It's Friday night and just a little past 10:30PM. The first thread of the post is a blog I wrote five years ago with my prediction for the imaging aka copier industry for 2016.  Most of those predictions did not come true in 2016, however Ricoh did buy DocuWare last year, Mega dealers have substantially increase their geographic reach, and acquisitions of smaller office equipment dealers is running at a fever pace.

If someone can tell me the location of the title picture, I'll give you a free premium membership comp for a month!

Enjoy these awesome threads from 5 years ago this week!

Last Thursday I launched our first installment of Ask Me Anything.  For 2020 I was trying to think of something unique, different and not over played in the copier industry. In fact I know of no one or company that has offered this in our industry. Thus, why can't I be the first?

In our first installment I was able to connect with a somewhat new rep in the industry.  She was there to pick my brain on different ways and or rules of prospecting.  At this point in my career I don't have to prospect as hard as I used to because I've built that book of business.  However if you don't add net new business to your book each and every year it's just a matter of time before that book of business will dwindle to nothing.

Companies move, companies get bought, they go out of business, they merge with another business is just the tip of the iceberg on how those accounts can be lost.  This something you can't control even if you have great relationship with multiple contacts in the company.  One day they're here and then next day they're gone. POOF!

The same can be true of your contacts and decisions makers.  Retirement, the axe, moving to a new job with a new company and yes even death can be mixed into that equation of why x amount of accounts will be lost each year.

Years ago I was in to see a client about his wide format firm. In recent years he wasn't printing as much, in addition he was near the end of term for his lease. I remember this like it was yesterday, we met on a Friday afternoon at the shore.  We went over the remaining payments on the existing lease, reviewed what's new and then the pricing.  All was well, as I was writing up the paperwork I was happily mauled by the cutest little puppy that came in from his walk.  After a few minutes the papers were signed (back then we hand wrote the orders in front of the client), I thanked the client, gave the pup a pat on the head and ended my week. 

Monday morning I turned in my handy work and started working on the next deal. I guess it was about 1PM when I received an email that the leasing company was going to require a PG for this lease. I wasn't sure why since the last lease didn't need it.  I figured different leasing company equals different wants and needs. In a few minutes I called my clients office asked for Bill and I was met with a sorrowful answer that Bill had a heart attack(46 years old) and died on Sunday. True story, bad news for the family, the company and the puppy. 

Let me get to a brighter note.  On the Ask Me Anything installment I suggested several different ways to prospect rather than making phone calls.  I'll list a few everyone.

• The six foot question, means that whenever you get withing six feet of anyone you'll engage with them and one question that you want to ask is what they do for a living. Followed up with who do you work for, what do you do, where are they located and then pop the question about what type of print devices they have and who the decision maker is.  Don't ask don't get.
• Drive by Saturday, did you ever drive by an account that you cold called during the week on a Saturday.  Did you happen to notice if there was a car in the parking lot or not. Many times there is and who do you think that person is?  Ah grasshopper in most cases it is the head honcho, and what a great time it would be to stop in. It's mano e mano time!
• Volunteer, some of us do and some don't, but if you're a newbie and looking to lite the up the sales board then volunteering at one of the largest charities in your county can reap huge rewards. Start at the bottom, work your way up to the board and you'll be rubbing shoulders with high end business owners who also like to give back.  Nothing better than giving back and meeting some of the top business leaders in your community.

Yup that's a few of the talk tracks we had that evening.  Every second Thursday of the month at 8PM (EST) until Memorial Day I'll be live on Zoom.  It's free, it's fun and remember to Ask Me Anything because I want to give back to you.

Here's the link for the next installment, make sure you RSVP (if you're not a member of this site you'll need to register, it's FREE), then hit the RVSP on the calendar and I will send you your invite. We're only taking 5 at time because our time gram is 45 minutes or so. Here's the link hope to chat with you soon!

Here's the link to become a member (FREE)

-=Good Selling=-

"Innovators rarely have the skills of the industries they disrupt. Many times, the old way becomes overconfident that their abilities to perfecting what was, will defeat the innovator's skills in improving what it should be."

