MFP Copier Blog
Will the COVID Vaccine kill remote work?
COVID19 Remote Working Day Two Hundred and Thirteen of Selling
COVID19 Remote Working Day Two Hundred and Thirteen of Selling Copiers
Not much has changed since I wrote my last blog on the thirteen from last week. One opportunity is in and still looking to see if I can land two net news by the 25th of this month. Seems like every opportunity has some sort of hoop that needs to be jumped through.
One opportunity is solid for $35K as long as I can get the lease approval and the other potential client is extremely price conscious. At my meeting today with that the price conscious client I felt I was saying no more often than I was saying yes. But using the "no" word did lead us to additional discussions about different hardware. I rate this opportunity 50/50 at best for closing this week or any other week. We had all intentions of writing the order today but there was a snag with something that was not in my control. Thus it's back to drawing board one more time for this opportunity.
This afternoon produced a great meeting with an existing account with the possibility of them changing their BDR and Managed IT to me. There's much more work to be done and I was delighted that we were able to schedule an appointment with the next step for this client. Always schedule that next sterp before you leave a clients office or end the call.
Again prospecting has eluded me for quite a few days in a row. But I can tell you that the act of asking for referrals has picked up some. In the last week or so I've been able to add two additional opps based on asking for a referral. It's the old adage of "if you don't ask you don't get".
Cost Per Page
In the last week I worked a lead for and net new opportunity. That net new client was in the need for a small A4 black device but also had a volume of 8-10,000 pages per month. During discovery I found out that they were using an "x" brand of a small inexpensive (cheap) MFP. I also knew the cost per page for that device was around six cents per page because of the high cost for the toner, drums and fusers.
As much as I tried to convince the client that a $2.5K A4 device would save them thousands of dollars. It all fell on deaf ears. After much going back and forth I found out that they only wanted to spend $400 for the device. I stated do you realize how much you're going to spend on consumables? It didn't matter and I guess they thought I was trying to give them a snow job. I blame this on me, I should have asked them what their budget was and I did not. If I would have asked that up front I would have walked away. I will tell you it's hard to walk away when you know you can save the client so much money! My fault but I will chalk this up to what do you expect from a pig but a grunt.
Just yesterday I ran across another user who stated they were running 10K per month on an inkjet printer. I was at the shop for another purpose and I wasn't able to see the printer. I estimated that they are spending $20K a year just on ink! This client will warrant a call however the logistics of having something bigger just may not work. But another account to call on because there is a story to tell.
NJ COVID Update
We're still stuck in the same place we've been since August. In August there was a partial opening of some services like dining, gyms, barbers and salons. Next week our Governor will decide if he will continue the health emergency act for another 30 days. The extension of the act will mean that offices will not go back to any sense of normal. I also might ask what is normal now?
On average we are vaccinating 22,000 people per day. In order to vaccinate 9 million New Jerseyans it will take almost 406 days!
-=Good Selling=-
MSP, MSSP and IT Notes Industry January 17th, 2021
January 17, 2021
MSP. IT & MSSP Industry Notes
Sponsored by
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 will see better results.
SEEPEX Selects OpenText To Manage Mission-Critical Information
- OpenTextTM , today announced SEEPEX, is leveraging OpenText™ Content Suite and OpenText™ Extended ECM for SAP® Solutions
- SEEPEX offers customized solutions with progressive cavity pumps, pump systems, and digital solutions for a wide range of applications in nearly every industry
- "The decision to extend our use of OpenText was an easy one," said Roland Rottländer, Data Processing Manager, SEEPEX. "OpenText provides exactly what we need; a single, enterprise-wide content management platform for our 800 users
AccountabilIT Acquires Enterprise Technology Services, Bringing Wider Variety Of Services ...
