A Vote for the Industry’s Future! Electing the 2024 Difference Makers of the Office Technology Space

Is it a presidential election year already? The mere mention of it makes many Americans wince in frustration. What was once a source of national pride has degenerated into warring factions, mistrust in the election process and questions regarding the validity of results. And that doesn’t even take into account the cavalcade of insult-laden political ads across all media.

Yes, it seems the one day people now look forward to is the day after Election Day, when we can bid a relieved adieu to the mass of unpleasantness. But the power of the vote is alive and well when it comes to ENX Magazine’s Difference Makers recognition program. Over the past few months, we asked you, our readers, to nominate those individuals who truly embody working for the good of the order, placing the needs of their employer, its customers and business partners above their own.

After all, at the core of a Difference Maker are the qualities we seek in our elected officials. We believe this year’s list is a testament to the servant mindset. It’s about advancing causes, supporting your platform and appreciating there is no job too great, or insignificant, or outside of one’s stipulated duties. The Difference Maker gets things done, regardless of the degree of difficulty, because they’re predisposed to critical thinking and problem solving. If it needs to get done, a direct report can count on this individual to see the project through to a successful outcome.

This year’s list is particularly gratifying in that it salutes many of the individuals who toil behind the scenes. While their names may draw a blank, their uniforms and allegiances will be familiar to you. Rest assured, they’re indispensable figures in the success of these organizations, even though they may occupy a cubicle rather than a corner office. Like the individuals who serve at polling stations, their efforts make the process possible.

While there are many presidents and CEOs on this year’s roster of 67 Difference Makers, we urge you to take a moment to learn about the so-called underlings—the executive assistants, corporate communications professionals and the folks in accounting/payroll. They have among the most glowing of testimonials, simply because their direct reports fully appreciate the finite responsibilities executed, which go a long way toward coloring a client/partner’s perception of their company. This “election day” belongs to them, and we offer a hearty salute.

The voters have spoken! Read on:

Why AJ Baggott is a difference maker:

Baggott’s impact on the exponential growth enjoyed by RJ Young is indisputable. This is reflected in his swift ascension through the executive ranks—from CFO and COO to president—in a mere eight-year span. Championing a diversification initiative via The Modern Office platform, growth has soared by more than $77 million, and the company now boasts more than 30 locations and revenue eclipsing the $200 million mark. Baggott earned a bachelor’s degree in accounting and finance from Lipscomb University and is a CPA. Before joining RJ Young, he held senior positions with Diversicare Healthcare Services and Deloitte. Baggott currently serves on the board of directors for Recovery Refuge and Make-A-Wish Middle Tennessee. He also sits on the advisory boards for Ricoh USA, Kyocera and Verkada.

“AJ is the epitome of a servant leader whose vision and focus has led RJ Young to new and exciting times as an organization. More importantly, AJ is a leader who people love to follow because he truly cares about the employees of his company in an authentic and sincere way. AJ’s innovative approach to the industry is pushing the boundaries of what the imaging industry looks like today and into the future.”

—Kamron Kunce, Vice President of Marketing, RJ Young

Why Brian Balow is a difference maker:

Blessed with extensive experience and a bottomless font of sales leadership acumen, Balow has spearheaded Ricoh’s 40% growth in production since before the pandemic. Over 20-plus years, he’s leveraged his background in dealer sales, Ricoh direct and now Ricoh dealer. He huddles with dealer clients to help them maximize their production sales, backed by an impactful field sales organization. Balow also provides strategy, sales tools and expertise to help his dealer clients gain a competitive advantage, and he’s guided strategy and field sales to deliver significant growth and increased market share positioning across the cutsheet, graphic arts, wide-format, inkjet and professional services segments. Balow picked up a bachelor of applied science degree from the University of Wisconsin-Madison and later completed Harvard Business School’s leadership development program. Prior to joining Ricoh, he was a national director of sales for IKON Office Solutions as well as a director of sales for PSINet/BenNevis Inc.

