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Tagged With "Services"

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7 Tips to Help Win Net New Competitive Copier & MPS Deals

Art Post ·
"My pipeline is always 100,000k+ and I'm required to do 12-15 appointments per week.  I'm finding the opportunities, but not winning competitive deals. (I have a small base list of 10 accounts)."   Was one of the statements that was emailed...
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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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Six Reasons Why DocuWare Can Help Copier Dealers Kick-start Their Professional Services

Art Post ·
A few weeks ago I had to prepare for a demonstration of NSI middleware for one of our Ricoh devices. We had two scenarios, the first consisted of selecting the NSI middleware from the copier and then to manually put in the index information. The...
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Empowering Dealers: ITEX Expo 2015

Art Post ·
Empowering Dealers: ITEX Expo 2015 By Sand Sinclair, Conference Director/Editor The annual ITEX Expo & Conference is one of the most focused and credible venues to deliver the latest tools, strategies, education and industry information to those in the office, imaging, and IT channels. Each year ITEX spotlights a power house exhibit floor, power hour education tracks, and powerful workshops to yes, empower attendees. Sharing a spectrum of information on new and...
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Leapfrog Managed Services from Muratec

Art Post ·
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My Top Secret Idea for Seeding Accounts for Professional Services

Art Post ·
  We're always on the lookout for new opportunities, right?     I had a short chat with the powers to be today in reference to my idea to seed accounts for Professional Services.    I understand that Business Process, Block...
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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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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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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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Top Ten Reasons to "Find Your Workflow" & "Managed Print Summit"

Art Post ·
No slipping, no sliding, no scraping frost or ice off the car windows, no bundling up to take out the garbage, no getting the driveway plowed in, no walkin the dog when it's below freezing outside and these are just a few reasons why it...
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The "Your Price is too High" Objection

Art Post ·
What a day, last 72 hours of the month, and we get hit with a killer snow storm in New Jersey.  What gives with the naming of winter storms? It's just more media hype right? I though I would write a little about what happened to one of our...
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Top Three Value Points for Print Audits New FM V3

Art Post ·
Value...the regard that something is held to deserve; the importance, worth, or usefulness of something. As sales professionals we always strive to present value to our prospects and customers.  It's the value of what we bring to the table...
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3 Ways Getting Involved In Community Service Can Help Copier Sales Reps Enhance Their Sales Success

Larry Levine ·
What does “community service” mean to you? For some, community service means helping around the four-block radius surrounding their homes. For others, community service may mean their entire neighborhood, city, or town. Regardless of how you define community service, you should know you can play an active role in building it and helping it to grow. Acronyms and buzzwords are riddled throughout the copier sales community. As a recovering copier sales rep, I have had countless dreams and or...
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Forces of Change, or Forced to Change. Of Course, it’s about Finding the Money

Ray Stasiezcko ·
Taking Control of Operating Cost has never been more critical to the future success of the Imaging Channel, providing the needed resources for budgeting their growth to continuous relevancy. Dealers who sell in the imaging Channel understand the need to diversify they understand continuing to sell and service print equipment based on old lease practices and old service billing models will surely find themselves circumvented by the new or re-invented Innovator. The Imaging Channel is not...
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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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This Week in the Copier Industry 10 Years Ago (First Week of March 2007)

Art Post ·
When I only saw these four threads, my first thought was that I was on vacation that week. When I checked back through my journal, indeed that was the case. Thus, please enjoy these four threads from ten years ago this week! IKON Service pricing on Kyocera 3/5/07 11:09 AM This an email I recieved from a manufacturer rep. I thought this may be of interest to you. (Embedded image moved to file: pic11337.jpg) IKON is now selling and placing three Kyocera b/w models, the KM-3050, 4050 &...
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Why Did We Build a Cloud Product Before Everyone Else?

