MFP Copier Blog

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As we are all looking to diversify, wouldn't it be nice to have an e-commerce site?

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Sponsored by

March 7th, 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.

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.

Epson offers new scanner

• Now shipping the DS-790WN for $849 MSRP
• Scans both sides of original at same time
• Top scan speed of 45opm or 90ipm
• Document feeder holds up to 100 originals
• Max scan size of 8.5” x 240”
• 4.3” color LCD touchscreen display
• TWAIN and ISIS drivers

CrowdStrike Introduces the Industry’s First Fully-Managed Identity Threat Protection Solution, Powered by Falcon Complete

• Introduced Falcon Identity Threat Protection Complete, the industry’s first fully-managed identity threat protection solution
• Brings together the Falcon Identity Threat Protection module and Falcon Complete managed service
• Nearly 80% of cyberattacks leverage identity-based attacks to compromise legitimate credentials and use techniques like lateral movement to quickly evade detection

MSPs getting stuck in ‘digital impasse’

• Reported on computerweekly.com
• Client demand is increasing but some MSPs are struggling to keep pace
• Strong demand for managed security and cloud services
• Interviewing over 600 MSPs, it is remarkable to see how 90% of service providers have seen client demand for managed services grow

Magna5 Continues Expansion of Managed Services Business through Acquisition of TCG ...

• Announced acquisition of TCG Network Services ("TCG"), Boston-based managed IT and cybersecurity services provider
• TCG is the second acquisition that Magna5 has announced in the past 12 months
• Magna5 acquired New York-based SpinnerTech in May 2021
• Magna5, a NewSpring Holdings platform, provides managed IT services, cybersecurity, private and public cloud hosting, backup and disaster recovery

TPx Named to CRN's 2022 Managed Service Provider 500

• Named to CRN’s 2022 Managed Service Provider (MSP) 500, for fifth consecutive year.
• TPx was also recognized as an Elite 150 member
• Px is a managed service provider focused on the success of small- and medium-sized businesses (SMBs) with approximately 18,000 customers in more than 49,000 locations across the U.S

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.

Epson offers new scanner

• Now shipping the DS-790WN for $849 MSRP
• Scans both sides of original at same time
• Top scan speed of 45opm or 90ipm
• Document feeder holds up to 100 originals
• Max scan size of 8.5” x 240”
• 4.3” color LCD touchscreen display
• TWAIN and ISIS drivers

CrowdStrike Introduces the Industry’s First Fully-Managed Identity Threat Protection Solution, Powered by Falcon Complete

• Introduced Falcon Identity Threat Protection Complete, the industry’s first fully-managed identity threat protection solution
• Brings together the Falcon Identity Threat Protection module and Falcon Complete managed service
• Nearly 80% of cyberattacks leverage identity-based attacks to compromise legitimate credentials and use techniques like lateral movement to quickly evade detection

MSPs getting stuck in ‘digital impasse’

• Reported on computerweekly.com
• Client demand is increasing but some MSPs are struggling to keep pace
• Strong demand for managed security and cloud services
• Interviewing over 600 MSPs, it is remarkable to see how 90% of service providers have seen client demand for managed services grow

Magna5 Continues Expansion of Managed Services Business through Acquisition of TCG ...

• Announced acquisition of TCG Network Services ("TCG"), Boston-based managed IT and cybersecurity services provider
• TCG is the second acquisition that Magna5 has announced in the past 12 months
• Magna5 acquired New York-based SpinnerTech in May 2021
• Magna5, a NewSpring Holdings platform, provides managed IT services, cybersecurity, private and public cloud hosting, backup and disaster recovery

TPx Named to CRN's 2022 Managed Service Provider 500

• Named to CRN’s 2022 Managed Service Provider (MSP) 500, for fifth consecutive year.
• TPx was also recognized as an Elite 150 member
• Px is a managed service provider focused on the success of small- and medium-sized businesses (SMBs) with approximately 18,000 customers in more than 49,000 locations across the U.S

ICE Global Network Introduces Global Hardware Procurement and Managed Services Solution

