MFP Copier Blog

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Sponsored by

March 10th, 2024

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 re-marketing, recovery, and recycling of their technology assets. The sooner you involve ARCOA, the sooner you and your client.

HP Introduces New Services and Software that Turbocharge Productivity and Accelerate a Circular Future

• Introduces WEX™, HP's first AI-enabled digital experience platform
• Announces new programs to extend the life of devices and to accelerate a circular economy
• Unveils new Managed Services offerings with tools and support needed for success
• Introduces new, simplified support packages for HP Support Services (formerly HP Active Care)

AUCloud launches managed cybersecurity packages - Security

• introduces three new Managed Cyber Security Packages, combining cybersecurity solutions and training
• • Microsoft 365 Protection & Backup package ensures continuous endpoint detection and automated backup
  • Essential Cyber Security Protection offers SOC, detection/response, and awareness training
  • Premium Cyber Security Protection includes essential features, plus Premium SOC, scanning, ACSC compliance, and consulting/training

InterVision Launches ConnectIV CX™ to Revolutionize Customer and Agent Experience

• ConnectIV CX, a revolutionary CCaaS solution for enhanced customer and employee experience
• Utilizes advanced AI and machine learning for real-time customer needs identification
• Offers flexible, scalable cloud solution with fully managed end-to-end CCaaS services.
• Powered by Amazon Connect, providing cost-effective, consumption-based pricing and enterprise-grade security.
• Reduces complexity by integrating contact center, telephony, AI, and managed services.
• Early adopters report increased satisfaction, higher sales, and reduced operational costs

Experis and ClearDATA Partner to Provide Clients with Top-Tier Healthcare Cloud Security ...

• partners with ClearDATA® to offer advanced cloud compliance and security for healthcare
• Clients gain access to ClearDATA's CyberHealth™ Platform and Managed Services, ensuring HITRUST certification and HIPAA compliance
• Advantages include specialized expertise in healthcare cloud solutions and reduced audit liabilities
• ClearDATA's platform prevents, detects, and remediates compliance drift and data security gap

Skyline Technology Solutions consolidates operations with 2 new leases at Aviation Business Park

• full-service IT company, signs two leases totaling nearly 45,000 square feet at Aviation Business Park.
• renews its 28,753-square-foot office lease and signs a new 16,001-square-foot flex/R&D lease within the same business park
• Skyline works with state departments of transportation nationwide, including Maryland, on highway video streaming systems

Rhodian Group Enhances Partnership with Catalyit

• Rhodian Group unveils new options and resources for Catalyit member agencies
• As a Catalyit Premium Solution Provider, Rhodian offers managed IT and cybersecurity services
• Catalyit members gain access to exclusive service packages and co-branded marketing collateral
• Rhodian helps businesses manage networks, reduce cybersecurity risks, and comply with regulations
• Catalyit's Solution Providers optimize agency systems and processes with technology

directprint.io to attend BrainStorm in Wisconsin Dells, Wisconsin

• directprint.io to showcase cloud-based print management benefits at BrainStorm
• Exhibiting at BrainStorm from March 10 to March 12, 2024, in Wisconsin Dells, Wisconsin
• BrainStorm facilitates exchange of ideas among education IT professionals and ed tech vendors
• directprint.io will demonstrate its SaaS serverless print management platform.
• CEO David Jenkins highlights the platform's ability to deploy, secure, control, and track print in the cloud.

Konica Minolta Partners with PEAC Solutions

• PEAC Solutions offers tailored sales support, rigorous credit underwriting, and comprehensive finance agreement management
• Financing initially available to select dealers, with opportunities for all to access improved pricing and leasing rates
• Program supports partners in Konica Minolta’s Rev’d Up Dealer Performance program.
• Michael Mathé emphasizes commitment to dealer network growth
• Partnership aims to accelerate growth, enhance industry prominence, and drive customer excellence
• Konica Minolta supports digital transformation through its Intelligent Connected Workplace portfolio

Konica Minolta Brings Enhanced Security and Improved Ease of Use to the Modern Workplace

• introduces successors to its award-winning bizhub i-Series multifunctional printers (MFP) and single function printers (SFP)
• new devices prioritize ease of use and address workplace security concerns with advanced firmware upgrades
• "Authentication Attack Detection" function blocks unauthorized attempts, enhancing security against brute force attacks
• BitDefender protection adds layers of security, preventing malware spread and notifying administrators of threats
• Connectivity options include Microsoft Azure and Google Workspace, with single sign-on (SSO)
• The bizhub 1 Series includes eight A4 devices, covering color and monochrome options