Over the last 18 months, I have been on a bandwagon to educate the dealers on the importance of delivering customer-centric solutions. Unfortunately, Today many in the Imaging Channel, are still more focused on outdated processes and products then customers.

My friends, it is 2020; we started a new decade, and it is time for the Imaging Channel's actors to switch their mindsets from products to solutions based on customer realities.

The Imaging Channel's greatest threat is their unwillingness to modify the deliverable aligning to today's customer realities. This procrastination of modification will cause outsiders to invade the channel. Many dealers and some manufacturers believe they control what the customers buy. In other words, some believe customers have no means to explore options that exclude the processes used by the current channel's actors.

Disruptive innovations are about a process, a process that reinvents the old delivery mechanism. Yes, Innovations can include products; however, it's the processes in the product's go to market strategy which disrupts the old-way. In nearly all disruptions, the innovators looked at what the old-way was doing against what was best for the customers they serve.

The Imaging Channel understands the reality of declining print; they know the truth of over specking and overselling; they know there is data available to help them improve; they know that 2000 sales mythologies are past the expiration date of relevance. However, even though most of the channel's actors know they must modify their deliverables - to align closer to the customer's real desires, they remain status quo.

Those outsiders who intend to invade will start with an education process to the channel's customers. The outsiders will have zero baggage to yesterday's rules, and these outside invaders will bet that the channel's stubborn complacency will continue a little longer.

Most disruptions are a result of the old way fighting to keep things as they are. Mature industries become product-centric because the modifications needed to remain customer-centric is too painful to their current circumstances.

"Deconstructing is always the first step in constructing a new relevance."

Disruption is built as innovators listen to the arguments of the old way to keeping things as they were. These arguments define the selfish importance of the processes the old way fights to save. These arguments define for the innovators the product-centric mindsets of those they intend to defeat by delivering a customer-centric approach. 

"The old way is consumed by the innovator when the old way miscalculates the timing of current relevance."

I challenge my friends in the Imaging Channel to use their imaginations as they listen to what outdated processes their peers insist on keeping relevant even though that relevancy is contrary to the market and customer realities. Then develop a new path for their business to align with both customers and market realities.

Any time a mature industry needs to argue how relevant their products are, they are giving birth to a product-centric mindset. Innovators think with a customer-centric mind. Innovators understand customers don't buy products customers buy desired outcomes. Innovators sell products that create a better means for customers to reach those desired outcomes.

The entire Imaging Channel must understand that over-specking and over-selling based on outdated processess is creating a path for the innovative disruptor right to your customer.

I suggest instead the Imaging Channel disrupt itself. 

"Status Quo is the Killer of all that will be invented."  

Ray Stasieczko  

CEO/Founder TEASRA,The Innovation Channel and Host of The End of The Day With Ray! https://www.endofthedaywithray.com/

"Proper prospecting prevents poverty"

Jeffrey Gitomer

Field of Dreams was a 1989 film, based upon an Iowa corn farmer who heard a voice telling him: "If you build it, they will come." He interpreted this as an instruction to build a baseball diamond within his corn fields; after he does, Shoeless Joe Jackson and other dead baseball players emerge from the cornfields to play ball.

You might be thinking, what the heck does this have to do with prospecting?

Ask any sales rep to share their strategic plan for developing business and listen for stone cold silence. One can hear a pin drop on carpet. I'm massively concerned that prospecting has become a lost art within the sales world.

"Stop looking for a needle in the sales haystack!"

Developing business doesn't have to be a “field of dreams.” If you create the plan, work the plan, are consistent with the plan and disciplined the prospects will come.

Overpaid babysitters and order takers unfortunately run rampant as they moan and groan looking to be hand fed prospects. A sales professional cultivates, fertilizes and cares for their current clients while adding new clients to harvest within their field of dreams.

