see attached file
February 2022
IT, MSP & MSSP Industry Notes for Febraury 28th 2022
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February 28th, 2022
Why partnering with ARCOA makes sense
Electronics Recycling is an important and profitable part of the IT asset lifecycle, but it can be overwhelming with all you already do, varying state regulations, and the limited resources at hand. That’s where ARCOA comes in. When you partner with ARCOA, you get all the benefits of a big company without any of the capital investment. We’ve been doing this since 1989 and have the expertise, certifications, and nationwide resources to get the most for all your clients’ retired IT assets. Plus, positioning your clients as environmental stewards not only elevates their appeal to consumers, it meets government requirements and avoids fines.
What partnering with ARCOA looks like
Our role is to make it easy for you to bring more value to your clients. We work with you to help stretch your clients’ IT budget by reducing the total cost of ownership of their electronics. We’re experts at identifying and implementing the solutions your clients need for the end-of-use remarketing, recovery, and recycling of their technology assets. The sooner you involve ARCOA, the sooner you and your clients.
Buchanan Technologies Recognized on CRN's 2022 MSP 500 List
- Announced that CRN®, a brand of The Channel Company, has named Buchanan Technologies to its Managed Service Provider (MSP) 500 list in the Elite 150 category for 2022
- Annual MSP 500 list is divided into three sections: MSP Pioneer 250, MSP Elite 150, recognizing large, and Managed Security 100
- Buchanan Technologies is a managed services provider offering IT services and customized solutions to mid-tier and enterprise-level organizations
CMIT Solutions Recognized on CRN's 2022 MSP 500 List
- Announced named by CRN®, a brand of The Channel Company, to 2022 Managed Service Provider (MSP) 500 list in the Managed Security 100 category
- Annual MSP 500 list is divided into three sections: MSP Pioneer 250, MSP Elite 150, recognizing large, and Managed Security 100
- CMIT Solutions delivers solutions that include proactive IT maintenance &monitoring, advanced cybersecurity, future-focused infrastructure, remote workforce enablement
Konica Minolta Named a Leader in Worldwide Print for the Distributed Workforce by IDC MarketScape
- Named a “Leader” in the IDC MarketScape: Worldwide Print for the Distributed Workforce 2022 Vendor Assessment
- study assessed “the strategies and capabilities of the major office printing vendors to support an increasingly distributed workforce on a worldwide basis”
- We anticipate that work from home will be more normalized in the future, even with the passage of the pandemic and its substantive business impact.”
- Download a copy of the IDC MarketScape: Worldwide Print for the Distributed Workforce 2022 Vendor Assessment here.
IBM acquires Azure consulting firm Neudesic
- Neudesic’s consultants in the US and India deliver digital transformation services
- IBM will roll the firm into its hybrid cloud business within its IBM Consulting division
- Gartner projects a $200 billion market for cloud managed services and consulting by 2024
- Announced three new enhancements to Managed Network Edge (MNE), a managed network solution based on the Cisco Meraki cloud-based platform
- MNE enhancements which include Remote Access, Teleworker and Virtual Edge, make it easier for network users to have access to their corporate network
- Spectrum Enterprise, a part of Charter Communications, Inc., is a national provider of scalable, fiber technology solutions
The 20 Coolest Endpoint And Managed Security Companies Of 2022: The Security 100
- Endpoint security solutions protect the network and the entry-points that bridge internal data with externally connected devices such as laptops and smartphones
Buchanan Technologies Recognized on CRN's 2022 MSP 500 List
- Announced today that CRN®, a brand of The Channel Company, has named Buchanan Technologies to its Managed Service Provider (MSP) 500 list in the Elite 150 category for 2022
- Annual MSP 500 list is divided into three sections: the MSP Pioneer 250, MSP Elite 150, and the Managed Security 100
- Established in 1988, Buchanan Technologies is an award-winning managed services provider offering innovative IT services and customized solutions
Will the Great Resignation Drive a Managed Services Renaissance?
- Many are turning to managed service providers to fill the gap
- “On one hand enterprises want to move faster, and then on the opposite they just don’t have the people and skills to do it,” IDC analyst Leslie Rosenberg told SDxCentral
Hackers attack fax boards in MFPs?