Cybersecurity Notes

• Cybereason published new report on ransomware:
• • 56% of organizations have suffered more than one ransomware attack
  • 78% who paid ransom, suffered a second attack
  • 63% of those hit by second ransomware attack, were hit by higher ransom demands
  • 42% of second ransomware attacks were causes by different hacking group
  • 47% of those who paid ransom were able to recover all of their files
  • 84% pay the ransom
  • $1.4 million = average ransom demand from hackers46% of ransomware victims had total costs between $1 million and $10 million
    • 16% lost more than $10 million
  • 56% of ransomware victims believe hackers were inside network at last 12 months before ransomware deployed
• Empress Ambulance Service of New York agreed to pay $1.05 million to settle allegations of negligence after a cyber attack exposed 318,558 patients’ PHI. (protected health information)
• The BlackCat ransomware group of Russia is taking credit for the attack on Change Healthcare, a division of United Healthcare Insurance, which has impacted healthcare organizations’ prescription systems across the US.
• Maryville Addiction Centers of New Jersey notified an unknown number of patients that their PHI was exposed after cyber attack
• US restaurant chain Golden Corral, headquartered in Fayetteville, North Carolina, notified 183,000 customers that their info was exposed after cyber attack
• Cencora Pharmaceutical Solutions, headquartered in Pennsylvania, notified an unknown number of people that their info may have been exposed after cyber attack
• Zalkin Law Firm of San Diego, CA, has been sued for alleged negligence after a cyber attack resulted in exposure of info of 523 sexual abuse victims
• Lurie Children’s Hospital of Chicago, IL announced that the hacker that hit the hospital with ransomware is now threatening to post the PHI of all of its patients on the Internet if the $3.4 million ransom is not paid

Lock in on Cyber Security with ARCOA

• IT Asset Disposition (ITAD): Manages the secure disposition of end-of-life IT equipment
• Data Destruction: Ensures sensitive data is completely erased from devices before disposal
• Asset Remarketing: Resells refurbished IT assets to maximize value recovery
• Recycling Services: Provides environmentally responsible recycling of electronics
• Compliance & Reporting: Offers documentation and reporting to meet regulatory standards
• Secure Logistics: Handles the safe transport of IT assets throughout the disposal process

Sharp Business Systems Named to CRN's MSP 500 List

• named to CRN's MSP 500 list in the Elite 150 category for 2024.
• list recognizes top Managed Service Providers (MSPs) in North America, supporting businesses with managed services to enhance efficiency and simplify IT solutions
• Sharp selected for its robust portfolio of managed IT services, leveraging partnerships with technology companies to deliver optimal solutions
• MSP 500 list includes categories such as MSP Pioneer 250, MSP Elite 150, and Managed Security 100, with SBS being part of the MSP Elite 150

Leading MSP Compliance Program Releases Easy to Use Compliance Tools for MSPs ...

• announces enhancements to its Cyber Verify compliance program for MSPs and cloud providers
• aims to help MSPs achieve compliance, improve cybersecurity, and deliver Compliance as a Service solutions
• New features for 2024 include Cyber Verify Assessment Tool, Multi-Tenant and MSP Managed Controls, Built-in CaaS and vCIO Support, Updated Framework Mappings, ESP Tracking and Risk Management, and White Labeling.
• Compliance as a Service enhancements introduce a Managed Control system for seamless integration of end-user customer controls with MSP-delivered controls.
• MSPAlliance® remains committed to advancing MSPs and cloud providers with state-of-the-art tools and resources for compliance excellence

Dell Technologies and CrowdStrike Expand Partnership Delivering ..

• Dell and CrowdStrike announce expanded partnership to deliver Dell's Managed Detection and Response (MDR) services with CrowdStrike Falcon XDR platform
• Aim is to address complex cyber threats with holistic managed security solution
• Combines Dell's security operations expertise with CrowdStrike's Falcon platform for security across multi-cloud environments
• Provides scalable, outcome-based security solutions to stay ahead of sophisticated threats
• Available globally through direct solution and channel partners

Lexmark has security issues

• ITNews magazine published article warning that more than 150 models of Lexmark printers/MFPs now need a firmware update to fix 4 new security vulnerabilities
• Lexmark is a division of Ninestar of China
• Trend Micro was first to report on the issues
• Could allow a hacker to perform a remote code execution
• Hackers could run arbitrary code

Adobe to add AI to PDFs

• Adobe Corp. announced it has introduced a beta version of “AI Assistant”
• New generative AI-powered engine in Adobe Reader and Acrobat featuring:
• • Generates summaries and insights from documents
  • Answers questions
  • Formats information for sharing in emails, reports and presentations
  • Scan, summarize and distribute meeting highlights in seconds
  • Subscription pricing not announced

This Week in Copiers Fifteen Years Ago

Second Week of March 2009

Real Copier Sales

Enjoy These awesome copiers threads from 15 Years Ago

"The problems in describing a person are essentially problems of knowing a person."

