Steve Jobs
Are you taking your largest clients for granted? Do you remember the feeling of gratitude you had the first time they decided to do business with you?
Do you really understand what your largest clients want? Do you understand what they really desire? What do they crave? Are you delivering what they really want? Do you even know?
Some of you may find these hard questions to answer because... how often are you spending heartfelt and quality time with your top clients?
How many of you can honestly answer these questions?
Gut check time, isn't it?
I would like for you to think about your largest client, got it? Think about how much they mean to you and your company.
What would it mean to you and your company if you lost your largest client?
If I had a dollar for every time I've heard these statements,
“We service the heck out of our customers. They’ll never leave us.”
"I own this account."
"They love me, they're not going anywhere."
All of a sudden a cold dose of reality sets in, an unknown competitor walks away with one of your largest accounts and no one ever saw it coming.
I'm not here to throw ill-will on you or your company. I'm asking you to think. I know you work hard for your clients. I know you take them seriously. I know you provide great service and yet some still leave, why?
Let's get real for a moment... Your competitors are calling on your largest clients. They're ripe for the picking if you simply fail to take care of them, listen to them, love them, learn from them and even grow with them.
All of a sudden, a long list of 'little things' develops, things begin to fester over time and before you know it, you’ve been replaced with a shiny new sales professional.
If you fail to continually enhance the client experience, don't be surprised if they look elsewhere for new experiences
3 THINGS SALES PROFESSIONALS DO...
Even more than bringing in new clients, it's massively critical to keep your largest clients happy with you and your company. However, keeping them happy depends on knowing what they want, what they crave and what they care about.
A sales professional is constantly looking for potential roadblocks and landmines within their largest accounts. They consistently crave feedback from their clients. They leverage feedback to identify key areas for improvement.
"Forget the Wheaties, oatmeal, or the All American Grand Slam, Selling From the Heart Champions eat feedback for breakfast."
CRAVE FEEDBACK
The consummate sales professional, runs their own business. They do their best to appease their clients, satisfy their needs and keep them loyal to their brand.
If you fail to continually find out what your clients actually think about you and your support, you'll never be able to give them the best experience they deserve. It's their opinions about the experience they have with you that is helpful information to use to adjust your support to fit their needs more accurately.
How do you know if what you're doing is working? How do you know if your largest clients are happy with their experiences or with your company? What do they like and dislike? How are you keeping up with what's going on inside their company?
Sales Professionals dig in and ask...
- What can I do differently?
- What can I do to improve or enhance my service to you?
- What can I do to help you do better business?
I'm asking you to rock the boat on this one because a comfortable mindset with these clients is a terrible thing to waste. Think of the all the competitors circling your largest clients just waiting for the right moment to reel them into their establishments of paradise.
I'm encouraging all of you... set aside your big fat egos, "my client's love me attitude", suck it up, dig in and start asking the tough questions.
SIMPLY CARE
Sales is serving and serving is sales. To serve is to care. It's caring deeply about your clients, the people who buy what you have to sell. Listen up... I encourage you to capture the hearts and minds of your clients.
It's about "giving a rip" and truly caring about helping to solve their business challenges, goals and concerns. Showing you care, it's not about being "mushy and gushy", it's about being human, being real and being your authentic self; every step of the way.
"People don’t care what you know until they know that you care."
Theodore Roosevelt
Your largest clients are asking so much more of you than they ever have before. They're holding you to a higher degree of accountability. If you fail to nourish and continually bring value, I flat guarantee somebody else will eagerly step right in.
I want you to think about this for a moment... if you fail and I mean fail to enhance the experience, grow the relationship, dig in and hunker down with your top clients... then why on earth should they continue to do business with you?
Deeply invest and authentically care about the experiences you provide to your largest clients. Watch what happens to your relationships.
CONNECT WITH MEANING
How many of you are truly connecting with your largest clients? You must make them feel like you really care and this means stop looking at them through your dollar signed glasses.
