MFP Copier Blog
MSP, MSSP and IT Notes Industry April 19th, 2021
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.
PixelPlex Launches a Document Management Platform that Eases How We Manage Documents
- PixelPlex, revealed DocFlow, its latest release of blockchain-based solutions
- DocFlow features top-notch smart contract systems
- Claims highly secure & guarantees 100% data authenticity
Hyland Software buys 2 competitors
- Maker of OnBase document management and electronic content management solutions, announced it has completed acquisitions of Alfresco Software and Nuxeo Software
- Nuxeo is a content services platform and digital assets management provider
BoxBoat Announces DevSecOps Managed Services Momentum with their BoxOps Platform
- Announced significant Managed Services revenue growth by greater customer adoption of its BoxOps platform
- BoxOps is BoxBoat’s DevSecOps managed service platform
- BoxOps is a managed Kubernetes
- Automatic infrastructure updates
- application autoscaling
- cloud service integrations
- SLAs
- BoxBoat Technologies is the premier DevSecOps and digital transformation consultancy
Rackspace shifts its managed services approach with "Elastic Engineering"
- Reported on ZDNet
- Announced a new service model for delivering managed cloud services
- “Elastic Engineering” gives customers access to a "pod" of Rackspace cloud engineering experts
- Rackspace is offering Elastic Engineering support for Amazon Web Services (AWS), Microsoft Azure and Google Cloud Platform (GCP)
- Sold as hours, can then scale up as needed
CRN Names Corsica Technologies to Its 2021 MSP 500 List
- The Channel Company, has named them to its 2021 Managed Service Provider (MSP) 500 list in the Managed Security 100 category
- fourth time in a row that Corsica Technologies has been named to the list
- second year in the Managed Security 100 category
Ricoh placed in the 2021 Gartner Magic Quadrant for Managed Workplace Services, North America
- Announced that it has been positioned in the 2021 Gartner Magic Quadrant report for Managed Workplace Services, North America for the first time
- Gartner evaluates 20 vendors to enable sourcing, procurement and vendor management leaders to select the best provider for managed workplace services
- Gartner defines managed workplace services (MWS) as a subset of the IT outsourcing (ITO) market
- MWS includes traditional end-user outsourcing (EUO) as well as new digital workplace services to provide cloud-first, automated and integrated support to end users
- Gartner Magic Quadrants offer visual snapshots, in-depth analyses and actionable advice that provide insight into a market's direction, maturity and participants
- Formerly known as PrinterLogic, Vasion is headquartered in St. George, UT
- Launched Vasion ST, a software-as-a-service digital transformation platform
- Integrates tools to digitize content and automate business processes
- Capture, workflow, e-signature and storage solution
- Based on technology acquired when company bought Maxxvault
TBI Partners with Managed IT Service Provider, Effortless Office
- Announces the addition of Effortless Office to their provider portfolio
- Effortless Office is a Channel-only, national managed services provider
- Blends legacy environments with hybrid cloud solutions
nDivision Awarded Three Year Managed Services Contract Through its Fortune 50 Global ...
- Announced today that it will be fulfilling the services for a three-year 6 million dollar Infrastructure Managed Services and Managed End User Helpdesk contract
- contract replaces several existing contracts which its partner is currently billing at approximately $520,000 per year
PlexTrac Closes $10 Million Round to Fuel Growth of Cybersecurity Workflow Platform
- Announced $10 million in Series A funding
- Venture firms Noro-Moseley Partners and Madrona Venture Group led the round with participation from StageDotO Ventures
- Will use the funds to continue to build the team and grow the platform
Japan's Toshiba president steps down amid acquisition talks
- Nobuaki Kurumatani tendered his resignation at a board meeting
- Kurumatani headed the Japan operations of CVC Capital Partners, which proposed the acquisition last week
VertiGIS Acquires Facility Management Software Partner KMS
- Announced the completed acquisition of longstanding development partner KMS Computer GmbH
- KMS is a computer-aided facility management (CAFM) software specialist based in Dresden, Germany
- VertiGIS is backed by global, technology-based investment firm Battery Ventures
Foxit and Toshiba Announce Strategic Partnership for End-User Productivity and Enterprise ...