Donald Antrim

The above-mentioned quote accurately describes someone who relies heavily on having a deep understanding of who they are. Why? Because this creates the pathway for them to get know others on a deeper, more meaningful level.

Follow along with me on this one... When describing someone, you're not just listing out their physical attributes or their surface level characteristics; you're trying to convey their personality, beliefs, values, experiences, and intricacies.

To do so, requires a level of insight and familiarity with someone that goes way beyond mere observation.

Understanding someone involves digging into their thoughts, emotions, motivations, and history. It involves recognizing their nuances and unique qualities. Without this deep understanding, describing them accurately becomes challenging.

People... This does have a sales twist here in a moment.

In essence, to describe someone effectively, you must truly know them, not just on a surface level, but in a deeper, more heartfelt sense.

Whether you're a CEO, a senior level executive, the president of your company or even a sales leader, a few questions for you...

• How well do your salespeople know their clients and how well do your clients know your salespeople?
• How would your clients describe your salespeople?
• What words would they use?

Your clients hold the keys to your success and profitability.

Your clients, along with their needs are constantly changing. It's up to your salespeople to gain a thorough understanding of how to help them.

At this very moment, would you have your finger on the pulse in regards to how well your team is keeping up with what they need?

Answer me this one, how would your clients best describe the experience they're receiving from your salespeople?

Do I have you thinking? Come on, I'm waiting for the words. What would they be?

• Are they personalizing the level of service? How would you know?
• Are they in consistent contact? How would you know?
• Are they listening to your clients? How would you know?

Marinate on this one for a moment...

In this highly competitive business world, how the heck are your salespeople standing out with your most precious asset, your clients?

I'm asking you to dig in deep on this one... When was the last time someone on your sales team spoke from the heart and with curious intent asked, what words would you use to describe the support and value we've being provided to you?

H. Ross Perot sums it up nicely,

“Spend a lot of time talking to customers face-to-face. You’d be amazed at how many companies don’t listen to their customers.”

What you learn from your clients creates the pathway to increased revenue and profitability opportunities.

Therefore, are you committed?

Are you willing to do what is necessary?

Then, let's get started down the road towards increased profitability and sales growth.

CLIENT RELATIONSHIPS WITH SALESPEOPLE MATTER

“What we really need is a mindset shift that will make us relevant to today’s consumers, a mindset shift from telling to selling to building relationships.”

Jim Stengel

Meaningful relationships with your clients create long-term, consistent and sustainable profitability.

Mirror moment time:

• How well do your salespeople really understand what your top clients want?
• How well do they really understand what they desire?
• How well do theyreally know them?

Gut check time, isn't it?

Now, I would like for you to think about some of your top client's, got it? Think about how much they mean to you and your company.

Next... What would it mean to you, your salespeople and your company if you lost any of your top clients?

Your clients, their happiness, their contentment, and the inspirational experiences you provide them are the single most important factor towards your long-term success.

Therefore, the more successful your salespeople become in understanding and building meaningful relationships with your client's, the more successful you will become.

Real relationships drive real revenue.

In a post-trust world, no wonder many (yes some of your clients) are skeptical about what your salespeople say, how they say it, why they say it and when they say it.

Again, I ask, how well do your salespeople know their clients?

How would they describe the relational knowledge they have about their clients?

Relationships or lack thereof, all have a direct impact on sales growth.

CLIENT PERCEPTION, IT'S THEIR REALITY

According to SurveySparrow, "Customer experience has overtaken price and product as the key brand differentiator in 2024."

In very simplistic terms, customer experience refers to the overall perception and feeling customers have about their interactions with a company.

So... When it comes to your client's experiences and their perception of your salespeople, this soon becomes their reality.

I believe that cold doses of candid feedback are necessary to grow.

Feedback from your clients become the vitamins and minerals salespeople need to sustain meaningful and healthy relationships.

Why am I pointing all of this out?

