Tagged With "Managed"

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Re: MSP's "FREE ASSESSMENTS" are you Kidding?

Kyocera Guy ·
Great stuff Ray! Giving away service or discounting equipment makes you cheap and your value goes down in the mind of the proespect. Never give a discount try only to give adjustments. Nothing is free.
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Re: Imaging Channel, Some Questions, Some Thoughts, and Some Answers

Jf ·
When an industry is experiencing declines, it becomes an absolute necessity to extract as much cash from current circumstances while possible and reallocate it to diversity and transition. I have absolutely nothing better to say. Btw, Ray, it's the 2nd time I'm the first to comment...
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Re: Imaging Channel, Some Questions, Some Thoughts, and Some Answers

Larry Kirsch ·
Nice Examples please? Your backround?
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Re: Imaging Channel, Some Questions, Some Thoughts, and Some Answers

Art Post ·
Ray, nice, helps me understand the service pitfalls a little better. Also, I'm no fan managed IT.
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Re: Imaging Channel, Some Questions, Some Thoughts, and Some Answers

Ray Stasiezcko ·
Thanks for reading Larry I have worked in the Industry for 27 years. Please visit my LinkedIn page. https://www.linkedin.com/in/raystasieczko/ Have a great day
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Re: Imaging Channel, Some Questions, Some Thoughts, and Some Answers

Ray Stasiezcko ·
Thanks Art, Managed Services is a deliverable description which means many things to many people. The facts are that Services are what built the Imaging Channel. Our future will only remain relevant if we look for additional service reoccurring revenue. Managed Services taught me the importance of truly understanding the profitability of any deliverable from the day one sells it to the day the engagement ends. Successful IT Service providers understand the importance of continually managing...
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Re: Toys R Us, a victim of Memory Management

Jf ·
After Sears and Roebuck, the new fallen icon: Toy's R Us. And the move is not finished. It even accelerates. Did you hear the first crackings of Facebook as the young ones largely prefer Snapchat, Instagram or Bitmoji ?
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3 Reasons Why Major Account Copier Reps Are Setting Themselves Up For Failure

Larry Levine ·
Failure and success live with us as major account copier reps. View it as the two headed monster. You can’t have one without the other. SETTING THE TABLE OF FAILURE The best major account copier reps don't close every prospect. In most cases, it would be fair to say they don't even close on the majority of the prospects. Why I am being so harsh? Major account copier reps have developed the dreaded disease called lackitis prospectitus. These dreaded disease attacks 1 out of every 2 major...
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31 Ways to Close More Sales (#17 of 31)

Art Post ·
I tell you some of the stuff that I'm reading about selling is......stupid!   I agree that selling, and prospecting has changed, but when presented with the opportunity to sign the order...., well we need to get the order signed or not get paid....
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31 Ways to Garner Net New Copier & Managed IT Business

Art Post ·
Finally!!! I've put the master piece togther.  31 Ways to Garner Net New Business, and I'll be posting one of these per week as Premium Content once the New Year of 2014 kicks in.   But in the mean time I've started a topic on the P4P...
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31 Ways to Garner Net New Copier & Managed IT Business # 11 of 31

Art Post ·
I had a few more of the tips on how I use linked in, however, I had a computer crash and the file I was worked from was not saved to my dropbox account, nor did I have it backed up! Thus, I did have an earlier version without the Linkedin tips. Here...
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31 Ways to Garner Net New Copier & Managed IT Business #4 of 31

Art Post ·
Socialize Yourself with Linkedin All of these points below will establish yourself as a person who is knowledgeable with the industry that you work in.  Thus over time you will be considered by your customers and prospects as the resident...
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This Week in the Copier Industry 10 Years Ago (First Week of November 2007)

Art Post ·
Every now and then I like to include a few tidbits about sales for everyone. Ask yourself, "what makes you unique and different?" from the other reps in your geo area. S uccess comes home to S. Jersey Copier Dealer! 11/5/074:14 PM accounts with 400 of the state's 600 school districts. But in 2004, Stewart was acquired by Global Imaging Systems. This year, Xerox bought Global, which lost the right to sell Savin. KDI "could never get authorized [to sell Savin copiers] because of Stewart,"...
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Ricoh MP 401SPF Spec Review