- Announced a strategic partnership with Toshiba Tec UK Imaging Systems Limited to leverage Foxit's PhantomPDF and Enterprise Automation solution
- Toshiba will leverage PhantomPDF to make significant improvements to workflow, productivity and user experience
- PhantomPDF is available on desktop systems, mobile devices, and the cloud
- Laserfiche, headquartered in Long Beach, CA, is provider of document management and electronic content management solutions
- Its cloud-based ECM won the 2021 Product of the Year Award from Cloud Computing magazine
PaperCut launches cloud based product
- PaperCut, headquartered in Australia, introduced PaperCut Hive, a cloud-native print management solution
- Providers server-less secure print release
- Uses Edge Mesh technology
- Pricing not announced
Ricoh launches Return to Work solution
- Launched the Return To Work Security Services
- Combines consulting, technology and services to address return to onsite work environments
- Kiosk-based access screening at employee, visit, warehouse and plant entrances
- Wellness screens, temperature checks, mask compliance and hand sanitizing
- Personnel density and physical distancing analysis and planning tools to reserve and modify the availability of reservable spaces such as socially distanced desks, common rooms, warehouse spaces or occupancy limited meeting rooms
- Access to analysis and materials to incorporate into customized training programs
- Access to past visitor logs
- Pricing not announced
IBM's Independent Managed Infrastructure Services Business to be Named Kyndryl
- Announced that Kyndryl will be the name of the new independent company
- Will be created following the separation of its Managed Infrastructure Services business, which is expected to occur by the end of 2021
- Kyndryl also announced that it will be headquartered in New York City
Visual Edge Announces National Launch of Visual Edge IT Managed IT Services Digital Journal
- Announced the national launch of Visual Edge IT managed IT services
- "We have onboarded more than 5,000 new managed IT services customers and are excited to be able to provide these end-to-end technology solutions to more new client
- Visual Edge IT offers 24/7 remote monitoring and administration of networks, service desk, data backup and restore
Cybersecurity Update
- Capital One notified 100 million customers that their info was exposed after former Amazon Web Services (AWS) employee Paige Thompson posted data on GitHub after illegally accessing the info.
- HealthNet of California notified 1,236,902 patients that their PHI may have been exposed after cyberattack.
- Check Point Research is warning of a new malware that attacks Android based mobile devices
- Is in an app on Google Play store that entices users by offering free Netflix subscription
- LinkedIn is warning that a hacking group, named Golden Chickens, is using email phishing attacks on LinkedIn members,
- The Bricker & Eckler Law Firm of Ohio notified an unknown number of customers that their info was exposed after cyberattack.
- Brown University of Providence, Rhode Island notified an unknown number of students that their info was exposed after cybersecurity incident.
- California Health & Wellness (CHW) of Sacramento, CA notified an unknown number of patients that their PHI was exposed after a cyberattack.
- The Centers for Advanced Orthopaedics, headquartered in Bethesda, Maryland, reported an email hacking incident affecting over 125,000 individuals.
- The City of Lawrence, Massachusetts notified an unknown number of citizens that their info was exposed after ransomware attack.
- Elekta Health, headquartered in Atlanta, GA, notified patients Southcoast Health’s cancer centers in Fall River and Fairhaven, Rhode Island and patients at Rhode Island Hospital and the Lifespan Cancer Institute in East Greenwich after a ransomware attack.
- Epilepsy Florida in Miami, FL notified an unknown number of patients that their PHI was exposed after ransomware attack.
- La Clinica De La Raza of Oakland, CA notified an unknown number of patients that their PHI was exposed after cyberattack.
- Cornerstone Municipal Advisory Group d/b/a Manquen Vance ("Manquen Vance") of Troy, MI is notifying an unknown number of patients that their PHI may have been exposed after cyberattack.
- Memorial Sloan Kettering Health of New York City, NY, notified an unknown number of patients that their PHI may have been exposed after cyberattack.
- Mott Community College of Flint, Michigan has notified 1,612 individuals that files containing their protected health information were obtained by unauthorized individuals prior to the use of ransomware on its systems.
- Remedy Medical Group, with locations in northern California, notified an unknown number of patients that their PHI was exposed after cyberattack.
- Squirrel Hill Health Center of Pennsylvania notified an unknown number of patients that their PHI may have been exposed after cyberattack.
- Stanford University School of Medicine in California notified an unknown number of patients their PHI may have been exposed after cyberattack.
- TriHealth of Cincinnati, OH notified an unknown number of patients that their PHI may have been exposed after cyberattack on vendor.
- University of Miami Health in Florida notified an unknown number of patients that their PHI may have been exposed after cyberattack.
- Yeshiva University of New York City, NY notified an unknown number of students that their info may have been exposed after ransomware attack
Heartfelt Sales Professionals Live By The 3 P's... Are You?
“The person without a purpose is like a ship without a rudder.”
Thomas Carlyle
One of the greatest gifts we have is our ability to choose how to live our life. I'm a firm believer that living with purpose does matter.
Merriam-Webster defines purpose as the reason for which something exists or is done, made, used, etc.
What is your purpose?
As humans, we're wired to seek out meaning and purpose in our lives. Nowhere is this ever so important than in sales, as this is where we spend much of our waking hours.
“The purpose of life is a life of purpose.”
Robert Byrne
A heartfelt sales professional thrives on being a part of a purpose. What lights their fire? It's about becoming part of something that really matters, something that really makes a difference to the lives of their clients and future clients.
What is in your heart? What is lighting your fire?
The heart is powerful. It maintains life and connects us to our true selves. Our natural instinct to be, to desire and to do things is often driven from a pure place in our heart and the inner part of who we are.
In chapter 6 of Selling From the Heart, I speak to Servant Led Sales Leadership. In a business world where many in sales are viewed with negativity, an authentic, real-deal approach is a breath of fresh air.