“Transferring Brian from leading Ricoh direct production sales to developing and managing its dealer production program has been an absolute home run for our dealers. Brian has that rare quality of leveraging his experience, without letting past actions cloud his judgment and creativity, to build a winning formula to move the business forward. He’s earned the respect of our most capable production dealers and also works with those just getting into production. While Ricoh production hardware and aftermarket sales growth have been astounding, production software and services have also grown significantly under his leadership.”

—Jim Coriddi, Senior Vice President, U.S. Dealer Division, Ricoh USA

Why Yvonne Blanco is a difference maker:

Don’t let titles fool you—more often than not, one’s realm of responsibility doesn’t remotely match what it says on the business card. That’s the case for Blanco, an administrator whose responsibilities extend well beyond finance, administration and operations. For more than 25 years, the Youngstown State graduate (major in education) has worn many hats since arriving in 1999. Blanco’s exceptional organizational skills ensure deadlines are met, tasks are prioritized efficiently and interdepartmental communication flows seamlessly. Her background in education has produced a leadership and communication style built around nurturing, reflected in her dedication to the growth, education and success of ECMSI and its partners.

“Yvonne’s dedication and professionalism as an administrator at ECMSI has been instrumental in our success. Her attention to detail, proactive mindset and organizational skills have contributed to the efficiency and effectiveness of our operations. Working with Yvonne is a rewarding process. Her positive attitude and willingness to take on new challenges inspires those around her and fosters a collaborative work environment, not only for the team at ECMSI, but specifically in my role in working with her.”

—Lauren Butka, Marketing Director, ECMSI

Why Juan Carlos Bonell is a difference maker:

Bonell has made his presence felt on the international stage, spearheading growth and profitability for diverse organizations in North and South America, Europe, the Middle East, Asia and Oceania. In 17 years with Static Control, his oversight has ranged from vice president of sales for Latin America and distributor markets to vice president of international sales before taking the helm as CEO last July. This background has provided a unique perspective for Bonell when it comes to improving efficiencies, updating policies and taking the company’s already vaunted customer service proposition to the next level. His extensive studies have included Univsersidad de Los Andes (University of the Andes) and Univsersidad de La Sabana (University of La Sabana) in Columbia, and an MBA from the University of North Carolina-Chapel Hill.

“Juan Carlos is enthusiastic about the future of imaging. His customer-centric initiative has every department within the Static Control organization consider its impact on achieving customer satisfaction. Just last year, our company won a prestigious customer service award that shines a light on this plan. His background in engineering also means he’s focused not just on customer support but also on continuing to deliver well-engineered products that perform at a premium level.”

—Josh Braendle, Vice President of Sales, Static Control

Why Virgil Brown is a difference maker:

While it isn’t unusual that Brown was named Coast to Coast (CTC) Computer Products’ rookie of the year, the fact that he was 54 at the time only goes to show that it’s never too late to make a mark in a new line of work. Well, technically new. He’d returned to the industry following a seven-year hiatus that saw him serve as a loan officer and vice president of marketing for a small construction company. The man known affectionately as “Downtown” has spent the last dozen years in sales with CTC and logged another 20 years in the office supplies industry. An ordained minister, Brown’s faith shines through in all he does, and he offers a positive attitude that’s infectious. He adheres to the Zig Ziglar belief that “You can have everything in life you want if you will just help enough other people get what they want.” As such, Brown loves to train, coach and mentor new CTC hires. He also works with the homeless, disenfranchised and poor in the U.S. and abroad.

“I’ve been working with Virgil for about nine years now on a number of sales training and business development initiatives. However, my best experiences have always been working with him on charity initiatives. He leads and sponsors many local and international charities to help people grow and improve their situation. It’s amazing to see him in action and witness the joy his efforts bring to so many people. He brings a passion to his work and is extremely generous. It’s a pleasure to work with him to see the positive change he brings to Coast to Coast, his customers and others he helps.”