When was the last time you shared with one of your clients how you really felt?
We as human beings want to be heard, we want to know that we matter and we just want to be loved. The same can be said for your largest clients.
Heartfelt conversations lead to a human connection, be present and be in the moment. Your largest clients should be made to feel like they're the only thing that matters. Speak from your heart. So many can tell when you’re being sincere or not. When you start communicating with authenticity you'll find that the trust and relatability factors soar.
Connect with meaning by digging in and asking heartfelt questions.
- What do you truly expect and desire from me?
- What do you value?
- What matters to you the most?
- What can I do to better serve you?
Love on your clients or someone else will!
THE INVESTMENT
Feedback, caring and connectivity is jet fuel for building meaningful client relationships with your largest clients.
If you hunger to achieve true sales excellence, it can't just be about you. It has to be bigger than you. You must be driven by a personal mission to make your largest clients business world better.
- You must intensely care.
- You must have compassion.
- You must connect with meaning.
Your success in sales is not just about closing more deals, where you sit on the sales totem pole, or the size of your last commission check; it's about how well you use feedback, how much you care and how well you connect with your largest clients. Watch what happens to your relationships and watch what happens to their loyalty.
What defines you? Why do you do what you do? Do your clients matter? If your clients matter then do something about it!
Meaningful and credible relationships do matter! Discover the power of relational selling at Selling From the Heart.
I understand, I get where you all are coming from. Every day, I walk in your shoes. I am fully committed to helping your sales team integrate social aspects and modern strategies into your current sales process to grow new business. I want you to get results. This is why I am passionate about doing this the right way, the genuine way, the authentic way! It's about understanding value before visibility.
Selling From the Heart is making a difference! I poured my heart into every page of this book and I think you're going to love it. You can find it on Amazon in paperback and Kindle. You can click on the book image below and this will take you to Amazon.
You can find more material inside Selling From The Heart.
In a world full of empty suits, I'm passionate about helping sales reps succeed by getting valuable before they get visible. I help sales teams understand the true value they bring to the market.
I appreciate getting the opportunity to share my stories. Integrating the use of social and sharing my story on LinkedIn was my “game-changer” in the highly competitive office technology world. With great pride I transform, challenge, coach and inspire sales teams to grow new business by helping them share their story and how they communicate it out by integrating the use of social inside the sales process. You can follow me on LinkedIn, Twitter and on my podcast by clicking on Selling from the Heart.
MSP & MSSP Industry Notes for November 9th 2019
November 9th, 2019
MSP & MSSP Industry Notes
Sponsored by
ARCOA has established itself as an industry leader in the recycling and processing of electronics scrap. Our management has over 30 years of experience in scrap and precious metals recycling. As an R2:2013, ISO 14001:2015 and OHSAS 18001:2007 certified electronics recycler, we can assure you that all of our material processing is done in a safe and environmentally responsible manner.
Hackers Target ConnectWise Automate, MSP Software Company Warns
- DigitalMunition reports that malicious actors have targeted ConnectWise Automate the platform is used by MSP’s and TSPs (Technology Solution Providers)
- Also reports that MSPs rethinking cybersecurity and many are embracing NIST cybersecurity framework
NTT EAST Expands Its Managed Services for Enterprises “GigaRaku VPN” and “GigaRaku Switch ...
- NTT East (Nippon Telegraph and Telephone East Corporation) selects Cisco Meraki MX and MS series for delivering managed SD-WAN/connectivity services and managed LAN services
- NTT East also offer managed WiFI service named “GigaRaku WiFi”. “GigaRaku VPN” and GigaRaku Switch availability is slated for November 11th, 2019
- Vice President, Japan Service Provider, Cisco, Ichiro Nakagawa said “Cisco is very pleased that GigaRaku Wi-Fi has evolved under the strong partnership with NTT East and Cisco, and the new SDx services, GigaRaku VPN and GigaRaku Switch, will be available with Cisco Meraki
RFA Announces Inaugural AltTech 2019 Conference
- RFA headquarter in New York City, offers financial cloud and cybersecurity services to the financial market.