- Article published in Information Security Buzz newsletter
- Details how hackers can execute a “faxploit”
- Fax lines are not protected by firewalls
- Send malicious code across phone line which contain a script that runs on MFP and takes control
- Then gain entry onto network to steal data and/or load malware
- Award from PrintIT Reseller magazine
- Received the Best Workflow App award for ControlSuite
- Launched the fi-8170 high speed scanner
- 140ipm or 70opm top scan speed
- Scans both sides of original at same time
- Uses contact image sensor (CIS) technology
- 600x600dpi
- Max scan size of 14”W x 240”L
- Document feeder holds up to 100 originals
- Ultrasonic double feed detection
- USB & 10/100/1000BaseT ports
- MSRP not published
Toshiba Cloud Service Simplifies & Secures Printing for Modern Workforces
- Toshiba launches cloud-based MPS - New Encompass Managed Print as a Service (MPaaS)
- Real-time order tracking
- Service requests
- Usage reports
- Analytics dashboard
- Automated supply replenishment
- Print fleet assessment tool
Comms Group acquires Queensland managed service provider onPlatinum
- Comms Group Limited, has acquired onGroup Holdings Pty Ltd, trading as onPlatinum
- onPlatinum has over 600 customers through QLD and NSW, lifting the Comms Group global customer base to more than 5,000 customers
- Strengthens Comms Groups ability to provide a complete and integrated solution set to customers across data, voice, managed services and print requirements
Vector Choice Technology Solutions Acquires Jobecca Technology Group - Digital Journal
- Has acquired Jobecca Technology Group, an MSP based in Philadelphia, PA
- Official announcement came January 14, 2022
- Acquisition of Jobecca Technology Group fits into Vector Choice’s strategy of becoming a national managed IT and security services provider
Microsoft Windows 11 printing issues
- Article published in Tech Advisor magazine
- Recently published update, KB5010414, apparently can cause printing problems
- Can also cause overheating CPUs
- New version due out by end of February
directprint.io announces new intuitive user interface
- developments include updates to its universal print driver and redesigned UI
- integration with Azure AD sees the launch of the platform on the Azure AD Marketplace
- introduced a brand new user interface (UI) designed to ensure a more intuitive, seamless and straightforward customer experience (CX)
- James Gilmore, Head of Product and Design at directprint.io, said: “Our new universal print driver is compatible with all the leading printer/MFP makes and models, new and old. It can be remotely deployed and supports single sign-on with Google and Microsoft, allowing for truly zero-touch deployment. With these latest enhancements to the client application’s UI, we’ve made it much easier for end-users to auto install available printers on their devices, access advanced features such as secure pin release and finishing options such as punching, stapling, booklet creation, etc. and, benefit from automatic updates without IT intervention.”
Ricoh welcomes Phil Casale to lead eDiscovery Sales and empower the future of Legal Service Delivery
- Announced the appointment of Phil Casale, Director, eDiscovery Sales, Ricoh USA, Inc
- Casale was Chief Information Officer at an esteemed Am Law 200 firm
Cybersecurity Notes
- Avita Health System of Ohio notified an unknown of patients that their PHI may have been exposed after a cyber attack.
- South Shore Hospital of Chicago, IL notified 115,670 patients that their PHI was exposed after cyber attack
- Philadelphia Fight Community Health Centers notified 15,000 patients that their PHI was exposed after cyber attack
- La Posada of Green Valley, AZ notified an unknown number of patients and employees that their PHI was exposed after malware incident
- Priority Health of Grand Rapids, MI notified an unknown number of patients that their PHI was exposed after cyber attack
- Medcity News published article reporting on growing problem of healthcare workers illegally accessing the PHI if patients they are interesting in dating
- Family Christian Health Center of Harvey, IL notified 31,000 patients that their PHI was exposed after ransomware attack
- Comprehensive Health Services of Cape Canaveral, FL notified an unknown number of patients that their PHI was exposed after cyber attack
- The Fertility Institute of New Orleans, LA caused a lot of PHI to be faxed to wrong number when it published the wrong number on its website
- National Math & Science Initiative of Dallas, TX notified 191,255 students that their info was exposed after cyber attack
- CaptureRx of San Antonio, TX paid $4.75 million to settle lawsuit regarding a breach
- Inmediata Health Group of Puerto Rico paid $1.12 million to settle lawsuit regarding cyber attack caused breach
- Williamsville Central School District of New York notified an unknown number of students that their info was exposed after cyber attack
- Sunshine Health Medicaid program in Florida notified “thousands” of parents that their children’s claims are delayed due to “software glitch”
- Morley Companies of Saginaw, MI notified an unknown number of customers that their info was exposed after cyber attack
If Today is Your Birthday with Chris Polek February 28th
Lead for Large Fleet of Copiers in Ohio
see attached doc
Attention Sales Leaders... Selling From The Heart, It's Not A Fad!