PROFESSIONALS PROACTIVELY PROSPECT

Unfortunately, many sales teams of today are still living and playing "sales ball" in a field of prospecting dreams based on times long ago.

"The way it used to be is not a recipe for sales success today"

"Sales is a numbers game.” If you see enough people and make enough presentations, then you'll close enough deals. How many times have you heard this? Come on people, how old school! That archetype was from decades ago. Sad to say, most companies, and management still believe, preach and teach this approach to sales reps.

A sales professional consistently works at, strengthens and develops strong business communication skills in order to help them proactively prospect.

I believe we live in a business world where relationships matter.

It is hard to keep a consistent sales pipeline without a proactive method of prospecting. Furthermore, without a healthy relationship funnel how can you as a sales rep keep a consistent sales funnel?

Stop trying to sell first and then build the relationship.

I ask you to think about the following... Without building your “relationship capital” with your prospects and clients then how can you keep a consistent, well flowing sales funnel?

CHANGE YOUR THINKING - CHANGE YOUR RESULTS

Start viewing prospecting as an art. The canvass is a human to human conversation. I get it, sales are a numbers game, yeah, yeah, yeah... then shift some of your number's logic to...

• How many new conversations are you opening up every week?
• How many new relationships are you opening up every week?
• How many new social connections are you adding to your network every week?

I encourage you to take ownership of your own sales funnel. I realize and understand you have a monthly quota, along with quarterly and year-end bonuses, however; without a healthy relationship funnel how can you maintain a healthy sales funnel?

"The more you know the more you grow."

What are you prospecting for? Are you dreaming about prospecting or actually doing something about it?

Relationship development leads to opportunity development which leads to sales development. Therefore, you must become diligent with developing your relationship funnel.

What are you doing to earn the right to have a conversation?

MANAGE THE FUNNELS

A favorite saying of mine is, "Sales reps are consistently inconsistent." Prospecting is part of the sales profession. I don't care what others may think! Prospecting is a non-negotiable daily activity but why does it become a negotiable activity for many?

When it comes to prospecting, I encourage all of you to take a mental snapshot of the number 8. The curves of the number 8 can correlate to relationships moving in, around and out of the funnel as they move in, around and out of the sales funnel.

Just as there is top of, middle of and bottom of the sales funnel; the same applies to the relationship funnel.

How you develop, nurture and build a healthy relationship funnel will play a significant part in the strength of you sales funnel.

"Sales reps must be consistent with their prospecting efforts or accept inconsistent sales results as a way of life."

PROSPECTING PASSION AND HUNGER

Sometimes a dream such as prospecting can feel so far away that it becomes a negative feeling. What dreams really embody is a passion and hunger for more, for difference and for sales life. Dreams are what keeps you motivated, focused and desperate for new opportunities.

Attention sales world... start pursuing the things that set your heart on fire, light you up and make you love your sales life. Let your passion and hunger guide you and steer you in the right direction to make your dreams real and a success.

Don't get caught in dreaming about prospecting, Become the sales professional who proactively puts their thoughts into motion.

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 modern 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 and Kindle. You can click on the book image below and this will take you to Amazon.

You can find more material inside Selling From The Heart.

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 and on my podcast by clicking on Selling from the Heart.

MSP & MSSP Industry Notes

Sponsored by

Arcoa Group

ARCOA Group is here to help you successfully manage your IT Asset Disposition process. We help you recover value from retired electronic equipment through responsible methods of reuse and recycling.  We ensure proper handling of assets which may contain data, while being environment stewards for assets that have no reuse value and are headed for recycling. We’ve built a robust de-manufacturing process to offer additional options for asset value recovery by disassembling equipment for commodity grade materials, which can be diverted from landfills and be used to create new base materials.

