MFP Copier Blog

Sponsored by

March 27th, 2022

Arcoa Group

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.

Lead for IT Services in Virginia

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Lead for IT Services in South Carolina

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Lead for IT Services in Tennessee

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Lead for IT Services

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M-Files Named Winner in the 2022 BIG Artificial Intelligence Excellence Awards -

• announced that the company has been named a winner in the Business Intelligence Group’s Artificial Intelligence Excellence Awards program
• inaugural year, the BIG Artificial Intelligence Excellence Awards sets out to recognize organizations, products and people who bring Artificial Intelligence (AI) to life and apply it to solve real problems

If you think a printer or copier can't be hacked,

• Follow this link https://www.p4photel.com/topic...pier-can-t-be-hacked

CloudBlue Listed as a Representative Vendor in 2022 Gartner® Market Guide for

• announced it has been named as a Representative Vendor in 2022 Gartner^® Market Guide for Marketplace Operations Applications (MOAs)
• report outlines market trends and directions, analyzes enterprise marketplaces, features, and complexities, and provides an unbiased understanding of the different vendors in the space
• Per Gartner, “Enterprise marketplaces are digital channels operated by B2B or B2C companies that invite third-party sellers to sell directly to end customers. Marketplace operation applications (MOAs) provide the technology to enable enterprise marketplaces by enabling marketplace operators (the companies that offer and manage the marketplace) to manage seller onboarding, product catalogs, order routing and management, and seller compliance with marketplace policies.”

Equipment leasing study

Report from Equipment Leasing & Finance Foundation (ELFF) based on March survey

• 21.4% of leasing company executives believe business conditions will improve
• • 50% = remain the same
  • 28.6% = worsen
• 25% believe that demand for leases will increase
• 75% = remain the same
• 0% = worsen

ICS Buys Unified Networking Solutions To Better Secure Clients

• Reported on CRN
• ICS, has acquired Unified Networking Solutions (UNS)
• ICS, a provider of IT managed services headquartered in Endicott, N.Y.
• Unified Networking Solutions (UNS), a provider of IT products and services, of Raynham, Mass

PEI Named Top Managed Services Provider Second Year in a Row

• announced today that it has again been awarded as a top MSP in the United States by Couldtango
• PEI’s second year in a row being listed as a top ten provider on Couldtango’s Top 100 Managed Services Providers list

Insight Joins New NVIDIA DGX-Ready Managed Services Program

• announced that it is one of a select group of technology partners certified to support enterprises deploying NVIDIA DGX™ AI computing platforms under the new NVIDIA DGX-Ready Managed Services program
• NVIDIA DGX systems is an advanced computing platform for large-scale AI infrastructure.
• “AI is transforming organizations around the world, and the new NVIDIA DGX-Ready Managed Services program expands access to the world’s most advanced AI platforms through service providers who bring expertise in running mission-critical infrastructure for their enterprise clients,” said Tony Paikeday, senior director of AI systems at NVIDIA

LogicMonitor Wins a 2022 Artificial Intelligence Excellence Award from the

• announced it has been honored with a 2022 Artificial Intelligence Excellence Award from the Business Intelligence Group
• Artificial Intelligence Excellence Awards recognize the organizations, products and people who bring artificial intelligence (AI) to life and apply it to solve real problems
• LogicMonitor seamlessly monitors everything from networks to applications to the cloud

GRSi Wins 4 Year Contract to Deliver Business Intelligence

• awarded a four-year contract to provide program management, end-user IT support services, and business intelligence and reporting development to the National Institute of Mental Health (NIMH). NIMH is the lead federal agency for the latest research on mental disorders
• GRSi, named Government Contracting Company of the Year for 2021

MPS Monitor offers new features

Is a provider of printer/MFP monitoring solutions for dealers offering managed print services contracts

• Launched version 4.0 of its DCA (data collection agent)
• Uses MQTT IoT messaging protocols to provide real-time connection
• with HTTP/2-GRPC for traffic optimization
• SSH for remote device access
• Fleet managers can access and navigate printer/MFP device web pages from browser
• Uses single code base for all main platforms
• Can define each different type of data, such as meters, consumable levels, alerts and messages
• Define each type to be updated
• Optimized network discovery for stability and efficiency
• Supports SNMP v3 security protocols
• Full integration with Papercut

Spectrum Enterprise Launches Enterprise Network Edge Solution

• announced Enterprise Network Edge (ENE), a new solution designed to help businesses simplify the management and migration of complex, larger-scale networks
• ENE offers advanced security and SD-WAN capabilities along with a portfolio of connectivity options
• Spectrum Enterprise, a part of Charter Communications, Inc., is a national provider of scalable, fiber technology solutions serving many of America's largest businesses and communications service providers

