MFP Copier Blog

COVID19 Remote Working Day One Hundred and Eighty of Selling Copiers

Last time I blogged on this series was last Tuesday.  Of course Wednesday was the day before Thanksgiving and I was off on Friday.  Thinking back the Thanksgiving break is always the same, it's always four days off.  Having off that many days in a row, especially moving into the last month of the year is great to reset for the final countdown.  It's also a tradition of sorts that I take a weeks vacation after Christmas to recharge one more time.  When you get to may age you need as much recharging time as you can squirrel away.

Nothing much has changed opportunity wise in the last week.  My content/hardware appointment went fairly well last Wednesday.  After the meeting I was told it would go to the board for approval and expect a call back on Monday or Tuesday of this week.

Rather than calling or emailing first thing this AM I figured I would let the ball travel a bit.  By 4 PM I was done with letting that ball travel and sent my DM an email.  I'm keeping my fingers crossed that this will happen tomorrow and that's about all I can do at this point.

Never ever assume you have the order until you have the signed documents in hand right?  However I was taught when working with a client is that you always assume you will get the order.  I guess both go hand in hand these days.

Today was a day when I knew I had to address my demons.  For those that don't know it my demon is cold calling on the phone.  I know it has to be done and I can't move forward if I don't get them done.  For some it's easy,  for me it's a demon that I still struggle with.  However I put the big boy pants on this AM and made a whopping 12 calls, sent 10 emails, sent 1 Linkedin inmail.  Thus for the day I acquired 2 appointments and adding one opportunity.

I was also able to squeeze in three appointments and one of those was another content meeting.   I can see the writing on the wall and I need increase my opportunities for content.  It also turns out that this content opportunity could bring in $25K in revenue.  So that's some killer revenue for a down the street rep.

Desire to hit my annual number, dedication to increasing my knowledge and determination to finish will drive me for the rest of the month.  Even though I'm an old fart I still have the three D's of selling burning inside. 

Wait, one more item,  when sending prospecting emails make sure you put 2021 in the subject line. I picked this up an Linkedin the other day and I agree we are all done with 2020 and anything with 2021 I'm going to open.

-=Good Selling=-

The Week in Copiers Five Years Ago

First Week of December 2015

For many of us tomorrow will be the first day for the last month of the fiscal year.  For all of us the last 9 months have proved to be a learning lesson that we all can change.  Change is not without disruption, change is not without casualties, change is good because it makes us rethink our processes and how we can succeed with a new normal.

Enjoy these awesome threads from 5 years ago this week!

-=Good Selling=-

Five Reasons Why Dealers Should Lead with Panasonic Scanners

Today had me with a working lunch and I wanted to connect with Brian Szoke (Partner Sales Manager for Document Imaging with Panasonic) to educate us more about Panasonic and their document scanners.  It's my belief that we all need to educate ourselves (including me) with different products and solutions that can create additional opportunities for us in the field.  Below is our short chat.

Art: Hey Brian hope you and family had a great Thanksgiving. As you know there are many manufacturers that offer document scanners. Why would should we lead with Panasonic?

Brian: First and foremost,  Panasonic as a whole is a 100+ year company with a long list of B2B products. From Toughbook tablet, audio and visual to Tesla batteries to name a few.  For over 27 years Panasonic has also manufactured award winning document scanners and scanning solutions. We were awarded the 2019 BLI scanner line of the year.  Which is a major accomplishment in the scanner industry.

We offer a breath of product and solutions a partner can sell to any client. From a scanner to a back end ECM.

One of of the biggest reasons a dealership like yourself would want to lead with Panasonic is our customer service and programs.  

Customer service is very important to us at Panasonic.  We are aligned in a way that we have an outside sales rep and an inside sales rep in each territory.

Where obviously myself being an outside sales rep, I'm more the feet on the street guy and willing to going onsite with any sales rep representing the manufacturer or just to be an extension to their sales force. The inside sales rep is waiting to assist with any needs a value added reseller asks.  This team together can turn around information in minutes and provide you all the information you need to be successful and win the opportunity.

Art: You mentioned dealer programs. How does your programs differ from other manufacturers?

Our programs are designed with two key important factors Protection and Margin.  In my past 25 years + in this industry and working for the other competitors.  I can confidently say Panasonic does far more to make sure the reseller opportunities are protected. Most manufacturers have the mentality of we don’t care who drives the opportunity as long as someone wins with their products.  Panasonic takes a different approach to the market. We do everything in our power to protect and make sure the person driving the opportunity wins the sale. Big or small!!

Art: Got it, so can you tell me more about how that works for the dealer?