Datadog Launches Partner Network

• Datadog offers monitoring and analytics platforms for developers
• Launches Datadog Platform Network
• Offers partners go-to-market collateral, self-service training for implementation, opportunity registration for the Partner Portal along with Partner Locator listing
• Partner program available for MSPs, system integrators, resellers, referral partners and technology partners
• "We are excited to be a member of the Datadog Partner Network and provide our joint customers with cloud-scale monitoring for their AWS, Azure, GCP and on-premise environments," said Toshiyuki Awai, Managing Executive Officer, COO, IT Service Group at ITOCHU Techno-Solutions Corporations, a Japanese systems integrator based in Tokyo and a publicly traded subsidiary of Itochu Corporation.

Astreya Announces the Acquisition of RelayIQ

• Astreya is a global IT solutions provider based in Silicon Valley (USA)
• Astreyal formed in 2001, offers solutions in 35 countries
• Acquires RelayIQ who specializes in automated business intelligence, based in Austin, Texas (USA)

Kaseya Ends 2019 with Over $2 Billion Valuation, Highest Revenue Growth in Company History ...

• Kaseya is a provider of IT infrastructure management solutions for MSPs along with internal IT organizations
• Kaseya privately held and headquartered in Dublin, Ireland
• Record growth in 2019
• $300 million in annual bookings
• Added more than 5,000 clients in 2019
• Closes year with valuation of more than $2 billion

EO Johnson Business Technologies Acquires Standard Dynamics, Inc.

• EO Johnson provides business class technologies, managed IT services, managed print, production print and wide format
• EO Johnson based in Wausau, Wisconsin (USA)
• Acquires Standard Dynamics
• Standard Dynamics located in Burnsville, Minnesota (USA) and provides print and print finishing equipment

Gary Starkweather, Inventor of the Laser Printer, Dies at 81

• Inventor who designed the first laser printer
• Started with Xerox in 1964
• Built the first working laser printer at Palo Alto Research Center in 1971

XenTegra and CloudJumper Partnering to Innovate with Cloud

• Xen Tegra provider of digital workspace consulting, managed services, hosting and education
• CloudJumper software company in the cloud workspace, WaaS, DaaS, VDI, RDS, along with desktop virtualization
• Partnering to simplify and innovate cloud solutions
• "We are extremely excited to be partnering with XenTegra to simplify deploying and managing Windows Virtual Desktop for customers," said JD Helms, president, CloudJumper. "End User Computing and delighting customers is in their DNA and has made XenTegra one of the top partners in the Digital Workspace industry. WVD is changing the game for desktop virtualization; the CloudJumper/XenTegra partnership will help customers realize the benefits of this new platform faster and more cost-effectively."

CentriLogic Acquires Cloud, ERP, and Data Solutions Provider

• CetriLogic provides managed IT solutions, headquartered in Toronto, Canada
• MagnaForce provides cloud, ERP and data solutions focused on Oracle and Microsoft with headquarters in Chicago (USA)
• CentriLogic’s geographic footprint across the USA, adding new locations in the metropolitan areas of Chicago, Boston, and Portland.

Chief Officer at Expereo to Present at BrightTALK Summit

• Expereo provides managed internet network and cloud connectivity solutions, located in Reston, Virgina (USA)
• CCO Sander Barens to host webinar on January 21 and part of BrightTALK virtual summit on Modernizing the Data Center
  • Content will include

Agio Celebrates 10 Years of Managed Services

• Agio provides cybersecurity and managed IT services for financial services, healthcare and payment industry
• Agio located in New York, NY
• Founded in 2010 and now has more than 275 employees in six worldwide location

CompassMSP Acquires FL-Based Managed IT Services Provider Focused on Legal Industry

• CompassMSP provider of managed services for SMB market
• Western Digitech provides IT services and managed IT support in Florida
• Three Sixty Seven Advisors, a middle-market M&A Advisory firm, assisted CompassMSP on the transaction.

SDI Presence LLC Named One of 2020's Best Places to Work

• SDI Presence offers IT consultancy and managed service provider in Chicago (USA)
• Selected as one of Built In Chicago's 100 Best Places to Work in 2020
• "This award results from SDI's continuing investment in creating a collaborative and positive work environment where our employees are excited to come to work every day," said Jack Hartman, President at SDI. "It's a strategic priority to take care of our employees and make sure they have the support they need in their everyday lives. We thank the SDI Team for their outstanding contribution and positive feedback to make this award possible."

