Managed Services

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
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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
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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
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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)
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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
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How to Make a Successful Transition to Managed Services

Trying to predict the future of technology and how long your solutions will be valuable is impossible. Still, as the owner of a company that sells and installs technology you must have a strong vision and understanding about where technology is headed. Since you can’t predict it,
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Is Managed Services Right for You?

With the amount of hype surrounding Managed Services one might think that it’s the perfect panacea for all the ills plaguing the document imaging industry. If you’re a dealer, you’d be a fool to ignore this trend. At least that seems to be the prevailing sentiment throughout the
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Oh No, Not Again: Common Mistakes Made by Dealers Looking to Move into Managed Services

Everybody makes mistakes and the dealer community has made its share as they struggle to make a go of it in the Managed Services business. This month in the print version of ENX magazine the main feature is “Managed Services Made Easy.” The individuals we interviewed for that
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Fear of Managed Services

The main feature in the July issue of ENX is “Managed Services Made Easy.” That piece examines how to get started in Managed Services and whether or not buying an IT company is the easy answer. I also asked the experts I interviewed for that story to identify the biggest fears
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Managed Services Made Easy

If offering Managed Services were easy, then every office technology dealer would be offering it. But not so fast, it’s not all that easy. And not many dealers offer it yet despite the many pundits who are promoting Managed Services as a way to offset declining hardware sales and
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Compensation – The Rudder Of Your Ship!

When I talk about compensation and commissions that drive success, many people assume that I mean, pay out more money, but I assure you, that is not the point.  I simply mean, put your money where your plan is!  When I look at today’s sales organizations and watch how the day to
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The Recipe for Successful Transformation

Like a caterpillar transforming into a butterfly, I’ve seen many copier dealers try to transform their company and find their way to the future.  The natural progression is to morph their business offerings to include deliverables that involve technology services. Although, I
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The Role of the MSP as Security Educator

he lack of a comprehensive IT department equipped to implement security protocols and keep employees up-to-date on the latest threats is common among many MSP (Managed Service Provider) customers. As a result, many breaches occur because an employee clicked on an infected link,
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How to Win Over a New Prospect

When you’re pitching for new business as an MSP, like it or not you are an outsider and you have to overcome this. Network assessments can be a great tool to win over your prospect and demonstrate what you can do. Engaging with a new prospect is challenging. As a solutions
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Are You Your Own Worst Enemy? Change!

How is it that some people embrace change so willingly and use it to launch and maintain success while others seem to run from it and refuse to implement it? I’m always amazed how long someone will tread the same path over and over without the slightest consideration that the
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