Brian: One of the ways we can protect our partner is with our no-nonsense deal registration which give the dealers an 8% advantage .  All we require is the partner to get us involved early in the sales cycle. This allows us to register the opportunity quickly and protect the sale from other partners.  Also we can be aggressive on price especially if the partner is up against a competitive manufacturer.

Art: One of the biggest problems I've seen over the years with selling scanners is that the margins for dealer and salespeople stink.  Price checking is something that almost every client does and I'm tired of losing deals because pricing on the web is the same as my sales rep cost or less.  How does Panasonic deal with this?

One of the ways to combat against this, Panasonic has a strict MAP policy. As a manufacturer we dictate what the online stores price will be.  We police this as well.  My manager Fred Scherman takes a strict approach to this and if we find an online store advertising below MAP we jump on it.  We will allow them to change their price and if they don’t they will de-authorized Immediately.   

We set the MAP pricing higher than our competitors because this allows dealers to garner more margin with every opportunity.  We have partners that make upwards of 20% on scanners.

Our Panasonic partner program earns our VAR's a back end rebate.  Depending the tier of the dealership, your dealership could earn you up to 12% back at the end of a quarter.

Art: That's a pretty cool program and something you don't see from the likes of Fujitsu and Epson.  With Ricoh,  sales people get spiffs on most of the MFP's that reps sell.  For many of us we rely on those spiffs to make up dollars with competitive opportunities.  Does Panasonic offer something like that?

Brian: Yup we also have a lucrative Spiff program. We spiff dollars not points.  Our spiff program can earn a sales rep or company 30 to 600 dollars per scanner.   Both the Back End rebate and Spiff program are based on the more you sell the more you earn.

If you're in the Northeast to Mid-Atlantic region please feel free to hook up with Brian.  If you're in other areas you can also reach out to Fred.

Now let's go sell some scanners!

-=Good Selling=-

November 29th, 2020

MSP, MSSP and IT Industry Notes

Sponsored by

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 will see better results.

ADNET Technologies Named to ChannelE2E's Top 250 Public Cloud MSPs List for 2020

• ChannelE2E, published by After Nines Inc., has named ADNET Technologies to the Top 250 Public Cloud MSPs list for 2020
• 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
• Rankings are based on ChannelE2E's 2020 readership survey combined with the digital media site's global editorial coverage of managed cloud services

Highlights from the associated ChannelE2E research include:

• 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

MetTel Named a Leader in the Inaugural 2020 Gartner Magic Quadrant for Managed Network ...

• MetTel announced that it’s been named a Leader in the inaugural Gartner 2020 Magic Quadrant for Managed Network Services (MNS)
• MetTel is a leader in communications and digital transformation (DX) solutions for enterprise customers

NetDocuments reports solution growing

• Headquartered in Orem, Utah, is a leading provider of cloud-based content management solutions for legal vertical
• 40% YoY revenue growth during last two quarters for small-medium law segment
• 54% of new customers replacing competing systems

Square 9 GlobalSearch Cloud Receives 2021 BLI Pick Award

• Square 9 Softworks® has been awarded a Buyers Lab (BLI) 2021 Pick Award for Outstanding Cloud Document Management and Workflow Solution from Keypoint Intelligence
• Keypoint Intelligence accredits Square 9’s GlobalSearch Cloud for robust document management and workflow automation features
• Keypoint Intelligence also recognized GlobalSearch Cloud for its SOC 1, SOC 2, and HIPAA certifications

Kraft Kennedy Recognized as NetDocuments Partner of the Year

• Kraft Kennedy has been named NetDocuments' 2020 Corporate Law Worldwide Partner of the Year
• Specializes in solving critical business problems for law firms, legal departments, corporations, financial services firms and nonprofits

D-Link enhances MSP offering

• Reported on CRN,com.au
• D-Link has added new features to it’s managed service provider networking solution Nuclias Cloud, adding new integrations with Purple, Stampede and Fydelia
• Purple integration is for guest login to Wi-Fi networks through social media logins or forms
• allows the collection of customer data through an opt-in system

Lexmark reducing its workforce

• Lexmark is owned by Ninestar of China
• Announced it has begun layoffs across the U.S.
• Has 2,000 employees in U.S, including 1,400 in Lexington, Kentucky
• Has 8,200 employees worldwide
• Layoffs follow a pay freeze and hiring freeze implemented in March, 2020

Kyocera Launches a New Security-Focused eBook to Guide Firms

• Reported on CIO Review
• Kyocera launches new security-focused ebook titles “Major Player in the Modern Age of Document Security”
• Examines current state of security in the printing and document solutions market
• Highlights evolving trends and threats