“A loving heart is the beginning of all knowledge.”
Thomas Carlyle
Could a loving a heart be the pathway to client knowledge?
Could a loving heart be the key to monumental sales growth?
In a post-trust world, when trust in salespeople is at an all-time low, it has now become more critical than ever for them to be transparent, human, and connect at an emotional level with their clients.
Your clients must be valued, respected, involved, and their views must be heard.
Salespeople who lead with heart are better suited as they have the wisdom, capacity and wherewithal to positively inspire their clients to transform their businesses towards the next level of growth.
Heartfelt salespeople commit themselves to make tomorrow a better day for their clients.
Nelson Mandela eloquently said,
"A good head and a good heart are always a formidable combination".
Heartfelt salespeople establish deep meaningful relationships and have the self-discipline to drive long term results. They know who they are as a person both on the inside and the outside, as they have taken the self-journey to the heart.
Selling from the Heart is a lifestyle.
It's not a fad, it's not a fly by night sales tactic, nor something you flip the switch on/off.
Emotionally secure salespeople are truly original. They are creative thinking, genuine, sincere, thoughtful and just plain ole give a rip.
Selling from the Heart professionals push the boundaries of conventional sales methods.
In working with their clients, they encourage creativity, openness and mutual involvement. This in turn provides the freedom to innovate within various layers inside their client base, yielding trust, confidence and cohesion.
Leading this heartfelt lifestyle means leading from that place of engaging with purpose, personal accountability, and a deep commitment to do what is right.
GET YOUR TEAMS HEART RIGHT
To sell from the heart, your heart must be right.
Simply stated... hurt people hurt more people, confused people just confuse more people.
Here lies one colossal issue... when many in sales come from a selfish point of view, they can never sell from the heart.
A selfish-hearted rep is someone who thinks first and foremost of self. They are consumed by self-consideration. They only find satisfaction when their needs are placed at the front of the quota attaining line.
When salespeople lead with the wallet and not the heart, it comes across immediately in their body language, voice, and facial expressions.
Leading with the wallet causes commission breath!
Sales leaders, your salespeople must come at this from a pure place. Isn't the goal to help your clients function better, do their job better, and to build long term relationships?
If you can agree to this, then your salespeople must get their heart in the right place.
A HEARTFELT LIFESTYLE DRIVES CLIENT CONNECTION
"We treat our people like royalty. If you honor and serve the people who work for you, they will honor and serve you."
Mary Kay Ash
Who are your salespeople honoring and serving? Stop and reflect on that one for a moment.
It's hard to honor and serve with a selfish heart. Therefore, the heart rules when connecting.
If you want your salespeople to build meaningful and purposeful relationships with their clients, then they must connect at the heart level.
Vulnerability becomes a strength for your salespeople to connect with their clients—authentically, empathetically and with compassion.
Of course, we need to use our brains with ideas, strategies, and business acumen that are increasingly the table stakes of sales professionals. However, we need chutzpah, also known as courage.
The heart matters most. The words and actions of your salespeople must create a signal that they really do care enough about their clients, to see them for who they really are, as opposed a means to quota attainment.
If salespeople talk the talk, they must walk the walk!
Those salespeople who can inspire others through kindness, flexibility, support and empowerment, connect in ways that many in sales become envious of.
These heartfelt professionals always have something uplifting to say. They make their clients feel comfortable around them. They make them feel secure enough to open up with their business concerns and issues.