Atlantic Metro Continues to Surge in the IaaS Marketplace

• Atlantic Metro provides managed IT Infrastructure as a Service (IaaS)
• Announces growth and expansion for 2020
• Establishes new network Points of Presence (PoPs) and Internet Data Centers (IDCs) both domestically and overseas
• • Auckland, New Zealand
  • Singapore
  • Sydney, Australia
  • Frankfurt, Germany
  • Moscow, Russia
  • Tokyo, Japan
  • London, United Kingdom
• Atlantic Metro also expanded its domestic footprint with new network PoPs in Seattle, Boston, and Philadelphia. Atlantic Metro now manages over 60+ network Points of Presence across major metropolitan cities worldwide

NXT GEN Technologies Has 20/20 Vision For Keeping IT Simple & Secure

• NXT GEN offers cybersecurity, data management and networking space
• Located in Miami, Florida (USA)
• Founder in 2018 by Paul Mansur
• Offers proprietary D.O.M.E. Paul Mansur says, "We create a strong security culture within an organization.  They have peace of mind knowing that their information is securely stored, managed and always backed up. In addition, our expertise includes business continuity, disaster recovery, managing corporate networks through our managed services team, implementing VOIP solutions and setting up corporate wireless networks."

Lemongrass Secures $10 Million Series C Financing Round Led by Blue Lagoon Capital

• Lemongrass a managed service provider for SAP enterprise applications
• Founded in 2008 by Eamonn O’Neill and Walter Beek

IDC study on endpoint security

Many organizations do not manage endpoint security strategically or consistently
Security is often a secondary consideration after cost and performance when acquiring new devices such as PC’s and printer/MFPs
Less than a third of respondents said that endpoint device security forms a significant component of their business’s overall cybersecurity strategy
For laptops and desktop PCs, 92.5% of procurement documents specify security requirements compared to just 48% for printers/MFPs

For years and years I wanted nothing to do with selling desktop and workgroup scanners.  I learned the hardware many years ago that selling desktop and workgroup scanners an exercise in wasting my fraking time. 

Years ago when I first saw those desktop scanners from Fujitsu I thought they would sell like hotcakes. I thought, I could sell these to everyone that had a desk and processed paper.  I had the talk track down, I was able to get the decision makers to buy in, however when it came down buying time I lost every single time.  In those earlier years I had no clue as to how commoditized and how easy it was to price those scanners on the web. 

I lost to price and that's because either the DM or the IT person did a quick check on the web and my price was too high. I'm not talking onesies or twosies, but rather 15-20 scanners, when you're $100 or more higher that amounts to quite a few dollars.  In addition we didn't provide service nor maintenance agreements. Thus where was the value to buy from the dealer?  There was none.

The reason I'm in this crazy business is because I can make crazy money when I want or need it.  In most cases it takes a combination of GP and revenue to hit the crazy money levels.  In some cases we (sales) take the good with the bad.  Good GP and or bad GP it all goes to my revenue goals.

There were many times when I was asked about scanners from clients and I opted out, told the client you're better off buying them on the web. We all know the reason for that statement.  Thus for years and years I avoided talking about scanners.

It was last September at the BTA Grand Slam Event in NYC, when I noticed Panasonic scanners at one of the booths.  I stopped had a short chat about the (I'm still a hardware junkie at heart) scanners along with learning that Panasonic sells their scanners through distributors.  Thus I met some of the peeps from the distributor and from Panasonic.

Fast forward to early November and the Jillian Gala, I ran into some of the Panasonic peeps in the courtyard at the Venetian. It was Walton that re-introduced me to the Panasonic reps I meet at the BTA event. I made the statement why I hated selling scanners and it what a waste of time it was. 

