To the bottom of the ninth we go with the Mets vs Braves.  Mets are home and hoping we have a walk off win. We'll see!

Enjoy these threads from 5 years ago this week!

Chantilly, VA — August 23, 2019 — Contex, the world leader in large format scanning,  announces the 15-year anniversary of Contex customer and reseller DataXport. Based in El Paso, DataXport is a state-certified Historically Underutilized Business (HUB) and a minority- and women-owned enterprise. The company opened in 2003 as a service bureau and began using Contex large format scanners the following year. Today, DataXport offers document imaging, electronic document management, business process outsourcing, and contact center operations. The company also resells Contex scanners and holds four cooperative contracts that streamline the buying process for public sector organizations throughout the U.S.

The cooperative contracts include the Texas Department of Information Resources (DIR); Education Service Center Region 19, Allied States Cooperative (Region 19); The Interlocal Purchasing System (TIPS); and BuyBoard Purchasing Cooperative.

“When we started our business, we knew we wanted the best solutions. We wanted something reliable, that we trusted and could recommend to clients. Once we found the Contex scanners, we didn’t want to switch to any other,” comments Beatriz Fernandez, DataXport Business Development Director.

“DataXport provides a great service to their customers, and one of the ways they achieve this is with Contex’s high-quality scanning solutions,” comments Steve Blanken, General Manager, Contex Americas. “State agencies, universities, counties and cities, among others, benefit from DataXport’s expertise and their efficiencies, and we are happy to celebrate this notable milestone with them.”

DataXport provides scanning services to customers using two Contex HD Ultra wide format scanners. The services range from one-time backlog conversions to recurring scanning projects, averaging more than 100 million pages a year.

For more information, visit a www.contex.com or send email to salesamericas@contex.com.

About Contex
As the world’s leading developer and producer of large format imaging solutions, Contex leads the market with innovative technology and advanced scan and copy software applications. Sold worldwide in more than 100 countries, Contex solutions are recognized in a wide range of industries for reliability, value, high performance, and superb image quality. For more information, please visit www.contex.com.

In the last few days I've seen some horrible contracts/agreements/leases that clients have signed for their copiers.  My first thought was to blame the leasing companies for these lame leases, but it's not the leasing companies fault. In fact it's the fault of the dealer because the dealer has the ability to structure many of the t's and c's of the lease.

The Roll Over aka Evergreen Clause

In one case the lease has a roll over clause like most leases do, however this lease has a roll over of one year (12 payments) if they are notified in time.  Note that most roll over clauses are 30 - 90 days of the client does not send a letter of intent to the leasing company.

Some dealers think that this type of clause is protecting them from a competitor upgrading that lease. Clients see it differently as they owe another 12 payments for copiers that are already 5 years old.  The thought of paying another $7K more led the client to make the statement of "I'll pay the $7K but will never do business with them again".  Yikes, thus how did this clause protect the upgrade? The client will upgrade, but with a different vendor. 

My next issue is with the sales person not telling the client that there is a  12 month "roll over" clause in the lease.  Now, I could be wrong about with blaming the sales person because that person may have not read the lease. Thus, how could they inform the client about the "roll over"?  Point of the matter is that "we" as sales people need to read the lease terms, and ask questions if needed. 

These are great questions to ask.  Why is the roll over 12 months, can we kill the roll over if they upgrade with us, what happens if the client does not want to sign the lease with the 12 month roll over, is there something else we can offer?  This may sound harsh but if you're not asking these questions as a rep you are cooking your own goose for upgrades down the road.

63 Month Lease Terms

Did we really need to present a 63 month term?  Why do we have 63 month terms?  Why is it that we are always shooting for lowest possible payment to the client?  Do we present 63 months just because they had a 63 month term?  Think about what we're doing with a 63 month term!  It's bad enough that we'll wait 5 years for the upgrade but what about the extra dollars that the client will pay for 3 months extra?  My plan is simple always quote shorter term leases, start with 36 months and be ready with 48 and 60 month terms.  Let the client tell you they want a longer term.  If the client asks for 63 month term, please explain why they don't want the 63 months along with how much extra they will pay.  Be the consultant and not the sales person. The client will appreciate the recommendation.