- A servant led professional has an authentic desire to serve
- A servant led professional is all in
- A servant led professional pours themselves into their clients
The servant-leader is servant first… It begins with the natural feeling that one wants to serve, to serve first.”
Robert K. Greenleaf
Are you focused on your needs or fulfilling your client's needs?
YOUR CLIENTS ARE PEOPLE
We can all agree, change is everywhere and it's happening at rapid rates.
Heartfelt professionals who "pour themselves" into their clients tend to make more money and do more for their clients than sales reps who aim to make money.
When sales reps see their sole purpose as making a profit, they tend to view people as objects. They look at them as dollar signs, reeking of commission breath.
Lead with your heart and not your wallet
A purpose-driven sales professional understands their client's environments and goals on a greater level than that of quota-driven sales reps.
Creating value and leading with heart not only transforms sales effectiveness, it provides insulation from the price hammer.
THE 3 P'S HEARTFELT PROFESSIONALS LIVE BY
Those who lead with their heart are able to connect with the emotional needs of their clients.
They understand people have the need to be valued, respected, heard and acknowledged. By acknowledging and not forgetting the human element, they maintain the wisdom to positively transform their client's business by helping them to do better business, a profitable one.
Heartfelt professionals are driven by high standards and deep morals.
LIVE WITH PURPOSE
Having a sense of purpose in your life is essential to your well-being. A sales professional continually searches and finds their sense of purpose as circumstances change.
Those with a sense of purpose in sales are passionate, they create change and they're committed. They're completely focused on serving first.
They ask themselves purposeful questions such as:
- What problems do my clients encounter? How can I help them solve them?
- How can I become more effective to better help my clients to succeed?
- How can I use my talents to be of greatest value to others?
Heartfelt sales professionals take massive action and it starts with themselves
LIVE WITH PRIDE
Sales professionals take pride in their work and it's extremely important to them. You can say it just comes naturally.
If your eyes do not light up when you talk about what you do then think about finding something else to do!
If you don’t love what you do where you spend 8 hours per day and 5 days per week, then your long-term sales success is in danger.
I believe pride in your work is mission critical. This is one aspect that separates a sales rep from a sales professional. They invest in themselves and ensure this is visibly demonstrated.
Pride can be broken down to the following:
P - Personal
R - Responsibility
I - In
D- Delivering
E - Excellence
Hard to deliver and serve without pride for what you do.
LIVE WITH A PROACTIVE PLAN
Proactive professionals plan for and create the future. They are change creators not passive sales spectators.
- This planning helps them to overachieve.
- This planning increases their awareness within their marketplace.
- This planning has them involved and participating in community events.
- This planning has them obtaining referrals from current clients.
- This planning has them continually learning about their client's business.
This proactive plan includes nonnegotiable prospecting, profiling targeted accounts, executing client strategies and obtaining feedback to continuously improve their performance.
Personal accountability is the glue that ties commitment to results
PURPOSE, PRIDE AND PLAN
Life is too short. You deserve a career where you have a sense of purpose, pride and a plan.
Sales professionals don't leave it up to their company or their management team. It is up to you to define what you do with your sales career.
- Know what motivates you
- Find a mentor or a business coach
- Crave self-improvement
"If you believe in yourself and have dedication and pride - and never quit, you'll be a winner. The price of victory is high but so are the rewards."
Paul 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.
The Week in Copiers Fifteen Years Ago
The Week in Copiers Fifteen Years Ago
Third Week of April 2006
Tonight a spent a few minutes on the web hunting down some old copier pics and newspaper ads. I have no clue as to the manufacturer of the copy machine that is pictured. I posted up ads for Canon, Minolta and Royal copiers here.
Enjoy these awesome copier threads from 15 years ago this week!
Should Ricoh develop a fax option for thier new HV series?
Konica Minolta bizhub C351
Re: BizHub
TOSHIBA E-STUDIO 282
Re: BizHub
Re: New High Volume Fax Poll
imageCLASS MF6500 Series.
New Fax MFP High Volume Poll
Re: New High Volume Fax Poll
Re: New High Volume Fax Poll
goofy question
Oce Imagistics fx2080 and sx1480 compact MFPs
BizHub
Re: Konica Minolta bizhub C351
Re: @ Remote is Here!!
Re: @ Remote is Here!!
Re: Ricoh 1055 PDF Printing Problems with Adobe Acrobat 6.0 and higher
Re: Ricoh 1055 PDF Printing Problems with Adobe Acrobat 6.0 and higher
Re: Ricoh 1055 PDF Printing Problems with Adobe Acrobat 6.0 and higher
Re: Scan to folder on 2003
Re: CANON CLC 4100 / 5000
Re: BizHub
Re: Here's my dilema, can you help?
Re: New High Volume Fax Poll
Re: goofy question
Re: New High Volume Fax Poll
Re: New High Volume Fax Poll
SeriPrinter improvements
BERTL 3260 Report
The Week in Copiers Ten Years Ago
The Week in Copiers Ten Years Ago
Third Week of April 2016
Not much to day on this one. It's Saturday in the AM and there's much to be done at the home for summer. Enjoy your weekend!