- AccountabilIT has announced it has acquired Enterprise Technology Services
- Enterprise offers managed IT services in Arizona
- AccountabilIT is a managed IT services and cybersecurity firm based out of Scottsdale, Arizona
- Enterprise Technology services has delivered IT solutions to businesses in Arizona since 1998
Atmosera once more recognized as a Microsoft Azure Expert Managed Service Provider
- Atmosera, announced that it has been recognized as a Microsoft Azure Expert Managed Services Provider (MSP)
- Azure Expert MSP status is Microsoft’s highest recognition for partners offering cloud management services on Azure
Konica Minolta Named to ChannelE2E’s Top 250 Public Cloud MSPs List for 2020
- Konica Minolta Business Solutions U.S.A., Inc. (Konica Minolta), along with its IT Services Division, All Covered, announces ChannelE2E has named it to the Top 250 Public Cloud MSPs list for 2020.
- ChannelE2E, is published by After Nines Inc
- The list and research identify and honor the top managed IT service providers (MSPs) that support customers on Amazon Web Services (AWS), Microsoft Azure, Google Cloud Platform (GCP) and more
- Ranking on based on readership survey
- Highlights from ChannelE2E research
- Public Cloud MSP Revenue Growth: MSP honorees, on average, expect to generate $29.2 million in public cloud revenues in 2020, up 38% from 2019.
- Geography: MSP honorees are headquartered in 29 different countries, and 51% of the MSP honorees are headquartered outside of North America.
- Public Cloud Platforms Supported: 82% of the MSP honorees support Microsoft Azure, followed by AWS (65%), Google Cloud Platform (23%) and VMware Cloud on AWS (18%).
- Largest Revenue Share: 44% of MSP honorees said Microsoft Azure generates the bulk of their public cloud revenues, followed by AWS (41%).
- Cybersecurity: Public cloud MSPs are growing their focus on cloud security posture management (CSPM), extended detection and response (XDR) and additional cyber services.
- M&A: Mergers, acquisitions and private equity investments continue to accelerate across the public cloud MSP sector. MSP honorees have made more than two-dozen acquisitions in the past year.
NeoSystems Reaches CMMC-AB Registered Practitioner Organization Status
- NeoSystems, announced today that it has been recognized by the Cybersecurity Maturity Model Certification (CMMC) Accreditation Body (AB) as a Registered Provider Organization (RPO)
- NeoSystems, based in Tysons Corner, Virginia, is a full service strategic outsourcer, IT systems integrator and managed service provider delivering services and solutions to enable, run and secure government contractors, commercial companies and nonprofits
- The CMMC Model itself is created, managed and mandated by the Department of Defense (DoD). Its purpose is to validate the security of the DoD's 300,000 vendors throughout its supply chain and includes five levels of certifications
Cloud4C collaborates with Citrix for VDI Solutions
- Cloud4C, has partnered with Citrix to offer Citrix Virtual Apps and Desktops service
- Cloud4C provides cloud (public, private, hybrid) and community cloud services (Banking Community Cloud, SAP Community Cloud), cloud migration on public cloud platforms such as AWS, Microsoft Azure, Google Cloud, end to end cloud managed services, disaster recovery services, managed security services
Comstar Technologies Announces Brand Transformation
- Comstar stands as a full-service, single-source technology consultant, guiding businesses worldwide toward a full range of technology solutions required in today's digital environment
- Initially founded as a Philadelphia-based supplier for telephony and cabling company
BTA Virtual Managed IT Services Workshop Starts Feb. 2
- Starts 2/2/2021 from 1-3PM and continues through March 2nd, 2021
- Chris Ryne of Growth Achievement Partners (GAP) will present the BTA Virtual Managed IT Services Workshop
- Topics to Include
- Session 1 – Market overview, business model & KPIs, pricing & packaging
- Session 2 – Operations & service deliver
- Session 3 – Sales process & virtual CIO (vCIO) development
- Session 4 – Marketing, list development, account rep & manager engagement
- Session 5 – Third-party partners, trends & strategies of MSP acquisition, blueprint for establishing & executing your strategy
Kofax adds intelligent automation
- Adds AI (artificial intelligence) and machine learning to its document capture solution
- To improve automation with invoice and accounts payable processes
- Reduce manual work
- Boost speed and reduce errors
- Supports integration with:
- Microsoft Dynamics 365 Finance & Operations
- Netsuite
- Oracle Financial Cloud
- SAP
- “touchless processing to manage complex accounts payable processes
- Automated collection of missing documents
- Resolve inconsistencies between invoices, purchase orders and receiving information
- Automating AP (accounts payable) processes can reduce costs and errors 70%-85%
TPx Introduces Managed Wi-Fi 6 for Higher Speed, Coverage and Reliability
- TPx, a managed services provides managed IT, security, unified communications and connectivity, announced today that its MSx Managed Networks service now leverages Wi-Fi 6 (802.11ax) technology
- Wi-Fi 6 (802.11ax) technology will help boost business productivity with secure, fast and easily accessible Wi-Fi connectivity
- Wi-Fi 6, also known as High-Efficiency Wireless Local Area Network (WLAN), lays the groundwork for the growing use of internet-connected hardware and devices as well as applications like collaborative high-definition (HD) video streaming, augmented & virtual reality
- TPx, founded in 1998, TPx provides access, communications, collaboration and managed service offerings such as firewalls, Microsoft 365, SD-WAN and endpoint security
Tom D'Agostino, Jr., CEO of Smart Source, Announces Acquisition of Grandflow, Inc.