When your salespeople treat your clients with compassion, they won’t soon forget them.
THE ULTIMATE BENEFIT OF A SELLING FROM THE HEART LIFESTYLE
"A healthy outside starts from the inside"
Robert Urich
The journey to one's heart might the most difficult but necessary to achieve an abundance of sales success.
Leading a heart healthy lifestyle is about people and relational skills. It's the behaviors we use when interacting with other people.
This my sales leadership friends this is the missing link. Having your salespeople fully invested in their work with head, heart and hands will create unbreakable bonds with their clients.
You will soon notice:
- An improvement in engagement and retention
- Innovative ideas flowing between your salespeople and their clients
- A collaborative environment based upon trust
- Improved client retention, referrals and bottom-line sales results!
Maya Angelou brings this home,
"If you find it in your heart to care for somebody else, you will have succeeded."
Care, compassion and heart will set your sales team apart. And isn't this what you want?
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 heartfelt 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 believe you're going to love it. You can find it on Amazon in paperback, kindle and in audio.
In a world full of empty suits, I'm passionate about helping sales reps become sales professionals. I help sales teams understand the true value they bring to the market.
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 and Selling from the Heart.
You can follow me on LinkedIn, Twitter, Facebookand on my podcast by clicking on Selling from the Heart.
Lead for Fleet of Copiers in Ohio
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Lead for Fleet of Laser Printers
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Lead for Fleet of Copiers in PA
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Lead for Produduction Copiers in PA
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This Week in the Copier Industry Five Years Ago
This Week in the Copier Industry Five Years Ago
The Last Week of February 2017
No works of common sense nor support today. Just trying to get through my Sunday because I'm looking forward to Monday and how I can help others with business technology!
Enjoy Our Copier Threads From Five Years Ago This Week
PrinterLogic Partners with Konica Minolta to Enhance Printer Driver Management Capabilities for Customers
Art Post ·
Konica Minolta’s existing print management solutions. "Konica Minolta is an incredibly valuable addition to the PrinterLogic ecosystem, and we are thrilled to formalize our partnership,” said Matt Riley, VP of Channels at PrinterLogic. “Combining PrinterLogic's powerful printer and driver management solutions with Konica Minolta's world-class technology and expertise will result in greater flexibility and better experiences for all customers, regardless of what their print management
Reply
Re: Ricoh and Canon Pull Printing Success?
GIntel ·
Thank for the feedback guys. Hearing similar info outside of this forum: Canon AA Print has been great for those selling it, haseven helped one secure business...and that Ricoh solution works, butmay not be seeing same level of success...
Topic
Dealer Warranty Program Insights & Feedback
GIntel ·
Hi All – Looking for any insights and feedback you guys have on warranty programs (esp. Canon, KM, Ricoh, Xerox). Specifically what's the typical program offerings/higher tier benefits , details and experience with claims/reimbursements , and especially benefits ofparts warranty (for example, hearing Canon is not great in parts, doesn’t cover some/all once installed). Putting together a summary on this and happy to share when complete (pls PM). Appreciate any and all details/experience. Thank
Blog Post
Many Reasons Why You Don't Buy A Copier from from the Web
Art Post ·
With a recent appointment, my sales process took a few steps back when my prospect (net new client) challenged my pricing for a new A3 black Ricoh device. They stated that the price of the samedevice on the web was$2,500 less than my price and wanted to know WHY we were so much more expensive. Just as my prospect has the power of the web, so do I. After asking a few questions I was able to find the same web store and model that they were referencing. After a few minutes I was able to produce
Blog Post
3 Ways Copier Sales Reps Take Their Customers For Granted
A massive challenge for copier sales reps is attracting and obtaining net new business while trying to retain current customers. Choosing where to spend your energy or how to divvy up your time can be challenging. I know how busy you all are running around doing "stuff"! It costs your dealership significantly more to acquire new customers than it does to retain them, as most successful dealerships understand the importance of maintaining outstanding customer relationships. Why have dealerships
Topic
Sharp Welcomes Power Protection And Analytics Solutions Provider To The Sharp Partner Program
Art Post ·