• Announced the launch of its global procurement and managed services solution with Techary, a leading provider of global technology solutions
• (IGN) provides high quality content, delivery and execution service
• Techary specializes in solution design, implementation and support of infrastructure

Align Named to CRN 2022 MSP 500 List in Pioneer 250 Category

• Named Align to its 2022 Managed Service Provider (MSP) 500 list in the Pioneer 250 category
• Annual MSP 500 list is divided into three sections: MSP Pioneer 250, MSP Elite 150, and Managed Security 100
• Align recognized on the MSP 500 list every year since 2014

Epicor buys Business Intelligence platform Grow

• Reported on martechcube.com
• Announced it has acquired Grow Inc., a no-code, full-stack business intelligence (BI) platform
• strengthens the Epicor portfolio of analytics capabilities

Kyocera to launch new MFPs

• Kyocera (aka Kyoto Ceramic Company) to bring to market the new TASKalfa MZ4000i and MZ3200 models
• Both are A3 b/w laser MFPs
• 40ppm and 32ppm top speeds respectively
• Dark grey plastic exterior
• Replace 4012i and 3212i models
• Optional fax board
• 1” color LCD touchscreen
• 4 document feeder options:
• DP-7160 offers dual scan up to 320 originals
• DP-7170 offers dual scan, double feed and staple detection
• Top scan speed of 200ipm or 100opm

Pro Cloud SaaS partners with directprint.io

• Pro Cloud SaaS has today announced a global partnership with io
• Collaboration will see Pro Cloud SaaS expand its SaaS offering, enabling customers to leverage io’s serverless print management solution
• io is a secure, serverless SaaS solution that enables organizations to reduce print costs, simplify print management and track print activity
• Pro Cloud SaaS is a worldwide technology services provider that specialises in making customers the hero on their journey to the security and simplicity of the cloud

SYSPRO USA Extends Business Intelligence Capabilities Through Strategic Partnership With ZAP

• Announce partnership with ZAP, provides services for data management and analytics
• ZAP Data Hub integrates effortlessly with SYSPRO ERP Software, offering advanced management, analytics, and reporting solutions
• SYSPRO is a global Enterprise Resource Planning (ERP) software provider specializing in key manufacturing and distribution industries

Vitech Releases DataInsight For Advanced Business Intelligence

• DataInsight uses big data analytics and machine learning technology to unify intelligence for insightful and informed decision-making

Agio Named Most Innovative Technology Firm for 2nd Consecutive Year by HFM .

• Named Most Innovative Technology Firm of the year at the Hedge Fund Magazine (HFM) 2022 U.S. Technology Awards
• Agio is a hybrid cybersecurity and managed IT organization equipping financial services with next-generation cyber protection and technology support

Verizon Business furthers global managed services portfolio expansion with VMware

• Announced addition of VMware to global managed Software-Defined Wide Area Network (SD WAN) service portfolio contained within Verizon’s Managed WAN Service
• New solution, built for cloud-ready global enterprises
• Craig Connors, vice president and general manager of VMware’s SASE business, said, “The next generation of modern apps will run at the edge and enterprises must modernize their underlying network to support them

Cybersecurity Notes

• The U.S. federal government is warning organizations that cyberattacks will increase due to the war in Ukraine
• Fed gov warns healthcare industry that hackers are using the “Log4j” vulnerability in devices (including some printers and MFPs) to infiltrate network
• The federal Office for Civil Rights (aka HIPAA police) reported that it is aware of 2,304,607 patients that had their PHI exposed in 1/2022 due to breaches
• 58% of organizations that have been hit with ransomware have paid the ransom according to a report from Dark Reading magazine:
  • 54% regained access to data after paying first ransom
  • 33% paid additional ransom to gain access

• Michigan Medicine notified 269 patients that their PHI was illegally accessed by an employee.
• Burnout in cybersecurity workforce according to research published by ThreatConnect:
  • 50% of private sector businesses already have gaps in IT security skills in company
  • 32% of IT managers are considering quitting in 6 months
  • 25% of IT directors are also considering quitting
  • 27% say stress is reason for quitting