- Smart Source announces its acquisition of the majority of assets of Grandflow, Inc. ("Grandflow") in Livermore, California
- Grandflow was founded in 1973 as Grand Business Forms by Carl Rusca and offers document management services, along with print and promotional products
- Smart Source is a Brand Management Business Process Outsourcer ("BPO") and Technology provider headquartered in Atlanta, Georgia
Mark Henson, Senior Vice President of Business Development, commented that "Smart Source's expanded platform of services and technology will be a significant benefit to all of Grandflow's customers."
How to replace Google Cloud Print for your LAN-based mobile device printing needs
- Reported on Tech Republic
- Options for Chromebook users that don’t have network ready printer
- PaperCut Mobility Print
Cybersecurity Updates
- Window to the World Communications, owner of WTTW and WFMT stations in Chicago, IL, notified an unknown number of customers that their info may have been exposed after email phishing attack that lasted 2 years.
- HYAS Security published results of study that shows that the Ryuk hacking group has collected over $150 million in ransomware payments since February of 2018.
- Lake Regional Healthcare of Fergus Falls, MN notified an unknown number of patients that their PHI was exposed after ransomware attack.
- Nissan North America notified an unknown number of customers that its source code was leaked after a Bitbucket Git server misconfiguration
- TrustWave Security issued warning about new QRat Trojan malware that can provide hackers with complete control over infected Microsoft Windows machines.
- Usually delivered via email phishing attacks.
- Kela Cybersecurity is warning that cyber criminals are now taking aim at online video gaming users for next big payday.
- The Dark Web supposedly is now selling up to 1 million compromised end user video game accounts
- Christopher Dobbins, formerly of Stradis Healthcare of Georgia, was sentenced to one year in prison and $221,200 fine for being involved in an insider breach.
- ThreatPost magazine is reporting of a new ransomware family named “Babuk
- Has already claimed at least 4 corporate victims in the U.S.
- Abuses the Windows Restart Manager application in servers
- Ubiquis Group of New York, notified customers, including the New York Department of Education, that teacher info may have been exposed after ransomware attack.
- Malwarebytes is reporting that the Emotet trojan malware attackers are sending more than 100,000 phishing emails per day in attempt to steal info from organizations in the U.S.
A Professional Is Called A Professional For A Reason... Are You Putting In What It Takes?
"Without hard work and discipline it is difficult to be a top professional"
Jahangir Kahn
There is no free ride to success. There is no easy button to press. Without hard work, dedication, an extreme tolerance for frustration and setbacks you can never become a sales champion.
If you really want it, then you must be willing to back it up by taking action. I am concerned that far too many in sales lack a basic understanding of what’s really necessary to become a sales professional.
THE ATHLETIC LOCKER ROOM
Interview a professional athlete, and they will share with you they had an athletic dream; a dream of making it big.
What professional basketball player didn't want to be like Mike?