Escalation of Lease and Maintenance Costs

In this day and age of where the client can research or find out anything, is there really a need for lease hardware and maintenance to have an annual escalation cost that exceeds 10% each year? This is what I came across this week.  You wonder why many clients hate copier dealers? This has got to be at the top of the list. 

Processing Fee aka Shipping Fee

In addition one of the clients had an annual invoice for shipping and a "processing fee" of $200. I did some checking and this annual charge was also subject to an escalation fee of 15% each year. One cartridge of toner for this device yields 30K in pages, thus the client had to pay $200 to ship two toners!  Next year they will pay $230. Really is this how we do business now?

Clients Want A Unique Buying Experience

We read and hear about this all of the time.  What client wants to be blind sided with addition lease fees?  Explanation of these fees should be conducted at the time the client signs the lease.  I will ask clients if they've ever signed an office equipment lease, and if they say no, I'll explain what the doc fee is and why they need insurance on the lease. Explaining this upfront gives that client some satisfaction since they will not be blindsided with additional fee's on the first invoice. 

It's so frustrating to see leases and agreements like these. If clients were educated on what the pros and the cons of each lease and each maintenance agreement they could make good business decisions.  Seems to me that too clients don't read the t's and c's and this helps to compound the problem of some terrible leases and agreements.

Do you have any horror lease stories?  Would love to hear about them.

-=Good Selling=-

A Funny Thing Happened on the Way to the Memorial Service for Mr. Fax

The alleged deceased didn’t show up.  Cousin family members, Freddy FaxMachine, Sally Server and Mabel MFP-Board were present but obviously in ill health. What was truly amazing was the number of business associates that were in attendance, all commiserating on how they hoped a younger, more robust family member would assume the business with more current technology since these businesses still had a need for a fax capability due to security and compliance regulations but expressed frustration that the cost and archaic technology were a nuisance.  It was really amazing, this gathering of all of the businesses Mr. Fax had touched in his long career:  Government, Finance, Medical, Dental, Insurance, Hospitality, and others varied and numerous.

Suddenly in the back of the room a mystery couple appeared and introduced themselves as immediate family ready to assume the burden of responsibility to satisfy the long-term business partners with a new and more efficient capability.  Now Mr. Fax’s old drinking buddy,  Albert Analog,  said “so what, the old stuff still works and is not that important, so just put up with it as long as there is a need”.    Well, said Harry HIPAA,  the person who always shows up at the wrong place and wrong time, “you will be sorry when big brother shows up”. And then chimes in Billy B. “That’s a fact and when someone asks about PCI and BAA compliance, you’ll be scrambling”.  Naturally everyone cringed when hearing dreaded Three Letter Acronyms (TLA’s) so an explanation was in order:  “It’s similar to having a contractor’s license to build a house,  PCI is the government mandated certification for handling privacy with personal information and BAA is the necessary Business Associates Agreement between a contractor and a healthcare provider in the medical industry.

So, the mystery couple announced: “Mr. Fax is really not deceased, he has retired to the warm climes and is relaxing and watching the clouds.” 

Now the event turned from a dour gathering to a celebration of new life and opportunity.   The mystery couple introduced themselves as the representatives of a company named Upland InterFAX,  one of a number of companies that provide cloud based fax and this one with a significant presence in dozens of countries around the world but surprisingly not that well known.  So the question from the cousins, (attempting to diminish the attention of the crowd) was “so it’s not a big deal, who uses this anyway?”   After a pause the InterFAX couple simply stated “We are not the only people in this business but certainly one of the most advanced and reliable and our business alone is processing more than 350 Million pages of incoming/outgoing FAX each year for more than 135,000 registered accounts and, oh by the way,  the business has been growing in double digits year after year and projected by industry experts to continue this path”.   The total for the entire industry? 