Dr. Stefan Weinberger (Guest) ·
Welcome to Part 1 of our new mini-series of blog posts, “Leading in the Cloud”. Over the course of five posts, we’ll track DocuWare’s journey from a traditional on-premises software company to a market-leading cloud services company, all while staying true to our customers, partners and product vision. The first installment covers the signals we saw in the marketplace that initiated our move to the cloud – even though no one else was doing it. We Were Doing Just Fine Without the Cloud By...
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Imaging Channel!! Here’s Why I am Excited to be part of the BEI Services Inc. Team

Ray Stasiezcko ·
BEI Services has been providing service process improvement metrics for decades. BEI’s experience and the vast amounts of data collected from thousands of service professionals and millions of print devices have positioned itself to offer all the information our partners need to run exceptional service organizations. The hundreds of our current customers have saved millions of dollars. Each day BEI continues providing the intellectual tools for service improvement. With today’s advances in...
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Hardware included A MUST for the MSP

Ray Stasieczko (Guest) ·
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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Which Awards Should MSSPs Buy In 2020?

Art Post ·
IT Security Service Providers? Say No To Refreshing the Award Wallpaper on Websites! IT Security Services is quickly becoming a wallpapering of websites instead of protecting clients. Does anyone else see the lunacy in Managed Service Providers or Master Services Providers loading up their websites with reward logos, rewards which are paid for as marketing ploys? Soon we will see the 2019 awards being replaced with those of 2020. End-users before you buy the noise of the award, ask the...
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MSP & MSSP Industry Notes for September 1st, 2019

Art Post ·
MSP & MSSP Industry Notes I T Total Care New Co-Managed IT Promises Relief to Strapped SMB IT Teams Located in Foster City, California, provides outsourced IT support to small and medium sized businesses Offers their Co-Managed IT, allows companies to “lease” IT Total Care’s staff wot work with their existing IT department IT Total Care operates in San Francisco Bay area since 20019, has worked with more than 2,000 Bay Area companies Logically Expands Sales Leadership Team to Drive...
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Are Master Service Providers the Key to the Imaging Channel's Success? Short answer NO

Ray Stasiezcko ·
Long Answer Follows With the recent ConnectWise acquisition of Continuum, one of the largest Master Service Providers, I thought it was the right time to share some thoughts regarding IT services and the Imaging Channel. It is approaching ten years; where's the momentum? It has been nearly a decade since Master Service Providers started courting the Imaging Channel in an attempt to assist the Channel in delivering IT services to their print services clients. Unfortunately, in this last...
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MSP & MSSP Industry Notes for October 27th, 2019

Art Post ·
October 28th 2019 MSP & MSSP Industry Notes Sponsored by Arcoa Group 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. Office1 Partners with Chaparral...
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MSP & MSSP Industry Notes for November 24th 2019

Art Post ·
November 24 th , 2019 MSP & MSSP Industry Notes Sponsored by Arcoa Group ARCOA Group is here to help you successfully manage your IT Asset Disposition process. We help you recover value from retired electronic equipment through responsible methods of reuse and recycling. We ensure proper handling of assets which may contain data, while being environment stewards for assets that have no reuse value and are headed for recycling. We’ve built a robust de-manufacturing process to offer...
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This Week in the Copier Industry 15 Years Ago (Last Week of January 2004)

Art Post ·
This week and last week have been a tough go for me. Packing everything into the end of 2019 and getting the flu right before Christmas has taken it's toll for orders in January. Thank goodness quarters are 3 months! I had a great pipeline for January, however almost I couldn't get much of it to move. Okay so I have an even better pipeline for February thus it's time to make things happen! Enjoy all of these threads from 15 years ago this week! Peerless Systems Announces Everest Family of...
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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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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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It’s Year-End, Are You Having A Money Burning Party Again This Year?