Six new leading technology and services providers join Vertafore Orange Partner Program

• announced the addition of six solution providers to its Orange Partner Program
• gives Vertafore customers more options to increase their productivity, manage E&O risks, improve client engagement and access specialized IT support
• There are 34 partners in the program
• Vertafore is modernizing and simplifying the insurance life cycle

NWN Carousel Awarded Texas Department of Information Resources Contract for Unified Communications, Carrier, Managed Services & Contact Center Solutions

• awarded NWN Carousel, the leading integrated Cloud Communications Service Provider, a new contract, DIR-TELE-CTSA-014, to deliver unified communications, carrier, managed services, and contact center solutions for the Texas public sector
• NWN Carousel is a Cloud Communications Service Provider (CCSP)

Xerox Launches Full Range of Workplace Productivity Solutions

• announced the launch of new products and software to enhance productivity for the increasing pool of hybrid workers
• Xerox® VersaLink® C7100 and Xerox® VersaLink B7100 Series multifunction printers (MFPs) are the newest workplace assistants powered by ConnectKey® Technology
• Xerox C315, Xerox B305 and Xerox B315 MFPs, are ideal for lean, busy work teams, home offices and tight spaces

Lock in on Cyber Security with ARCOA

• customer has a staggered refresh cycle, the value of the equipment can be issued in the form of a credit growing over time
• identifying assets that are usually passed over and often have significant value
• Will generate Environmental Impact Reports at no charge

Lexmark Unlocks AI-Enabled Edge Applications for Organizations of All Sizes

• today announced the latest addition to its Optra IoT Solutions portfolio
• Lexmark Optra Edge executes AI applications closer to the point of data generation at the edge without necessitating the transfer of data to the cloud
• allows organizations to sense, analyze and act on real-time digital and physical data generated by IoT devices such as cameras
• Lexmark creates cloud-enabled imaging and IoT technologies

Face to face selling still vital

Research published by Stellar Global

• In-person selling situations are 34 times more successful than those made over email
• Close rates form face-to-face = 57%
• 65% of customers would be more likely to buy a product/solution/service if receiving a demonstration
• Human brain is wired for connection and appreciation

Cybersecurity Notes

• Denso Car Parts manufacturing notified an unknown number of customers that their info was exposed after ransomware attack.
• Protenus Security published results of US healthcare vertical breach data collected in 2021:
• • 50,406,838 patients had their PHI exposed due to a breach, up 24%
  • 75% of breaches caused by external hackers
  • 13% caused by insiders
  • Breaches were undiscovered for an average of 132 days
  • 5% of all breaches involved paper medical records (print, copy, fax
• Verizon published research:
• • 58% increase in breaches this past year in healthcare vertical
  • 77% of breaches compromised personal info
  • 67% of breach exposed PHI
• DataHEALTH of Austin, Texas notified an unknown number of patients that their PHI was exposed after ransomware attack.
• SentinelOne Cybersecurity of Mountain View, CA, announced it will spend $616 million to acquire Attivo Network Security, located in Silicon Valley, CA.
• Labette Health of Kansas notified an unknown number of patients that their PHI was exposed after cyberattack.
• Capital Region Medical Center of Jefferson City, MO notified an unknown number of patients that their PHI was exposed after cyber attack.
• Memorial Village ER of Texas notified 80,000 patients that their PHI was exposed after “hacking incident”
• Ultimate Care of Brooklyn, NY notified 15,788 patients that their PHI was exposed after email phishing attack.
• Alliance Physical Therapy Group of Grand Rapids, MI notified 14,970 patients that their PHI was exposed after ransomware attack.
• East Tennessee Children’s Hospital of Knoxville, TN notified an unknown number of patients that their PHI may have been exposed after “IT security issue’
• Bridgestone Tire Corp., headquartered in Nashville, TN, notified an unknown number of employees and customers that their info may have been exposed after ransomware attack.
• H.P. Hood Dairy Corp., headquartered in Lynnfield, Mass, notified an unknown number of employees and customers that their info may have been exposed after ransomware attack.
• Contoocook Valley School District of Peterborough, New Hampshire, notified an unknown number of students that their info was exposed after “cyber attack”.

This Week in the Copier Industry 15 Years Ago

Last Week of March 2007

Sponsored by

In the next week or so I'll be posting a blog about stopping the madness and simplifying the imaging part of our business for copiers.  Check out this thread from back in 2007 and this will be part of my talk track.  Simplify!!