While every professional basketball player craves the success that a Michael Jordan had, many aren't willing to do what is necessary to get there.
The success strategy is quite simple, it's not very glamorous and all in your mind. It’s a four-letter word called WORK!
“If you do the work you get rewarded. There are no shortcuts in life.”
Michael Jordan
The top 1% of professional athletes have a million- dollar success strategy. This is nothing more than a willingness to consistently pay their physical dues and bust their ass by pushing themselves outside their comfort zone.
Your sales success strategy is nothing more than tons of sweat, fatigue, frustration and YES hard work!
Success, It's hard work!
The one percent consistently push themselves to go the extra mile, run a little harder, sweat a little more, train a little longer, and work in a few more repetitions.
The elites, the one percent of professional athletes, eat being great for breakfast.
They are willing to bust their ass and to do whatever it takes. Are you willing to do whatever it takes?
Forget about what everyone else is doing or not doing, focus on yourself. If you really want to stand out, then make it happen with your work ethic. This is what top professional athletes do best.
Can the same be said for the average sales rep? What are you willing to work on?
ELITE ATHLETES MINDSET
What separates elite athletes from the rest? I believe an elite athlete has a ‘next level’ mindset.
Elite athletes constantly challenge themselves. Are you?
Elite athletes push themselves during practice. They pay attention to the little things on a consistent basis and continually focus on positive work habits. Can this be said about you?
Could you become more consistent in sales if you changed your mindset?
Change your mindset, change the outcomes.
What would happen to your sales results with an improvement in your preparation, practice, how you mentally prepare, how you respond to mistakes, or how you respond to failure?
Confident Athletes are proactive when it comes to confidence!
Have you developed a confident mindset?
ARE YOU PUTTING IN THE HARD WORK?
You have to be willing to get off of your comfy couch. You must get outside of your physical, mental and emotional comfort zones. You must be willing to push the envelope, to get comfortable being uncomfortable.
Success is simple but yet difficult. I get it every once in a while, you'll work your butts off.
Occasionally, you will get motivated to step the pace up and sweat just a little bit more especially when your sales funnel is running on empty.
Many of you are consistently inconsistent and will turn your head and mentally say, "No thank you."
"Success isn't always about greatness. It's about consistency. Consistent hard work leads to success. Greatness will come."
Dwayne "The Rock" Johnson
What do you think separates the best in sales from the rest of the pack? Do they have more talent? Not necessarily! Are they more gifted than others? On some occasions, yes. Do they want and smell sales success more than you? Ah Hah! Here lies the key.
You see, the very successful professionals work harder, and on a more consistent basis; because they want it more than you do.
If you truly desire to become successful, then your biggest obstacle is the very person you see when you look in the mirror!
If you want it badly enough and are willing to go after it on a daily basis, week in and week out, month in and month out; then you must buckle-down by elevating your training and performance.
ARE YOU PUTTING IN THE PRACTICE?
If you fail to put in the work, you will never find true success.
You’ve heard about Malcolm Gladwell and his 10,000-hour rule. He studied and discovered the most successful people are the ones who have put in the hard work. They dive into their craft and study. And they worked and worked some more.
You can’t expect success to come to you just because you want it to. You must be willing to work hard.
You must move your mindset from I'm just a sales rep to I'm a sales professional.
Hard work requires:
- A commitment to yourself
- A commitment to a stronger work ethic
- A commitment to a plan
OVERCOME THE MENTAL HANG-UP
You must learn how to overcome the hard work and perseverance handicap that you have developed by being a member of "I have earned my stripes therefore I don't have to do it" society.
Get back into the real sales world and stop the "my **** doesn't stink attitude". In other words, pull your head out and redevelop your goals, your personal mission and why you are doing what you are doing?
Motivate yourself by staying focused on your WHY. Why are you doing all of this in the first place?
You must develop an emotionally compelling reason to go against the status quo as you watch the other aloof sales reps on your team, seek instant gratification by cutting corners.
Are you living a sales lie?
The secret to success is mental. The secret to success is in your hands, not in your mouth.