MONTVALE, N.J. , Feb. 28, 2017 /PRNewswire/ -- Sharp Imaging and Information Company of America (SIICA), a division of Sharp Electronics Corporation (SEC), announces that Innovolt, a technology leader in comprehensive power protection and analytics solutions, has joined the Sharp Partner Program. Recently, Innovolt's power protection solutions received full validation as a Sharp Compatible Product and can function seamlessly with Sharp multifunction products (MFPs). Combined with Sharp's
Comment
Re: Many Reasons Why You Don't Buy A Copier from from the Web
convince the client that we are the "right" choice. There are always going to be "x" amount of price buyers, and I'm hoping that this short blog can prove that there is enough RISK to make those think twice about that purchase. In addition, I hope these bullet points can help other copier sales reps to point out those potential pitfalls to their prospects and clients. -=Good Selling=- View This Blog Post Unlock Premium Membership Just $115.00 Per 12 Months Print4Pay Hotel https
Topic Premium
Lead for Fleet of Copiers in Washington
Art Post ·
J--Ricoh Copier RFI Matched Keyword(s) copiers Solicitation No. VA26017N0192 Region Washington Agency Department of Veterans Affairs Due Date March 01, 2017 Source https://www.fbo.gov/?s= opportunitymode=formid= 778a56c... ... for Multifunctional Ricoh Copiers located at the Walla Walla VA Medical Center...
Topic Premium
Lead for Fleet of Copiers in Pennsylvania
Art Post ·
PROCUREMENT ADVERTISEMENT The County of Montgomery, Pennsylvania seeks competitive proposals to be delivered electronically to the County Purchasing Department for the following projects: RFP #17-12 - Matched Keyword(s) copiers Region USA Agency MPN Due Date March 22, 2017 Source http://pa.mypublicnotices.com/ PublicNotice.asp?Page=Pub..... . ...-function Copiers , due March 22, 2017 by 11:00 A.M. Further information...
Comment
Re: Many Reasons Why You Don't Buy A Copier from from the Web
In your check list did you include, add the cost of the initial toner and developer to set up the copier. I understand some copiers ship with a starter toner and full strength developer. I cannot speak for other brands but with Toshiba the set up instructions are not in the box. The tech has to download them. I cannot speak for other brands but a complete rookie trying to set up a Toshiba copier would have a hard time completing the task and could damage the copier in the process.
Reply
Re: My Two Cents on Toshiba and Toshiba Tec
Many buyers including Apple have expressed keen interest in buying Toshiba Corp's semiconductor/ chip business. It is expected that the proceeds will more than cover all of Toshiba Corp's debt. http://appleinsider.com/articl...lash-memory-business Even if Toshiba Corp sold off its 50% interest in Toshiba Tec, it would not generate enough cash to make much difference in removing Toshiba Corp's debt. Toshiba Tec's diversification of product lines is key to its long term viability.
Reply
Re: Quotas for Sales Reps
Czech ·
I don't understand why your dealer principals would impose a quota increase each year... What is the incentive for you to stay? Yes, your sales will go up every year as you increase your territory size, but eventually that quota will be unrealistic amidst declining page volumes and declining margins. We do not have bonuses at our company, but at least the quotas and compensation packages are very fair and negotiable based on tenure.
Comment
Re: Many Reasons Why You Don't Buy A Copier from from the Web
Jason H ·
Great post. Usually it is with a Samsung or Canon Large Format that gives us the most fits online so for the MFP's we created a price list for the customer. It includes setup, moving, installing, networking (per computer) training and usually comes out to around $1,500.00 and is broken downas a list of line items so they can see how much each costs. That usually helps, and if not we usually receive a call from the customer asking us to come and "help" them, to which our response is " no problem
Comment
Re: Many Reasons Why You Don't Buy A Copier from from the Web
Czech ·
Jason H posted: Great post. Usually it is with a Samsung or Canon Large Format that gives us the most fits online so for the MFP's we created a price list for the customer. It includes setup, moving, installing, networking (per computer) training and usually comes out to around $1,500.00 and is broken downas a list of line items so they can see how much each costs. That usually helps, and if not we usually receive a call from the customer asking us to come and "help" them, to which our response
Comment
Re: Many Reasons Why You Don't Buy A Copier from from the Web
Jason H ·
Czech posted: Jason H posted: Great post. Usually it is with a Samsung or Canon Large Format that gives us the most fits online so for the MFP's we created a price list for the customer. It includes setup, moving, installing, networking (per computer) training and usually comes out to around $1,500.00 and is broken downas a list of line items so they can see how much each costs. That usually helps, and if not we usually receive a call from the customer asking us to come and "help" them, to
Member
Tkiel
Reply
Re: Quotas for Sales Reps
exit148 ·
Same. Annual Quota Increase with no base salary increase. (Sell More Make More)
Reply
Re: Quotas for Sales Reps
Czech ·
Do you get quarterly or yearly bonuses? That seems really unfair that your quota goes up every year without a salary increase....