Here's the awesome copier threads from ten years ago this week
Multifunction Black & White and Color printer/scanner/copier/fax machine.
California city taps Xerox to save money using managed print services
Konica Minolta Recalls Certain bizhub, magicolor Devices
Re: A4s Through Distribution
Ashgate Automation to team with Konica Minolta at Northprint
Re: 13x19
Kyocera Mita America Set to Inspire, Innovate, Accelerate Dealer Channel at Pan-Ameri
Ricoh Entering the LED Illumination Market
Canon U.S.A. Announces Termination Of Patent Infringement Lawsuit
Reducing Costs Through Managed Print Services
Van Ausdall & Farrar Selected as Canon Authorized Dealer
Managed Print Services Consultant
Re: New 65/75 Pro color series
Ask Art "Email from MFP Solutions Blog Reader"
InnerWorkings Inc., a leading provider of managed print and promotional solutions, an
LMI, Award-winning Turnkey MPS Provider, Joins Managed Print Services Association
Mutoh Announces Next Generation Printers:ValueJet 1324-54” & ValueJet 1624-64”
Color Controller C-81, Powered by CREO Color Server Technology Now Integrated Into Ri
Re: 13x19
Re: 13x19
Océ Business Services Opens its Second Document Imaging Center in the U.S.
Canon U.S.A. Announces Availability of Select Speciality Media With Sustainable Fores
Re: Ask Art "Email from MFP Solutions Blog Reader"
Re: The Office Copier turns 50!
Show me yours...
A4s Through Distribution
Job Opportunity with Paradigm Imaging Group
Re: PPDM from Ricoh, Questions
Re: PPDM from Ricoh, Questions
Re: Konica Minolta Recalls Certain bizhub, magicolor Devices
Re: Gas Price Check
Re: Gas Price Check
Lyn
grems1995
Re: The Office Copier turns 50!
Re: The Office Copier turns 50!
Re: New 65/75 Pro color series
Re: New 65/75 Pro color series
The Week in Copiers Five Years Ago
The Week in Copiers Five Years Ago
Third Week of April 2016
The month of April has been somewhat of a struggle. Too many opportunities went in the weeds and not enough new opportunities to fill the void. Just yesterday and today I was able to add three additional opportunities that may have some legs for this month. I do have an ace up my sleeve for next week and time will tell how it goes.
Enjoy These Awesome Copier Threads from Five Years Ago This Week
The Transition of the Copier Industry Part 2
‘Make a Difference’ or ‘Make a Profit’ with Selling Copiers
Konica Minolta Expands its Footprint with Baltimore-based Action Business Systems (ABS)
Kodak’s SONORA Process Free Plates see 50% rise in volume as industry demand for sustainable printing solutions grow
Ricoh again named market share leader in U.S. high-speed inkjet placements
Lead for Fleet of Copiers and Print Management in New York
Canon Solutions America Introduces Pivotal New Media Options for the Large Format Print Industry
Konica Minolta Announces Digital Workhorse -- bizhub PRO 1100
Ricoh Again Named Market Share Leader in U.S. High-Speed Inkjet Continuous-Feed Placements
How I used the Free Version of LinkedIn to do $1.3 Million in Sales in One Year as a Copier Rep
Ricoh wins Projector Innovations Brand of the Year at VAR Middle East Choice of Channel Awards
Re: Copier Options & Accessories Survey
Re: Copier Options & Accessories Survey
Re: Copier Options & Accessories Survey
Re: Copier Options & Accessories Survey
How to Make Your Documents Great Again!
Record Sales Results for the Océ ColorWave 500 system
Vendors Double Down On Channel Push To Win Managed Print Services Deals With SMBs
Konica Minolta Dealer Program Structure
Discover a new dimension in colour printing with OKI Europe at drupa 2016
Re: How to Make Your Documents Great Again!
8 More Secrets of Master Salespeople (And 11 Mistakes to Unlearn)
5 Tips for Writing a Sales Letter That Works
Canon Business Process Services Receives Honors in Four Distinguished Judging Categories in the 2016 IAOP Global Outsourcing 100
Lead for Multiple Copiers in Texas
Lead for Managed Print in Arizona
Lead for Managed Print in Canada
EFI ISA Exhibit Offers Four New Printers and New MIS Software
EFI Brings Higher Levels of Productivity to Display EFI Brings Higher Levels of Productivity to Display
Kyocera Dealer Program Structure
Toshiba Dealer Program Structure
Sharp Dealer Program Structure
Re: Sharp seeks to nearly double number of recruits following takeover deal
COVID19 Remote Working Day Two Hundred and Seventy-Four of Selling
When will this pandemic end? Even with vaccinations Jersey proves once again we're in the top four with new cases of Corona. Today we came in with 3,563 and that's with almost 2 full million vaccinations. With a state population of nine million we've been tested 12.7 million times so far. I've almost come to the point where it's time to get the frack out of this place. So much for the most populated state in the union.