• Small healthcare practices are increasingly being targeted by hackers, according to article published in Medical Economic magazine.
• Minimally Invasive Surgery Centers of Hawaii notified an unknown number of patients that their PHI was exposed after ransomware attack
• Hacker gang Snatch on Friday claimed to have stolen 500 GB from McDonald's, headquartered in Chicago, IL
  • The ransomware group all appear to be Russian-speaking, experts say
  • It could be the opening salvo in Russian cyber retaliation against the US

• Sea Mar Community Health of Seattle, WA is being sued by former patients as result of breach that exposed PHI of 688.000 patients
• John C. Fremont Hospital of Mariposa, CA notified an unknown number of patients that their PHI was exposed after ransomware attack
• Houston Health Department notified up to 10,000 patients that their PHI may have been exposed after breach.
• Central Pacific Bank of Hawaii notified an unknown number of customers that their info may have been exposed after cyber attack
• Hays Unified School District of Kansas notified an unknown number of students that their info was exposed after ransomware attack
• Vision Source aka Dr. Douglas C. Morrow Eye Clinic of Auburn, IN notified an unknown number of patients that their PHI was exposed after cyber attack
• Taylor, Ganson & Perrin Law Firm of Boston, Mass notified an unknown number of clients that their info was exposed after data breach

“When you change the way you look at things, the things you look at change.”

Dr. Wayne Dyer

What are you willing to do to change the course of your sales team and their results?

A Harvard Business Review article from a few years ago stated,

"U.S. companies spend $70 billion annually on training, and an average of $1,459 per salesperson — almost 20 percent more than they spend on workers in all other functions. Yet, when it comes to equipping sales teams with relevant knowledge and skills, the ROI of sales training is disappointing. Studies indicate that participants in traditional curriculum-based training forget more than 80 percent of the information they were taught within 90 days."

The Center for Sales Strategy conducted a survey and when salespeople were asked what percentage of time they spend in sales training, 63% of them said only 5-10%.

If you're not continually pouring into your salespeople, how do you expect them to improve and develop into high-performing sales professionals?

Your salespeople are the heartbeat of your organization. To flourish, grow and survive, you need a high-performing team, not an underperforming team. There are three huge reasons for underperformance on your team:

• They are unequipped
• They lack support
• They lack consistent coaching

Looking back at last year, how many on your team were at or above plan?

What is your plan to coach your C players to become B players?

What is your place to coach your B players to become A players?

What is your plan to coach your A players to become even better?

“Until you change the way that you look at things, those things will never change.”

Pat Riley

Until you change your mindset and the way you look at training and coaching, things will never change!

True Sales leaders do not chase quick tips, quick fixes, short-cuts and sales kick-off training events, where their salespeople drink training through a fire hose.

ONE TIME TRAINING EVENTS, DON'T CUT IT

The issue with "one and done" training events and "sales rah-rah" is that it is outdated, broken and doesn't move the sales needle long term.

The issue is not that sales leaders are holding a training event. It’s that they’re only holding this training event and this one only.

Let's face it, many of these are 8 to 16 hours of training (paying big time bucks to a trainer) and then it becomes the same old same old, drinking tons of well-intended content through a fire hose.

Too much well-directed information, too little practice time, and too many other things going on.

All this fantastic training followed by very little mid to long term implementation, coupled with a fragmented game plan for how to execute it all in the field.

In looking at this through the eyes of a salesperson, it is important to remember that learning moments with your people is about the why.

Mirror moment for all sales leaders... Has your training empowered and inspired real, meaningful, long-term change in the behaviors, attitudes, and beliefs of your salespeople?

SALES LEADERS... QUIT CHASING SHINY OBJECTS

If you’re not willing to change your mindset... how does this translate to your sales team?

My challenge to all the sales leaders out there... start caring, start connecting and start combining coaching with your training.

• Sales leaders future proof their team through coaching.
• Sales managers check the box when it comes to training.
• Training without reinforced coaching has little long-term impact.