The secret to success will separate you from the wolf pack and your competitors.
The secret to success is quite simple to understand yet so difficult to consistently use.
Do you have what it takes to take your career to the next level? Can you honestly put your actions where your mouth is? Are you willing to walk the walk?
JUST DO THE HARD WORK!
Why do many give up? No hope? No perceived chance for victory or real reward inside their company? Not enough patience to keep on going? No sense of personal fulfillment? Lack of the right talent or skill set? Poor relationships leading to discouragement? The questions and list can go on...
You must embrace hard work and develop a strong work ethic. This means you must set aside your ego, fear and a "know it all attitude". Embrace the two things you have going against you - time and patience.
Allow this quote to sink in...
"I have nothing in common with lazy people who blame others for their lack of success. Great things come from hard work and perseverance. No excuses."
Kobe Bryant
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 think you're going to love it. You can find it on Amazon in paperback, kindle and in audio. You can click on the book image below and this will take you to Amazon.
In a world full of empty suits, I'm passionate about helping sales reps succeed by getting valuable before they get visible. I help sales teams understand the true value they bring to the market.
I appreciate getting the opportunity to share my stories. Integrating the use of social and sharing my story on LinkedIn was my “game-changer” in the highly competitive office technology world. 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 inside the sales process. You can follow me on LinkedIn, Twitter, Facebook and on my podcast by clicking on Selling from the Heart.
Top Ten Copier & Imaging Industry Predictions for 2021
So 2020 was a year we would all like to forget! The global pandemic has changed the way we sell and we've all lost some great people along the way. Our great industry depression is one we will never forget.
I posted the paragraph below in last years blog.
I'm sure there will be at least two or three bombshells with one of them happening in late January 2020 and then another in late March to early April 2020.
There was no bombshell in January for our industry but could the "late March to early April 2020" bombshell reference the COVID19 pandemic? The time frame was right on track and yes our industry was lobbed a bombshell that we're still struggling with to this day.
Top Ten Copier & Imaging Industry Predictions for 2021
1. I'll go out on a limb and predict this merger or acquisitions to take place. Canon & Ricoh will merge or Canon will acquire Ricoh. Currently they are working together in Japan for MFP distribution logistics
2. Ricoh, Canon, KonicaMinolta, or Kyocera will start purchasing large regional MSP providers
3. Speed & Color Licensing will be the new normal as we enter the last quarter of 2021 for copiers with at least one of our manufacturers. They will see the light and reduce the office style A3 devices to two MFPs. One device will will be capable of speeds from 20-60 pages per minute and the other will offer 65 to 100 pages per minute. The dealer can them configure any speed that the client desires and then offer a subscription service if the client needs color
4. The new Fuji Film copier manufacturer, originally was Fuji-Xerox until Xerox sold their equity last year. Fuji will partner with a mega dealer in the US for private labeling of those copiers and software solutions. Names that I keep seeing are Dex Imaging, Marco, Flex Print and RJ Young
5. Look for the top four copier manufacturers also turn their acquisition attention to cyber security companies (mssp). Konica Minolta did an acquisition in 2020 with Depth Security
6. Xerox who is in need of an OEM copier manufacturer will make a purchase to acquire either Toshiba Tec, Sharp from Foxconn or KonicaMinolta
7. The year of wide format. More dealers will make the move to offering wide format AEC and wide format color devices this year
8. Ricoh will exit the AEC wide format market place just as they did with duplicators and projectors in 2020
9. 2021 is the year that copier manufacturers finally get it and start manufacturing more A4 devices with the advanced functionality of A3 MFPs.
10. Our industry will bounce back by the start of Q3, however print volumes from the global pandemic will have reduced page volumes by 15%
I threw this one in for fun since 2020 was such a messed up year!
11. Aliens will make first contact during the 3rd quarter of 2021, just when we were starting to bounce back! lol
I enjoy writing these and please keep in mind that these predictions are intended to be more entertaining than factual. But, you never know what tomorrow will bring. Would love to hear comments!
-=Good Selling=-