Our Governor had his daily briefing today and was asked and I'm paraphrasing "at what point do the numbers need to be to discontinue the Health Emergency Orders?" He didn't give a direct answer but side stepped and state something to the effect that by having the Health Emergency Order in effect allows him to make changes as he sees fit to the ebb and flow of the virus.
In three or four days the existing Health Emergency Order will expire and I'm expecting nothing less than another extension of the existing order that will take us to the middle of May. Combine that with the pause of the J & J vaccine and I'm expecting nothing less but another extension in May to take us to June.
Sales
I haven't written much in the last few days because I didn't have any orders. When I don't have orders I get cranky because it's not the way I expect things to go. Over the years I've learned to live with the ups and downs of sales and have grown to appreciate what a good month and quarter looks like.
Yesterday I was able to put a small A3 color MFP order in my pocket for about $6K. Just a few minutes ago I had a verbal for another A3 MFP for $12.5K. There's also and outside chance of another $12.5K A3 color for the end of this week, plus a Silver Managed IT. Thus if that happens I'll be in a good spot for the last week of the month. Next week will be decided by one existing client for a $60K order, all looks well now until we have our next meeting for Tuesday of next week.
Prospecting
The bane of my existence! It's been a light week for prospecting this week and I hope to pick up the pace for tomorrow and Friday. Prospecting for me is sending more cold emails rather than making cold telephone calls. It seems to be working for me thus there is no plan to make changes at this time.
Always been a little curious why emails are working better than calls. My only takeaway is that most peeps are consistently checking emails rather than voice mails. In addition I would tend to think those that if you're leaving me a voice mail then you're someone I don't know. If they send me an email or text then we may have connected in the past or had some type of communication. Just my two cents on that.
Just Call Art
I'm about to put the finishing touches on my new video series titled "Just Call Art". My plan is to publish video's with the top reps in our industry that are still selling on a day to day basis. The calls will not be scripted, and the talk track will be more about how they are doing, what made them successful and if they made any changes to their selling style in the last 15 months. It's my belief that we can then share more of our collective knowledge and take bits and pieces of their knowledge to help us increase sales. In addition from time to time I'll be introducing 3rd party suppliers that have the products to help us engage with more clients and offer up additional products or solutions.
I'm sure the first few of these will be a little rough around the edges at first but the content will be awesome and authentic.
The plan is to have the first three or four posted on this site for all to view. After that I'll be moving to these to a subscription service which is included with a Premium/VIP membership. Thus if you have a Premium/VIP you're good to go and if not then the $120 or $10 per month is certainly worth the investment. In addition you'll have access to the entire site.
Tomorrow
Only one appointment and then prospecting. Can't wait to see how many rocks and I can turn over and how many additional opportunities I can create!
-=Good Selling=-
How to Print #9 Envelopes on Ricoh C842dn
How to Print #9 Envelopes on Ricoh C842dn
I also have video instructions for print A1 envelopes. Of course the Ricoh specs say you can't do it, but we figured it out.
Please subscribe to my YouTube channel for amazing content!
Is The Konica A3 Market Share Relevant to Their Future? Short Answer NO!
This week's article is a counterpoint to an article published in the recent ENX Magazine. An article that discusses many points I would challenge. The article is in interview form the newly appointed COO of Konica, Sam Errigo.
The Link would not share however, It is titled "Bullet Proof: All Covered, Packaged Approach Position Konica Minolta for 2021 Success." You will find the article in latest ENX edition.
Also Last week, I highlighted some of this interview's contents in an episode of The End Of The Day With Ray! Here's a link to that episode.
Here are more details on my thinking:
The Future of Print Equipment OEMs selling through direct operations will not relate to their current A3 Market share.
The vast majority of A3MFPs will soon be A4MFPs. Of, course some OEMs are not positioned at all to rapidly go where the customers are going. Therefore, these OEMs will continue distracting themselves and their partners by arguing it's not about A3 or A4.
This argument reminds me of all statements made to keep things as they are based on the arguer's unreadiness. Or, worse, the insecurities the OEM may have of their place in the future.
Konica expressed a somewhat lack of concern regarding the future of business print as in the first paragraph they stated with enthusiasm their 17% market share. The problem, that market share is based on A3; I think everyone reading this would admit, Konica's A4 market share would be one of the lowest in the industry, would it not?
The industry's actors who understand the transition to Managed IT services would also admit that an OEM print market share is irrelevant to selling IT services or other service-based diversified deliverables.
If there were a collation, All Covered would have a massive percentage of its print customers as IT services customers after ten years of Konica ownership. Would they not? If they do, they should proudly share those statistics.
Does It seem like the industry continues selling itself on an outdated relevance over selling end-users a continuous relevance?
My friends, I don't like to be vague in my arguments, especially during our industry's most significant disruption in its history.
I will continue saying, "If the industry cannot discuss the ways of its defeat, the industry will fall victim to those innovators who are focused on defeating them."