What’s in your heart? What are you capable of? How committed are you?

THINK COACHING OVER INCONSISTENT TRAINING

The analogies between sales and sports will rage on forever and ever.

I'm curious... why do sports teams have more than one coach, but sales teams struggle with even one?

What would the world of professional sports look like without coaching?

What would the sales world look like with coaching?

Imagine for a moment... it is the start of your favorite sports season... there is all kind of hype around your favorite team... they are in training camp... the season starts... the training stops... the coaching stops... the players just go out there, wing it and play... the season ends with another dismal losing season.

Sales leaders... this is what you're doing with your sales team.

SALES PROFESSIONALS CRAVE COACHING

What are the things that great sports coaches do every day that makes them great? They make training more challenging and more demanding than the competition their players are facing.

How many sales leaders make their training more challenging than their salespeople face out in the field?

So, this got me thinking... how many coaches does my favorite football team, the Los Angeles Rams have? My friends, they have 16 coaches. Each coach has a specific role and responsibility.

Regardless of tenure, they work with each player. No favorites in sports, unlike many sales managers and leaders who coddle some of their top salespeople.

Great coaches accelerate their learning faster than the opposition

Look at what Sean McVay has done with the Los Angeles Rams in 5 years. They've gone from a dysfunctional team of professional athletes to Super Bowl champions.

Great coaches know copying the status quo kills. They don't follow others because they know trying to duplicate others success is a recipe for disaster.

Great coaches and high performing teams know winning comes from being the best in every aspect: training, preparation, skills, attitude, recovery-time, gym-time, sleep, managing travel, and nutrition; starting to get the picture?

Great leaders create winning environments where a culture of excellence is what matters

Are you developing a culture of excellence?

Transformation and sales breakthroughs, this does not happen with one-time training events, short-cut cram sessions and quick tactics... it comes through an investment and commitment to long term sales coaching.

COACHES INSPIRE PROFESSIONALS TO FLOURISH

Great coaches don't praise mediocre effort. What they do effectively is catch elite athletes doing things right. They don't get caught up playing head games leaving these athletes questioning their abilities.

Investing in your entire sales team yields the highest return on investment.

Great coaching makes a world of difference to professional athletes.

Can the same be said inside the sales world?

This might be a great place to stop for a moment, as I ask you to think about the following questions:

• Can your salespeople improve their results?
• Can your salespeople become even better at what they do?

I'm concerned that many salespeople lack the nurturing, guiding and coaching that great coaches provide to their entire team.

How many salespeople can honestly say their sales leader is a great sales coach?

A great sales coach...

• Effectively communicates
• Brings compassion
• Has a deep passion for sales
• Is heartfelt and genuine
• Is a true practitioner and eats what they preach

I'm here to challenge the status quo in how sales leaders grow, nurture and enhance the lives of their sales team.

LET'S BRING THIS TO A CLOSE

I'm concerned over the lack of consistent training and coaching within many sales teams.

Sales team meetings and hitting or exceeding quota have become atrocious. Top sales reps (by numbers) are not challenged to become better.

I'm calling out sales leadership... the time is now to unite! Let's all commit to doing the things necessary to improve your entire team, no exceptions!

I promise you... bringing in a coach, with a different voice and multiple ideas will catapult your sales teams' success.

Training is full of telling and teaching. Coaching is about involvement, inspiration and immersion.

Benjamin Franklin nails it,

"Tell me and I forget, teach me and I may remember, involve me and I learn."   

Invest in your salespeople!

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.

This Week in the Copier Industry 15 Years Ago

First Week of March 2007

We've got some interesting content scheduled for next week on Better Call Art.  A call with Amur Financial that explains what B & C credit is and how dealers have an alternative to "bank" leasing companies.

Next up a great chat with Polek & Polek where we chat about toner supplies, changes with supplies and update on the supply chain.

Last but not least is our introduction to our members with PowerMPS and Alex Cribby. I'll save the best for last so please turn in for these new video's dropping next week.

Enjoy These Threads from 15 Years Ago This Week!

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