Art Post ·
With out much ballyhoo, Ricoh introduced two new A4 (can't scan, print, copy or fax 11x17) Black MFP's. The Ricoh SP4510SF and the MP 401SPF.    It's my understanding that the difference between the two devices is that the SP4510SF...
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Sales Managers... Eliminate The Number One Roadblock Keeping You From Recruiting Top Sales Reps

Larry Levine ·
For sales professionals, LinkedIn has become the single best platform to build personal brand awareness and drive thought leadership to help facilitate building personal business relationships. Of course, this all starts with how you position yourself on LinkedIn. Positioning yourself is not bragging about how great you are. It is positioning yourself in the eyes of your clients. What is it you can do and provide to help them? Well this got me thinking........ How can V.P. of Sales and Sales...
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Shout Out for Protected Trust

Art Post ·
As office equipment dealers continue to evolve and change with the times, many office equipment dealers are looking to add services for their legacy accounts.  Many office equipment dealers are positioning themselves as a managed service...
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Ten Questions for Timothy Sutter COO of DocuWare

Art Post ·
Every now and then, I’ll get the chance to speak with some of our P4P Hotel Partners.  With many dealers continuing to offer additional services to their clients, I thought it would be a great time to hear from DocuWare. A few weeks ago, I...
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TEN THINGS EVERY DIGITAL EQUIPMENT SALESPERSON NEEDS TO KNOW

Art Post ·
This is a "blast from the past" blog that Scott Cullen ran almost ten years ago.  Scott and I have known each other for many years and I'm a big fan of how he covers the imaging industry.   Scott is now the Editor of  "The Week in...
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The 3D's of Selling Managed IT, Copiers and MPS

Art Post ·
During the last three years I've been delighted to help rookies/newbie’s or whatever you'd like to call new people that are breaking into Managed IT, Copiers and Managed Print Service  industry. I'm not a manager or owner (was an owner...
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An Interview with the KING of MPS aka Greg Walters

Art Post ·
Six months in the making and I finally had the chance to offer up some questions to the King of MPS aka Greg Walters.  I'm thinking it was six years or so ago that Greg launched his "Death of the Copier" blog.  Greg was in the MPS business...
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Beyond the Breach: General Data Management Considerations

Art Post ·
Much of the news related to information governance has related directly back to security and data breaches in recent years, and for good reason as a wealth of organizations have fallen victim to theft and exposure in that time frame. First and...
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BTA EAST Grand Slam Event Review

Art Post ·
It's about the Vendors.  Thus, I'd like to focus this blog about the Vendors who support the BTA Channel and the Print4Pay Hotel.    The BTA East Grand Slam events is one of my favs!!  No need to fly, a short three hour drive and...
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Hardware included A MUST for the MSP

Over the last 25+ years I have participated in the Imaging Channel or what was once called the Copier Business. Over the last few years, I have been focused on helping in the transitioning of a legacy copier company, into a fully Managed IT Services and Managed Security Services Company. The transition for that company is complete and what I learned, is many articles. This article I will discuss the under-utilized program of leasing within the IT services sector. The Imaging Channel...
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How One Simple (Smart Phone/Tablet) Print App Can Help You Close More Orders!

Art Post ·
In advance of our Print Analyze App (smart phones & tablets) that is scheduled for February 9th & February 15th , I asked Jean Francois LE BRIZE to provide me with the same story that he told me at my first webinar a few months ago. Below is the blog from Jean: Thereis not a lot of software aimed at the salesman in the Imaging business. Among them, PrintAnalyze Full. PrintAnalyze Full is a cloud solution: the Salesman can perform audits, retrieve meters, calculate a...
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#MPSisChanging "The Top 100 Summit = MPS Olympic Event"

Art Post ·
#MPSisChanging, everything changes, technology and innovation leads us to rethink what we've done in the past and how we might be able to gain the competitive edge and increase profits in the future.   Me, I'm an old dog in this industry,...
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MSP's "FREE ASSESSMENTS" are you Kidding?