Now the party took its final turn with a toast to the newly discovered family friends.  And the general question throughout the event was where can I license this today? The ones really clamoring were the local copier/printer solutions company, the IT services company and a telecom business consultant asking: “how do I get into this business”?. 

Not a bad ending to an expected dismal gathering.  

Just a note for everyone. This blog is from my good friend John Hewitt.  John is now the Business Development Director at Upland Internet FAX.

2017’s Hurricane Harvey was one of the costliest tropical storms ever to hit the U.S. But the city of Houston is rebuilding, and like every city and small town across the U.S., the Houston Permitting Center plays an important role in building safety and infrastructure planning. With each new rebuild or remodel, city staff reviews the project drawings and maps — submitted by landowners, architects, engineers, and contractors — to ensure the projects meet the city’s building code regulations and infrastructure design requirements.

CHALLENGE

What makes the city of Houston different from most cities is its sheer size, scope, and diversity. Houston is the 4th largest city in the United States by population, the eighth largest in miles, and the most culturally rich with more than 140 spoken languages. The city’s Permitting Center was already one of the busiest in the nation. Now in disaster recovery, the city is processing building permits at rates never before imagined.

On average, the Permitting Center’s imaging team receives around 40-50 building construction projects per day and about 30 infrastructure projects per week, each of which can include anywhere from 2 to more than 1500 drawings and maps, depending on the size and scope of the build. Unlike the building projects, which are on paper, the infrastructure projects are on mylar.

SOLUTION

As the city of Houston rebuilds, homeowners and developers must get their plans approved before commencing any new project, large or small.

The city of Houston implemented a Contex IQ Quattro large-format scanner to scan maps and drawings up to 44” wide. Its speed, quality, and reliability enable the staffers to process the high volume of documents that come into the Center. Expedited projects are easily facilitated thanks to the IQ Quattro’s four-second scanning, and CIS technologies, which deliver high-quality results. The Nextimage scanning software also gives a boost to productivity by automatically removing shadows caused by creases and folds. If a document is old or faded, the Center staffers can easily manipulate settings as needed to further improve imaging results.

The Center processes mostly 24”×36” documents. Occasionally, staffers may receive documents that are 18”×24” or 36”×40”. These plans are easily accommodated, simply by changing the orientation of the documents.

RESULTS

Although the city of Houston accepts online plan submissions, most customers submit hard-copy plans to the Permitting Center. Two sets of plans are required for the review process. Once the plans are approved and stamped, one set is kept by the city to be archived and the other set is returned to the customer to be kept on the job site for inspections.

As the city of Houston rebuilds itself, the Contex scanner is a vital tool to speeding the recovery. The Contex IQ Quattro large-format scanner is an investment that the city of Houston can benefit from for years to come. From speed and reliability to image quality and performance, the IQ Quattro exceeds expectations.

Source: Contex

 "The human's experiences will determine where they are comfortable, and more and more humans are finding great comfort in that growing intersection between the digital and physical worlds." 

Those who follow me understand my passion for what I describe as the Intersection between the Digital and Physical Worlds. Wanted to share some thoughts on that intersection.

Technology is the driving force of innovation, and innovation is the driving force enhancing life. The things accomplished by technology today have not only prolonged human life; technology has made life more enjoyable.

The intersection between the digital and physical world is always under construction, widening its lanes to accommodate more human traffic. Our interactions are conducted more and more in the digital world, creating a digital universe; a universe consuming much of the human social time once spent in the physical world.

This new universe is a remarkable place for many of its increasing visitors. Of, course it is also a place which can be threatening, misunderstood, and still seems un-comprehendible for those without technology, or those who refuse to explore the unknown.

Humans live through behaviors and behaviors can change through a forced change or an agreeable change. Will Future technologies control more of one's behaviors? I would conclude, yes. In the future technology will guide the human in ways many of today's humans would find un-comprehendible, offensive, and too controlling.

