Managed Services

The Take-Away Lessons an MSP Business Can Learn from Greedo’s Demise

A classic and highly debated Star Wars scene where Han Solo shoots Greedo is an unlikely thing an MSP business can actually learn from. In the movie, Greedo is a bounty hunter out to get the head of Solo. Greedo corners Solo in a bar and forces him to take a seat at gunpoint. And
Read More

Profitable MPS Deals Begin with a Well-Planned Strategy

Across any industry, you can find products and services being sold with little to no profit. Does that mean there are no deals that offer a nice profit opportunity? In our industry, if you listen, you can hear dealers every day talk about how hard it is to make a profit selling
Read More

Building Profitable Managed IT Services

Adding products and services to any business doesn’t automatically mean the business will grow or be more profitable. It seems the process used most often is to shove the new products into the sales bag and push the reps out the door. When adding new products, one should always
Read More

Are You a Trendsetter? Driving Success One Trend at a Time

Any fast wind out of the north can propel a new trend. Trends are often created by accident when a business stumbles into a unique way of delivering solutions or recognizes inefficiency and take the time to get a little inventive. Knowing what trend to follow can be a little like
Read More

Adding Managed Services Sales: What Not to Do

Everyone has their own idea on how to successfully transform a sales organization to achieve success. I’ve seen hundreds of attempts at transformation that were not successful, and they all shared one common element: the lack of a plan. Without a strategy, transformation fails.
Read More

From Water Coolers to Cyber Security: Re-Thinking the Future of Your Business

As worldwide competition pushes its way into every industry, your go-to-market strategy must adapt to the future. But how? Most leaders in our industry say that selling managed services is the way to go. Many folks say they are selling managed services, yet they are not. To
Read More

Growing Competencies: Dealers Make Case for Developing Internal Managed Services Platform

A continuous drum that has been beaten in the office technology space is the ongoing movement toward offering managed services as opposed to taking a pure hardware play approach. Yet, even as dealers successfully ramp their capabilities in MPS, managed IT, document services,
Read More

Successful MPS Transformation

Recently, in a workshop at the Las Vegas ITEX trade show, I shared my high-level process to successfully transform a dealership from traditional hardware sales to managed services. I have refined my transformation process over the last 10 years, and for most dealers it takes
Read More

Selling IT Services: Does IT Work?

Selling technology successfully doesn’t happen by accident. There are a lot of philosophies out there on how to get it done. Before designing an effective go-to market strategy, you must consider the type of organization you are, what technological capabilities you possess, and
Read More

Is Your MPS Broken

There is a vast array of opinions in the industry regarding how managed print services should be executed and what success really looks like. Companies from the MFP space, IT providers and service organizations are all looking to sell MPS programs. Each of these company types has
Read More

MPS: You Need to Get It Right Now – Part II

In the last month’s article, I spoke about the opportunities in the A4 space and how many dealers have thrown in the towel on MPS. In this article, I will address the common MPS mistakes and how to avoid them. The first mistake companies make when selling MPS is selling a blanket
Read More

MPS: You Need to Get it Right Now!

I was at the Lexmark dealer meeting in Fort Lauderdale in May and saw a great presentation from David Ramos of InfoTrends. In his presentation, Ramos highlighted historical and forecasted revenue for equipment, supplies and service (which are decreasing), unit placements for A4
Read More

CPP Got You Down? Maybe It’s Time for Unified Billing

Anybody that knows me well knows that I am a big proponent of SBB (Seat Based Billing) for Managed Print. I’ve talked at various events on the topic over the years and you may have been in one of those sessions. For better or for worse I’m actually now referred to as “that SBB
Read More

PaperStream Server: Efficiency and Flexibility from Fujitsu

On March 7, Fujitsu announced the release of PaperStream Server, a web-based, enterprise-class document processing platform that enables organizations to collect, process, index and route business critical content to Line-of-Business (LOB) or Enterprise Content Management (ECM)
Read More

Creating Your Transformation To Managed Services

There are primary and fundamental steps to consider when pointing your business to managed services. Business owners are often the go-getters from days gone by and can be in the habit of turning their ship in a snap. Jumping ahead of competitors can be a great advantage if done
Read More