After TWO DECADES with its first Contex scanner, the General Land Office (GLO) was first in line to upgrade to the 60-inch HD Ultra X. A scanning solution like no other, the HD Ultra X is setting the new standard in scanning: 17.8 inches per second...  automations... productivity boosters... and did we say 60 inches wide?

The GLO gained a notable 25% BOOST IN PRODUCTIVITY, thanks to the HD Ultra X. Read all about the GLO and its project to preserve — and sell reproductions of — more than 45,000 maps, sketches, and surveys.

Click here to read this success story. 

THE NEW SCANNING STANDARD

The HD Ultra X is the new standard for large format scanning. The scanner comes in 36-, 42-, and 60-inch widths.

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MSP & MSSP Industry Notes

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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.

Endurance IT Services Acquires Managed Services Division Of Cetan Corp

• Endurance IT located in Hampton Roads, Virginia (USA), provides IT services and infrastructure services, IT staffing, IT consulting, project management and managed services
• Cetan Corp located in Chesapeake, Virginia (USA), specializes in enterprise digital automation and output management
• Endurance IT announces completion and integration

NeuShield Protects IT Managed Services Remote Techs Customers Following Ransomware Attack

NeuShield Protects IT Managed Services Remote Techs Customers Following Ransomware Attack

• NeuShield IT located in Fremont, California (USA), and provides managed security solutions
• Remote Techs located in Pacoima. California (USA), and provides managed IT solutions along with DBR (Data Backup & Recovery, Cyber Security Services, VoIP, Cloud Services, IT Consulting, Virtulization, Email Solutions and Web/App Development
• NeuShield to partner with Remote Techs to provide ransomware protection to Remote Techs
• Recently a rasonware attack targeted two common industry tools used by many MSPs
• Remote Techs saw first-hand the affect of a ransomware attack

Immedion Names Monty Blight Vice President of Sales

• Immedion located in Greenville, South Carolina, provides managed IT services, cloud and date center services
• Hires Monte Blight as Vice President of Sales
• Blight brings more than 14 tears of executive management experience to Immedion

NexusTek Engages Customers and Partners with 2020 Technology Conference

• NexusTek located in Denver, Colorado and provides cloud, managed IT services and cyber security services
• Announces that registration is open for Activate 2020, 3 day technology conference for SMB businesses
• Activate kicks on June 22nd, 2020 at Green Valley Ranch Resort, Spa and Casino in Henderson, Nevada

Nozomi Networks and ElevenPaths Partner to Deliver Advanced IT and OT Security Services ...

• Nozomi Networks located in San Francisco, California (USA), provides OT and IoT security
• ElevenPaths (Telefonica Cybersecurity Unit) located in Madrid, Spain, provides intelligent MSSP/MDR
• ElevenPaths will offer Nozomi Networks’ advanced solutions for OT cyber resiliency and real-time operational visibility to customers worldwide
• “Our clients around the world are deeply concerned about escalating threats and cyber risks. Security monitoring technologies such as the one provided by Nozomi Networks are a key piece in the cybersecurity strategy of companies with OT systems,” said Rames Sarwat, Director of Alliances at ElevenPaths

IT services company expands in Tampa, South Florida with acquisition

• CompassMSP located in Jacksonville, Florida (USA), provides managed IT services, managed cybersecurity, and IT consulting
• Western Digitech located in Tampa, Florida (USA), provides IT services for the legal market
• CompassMSP now with additional offices in Tampa and Miami

IT services provider set to create 150 jobs with move to Sheffield

• Little Fish UK located in Nottingham, England provides managed IT and IT consulting
• Will open new office in Sheffield’s Steel City House with 10K square feet
• States they will create 150 jobs in the immediate area

ConnectWise Control MSP Security Vulnerabilities Are ‘Severe:’ Bishop Fox

• Reported on CRN
• Multiple security flaws in ConnectWise Control
• Could allow hackers to create and attack chain
• Bishop Fox named eight flaws that they found
  • Cross-site scripting
  • CORS (cross-origin resource sharing) misconfiguration
  • Cross-site request forgery
  • Information disclosure
  • Remote code execution
  • user enumeration
  • missing security headers
  • insecure cookie scope

ActZero Announces Acquisition of IntelliGO to Build Cybersecurity Business of the Future

• ActZero located in Palo Alto, California (USA) is an artificial intelligence-driven cybersecurity firm
• IntelliGO headquarters in Toronto, Canada provides cyber security services
• No details announced

Beringer Technology Group Kicks Off 2020 by Acquiring DeckerWright Corporation, Expands Presence in Northern and Coastal New Jersey

• Beringer Technology located in Maple Shade, New Jersey (USA), provides managed IT services, BDR, cloud based computing, unified communication solutions along with Microsoft Dynamics 365 and Microsoft Office 365
• DeckerWright Corporation located in Red Bank, New Jersey (USA), provides managed IT services, Network security, BDR and cloud hosting solutions
• "The acquisition of DeckerWright Corporation fits in with Beringer's strategic growth plan," explained Craig Beringer, CEO & President. "They are in a great location with blue ribbon clients, and an experienced team that can immediately contribute to our continued success."
• No details announced

Brisbane MSP and PC reseller Stardot bows out, citing tough retail market

• Reported on CRN
• Brisbane-based PC reseller and IT services provider Stardot Technology will close its doors after just over eight years in operations
• Dahlenburg cited challenges in the retail market, specifically with Stardot’s ability to compete with larger retailers and drop shippers