Enjoy These Threads From Almost 20 years Ago!

"Without good communication, a relationship is merely a hollow vessel carrying you along on a frustrating journey fraught with the perils of confusion, projection, and misunderstanding."

Cherie Carter Scott

How would you rate the conversation and communication with your clients?

Without meaningful and rich conversations, where do you believe the relationship sits, really?

You never know when one conversation will lead to exponential sales growth.

The way you open conversations, carry on conversations and strengthen conversations has a direct impact on what happens next. The direction of those conversations along with the intentionality behind them; all will have a direct bearing on sales opportunities, referrals, cross-selling, relationship building and your prospecting success.

The struggle for many, you rely upon scripted questions which yield you scripted answers that closely resemble a tennis match.

Real conversations require complete participation. It requires you to be present. Genuine or even meaningful conversations are invitations, an invitation to "what is really going on" unfolds during the conversation.

How do you achieve authentic, meaningful, genuine and real conversations with your clients? Quite simple, you let your guard down and stop acting like a salesperson.

Engaging in real conversations requires you to be in the moment.

To be fully engaged during a conversation you must be able to move from communicating to connecting.

Connecting requires intentionality and focus during conversations. What do you think you could uncover about your clients with extreme focus during your conversations?

Allow your conversations to flow. Enter a realm of uncertainty and watch what starts to happen to genuine engagement.

How comfortable are you making your clients feel about you, so in return they become comfortable enough sharing their uncomfortable business concerns?

A meaningful conversation is a business adventure into the unknown. This is where you allow the conversation to flow, unscripted, not guarded and you welcome in what you uncover. This is where new possibilities and opportunities to help await you.

Conversations are organic, sometime a bit chaotic and not scripted.

Think about the conversations you are having with your clients and ask yourself... Is there any substance behind my communication that is helping me to uncover more than I anticipated?

Pay close attention to what excites your clients. Look at how their eyes light up and notice the emotion in their voice. Continue the conversation around the things that excite them and be willing to set aside the questions you had in mind. What you start to uncover is pure gold and relational betterment.

This is further reinforced in the book, "Together: The Healing Power of Human Connection In A Sometimes Lonely World", American physician and author, Dr. Vivek Murthy challenges us to ask ourselves questions like:

“What was it about that conversation? Did I have a breakthrough moment where I let my guard down? Allowed myself to be vulnerable and was real with the other person? Or was it that they did that with me? And by being vulnerable they actually empowered me to be the same with them?”

Think about this for a moment... Are you brave enough to start proactive conversations that matter? Are you and your clients having break through moments with your conversations?

PROACTIVE & PURPOSEFUL CONVERSATIONS

"Be brave enough to start a conversation that matters."

Margaret Wheatley

Let this quote sink in for a moment as we dive into the difference between reactive and proactive conversations.

Reactive - It’s something you haven’t planned for and something that has caused you to respond in an unforeseen manner. The result is often defensive in nature, after the fact.

Proactive - You prevent problems before they arise. You're answering questions before they ask you. You work with your clients and have open conversation about issues important to the both of you.

Proactive conversations are planned, purposeful and deliver on their promises.

Proactive and purposeful conversations:

Shows You Care — Dedicate the additional time to provide insights and creative ideas for your clients to help them grow their business.

Builds Trust — In a post trust sales world, proactive conversation shows that you are invested in their business growth. Closely monitor your client's business and routinely engage with knowledgeable insights to help them cast vision about their business.

Prevents Future Issues — Make sure there are no surprises. Prevent your clients from "making a mountain out of a molehill". Proactive conversations will help you gain a better understanding about your client's needs, wants and desires before they turn into issues.

CONVERSATION CREATES KNOWLEDGE ABOUT YOUR CLIENTS

The single best source of help are your clients. Engage with them. Ask them questions. Learn something new about them. What is really going on inside their business? These become conversation starters when it comes to prospecting for new conversations with future clients.

Sales professionals understand their clients, their business and their competitive landscape?

How can you improve the business lives of your clients? Quite simple, just ask them. Make it about them.

Getting to know your clients starts with proactive, intentional curiosity driven conversations.

Intentionally listen to your clients and seek to understand.

It is about engaging with conversation with great questions.

It starts with triggers such as:

• Tell me more...
• In addition to that, what else?
• Imagine for a moment, what would happen if...
• I'm curious...

"Knowledge is like money: to be of value it must circulate, and in circulating it can increase in quantity and, hopefully, in value."

Louis L'Amour

Are the conversations you are having with your clients circulating with value?

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.