Reply
Re: Quotas for Sales Reps
exit148 ·
No on the qtr or annual bonuses either. But I should clarify that I work for a wholesale distributor, not a retail dealership.
Reply
Re: Quotas for Sales Reps
Kitz ·
NO bonus discussed at this point. Last year it was based on MPS leads.
Reply
Re: Quotas for Sales Reps
Our year begins April 1st so too soon to tell. We've been told that the only change will be a lower commission on IT Services and Document Management software as if we have sold so much they have to curtail the activity some...NOT.
Reply
Re: Quotas for Sales Reps
Art Post ·
Quota increase means small increase in salary, however I did see my monthly bonus and quarterly bonus decrease. In my eyes it worked out to be a push, more quota same pay. Which leads me to another issue.....
Comment
Re: Many Reasons Why You Don't Buy A Copier from from the Web
Art Post ·
Love it when we share ideas an info like this!!
Topic
Copy equipment hot topic for county: No action on burn ban
Art Post ·
The Navarro County Commissioner’s held a special meeting Monday, Feb. 27 at the Navarro County Annex Building, 601 N. 13th St. Commissioners and Judge H.M. Davenport addressed several items on the agenda, which included a protest from Anissa Kucera from CTWP. “CTWP has tried for four years to get an opportunity to fairly quote on your copier bids for the county,” Kucera said. “We are the only tax- paying copier company in this county, we have an office over on Fifth Ave., and have for four
Topic
Kevin Potts to Lead and Advance DocuWare Brand
Art Post ·
DocuWare name into a cohesive and innovative worldwide brand.” Best Regards, Steve Steve Behm Vice President Sales, Americas ------------------------------------------------------------------ DocuWare – Leadership in ECM http://www.docuware.com/ leadership ------------------------------------------------------------------ (888) 565-5907 or (845) 563 9045 | steve.behm@docuware.com DocuWare Corporation | 4 Crotty Lane, Suite 200 | New Windsor, NY 12553
4 Things To Do With a Virtual Appointments
Today I had a late meeting with an existing production account. My client was interested in other print technologies that he might want to move into. It was more about starting a new profit center with some new products. Right now we're just in the show and tell phase.
So, a couple of things that I did that made a smooth virtual appointment.
1. I changed my background with MS Teams to include a picture of our flatbed color wide format. I was surprised how good it looked and just having the picture in the back ground generated some additional questions.
2. I had another support person in our meeting to answer some of the questions that I wouldn't be able to. Having that additional expert in the virtual meeting showed the client that we are experts just like our client is in his craft. We have the expertise to bring the right people to the conversation!
3. I had emailed the client our agenda for the meeting a few days earlier. In that agenda I included links for the products that we thought would help educate the client with different avenues of print. During the meeting I shared my screen which was set to google, from their I clicked the links I had in the agenda. It proved to me a very smooth going from product to workflows.
4. My support person is awesome, however from time to time he can tend to talk the production language. For some reason I knew my client was lost with some of the technical words, thus I entered the conversation and took the time to educate out client on some of the terms. Educate, educate and take our time because it's a teaching experience.
By the end of the meeting I was able to develop one hot lead and multiple warm leads and there's a good shot the $20K hot lead could happen in the next few weeks.
-=Good Selling=-
Lead for Fleet of Copiers in Texas
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Lead for Fleet of Copiers in Georgia
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