Novatech Launches New Managed Office Solution for Business

• Novatech located in Nashville, Tennessee (USA) provides managed IT, managed print, cloud solutions and cyber security services
• Announces availability of Managed Office which a palette of managed print, managed IT, cloud and cybersecurity services
• “The information age has progressed rapidly since it began nearly four decades ago, and savvy business leaders recognize they need to approach technology radically differently than they did even 10 years ago,” said Novatech CEO Dan Cooper. “One important element of this transition is to outsource capabilities that are better handled by experts. It’s no longer practical — or cost effective — for firms to stay abreast of rapidly evolving solutions such as the cloud, cybersecurity, document printing and storage. Yet, not having expert capabilities puts them at a competitive disadvantage and, potentially, at extreme risk.”

TeamLogic IT Opens in Denver

• TeamLogic IT opens office in Denver, Colorado (USA), provides managed IT services along with technology support
• Franchise owned by Tim & Claudia Pillow
• Denver office is the 200^th office opening for the nationwide franchise

NexusTek Appoints Chris Wheeler as Chief Financial Officer

• NexusTek located in Denver, Colorado (USA)m provides managed IT services along with IT outsourcing solutions
• Announces  appointment of Chris Wheeler as CFO
• Wheeler replaces Corey Sisler

I'm going to make a long story short, though that may not be the case with this blog. I'll figure it out as I continue to write.

A few days ago, I received a lead for a production copier. When I opened the lead, I noticed that the person requesting information was from my hometown.

Since my hometown is small, I immediately knew where this person lived or worked. It was a townhouse complex, and I thought he might be running his business from that location. But production printing? That didn’t seem likely.

I dialed the number and connected with Scott. I introduced myself and waited for his response. Turns out, this wasn’t a lead at all. Instead, Scott had attended a webinar, and the manufacturer mistakenly flagged him as a lead. As we continued the conversation, I learned that his company had downsized, and he was looking for a job. His previous role was Manager/Director of Production and Digital Printing, and he had more than 20 years of experience.

We talked about the industry for a while, covering topics like production printing, inkjet, and eventually grand and super-wide format technology. It was a great conversation. I shared some tips about potential employers in our industry. By the end of the call, we had built a solid rapport, thanks to being local and sharing an interest in print technology.

Since January had been such a rough month for me, I knew I needed to get back to prospecting. This time, I decided to aim for higher-end opportunities and multiple print device prospects rather than sticking to the SMB space.

For me, cold calling on the phone is usually a waste of time. I can go through 30 calls without speaking to a decision-maker. And when I finally get one on the phone, I sometimes get tongue-tied because I’m caught off guard.

This time, I decided to take a different approach: playing detective on the phone and the web to gather email addresses for key decision-makers. I targeted five accounts and, after some research and a few calls, managed to collect three email addresses.

Now that I had those email addresses, the big question was: What should my subject line and message be? I didn’t want to waste my time sending emails that wouldn’t be opened, and I certainly didn’t want them to come across as inauthentic.

That’s when I thought about Scott. I had helped him, so why not call and ask for his advice?

I got Scott back on the line and explained my dilemma about crafting effective emails. I asked him two key questions:

1. Since you were in charge of print production facilities, what subject line would make you open an email?
   Scott’s response: Anything related to an event, education, or new technology.

2. After opening the email, what type of message would prompt you to contact or meet with a rep?
   Scott’s reply: The message should address media, substrates, sample prints, or include a sentence or two about technology.

Armed with this insight, I crafted my email. I even sent Scott a copy for feedback. My subject line was: "5th Color Wide Format Technology."
The message was short and to the point:

Recent improvements in wide-format latex ink technology now allow for 5 colors. Additionally, there’s the capability to print on gloss, matte, clear vinyl, fabric, and cling. Would you be available for a short meeting to provide samples and answer any questions?

I sent three emails yesterday and got one reply: "Let’s meet!" I was thrilled!

Here’s the lesson I learned about emailing: Forget all the advice from online marketers and so-called sales gurus on LinkedIn. Instead, call a decision-maker in one of your accounts and ask them the same questions I asked Scott. Then craft your email, send it to the DM, and ask for feedback.

You can do this for all your verticals. Chances are, you already have a "C-level" contact or buyer in each market.

Moving forward, I plan to reach out to more of my existing contacts for help. After all, I’ve helped them—why not let them return the favor?

Of course, I asked myself if I simply got lucky with the timing of this email. I’ll find out during my meeting with that prospect. For now, my plan is to focus on more personalized, research-driven emails. I’m optimistic that this approach will yield better results.

-=Good Selling=-

This week and last week have been a tough go for me.  Packing everything into the end of 2019 and getting the flu right before Christmas has taken it's toll for orders in January.  Thank goodness quarters are 3 months! I had a great pipeline for January, however almost I couldn't get much of it to move.  Okay so I have an even better pipeline for February thus it's time to make things happen!

Enjoy all of these threads from 15 years ago this week!

Prospecting never ends, it's the daily grind that we have a love hate relationship with. Some days are good while most are not that good, however if you continue prospecting you'll never find your pipeline dry or be on the unemployment line.  Today I came up with an idea for crafting emails. Today I was prospecting very large clients via email. My idea worked!  I love it when a plan comes together.

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 threads from 2010!

Member

Peter

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/