Ray Stasiezcko ·
Some Managed Service Providers believe that giving things away will lead to sales. Why do some Managed Service Providers give away technology assessments? Who was the consultant that charged these service providers a fee and then told them to give away their services? Or was this decision self-inflected? Are they convincing themselves a “free assessment” as an application process towards acquiring customers makes sense? Simple Answer It does not. It cost Cents and lots of them. Don't be the...
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MSP’s Saying No to some, is the Reward to those you say Yes to.

Ray Stasiezcko ·
Coming from a background in sales, and growing up in the imaging channel, I admit that saying "no" seems, well, stupid. After all, in the copy/print hardware world, if the price for a new product was a problem, you could always sell used. And if it wasn’t in the budget, they could rent or lease. Everyone with a checkbook and a heartbeat was a prospect, and your job in sales was to sell them something. One of the first things I learned in delivering managed IT services is this: “Delivering...
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Optimize document-based company processes by defining clear rules with DocuWare Workflow Manager

Art Post ·
Last week I reached out to our friends from DocuWare for part three of this five part series about business workflow.  Optimize document-based company processes by defining clear rules with DocuWare Workflow Manager. This DocuWare module employs a high-performance graphical user interface enabling you to easily create and edit workflows. There is no need to pay for programming: develop simple to highly complex processes by using easy to recognize symbols. You assign employees and...
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Position Yourself as the Print Assessment Guru

Art Post ·
Do you feel that you're the one of the best at selling MFP's & MPS? Do you consult more to the end user and then let the customerpry the orderfrom you? Are you consistently producing print assessment reports for customers that have an ROI? If so, you need to add this weapon to your arsenal. In your territory look up the 10 largest CPA firms. Once you have them, be prepared to make the calls to success! CPA firms rely on selling their services. They have...
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5 Predictions for 2017 About ECM and the Future of Digital Documents

Nicole Puhala ·
5 predictions for 2017 about ECM and optimizing workflow processes.
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5 Proactive Paths Nex Gen Sales Reps Use To Grow Their Sales Revenue

Larry Levine ·
A proactive sales rep is the kind of individual who's always looking into the future in order to be prepared for anything. A successful sales rep exerts self-discipline to be proactive on behalf of their prospecting efforts. This is in complete contrast to the reactive sales rep, who's constantly chasing opportunities; as their sales funnel walls come crumbling down around them as they bitch because marketing or business developers aren't providing them enough leads. Successful sales reps...
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5 Really Cool New Features with Docuware 6.6

Art Post ·
For someone like me, who has been a copier geek for all of my copier career, the insight I received the other day from Steve Behm, Vice President Sales, Americas, about the pending upgrade of DocuWare 6.6 was awesome.    As many of you...
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5 Reasons Billing by Seat Could Change Everything

As an Managed Print or Managed IT Services Dealer providing MPS you have noticed that the times are changing. There is an all-out war for the management of printers, pages and other network assets such as desktops and servers. Margins on traditional billing models are under pressure. What is a Managed Print or Managed IT Services provider to do? Change the game by billing by seat instead of by page or individual network element. Here are the top 5 advantages to PSB over traditional Cost Per...
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5 Reasons Why Leaders Of Copier Dealerships Should Have Strong LinkedIn Profiles

Larry Levine ·
More and more C-Level executives are becoming increasingly aware and comfortable with their own thought leadership style and their ability to reach more people than ever. LinkedIn has become the channel to share insight, expertise and knowledge. In the growing digital world, social media outlets allow companies to be perceived as interactive and relevant to prospects and their clients. There is a demand for a more personalized message from companies, especially so from C-Suite leadership and...
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5 Reasons Why Leaders Of Copier Dealerships Should Write Blog Posts

Larry Levine ·
Dealer principals and executives must keep up with the evolving business world to stay relevant and competitive. Employees, vendors, clients and potential prospects look to the top to communicate with you to foster trust and help them feel invested with the brand; your company. Show them you’re ready to have conversations by putting a voice behind your organization’s leadership. As a sales and marketing tool, blogging is all about reaching out and talking to the right people in a meaningful...
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5 Reasons Why Managed IT Makes Sense To New Copier Reps