There might just be a monumental gap between what your clients think of your salespeople versus what your salespeople are sharing with you.

Client perception and how well your salespeople are interacting with them, just might be the key to unlocking exponential sales growth.

At this very moment, as you're reading this...

• How many of you understand the massive impact this has to you?
• How many of your clients see your salespeople as being available, helpful and insightful?
• How many of your clients think of your salespeople as being heartfelt, caring and trustworthy?

Building meaningful relationships, it's not just a light switch you turn on then off. It's the emotional connection, the human connection and the heartfelt connection your salespeople make with each one of them.

Trust me on this one... salespeople who struggle to truly connect with their clients, soon create disconnection and we know what happens when this occurs, don't we?

THE RIGHT CONVERSATIONS DRIVE THE RIGHT RESULTS

Thomas Leonard once said,

"All problems exist in the absence of a good conversation."

The Merriam-Webster dictionary defines conversation as an,

Oral exchange of sentiments, observations, opinions, or ideas.

Soak in this quote for a moment...

"We had talk enough but no conversation; there was nothing discussed."

Samuel Johnson

Are your salespeople talking at your clients or engaged in conversation with your clients?

What types of conversations are your salespeople having?

Unfortunately, many in sales have reduced relationship and trust-building to back-and-forth questions and answers via email, phone, or text.

While prompt and succinct communication helps nurture a relationship, it’s the deeper conversations that uncover a client’s real, unstated, and their secretive needs.

• How many of your salespeople are having meaningful conversations with their clients outside of the selling process? Would you know?
• How many new relationships are being developed inside your client base right now by your salespeople? Would you know?

Look in the mirror and ask yourself...

Do my salespeople have the mental and emotional fortitude to have a meaningful conversation with our clients or are they avoiding these conversations because they're scared too?

How well are your salespeople making your clients feel before, during and after doing business with them?

• What words would they use to describe how your salespeople make them feel?
• What words would they use to describe how your salespeople care about them?
• What words would they use to describe how much they trust your salespeople?

Meaningful and credible relationships matter. This is built through consistent, caring and collaborative conversations.

Your clients should be able to share without hesitation the words they would use to describe your salespeople. If not, then you all have some work to do.

This my friends has a 100% direct correlation to your sales growth, your revenues and most of all your profits.

Guy Kawasaki, a renowned entrepreneur, author, and tech evangelist. From his influential role at Apple in the 1980s, where he played a key part in the success of the Macintosh, to his ventures in entrepreneurship and venture capital, Kawasaki's journey has been marked by innovation and business acumen. As a prolific author, his books like "The Art of the Start" and "Enchantment" continue to inspire aspiring entrepreneurs.

SHOW SUMMARY

In this episode of Selling From the Heart , we have an engaging conversation with Guy Kawasaki. They discuss the concept of selling from the heart and the importance of being others-focused in sales. Guy shares insights on vulnerability, the power of disciplined habits, and the significance of making a difference. He also highlights the value of connecting with others and the importance of seeing operational realities in person. This episode is filled with practical advice and inspiring stories that will motivate listeners to be remarkable in their personal and professional lives.

KEY TAKEAWAYS

Selling from the heart means having the other person's best interests at heart, not just your own.

Vulnerability is a sign of wisdom and strength, not weakness.

Disciplined habits are crucial for success in sales and life.

Connecting with others and walking in their shoes can lead to valuable insights and stronger relationships.

Success obliges individuals to help others and make a positive impact.

QUOTES

"If you're successful, you have an obligation to hold that door open, make that door bigger, make the tide rise, float all the boats."

"If you want to be a great salesperson or evangelist, sell something great. Do not affiliate yourself with mediocrity."

Learn more about Guy Kawasaki:

LinkedIn:

/ guykawasaki

Learn more about Darrell and Larry:

Darrell's LinkedIn:

/ darrellamy

Larry's LinkedIn:

/ larrylevine1992

Website: https://www.sellingfromtheheart.net/

Got a video about how you sell from the heart? Share it by texting VIDEO to 21000.

Please visit https://www.sellingfromtheheart.net/book to pre order your copy of the rerelease of the Selling from the Heart book.

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This Week in Copiers Ten Years Ago

Second Week of March 2014

Real Copier Sales

Check These Great Copier Threads from Ten Years Ago This Week

I noticed this blog was stuck on the on out old site, however there is still some great information.

Ten Tips to get the DM to Take Your Call "Selling Multifunctional Copiers"

This Week in the Copier Industry 5 Years Ago