My biggest concern is that dealers are being distracted by unprepared OEMs. If the reality is that nearly 90% of all business A3MFP devices could easily be A4MFP devices and the OEMs response is that end-users don't know the difference between A3 and A4. I say, wow!!
Surely, I am not alone in understanding the absolute dysfunction in building business models based on keeping end-users in the dark about what could greatly benefit them. Am I?
I have said repeatedly that the most significant disruptions to the old way are when the new way discovers things the old way is doing against the best interest of the customers they serve.
Once these disruptive innovators discover these dysfunctions, they set out on the path to educating the old way's customer on the better way. This better way or better experience will cause the old way's great relationships to leave that relationship and start a new one.
All those who are reading this from the print equipment and services industry. Know precisely the difference between A3 and A4. They also know the implications to nearly all the business processes of the A3 OEMs, their direct operations, and the dealers who sell, service, and supply A3 equipment.
So, pretending or hoping that end-users stay ignorant to alternative possibilities based on unreadiness is actually what every innovative disruptor bets on.
All the industry's dealers and its OEMs must stop the delusion that it's not about A4 or A3. Instead, seek to completely understand what would happen to your business when current A3 customers are presented A4 MFP equipment sub $3,000.00 and when nearly all business print volumes fall below 3,000 pages per month? That is why it's about A4 and A3.
Now I want to address the silliness regarding how many people will return to the office to determine returning print volumes. This insanity is completely distracting to the realities that all businesses are on a path to eliminate non digital business processes.
In today's business, the most significant interruption to business workflow is to print or scan a document. This disruption will now increase as workers return to the office, causing business leaders to ask, "what their staff did when they were remote?" My friends, the answer to that question is extremely threatening to the business model of over-selling and over-spec'ing A3.
So, the outcome of the greatest migration to remote work in history. Nearly every business customer of the print equipment and services industry is now focused like never before. To ensure that more and more workflow processes remain behind glass, eliminating the need to print as much as possible.
Now let's discuss the greatest distraction of all, The zero output or the paperless world argument. Those who translate the arguments of digitalization as a paperless argument are disingenuous.
Everyone reading this who follows me will conclude that print will be around; my arguments have never been about Zero print or paperless; people say this because they know it's completely illogical, and they hope no one will respond to correct what they don't believe or what they deem is impossible. Thereby distracting those from the conversations of the real threats of the coming massive declines in office printing.
The Print equipment and services industry will not be immune from the pain as its end-users seek better experiences. I strongly suggest that the legacy players stop distracting themselves and face the pain associated with change. I suggest the legacy players bring their great relationships that better experience before the new innovators do.
"Status Quo is the killer of all that will be invented."
Ray Stasieczko
MSP, MSSP and IT Notes Industry April 12th, 2021
There are two IT FREE leads including in this weeks notes!
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.
CrushBank Announces Strategic Alliance with ECI Software Solutions
- CrushBank, developers of an artificial intelligence (AI) solution, uses power of IBM Watson and Natural Language Processing to provide answers used in IT support
- Announcement coincides with the initiation of development of an integration between CrushBank and e-automate
- With this partnership and the subsequent integration, CrushBank will make the promise of better, more efficient customer support available to the Managed Print Services and other office equipment providers who depend on e-automate as their ERP solution
Accelalpha Inc. acquires Key Performance Ideas Inc. to create an organization with unmatched…
- Accelalpha announced today that it has completed its acquisition of Key Performance Ideas (KPI)
- Using KPI to enhance it’s Oracle Cloud Solutions
- Also strengthens Accelalpha's multi-pillar Oracle Cloud managed services business
C Spire Business named one of 2021 top solution providers by CRN
- Named one of the top 250 information technology solution (IT) providers in North America in 2021 by CRN
- C Spire Business was included in the prestigious annual Tech Elite 250 list
- C Spire Business is a division of C Spire, a privately-held diversified telecommunications and technology services provider
Dynamic Quest Acquires Integrated Solutions
- Completes acquisition of IT 4 the Planet dba Integrated Solutions
- Dynamic quest backed by Spire Capital
- Dynamic Quest an MSP offers IT & cloud services (headquarters in Greensboro, NC)
- Integrated Solutions offers managed IT, BDR and cybersecurity services (headquarters in Birmingham AL
Xeretec Ireland announces expansion into Donegal and Sligo
- Reported on Leitrim Observer
- Xeretec Ireland will expand into the North West through a €500,000 investment in Donegal and Sligo
- Established 1991, with 200 employees and offices in Dublin and Galway, Xeretec specialize in managed print services, digital transformation and remote working capabilities
- Reported on insidermedia.com
- Apogee agrees to acquire Direct-Tec Group (Kent, UK)