Art Post ·
So, the first one everyone knows, hey we're already in the office servicing the account for copiers.  Our service and support is excellent and we are a valued service provider. The second reason is also a no brainer for most companies. One...
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57 Days of Selling "Day 27"

Art Post ·
My bad, I missed yesterdays post, because I didn't get home from work until 9:30PM. Thursday morning was a long one. I made sure that I arrived at the office before 7AM, because I had to prepare and research some data for an existing customer. This existing client had been laying fallow in our CRM since the last sales person exited our company. I can even remember if that sales person resigned or received the boot. Thus, I wanted to make sure I was familiar with the existing equipment. I did...
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If I Were King of My Sales Department

Art Post ·
Since, I've had so much time in the trenches, I've seen many sales people, and sales managers come and go.  I understand that many Sales Managers are some times handicapped with what they can and can't do.  But, If I were King and I had...
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Imaging Channel, Some Questions, Some Thoughts, and Some Answers

Ray Stasiezcko ·
Why doesn’t the Imaging Channel’s Owners and Leaders pay sales reps 250k salaries with no accountability or quotas? Why do dealerships have millions in obsolete parts, spend millions on repairs and supplies, have a First Call Efficiencies’ or an FCE rate of less than 72% spend thousands doing Callbacks, spend thousands more on technical staff with very little Owner, or Senior Level executive oversite? Hum, read along and let me know your thoughts. Let’s talk about the sales rep who wants a...
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Jon Langdon with DocuWare Chats about Dealer Value with Version 6.8, DocuWare Forms, Mobility & SMB Adoption

Art Post ·
As paper based documents decline, I would expect that digital documents will increase, nothing scientific here, documents will never cease to exist! Office Equipment Dealers can and should be the stewards of those digital documents, either by selling document management software or enabling clients with Managed Document Services. I had a day of down time at the end of the last quarter and was able to catch up with Jon Langdon who is Vice President Product & Development for DocuWare. Jon...
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Leapfrog Managed Services from Muratec

Art Post ·
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Major Managed Print Service Provider Reports 12 Million Stolen Pages!

Art Post ·
Major MPS Provider Reports 12 Million Stolen Pages!  Call da Cops!!! "Major MPS Provider Reports 12 Million Stolen Pages"! Crime Scene Investigation: "This is the city. New York, New York, I work here...I'm a cop" It was Monday July 18th,...
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Managed IT Services: The Imaging Channel vs. A Lack of Confidence

Ray Stasiezcko ·
The Imaging Channel, the home of printer sales and services, is waking up to the reality of transition. Over the last five-plus years, the talk of transition has outweighed the action in transitioning. It seems there are more statistics on what could be than any actual real statistics about what is. The talkers and their good intentions have hijacked the Imaging Channel. It seems that the longer the channel struggles, the more desperate they are to learn. It is in this desperation that these...
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Managed Print Services in the Wide-Format A/E/C Space

Art Post ·
Thought I would share this email from Joel about MPS in the AEC wide format market place. Joel is an active blogger, has more than 40+ years experience in the wide format industry and writes his own blog @ Reprographics 101....
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This Week in the Copier/Office Equipment Industry 10 Years Ago Fourth Week of October 2004

Art Post ·
The Boston Red Sox win their first World Series title since 1918—and break the "Curse of the Bambino"—by beating the St. Louis Cardinals 3–0 in the fourth game of the 2004 World Series of baseball.   Konica Minolta Launches the...
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What is Print and Imaging as-a-Service?

Art Post ·
Print and Imaging as-a-Service (PlaaS) is an all-inclusive service including the provision of hardware and print management services without Customers having to own or lease any of the equipment or associated software. PlaaS moves operational...
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Where's the sizzle for selling Managed IT or BDR (backup Disaster Recovery)?

Art Post ·
I've been thinking about this for the past week or so.  Where the frak is the sizzle for selling Managed IT or BDR (backup Disaster Recovery)? Selling Managed IT and BDR is boring!! As my wife states "it's a real...
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Why Do Copier Reps Want to Push Document Management to My Company?

Art Post ·
Document management is becoming a bit more popular as some systems have come down in price enough for smaller businesses to be able to afford.  With every technology, there is a push to get new clients.  Document management is no...
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