Have you ever made a statement and then had to eat it? Well this was me that night, little did I know that one of the peeps in our small group from Fred Scherman (National Sales Manager for Panasonic).  Fred went on to tell me about Panasonic Program for BTA dealers and how the pricing works when it comes to clients that will go out and price scanners.  Rather than getting into all the details and making the blog longer than I want I'll cut to the chase. 

The Panasonic BTA program allows dealers to price scanners and not be priced out on the web. If you want a better explanation then please call or email Fred (email address below).

I thought this was awesome!  I could now pitch scanners again and don't have to be afraid of my client finding a ridiculous price on the web from a distributor or Panasonic direct. I could hold a small amount of GP and generate addition revenue opportunities. Thus a few weeks after out little chat group Fred and I spoke in length about the dealer program. I was stoked about the program and thought that other sales peeps need to know this also. I brought Panasonic on board as a sponsor just about 30 days ago.

I also did my homework on the scanner pricing also. I priced a few of them out and then went to check the pricing on the web.  In both cases I had a better price that what I found on the web.  I guess the icing on the cake is that Panasonic also offers spiffs on all of their scanners to the sales peeps.

No longer do I have to worry about not having a good price for scanners. In fact I feel comfortable pitching them and helping clients understand that the can be more productive with desktop scanners. No longer do I have to cringe when I see the brands of Fujitsu or Epson!

In the next 30 days we'll be having our first webinar with the introduction to Panasonic and how the program works. If you're like me and hardware still remains and important part of your business then you should be "all in" for the webinar.

Here's Fred's email fred.scherman@us.panasonic.com as promised please email him to learn more about this really cool program for sales people.  Here's the link to the Panasonic web page.

Here's the link for the Panasonic Scanner Spiffs

-=Good Selling=-

IT Security Service Providers? Say No To Refreshing the Award Wallpaper on Websites!

IT Security Services is quickly becoming a wallpapering of websites instead of protecting clients. Does anyone else see the lunacy in Managed Service Providers or Master Services Providers loading up their websites with reward logos, rewards which are paid for as marketing ploys? Soon we will see the 2019 awards being replaced with those of 2020.

End-users before you buy the noise of the award, ask the provider these three questions.

Who's the Judge? What are they Judging? Are these awards bought or presented when earned unsolicited? 

I was on a website of an IT Security Provider this particular provider has been offering IT Security Services for a little over a year. So, it seems surprising to see that they have already received Ten awards recognizing them as leaders in the Security deliverable. Who's the judge? What are they Judging? Are these awards solicited by marketers or earned?

Shouldn't all rewards have disclaimers clarifying when they are paid for marketing trophies? Managed IT Services organizations are being lured into this trophy plastering, and with today's IT Security threats, this trophy plastering could be disguising the realities of undeserving providers.  

The bottom-line is simple if you as a provider are asked if you wish to be recognized as one of the best and the criteria is writing a check to the awards provider admit you bought an award, you didn't win it, or even better just say no to the nonsense.

With all the breaches over the last few years, it is time that Managed IT Services Providers start focusing on how to deliver Security Services over how to market them.

The greatest buzzword in the industry "Security" has become a Mecca for marketers. Let's hope the end-users of IT Security Services ask for other end-users as a reference and put zero stock in the lunacy of the wallpaper awards. Just ask those questions, more importantly, pay attention to the answers.  

 Who's the Judge? What are they Judging? Are these awards bought or presented when earned unsolicited? 

Managed IT Service Providers make 2020 the year to change your game and increase your remarkability. IT Security Services is not a Marketing Strategy to sell Managed IT. Let your competitors continue fooling themselves while you educate their customers on the harsh realities of the IT threats.

Clients don’t care about your trophies they care about being protected and serviced by those who actually deliver services. Bought awards are not security layers, will not keep out the hackers, and marketing them does not make you remarkable. So, what awards will you say no to in 2020?

 "Status Quo is the Killer of all that will be invented "  

Ray Stasieczko

CEO/Founder TEASRA, The Innovation Channel https://teasratic.com/