- Direct-Tec provides print, document and IT services for businesses & public sector
- Terms not disclosed
DynTek Achieves Microsoft Gold Competency in Security
- Achieved a Microsoft Gold Competency in Security
- DynTek had to demonstrate deep expertise in designing, implementing and managing customers’ security programs
- Helps organizations identify and protect against internal and external threats to the IT infrastructure, systems, & data
Options Recognised as Managed Services Provider Partner of the Year in Trend Micro Awards
- Awards, hosted by Trend Micro, recognize outstanding partner companies
- Options Technology is the No. 1 provider of IT infrastructure to global Capital Markets firms, supporting their operations and ecosystems
Logically Announces SOC 2 Attestation
- Announced they have successfully completed a SOC 2 Type 2 Attestation
- SOC 2 Type 2 Attestation, is an auditing procedure that ensures Managed Services securely manages data to protect the interests and confidentiality of its customers
- Logically is a Managed IT Service Provider (MSP) to small and midsize organizations
5 Reasons Capture Technology is Driving Digital Transformation
- Reported on idm.net.au
- More Ways to Get Documents In
- Extracts and Organises Data – Automatically
- Easily Integrates with Other Systems
- Enhances Security and Compliance
- Enables Work from Anywhere
Fujitsu acquires data analytics management consultancy, Versor
- Reported on Channel Life
- Fujitsu Australia announced acquisition of data analytics specialist management consultancy, Versor
- First acquisition for Fujitsu Australia since 2009
- Versor provides data engineering, advanced analytics and data sciences services powered by artificial intelligence (AI) and machine learning
Konica Minolta Receives Platinum Elite, Diamond and Two Partner-of-the-year Honors from Hyland
- Recently honored by Hyland with four different awards
- Platinum Elite
- Diamond Support
- Hyland Cloud Partner of the Year
- Workview Partner of the Year
Aryaka Recognized in 2020 U.S. Carrier Managed SD-WAN LEADERBOARD by Vertical Systems Group
- Announced the company achieved a top eight position on Vertical Systems Group’s 2020 U.S. Carrier Managed SD-WAN Services LEADERBOARD
- Aryaka is one of two SD-WAN-as-a-service benchmark companies that has the ability to provide its own technology
VOX Network Solutions Named To The 2021 Elite 150 In CRN® MSP 500 List
- The Channel Company, has named VOX Network Solutions, a leading IT solutions and managed service provider, to the Elite 150 category
- CRN's 2021 MSP 500 list identifies the market's key managed services players
- The MSP 500 list is divided into three sections
- MSP Pioneer 250
- MSP Elite 150
- Managed Security 100
Lead for IT Services in California
- The City of Alhambra Police Department (“APD”) is seeking proposals from qualified and experienced consultants to provide Professional Information Technology (“IT”) and Support Services to the APD. The project scope of work requires professional support of IT services for the APD using current technological expertise, including maintenance of the APD’s computer network, planning for short-term and long-term IT goals, and the provision of excellent customer service.
Lead for IT Services in Georgia
- KIPP Metro Atlanta Collaborative, Inc. (hereinafter “KIPP Metro Atlanta Schools” or “KMAS”) intends to enter into a two (2) year contract with a qualified vendor to deliver managed information services. This initiative is known as the KMAS Managed Information Technology (IT) Services. All interested parties, potential Offerors, and those seeking to do business are hereby notified that this website will be updated periodically to include additional documentation. Interested parties, potential Offerors, and those seeking to do business should continuously check this website to make sure to receive any additional information posted regarding this solicitation. The Director of Technology, Ernie Torres, is the point of contact and he may be reached via email at etorres@kippmetroatlanta.org. Please send an email to etorres@kippmetroatlanta.org to request proposal documents.
GreenPages Technology Solutions Partners With FirstLight
- GreenPages Technology Solutions has joined FirstLight's Channel Partners program
- GreenPages is a systems integrator that helps companies migrate to and operate in hybrid cloud environments
- FirstLight, headquartered in Albany, New York, provides fiber-optic data, Internet, data center, cloud and voice services to enterprise and carrier customers
Unify Square Expands Managed Services Portfolio to Encompass the Complete Microsoft 365 ...
- Announced the extension of its existing managed services to encompass the complete Microsoft 365 application set
- Viva platform
CSI Partners with CivITas Bank Solutions to Provide Managed Services to Hundreds of Community ...
- Computer Services, Inc. a provider of end-to-end fintech and regtech solutions, has partnered with CivITas Bank Solutions, an affiliate of Bankers’ Bank of the West
- Provide CivITas community bank customers with comprehensive and managed services solutions
- Computer Services, Inc. (CSI) delivers innovative financial technology and regulatory compliance solutions to financial institutions and corporate customers across the nation
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Sales Professionals Authentically Prospect To Fuel Consistent Sales Results.
"Authenticity is more than speaking; Authenticity is also about doing. Every decision we make says something about who we are."
Simon Sinek
Authenticity, it is one of the biggest challenges for salespeople in a profession riddled with scrupulous, fake and disingenuous sales reps.
In a post trust sales world, authenticity separates sales professionals from sales reps. It separates the heartfelt from the empty hearted.