Will technology, over time, change its human companion's minds to be more accepting of its powers? Today humans control the technology relationship. However, technology is quickly gaining more control. As technology continues making life more comfortable, the human benefactors will continue to welcome more technology.

As past futures proved many things once thought disagreeable somehow became agreeable.

As the human and its technologies become closer companions, humans will concede things to technology which today are unimaginable. It's essential to welcome the opportunities to explore these new technologies and maintain open minds to what we discover. The future is closer to the present than ever in history and the powers of technology have connected the world in ways only science fiction comprehended just a decade ago.

This massive human collaborative of flowing information has changed the world. Anyone with a spark of curiosity can create flames of knowledge. The availability of educating one on any subject is unlimited. In the past Kings and Queens controlled the worlds knowledge and used that knowledge to control the world. Today knowledge is in the hands of all those who decide to explore the wonders of the intersection between the digital and physical worlds.

Those who constantly look for absolutes will miss the excitement of the unknown and the unknown is getting easier to find for those looking.

We must all remember that someday, the intersection between the digital and physical world will be traveled by all. The human and its technologies are indeed becoming more connected.

Ray Stasieczko 

If you wish to connect, here on LinkedIn send an invite, and I welcome all to subscribe to my YouTube Channel  https://www.youtube.com/channe...A?view_as=subscriber

YOUR BANNER AD HERE

MSP & MSSP Industry Notes

August 17^th 2019

Charlotte-Based Managed IT Services Provider Expands to Raleigh-Durham-Chapel Hill Area with ...

• Sterling Technology Solutions based in Charlotte, NC, and founder in 2002 by Tom Blanchard CEO
• Offers managed IT services, email migration services, IT security, backups, server management and consulting
• New branch office to be located at 900 Park Offices Drive, Raleigh, NC

Texas Systems Group Named to List of 501 Top IT Managed Service Providers in the World

• Established in 2002, Texas Systems Group operates in Austin, Texas and provides managed IT, private cloud hosting, IT project services along with telecom/VOIP
• Earned slot on Channel Futures list of top 501 IT MSPs worldwide
• Channel Futures, Channel Partners Online, Channel Partners Conference & Expo and Channel Partners Evolution are part of Informa, the international business intelligence, academic publishing, knowledge and events group. Informa serves commercial, professional and academic communities, helping them connect and learn, and creating and providing access to content and intelligence that helps people and businesses work smarter and make better decisions faster.

Your Banner Ad Here

NTT DATA Becomes a Microsoft Azure Expert Managed Service Provider

• NTT DATA Services is a division of NTT DATA Corporation, operates out of Plano, Texas
• Recognized as a Microsoft Azure Expert Services Provider
• NTT DATA Corporation operates in more than 50 countries and provides IT services for more than 120,000 professionals

Global Convergence, Inc. Ranked #167 on Top 500

• Business Observer Top 500 is a comprehensive list of Gulf Coast companies that spans nine counties (Tampa to Naples, Florida)
• Global provides global Managed IT Lifecycle services and solutions
• Global Convergence homes is Oldsmar, Florida

Avocette Technologies Receives MSPCV Certification

• Located in New Westminster, British Columbia (Canada) complete MSPAlliance’s MSP Verification Program
• MSPAlliance is a global industry association and accrediting body for the Cyber Security, Cloud Computing and Managed Services Provider (MSP) industry. Established in 2000 with the objective of helping MSPs become better MSPs
• Avocette Technologies Inc., founded in 1977 and provides cloud solutions, and consulting in Canada and the United States

Midnight Blue Ranked Among World's Most Elite 501 Managed Service Providers

• Midnight Blue based in Robinson Township, PA., provides technology, managed services and solutions for SMB businesses throughout SW Pennsylvania
• Midnight Blue founded in 2005
• Channel Futures, Channel Partners Online, Channel Partners Conference & Expo and Channel Partners Evolution are part of Informa, the international business intelligence, academic publishing, knowledge and events group. Informa serves commercial, professional and academic communities, helping them connect and learn, and creating and providing access to content and intelligence that helps people and businesses work smarter and make better decisions faster.