Acronis acquires key Israeli cybersecurity consultancy

• Acronis, said it has enhanced its cyber protection portfolio in the Middle East region with the acquisition of Israel-based cybersecurity consultancy company CyberLynx
• Acronis will integrate CyberLynx’s services into its suite of Acronis Security Services

FireEye Buys Cybersecurity Automation Firm Respond Software For $186M

• FireEye has purchased cybersecurity investigation automation startup Respond Software
• The $186 million deal closed Wednesday, and is expected to boost FireEye’s billings and revenue while not impacting non-GAAP operating income next year

Sharp Announces Synappx™ WorkSpaces for Smarter Office Analytics and Insights

• Sharp Imaging and Information Company of America (SIICA), a division of Sharp Electronics Corporation (SEC) today launched Synappx™ WorkSpaces, the latest in its line of Synappx smart office solutions
• Synappx WorkSpaces enhances the functionality of the Windows collaboration display (WCD) from Sharp by leveraging the device's data collection modules into an easy to use dashboard
• Provides organizations with the critical data and analytics needed to make informed decisions about their WCD technology and workspace productivity investments
• Security is a provider of intelligent, tailored cybersecurity solutions

CyberSecurity

HIPAA & Cybersecurity Updates - Top three actions over next 2 years for Healthcare CIOs regarding security survey:

• 50% = identify opportunities for performance improvements and cost savings
• 42% = providing training for staff
• 39% = developing and hiring the correct skill sets

The North Dakota Department of Health and Cavalier County Health notified 35,316 patients that their PHI was exposed after email phishing attack

Tri-State Specialists of Iowa, South Dakota and Nebraska notified 17, 500 patients that their PHI was exposed after email phishing attack

All Pro Sports notified 3,429 users of DJO Mobility Products of Lewisville, TX that their PHI was exposed after email phishing attack.

Northwest Eye Surgeons/Sight Partners of Seattle, WA notified 20,838 patients that their PHI was exposed after cybersecurity breach

University of California-San Francisco (UCSF) School of Medicine notified an unknown number of patients that their PHI was exposed after cyberattack.

HackerOne, headquartered in San Francisco, CA, who organizes bug bounty events to have hackers get paid for finding vulnerabilities, reported:

• 9 hackers have earned more than $1 million each for their work
• 13 hackers have earned at least $500,000
• 146 hackers have earned at least $100,000
• $40 million has been paid out in 2019
• $3,650 = average bounty paid for critical vulnerability found
• $979 = average amount paid per vulnerability
• Google has paid out $21 million since 2010

Dr. Spyros Panos, previously convicted of stealing PHI, plead guilty to committing fraud a second time:

• Agreed to forfeit $876,389.97 and pay restitution
• Will be sentenced on 3/16/2020 in New York

Northampton Public Library of Pennsylvania notified an unknown number of patrons that their info may have been exposed after ransomware attack

Mercy Iowa City Hospital of Iowa notified 60,473 patients that their PHI was exposed after email phishing attack

Morphisec Security is warning customers in higher education vertical in the U.S. of the Jupyter malware from Russia, that attempts to open a backdoor into network, and steal valuable information and passwords to sell on the Dark Web

Schneider Electric is warning customers of its Trio Data Radio wireless communication mdevices that they are vulnerable to be hacked by the Drovorub malware from Russia

Area 1 Security is warning businesses in the U.S. of new TrickBot botnet email phishing campaign. If successful, the hackers deploy the following malware to take over networks and/or steal valuable info:

• Bazar backdoor
• Buer loader
• Ryuk ransomware
• CobaltStrike

The University of Cincinnati Medical Center in Ohio has agreed to a $65,000 settlement and a corrective action penalty with the Office for Civil Rights to resolve a potential violation of the HIPAA Privacy Rule’s right of access standard

Akropolis has offered the hacker who stole $2 million in Dai cryptocurrency a “bug bounty” reward in return for the missing funds

University of Maryland researchers discovered that it is possible to install malware to convert a smart vacuum cleaner, like the Roborock, into a remotely controlled microphone to record nearby conversations

The Delaware Division of Public Health notified an unknown number of patients that their COVID-19 test results and PHI may have been exposed after an email security event.

DataBreaches.net reported that operators of the Egregor ransomware sometimes use a feature that forces attacked networks to print out ransom notes to printers and MFPs that are attached to the affected network.