I encourage all of you to set aside some alone time, grab a pen and paper, then start writing down words these words... credibility, genuine, connect, relate and real. Define each word, think about each word and become consumed with each word.
In order to have an ever-flowing sales funnel, you must build and ever-flowing relationship funnel.
Authentically prospecting is about building real relationships and changing the way people think. You must understand who you are. You must understand your sales purpose and you must understand what you personally bring to the table.
Here lies the issue, and why I believe many in sales struggle with prospecting... they fail to clearly articulate the value they bring to the marketplace because they haven’t spent the time investing in themselves.
"If you're your authentic self, you have no competition"
ARE YOU WILLING TO BE AUTHENTIC?
Authenticity, it's making the conscious choice based on accurate self-knowledge. This means stepping outside the shallow world in which many in sales live. Prospecting is not an easy thing to do. If it was, more of you would be doing it.
Authentically prospecting is a conscious choice.
This lifestyle is not easy. It is the difference between just getting by and making it happen.
Self-reflect for a moment, ask yourself what does it means to lead an authentic prospecting lifestyle?
It's hard work. It's looking right into the mirror, asking tough questions and answering them. You're in charge of your own sales career!
THE BRUTAL FACT
The Edelman Group is a global communications firm that partners with businesses and organizations to evolve, promote and protect their brands and reputations.
On an annual basis, they publish what is known as the Edelman Trust Barometer. Read this report and you will soon find out we live in a world deeply rooted with trust issues.
Pay close attention to the following quote from their 2020 Trust Report,
"People today grant their trust based on two distinct attributes: competence (delivering on promises) and ethical behavior (doing the right thing and working to improve society)."
How synonymous are the words competence and ethical used to describe salespeople?
Are delivering on your promises?
Are you doing the right thing?
Furthermore, take the above quote and then honestly answer... How many of the prospects you work with are skeptical and have low levels of trust? What is worse, how many of your clients are skeptical and have low levels of trust in you?
Skepticism is peaked out at max levels with a majority of you in sales.
Unfortunately, very few of you realize there's some work to be done when it comes to prospecting. Many of you will point fingers and deflect the issue.
Lack of prospecting has hit critical mass for many in sales.
Spend any amount of time in sales and you will hear this... "Sales is a numbers game", "Make more calls", "Turn over some rocks" I want to puke when I hear this!
Quantity is important when it comes to prospecting but so is quality and efficiency.
Quality comes from the behind the scenes work to be able to deliver quantity.
Sales professionals do the hard work to make sure that when they get in front of a prospect, they have an opportunity to truly bring the goods.
They understand their heart is behind the hard work.
AUTHENTIC PROSPECTING
The heart behind prospecting is the quality. A sales professional places heart at the forefront as they truly want to make a difference in the lives of their clients.
It's the fundamental reality that everyone in sales must prospect. Prospecting for new business... we talk about it and measure quantity but how many truly monitor quality?
How many of you place quality at the forefront when prospecting?
"Those who care the most when it comes to prospecting will consistently have food on the business table."
Are you going through the prospecting motions?
How many of you even know what you are prospecting for?
IT IS ABOUT VALUE BEFORE VISIBILITY
A sales professional waves the flag of value before visibility. They weave value into their communication and into their prospecting strategies.
How many understand how to truly weave value into an effective business conversation?
To authentically prospect means to truly understand your values, what your prospect values and incorporate this into an effective business conversation.
Know thy values, know thyself when it comes to authentically prospecting
LONG TERM PROSPECTING VISION
We all want short term results when it comes to prospecting. Many of you get whacked over the head for 30 day and quarterly results but how many of you add in a long-term perspective when it comes to prospecting?
What you fail to do this quarter when it comes to prospecting will show up in your sales results in subsequent quarters.
"Sales reps are consistently inconsistent when it comes to prospecting"
A vast majority of conversations when prospecting will not fit into a short-term window but will someday.
Authentically prospecting means to balance a short-term sales funnel with a longer-term relationship funnel. Not every opportunity will fit into the 30 day or quarterly window. Let's not ignore them but nurture them.
The consummate sales professional knows what it means to balance their relationship funnel alongside their sales funnel. With authenticity and a blend of caring they nurture their relationship funnel with education and insight.
“Authenticity is a collection of choices that we have to make every day. It’s about the choice to show up and be real. The choice to be honest. The choice to let out true selves be seen.”
Brene Brown
BE AUTHENTIC AND MEAN IT
Authenticity starts when you set the intention and muster up self-fortitude to be genuine.
You must become keenly aware of what this looks and feels like, along with the willingness to act in accordance with your genuine nature.
In a world full of self-interested salespeople who look at prospects as dollar signs, an authentic sales professional stands out like a shining star.
An authentic sales professional prospects with the mindset of a sales servant. They've developed a how can I help mindset. They have a true burning and genuine desire to help.
Being the real you is scary while prospecting. We need to get real and get honest with ourselves. Take off the 'bravado mask' that hinders you from prospecting. The barrier it's creating will not last forever.
Be the real you, not a prospecting imposter.
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.