- RFA serves more than 650 clients around the work with locations in Connecticut, Massachusetts, New Jersey, California and Luxembourg.
- Inaugural RFA AltTech conference to be held on November 13th in New York City.
- Discussions will include applications of business robotics and AI/ml along with new standards associated with security and risk mitigation
Adair Technology Management and Custom Computer Solutions Combine
- Both Adair Technology Management and Custom Computer Solutions are located in Owasso, Oklahoma (USA)
- Both companies offer managed information technology services to companies with up to 500 users
- Will do business under Adair Technology Management and will offer fully outsourced IT; managed, cloud and project services; IT assessments; compliance services; cyversecurity services, unified communication along with virtual CIO consulting
SDI Presence LLC Named Chicago Tribune's Top Workplaces 2019 For Two Years in a Row
- SDI located in Chicago, IL (USA) and a certified Minority Business Enterprise (MBE)
- ADI provides IT consultancy and managed IT services.
- Awarded Top Workplaces in 2019 by the Chicago Tribune for the second year in a row
- "We are incredibly honored to be recognized as a Top Workplace in Chicago for the second year in a row," said SDI CEO David A. Gupta
- The Chicago Tribune Top Workplaces program is based solely on employee feedback gathered through a third-party survey administered by research partner Energage, LLC, a leading provider of technology-based employee engagement tools.
Astute Business Solutions Appoints Joe Finlinson as Chief Technology Officer
- Astute Business Solutions located in Pheasanton, California and is an Oracle Cloud Managed Service Prodivder (MSP) and Gold Partner
- Appoints Joe Finlinson as Chief Technology Officer on November 7th, 2019
- Finlinson had served as Director of Business Applications Technology for Intermountain Healthcare since 2012
- "Joe’s technical competency in on-premise and Cloud solutions, combined with his healthcare industry experience, thought leadership and passion for solving business problems put him in the driver’s seat to lead Astute into the next era of innovative Cloud services," said Arvind Rajan, CEO, and Co-Founder of Astute Business Solutions
Vandis Announces its Participation in Microsoft Azure Networking Managed Service Provider Program
- Vandis Corporate office located in Albertson, New York (USA)
- Announces they are now a part of Microsoft Azure Networking Managed Service Provider (MSP). Will be able to deliver Managed Services for Azure Networking to targeting enterprise accounts
- Vandis delivers security, cloud, networking, mobility and infrastructure services for on-premise and cloud
- Will focus on two areas of managed services
- Azure ExpressRoute: Vandis' team will create a private connection between an organization's on-prem infrastructure and the cloud via Azure ExpressRoute. Vandis managed services will provide ongoing management, monitoring, and troubleshooting for the Azure ExpressRoute connection.
- Azure Virtual WAN: Vandis provides the ability to securely connect branch sites, datacenters, and cloud environments leveraging SD-WAN and Azure vWAN as a secure, price saving alternative to MPLS. Ongoing managed services will provide incident monitoring and management of the traffic flow between premise locations, cloud locations, and the Internet.
Orange County, California Awards SAIC $55 Million IT Services Contract
- SAIC (Science Applications International Corp) headquarter in Reston, Virgina
- Revenues of $6.5 billion with 23,000 employees and offers technology integration for defense, civilian and intelligence markets
- Awarded $55 million IT contract for a term of 53 months with two one-year options
- Under the contract, SAIC will deliver services to support the county’s IT and technology environments in the following areas:
- Data center
- Desktop
- Service desk
- Applications
- Overall IT service management
New Meraki Go Networking Solution Delivers a Competitive Edge for Small Business
- Cisco headquartered in San Jose, California (USA) global technology leader that has been making the internet work since 1984
- Launches Meraki-Go which is complete line of cloud managed networking products designed to help businesses with not IT team
- Meraki Go Models and MSRP* (USD/GBP/EUR)
Meraki Go Mobile App – Available for free in the Apple App Store and Google Play Store
Indoor Access Point – $149 USD
Outdoor Access Point – $199 USD
Network Switch – starting at $229 USD, available in 8, 24 and 48 ports, with optional POE
Security Gateway – $149
Security Subscription – $120/year - *Manufacturer Suggested Retail Price, excluding tax
All hardware includes local power supply. No license or subscription required to use. Optional Security Subscription can be used with the Security Gateway only.