Consumer Watchdog reported that it has developed a method in which it can hack into a Tesla car, and take over its operation

The Wash Tub Company, with car wash locations in San Antonio, TX area, notified an unknown number of customers that their info was exposed after payment card breach

Pluto TV, headquartered in Los Angeles, CA, notified 3.2 million subscribers that their info was exposed after ransomware attack

Timberline Billing Services of Des Moines, Iowa, notified 116,000 patients that their PHI was exposed after ransomware attack

COVID19 Remote Working Day One Hundred and Seventy-Seven of Selling Copiers

Off to the races! I'm now in the last month of the selling year.  Just like any other year I find myself behind the eight ball again.  After some research today I need to secure about $80K in orders for December in order to meet my annual quota. 

I have that content/hardware appointment tomorrow at 11AM.  I believe this is the 7th meeting we've had in the last 30 days.   I'm hoping tomorrows meeting will be the last and we can bring this home.  Bringing this home means $53K in revenue which can make my month of December a little bit easier.  I can't count on it yet because you just never know, but I do have faith in my team to make this happen.

I took a good part of the day to lay out what opportunities could close this month besides the content/hardware opportunity. I had to do this because of the "what ifs" meaning what happens if this order does not go down.

There's another $64K out there as of today.  That $64K is not enough if I rule out the content/hardware opportunity.  In addition all of them would have to close.  There is an opportunity that if the content/hardware opportunity does not go down that I still maybe able to get that same client for a $60K hardware order.

Thus what all of this means is that I have to do more prospecting, turn over the rocks (calls and emails) to see if I can add some opportunities for December.  It won't be easy, but who wants easy? Well every now and then I would like easy .

After 1PM was able able to dig into some calls and emails.  At the end of the day I was able to log 30 calls and about 15 emails.  I was able to land one appointment for next week but that with one of the opportunities I already have on my list. 

For tomorrow there are two appointments, one for the content/hardware and other with a net new that I've been tracking.  Due to COVID19 they are now thinking January for the placement of two devices. Thus there's a chance that maybe the order can be signed in December and delivered in January.  It's a long shot but if you don't ask you don't get.

I've got around 40 calls on tap for tomorrow and I'll be pushing it right until 5PM.

I'd like to thank everyone for continuing to follow this series of blogs. In addition I wish all of you a great Thanksgiving here in the US and abroad.  There will be no blog tomorrow night and I'll be back it on Monday.

-=Good Selling-=

Today is 176 business days since I was optioned to working remote.  Those 176 business days now totals eight full months that I've been in some sort of lockdown. 

Our Governor keeps toying with the idea that he may start additional lockdowns in the near future because NJ is now averaging 4K positive tests each day. I know he's blowing smoke out of his ass for two reason.  One the State of New Jersey is flat ass broke, reducing the tax revenue stream will force a bankruptcy. The second would be the fact that he's running for re-election and another lockdown would hurt him politically. At this point I really don't care and I'll continue to change when change is needed.

Last week I was able to book twelve meetings and with those types of numbers one would expect some BIG revenue numbers.  Well not always, I received an order from an existing client today for two A3 color MFPs.  That revenue was $24K and for the month I'll finishing at $41K.  Not bad, but not where I wanted to be for the end of November.  After today we're into December sales numbers.

I had my hopes up for a net content/hardware order however some last minute additions from today will push this order till Wednesday of this week or even Friday.  This is the deal that keeps growing and growing and now I'm hoping we'll book it for $53K.  After this opportunity is booked I'll blog some about the opportunity and all that I've learned this year.  Yes, we can teach an old dog new tricks. I'm proof of that!  Docs for this are going to the client tomorrow.

Today was was one of those days where prospecting was not planned and the order of the day was to see what orders I could close today.  One order is better than no orders in my book.

Moving into December the funnel is there to finish the year at quota. In fact if the content/hardware opportunity works out it should be a hop, skip and a jump to quota.  It's not something I'm going to assume, I'm going into December with the thought process that the content/hardware opp can still fall apart.  So come tomorrow I'll be playing the game of "what ifs" or more like what happens if this or that opportunity does not come to fruition.  That's the only way play this in the final month. For those of you that are chess players you know what I mean by the "what if" scenarios. BTW are any of you chess players?  If so I'd love to play a few games with someone, it's been years since I played.

On Friday of last week Kathy and I were able to attend our Son and Daughter-in-Laws reveal gathering.  Seems we have another granddaughter on the way!  She will be our number two and I can't wait to start sharing my knowledge as they grow up.  Yup they will be taking a piece of me into the future.

Tomorrow will see me prepping that content/hardware opportunity docs and the rest of my day will be focused on laying out the plan to get to where I want to be.  I'll have another blog for tomorrow and will shut down for the rest of week.

-=Good Selling=-