Frontier Communications Launches Managed Wireless LAN: Fast, Secure and Reliable Wireless Networking for Medium and Enterprise Business

• Announces launch of Managed Wireless LAN for medium and larger enterprise businesses
• Based in Norwalk, Connecticut. Offers communication solutions to small., medium and enterprise businesses

Presidio, Inc. (PSDO) Agrees to Be Acquired by BC Partners for $2.1B

• Enters into agreement for all-cash transaction with BC Partners
• BC Partners is a private equity firm specializing in buyouts and acquisitions financing in Europe and the United States.
• BSC Partners founded in 1986
• Presidio offers design, development, deployment of secure IT infrastructures

QOS Networks is Named to Prestigious Inc. 5000 List of Fastest Growing Companies

• Provides SD-WAN managed network services in Southern California
• Last few years achieved triple digit growth, overall growth rate of 1417.9%
• 5000 = The most successful companies in America

Your Banner Ad Here

PICS Named to the 2019 Inc. 5000 List of Fastest-Growing Private Companies

• PICS logged three-year revenue growth of 64%
• The 2019 Inc. 5000 is ranked according to percentage revenue growth when comparing 2015 and 2018. To qualify, companies must have been founded and generating revenue by March 31, 2015. They had to be U.S.-based, privately held, for profit, and independent — not subsidiaries or divisions of other companies — as of Dec. 31, 2018.
• PICS in business for 25 years and provides business process automation with document management solution DocLib for QAD. Additionally operates managed services division PICS IT Tech. Headquarter in Mount Holly,NJ

Windstream Enterprise Offers Customer Migration Options With Avaya Cloud-based IP Solution

• Based in Little Rock, Arkansas and is a managed services provider
• Announces launch of Avaya IP Office which is a cloud-based Unified Communications as a Service (USaaS)

FireScope Signs Partner Agreement with DynTek Services, Inc. for North America

• DynTek a national systems integrator and risk management partner. Delivers IT consulting services, end-to-end IT solutions, managed IT services, and IT product sales
• FireScope a innovative SaaS based security, discovery, dependency mapping and performance monitoring software company helps Companies identify all of their technology assets, their inter-dependencies and maximize the business value of those assets.
• DynTek to distribute and resell FireScope products and services.

Velo IT Group Listed Among Top 501 Global Managed Service Providers by Channel Futures

• Velo IT Group based in Dallas, Texas
• Offers managed IT services, focus on small to mid-market companies. Also has locations in Texas and Louisiana
• Channel Futures, Channel Partners Online, Channel Partners Conference & Expo and Channel Partners Evolution are part of Informa, the international business intelligence, academic publishing, knowledge and events group. Informa serves commercial, professional and academic communities, helping them connect and learn, and creating and providing access to content and intelligence that helps people and businesses work smarter and make better decisions faster.

Stratix Systems recognized by global solutions provider Datto

• Recognized by Datto for having the largest fleet of Datto devices in the United States
• Stratix has a history of 50 years, more than 130 IT professional and operates office in Wyomissing, Bethelehem, King of Prussia, York Pa and Edison, NJ. Headquarters located in Wyomissing, NJ
• Started business 50 years ago as a copier dealer
• Datto Datto is a global provider of IT solutions delivered by managed service providers. The award was presented at the DattoCon19 partner conference, which had 2,900 attendees from 24 countries.

SPK Earns Place on MSP 501 Ranking List of Top Managed Services Providers in the World

• SPK founded in 1997 and operates headquarter in Scotts Valley, California
• SPK offers Engineering-based IT solutions for product and software development teams
• Channel Futures, Channel Partners Online, Channel Partners Conference & Expo and Channel Partners Evolution are part of Informa, the international business intelligence, academic publishing, knowledge and events group. Informa serves commercial, professional and academic communities, helping them connect and learn, and creating and providing access to content and intelligence that helps people and businesses work smarter and make better decisions faster.

PDF available below for download