Art Post ·
What do you mean we have OVER $100,000.00 in parts which haven’t had usage for over 18 months? Well, it’s November the end of the year is just weeks away. Over these next few weeks, many in the Imaging Channel will be writing off obsolete parts. First, let’s define Obsolete parts, all part’s in your inventory with no usage in over 18 months. Of course, no one would expect that they buy parts and never use them. Well obviously, all service industries have parts which become obsolete. However,...
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Knowing the Cost of Indecisiveness

Ray Stasiezcko ·
During the transformation of a business or industry, it’s important to understand both the cost of inaction and the cost to respond. Many organizations plan their path forward they determine a budget, put together a proforma, assign the team and move forward enthusiastically. Going from where you are to where you need to be is not a journey for the indecisive. Today the greatest test of any leader is how they respond to innovation’s threat. Disruptive innovators using the marvels of...
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MSP & MSSP Industry Notes for August 11th 2019

Art Post ·
MSP & MSSP Industry Notes August 10th, 2019 Wachtell, Fenwick Lead Broadcom's $10.7B Symantec Biz Buy Law360,com reported on Thursday that Broadcom led by Watchell Lipton offer $10.7 billion cash for the Symantec’s enterprise security business The tech giant is looking to grow its own infrastructure tech platform Dresener Partners Advised Ntixa o the Acquisition of HigherGround Managed Services Dresner Partners based in Chicago, a FINRA registered, middle market investment bank Dresber...
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MSP & MSSP Industry Notes for August 25th, 2019

Art Post ·
August 25 th 2019 MSP & MSSP Industry Notes Coreio Inc. Acquires intelliNet Technologies Inc. to Enhance Managed Services Offering Coreio Inc., based in Toronto, Canada delivers IT infrastructure and Operations solutions for enterprise companies, 35 years in business intelliNet Technologies, based in Richmond British Columbia, founded in 2001 offers field services and managed services to clients in Canada and United States Coreio Inc., now has more than 200 locations across Canada and...
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Is the Imaging Channel Becoming a Collection of Debt? Should Investors Change Strategies?

Ray Stasiezcko ·
Private Equity backed entities are still on shopping sprees in the Imaging Channel. These buy-up groups don't appear to be slowing down as they continue gathering up independent dealers along with their declining print volumes. We are also seeing some disastrous turnouts in the aftermarket supplies business, the latest collapse LMI, just a year ago for some seemed a well thought out investment. A lesson for the Imaging Channel and its investors is being taught and let's hope not ignored as...
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MSP's Is Your Outsourced Help-Desk Making You A Commodity?

Ray Stasiezcko ·
Today's MSP must deliver "Stellar Customer Experiences." Especially in this fast-approaching commoditization of the market. Master Service Providers strive to build a commonality they intend to scale. This commonality is destroying the originality of the MSP's they service. In enhance making them a commodity. "Commonality is the road to commodity." My experience in outsourcing the help desk with two different Master Service Providers I conclude the better option for the MSP's is to build and...
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The Predictors of the Future of MPS Seem Void Imagination

Ray Stasiezcko ·
Does anyone else see the dysfunction in the Imaging Channel’s SMB’s MPS, (Managed Print Services) deliverable? MPS is at least 20 years old. Here’s the reality, MPS was an enterprise deliverable, and its complexities were never accepted in the SMB space and continuing to peruse this like it's 1995 is a waste of time and money. It's time to face the realities of print equipment and their services to SMB customers. Most of the SMB market understands that printers their supplies and their...
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Re: Memoirs of a Copier Sales Person "Differentiating the Price Buyer from the Value Buyer"

Dave Smith ·
Great post Art! Dave Smith 519-617-7657
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Re: Memoirs of a Copier Sales Person "Differentiating the Price Buyer from the Value Buyer"

Art Post ·
Glad you enjoyed it and thanx for being a valued member!
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Re: Memoirs of a Copier Sales Person "Differentiating the Price Buyer from the Value Buyer"

Jason H ·
Fantastic post Art. Great info to work with.
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Re: MSP & MSSP Industry Notes for February 15th, 2020

Roland Tolan ·
Art very well done as always I love your site and the education and knowledge it provides in our industry
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Re: MSP & MSSP Industry Notes for February 15th, 2020

John Saramak ·
You site is a must for ANYONE in this industry. What a refreshing discussion you will have with clients or prospects.
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Re: MSP & MSSP Industry Notes for February 15th, 2020

Art Post ·
Thanx John, I still love what I do!
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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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