Recognition for Excellence in Managed IT Services Drives New Direction for Cumulus Global
- Cumulus Cloud headquarter in Westborough, Massachusetts (USA), offers cloud-based solutions to clients to augment or replace on=premise and hosted IT solutions
- Cumulus Cloud named to CRN 2019 Managed Service Provider (MSP) 500 list in the Pioneer category
- “In February, we were recognized for our innovative shift in focus towards business outcomes,” noted Cumulus Global CEO Allen Falcon
- “Capable MSPs enable companies to take their cloud computing to the next level, streamline spending, effectively allocate limited resources and navigate the vast field of available technologies,” said Bob Skelley, CEO of The Channel Company.
Thrive Expands into the Mid-Atlantic with EaseTech
- Thrive located in Foxborough, Massachusetts (USA), is a provider of NextGen managed services using Thrive5 Methodology
- Announces acquisition of EaseTech located in Columbia, Maryland (USA) and provides a new region for Thrive to offer their cybersecurity, hybrid Cloud, global network management, disaster recovery along with NestGen services
- EaseTech in business since 1993 with 40 employees provide Cloud-managed services to clients in Maryland, Virginia and Washington, DC.
- Rob Stephenson, Thrive CEO. "The EaseTech clients will benefit greatly from Thrive's vast engineering expertise and our NextGen platform of advanced cybersecurity, hybrid Cloud and compliance-driven services. "Partnering with EaseTech is a highly attractive proposition for Thrive as they're one of the most widely respected technology firms in the Mid-Atlantic region. EaseTech's 'customer-first' philosophy is a perfect match for our core values," said Rob Stephenson, Thrive CEO.
Effectual Secures Funding to Advance Innovation in Managed Cloud Services
- Effectual located in Hoboken, New Jersey (USA) offers consultancy and cloud-first managed services
- Announces that they have secured funding from Lumerity Capital for the next phase of growth for reaching new markets
- Lumerity Capital is a private equity firm founded in 2014 focused on investments in cloud and data infrastructure.
- "Having previously operated a global data center footprint in addition to providing managed services for public cloud, it is liberating to enter the market without the constraints of physical infrastructure," said Robb Allen, CEO, Effectual.
Sunstone Partners Announces Sale Of Onica, A Cloud-Native Consulting And Managed Services ...
- Sunstone Partners located in San Mateo, California (USA). Founded in 2016 and has nearly $800 million if committed capital under it’s first two funds
- Announces sale of Onica which is an Amazon Web Services (AWS) Partner Network (APN) Premier Consulting Partner and AWS Managed Service Provider to Rackspack
- Rackspace headquarter in San Antonio, Texas (USA). Launched in 1998 by three Trinity University classmates
- Rackspace is a provider of managed services across all major public and private cloud technologies
CynergisTek acquires Backbone Enterprises to enhance its managed service offerings
- CynergisTek provides cybersecurity, privacy and compliance technology to clients
- Acquire Backbone Enterprise for approximately $7.0 million which $5.5 million is cash and the $1.5 million in CynergisTek common stock
- Backbone provides IT risk advisory services
- “Backbone Consultants’ suite of services will immediately complement our entire portfolio as well as provide additional IT risk audit services and GDPR readiness, and prepare us for the opportunity with the California Consumer Privacy Act,” said CynergisTek CEO