—Scott Roussin, General Manager, Coast to Coast Computer Products

Why Scott Buckallew is a difference maker:

Win-win propositions have aligned closely with the values of Buckallew during his 25-year journey with Distribution Management. That means positive outcomes for the company’s resellers and vendors alike. A strategic thinker, Buckallew is fluent in all the products and services in Distribution Management’s arsenal. He’s been a staunch advocate in growing the company’s managed print and A3 supplies sectors, which prompted his recent elevation to manager of strategic relationships. As a result, Buckallew will work with resellers and manufacturers to continue strengthening collaborative partnerships and fostering mutual growth. Prior to Distribution Management, he was a stockbroker for American Express. Buckallew obtained a BS in law from Truman State University, where he competed in the school’s wrestling program.

“I’ve had the pleasure of working with Scott for several years as a leader on the business development team covering the East region. He thrives on building lasting partnerships and digging up opportunities to help our resellers compete in the market. In Scott’s new role, he’s collaborating with both resellers and manufacturer field sales teams across the U.S. to maximize the value of DM’s expanded offering. I look forward to Scott bringing his many years of experience to this broader role as he works to reduce costs and operational headaches for our partners. Thank you, Scott, for your commitment to DM and our industry. You are a true Difference Maker.”

—Ted Gruener, Vice President of Sales, Distribution Management

Why William (Bill) Burfeind is a difference maker:

Burfeind is one of the architects of Proven IT’s recasting as a national technology service provider. The Illinois State University product arrived in 2021, providing oversight of the company’s go-to-market strategy. In addition, Burfeind is tasked with revenue generation, business development, marketing and sales enablement. A client advisor for Proven IT’s suite of services from MNS to office technology, he employs an externally consultative approach. A veteran of 25 years in professional services, commercial office and technology, he revamped all customer-facing components last year into educational content. Burfeind continues to foster growth for Proven IT through B2B partnerships, strategic alliance and national vendor relationships. Before joining Proven IT, he held revenue-generating roles with J.C. Anderson, Lend Lease and Turner Construction.

“William Burfeind is a Difference Maker because of his exceptional work in the 2023 rebranding of one of North America’s most recognized copier dealers into a nationwide technology service provider. William is one of the industry’s brightest minds when it comes to combining the synergies of sales and marketing for maximum velocity.”

—Rick Lambert, President and CEO, IN2communications

Why Jim Coriddi is a difference maker:

Manufacturer reps may not exactly be rock stars, but suffice it to say Coriddi comes awfully close. Engaging and charismatic, the 38-year Ricoh executive has been as constant as the North Star for the more than 400 dealer partners in the OEM’s portfolio, and his boundless energy and enthusiasm plays well in the office technology theater. A graduate of Montclair State University, he’s held several sales and marketing posts in the field and operational segments of Ricoh’s business, and he has extensive experience as a leader in dealer and direct channels. Additionally, Coriddi led the consolidation of Ricoh’s first dealer acquisition, developed and led an innovative consumables sales program, and initiated a field marketing initiative to provide training and support for Ricoh’s first digital multifunction product in the U.S. Prior to his current role, he was tasked with coordinating field integration measures related to Ricoh’s acquisition of IKON Office Solutions. In guiding that division’s service and marketing operations, IKON billowed to $500 million a year in sales during a five-year stretch.

“Jim’s leadership, guidance and support over the years has been instrumental in the success of not only our dealership, but countless others across the country. He’s the epitome of a great partner.”

—Larry Weiss, CEO, Atlantic Tomorrow’s Office

Why Alex Cribby is a difference maker:

Cribby spearheaded the quest to develop innovative solutions for the SMB space and improve synergies in the often-overlooked areas of business. As CEO, Cribby drives the strategic vision and growth of the platform while leading the company’s operational resources. He and his team take a channel-first, customer-centric approach to decision-making in delivering on PowerMPS’ mission to enable companies that distribute, manage, service and sell office equipment and office technology to manage their processes smarter with better technology. An industry veteran of 20-plus years, Cribby founded PowerMPS in 2019 following executive tours of duty with Environmental Image Solutions, Green Image Solutions and Mediagrif.

“Alex is a forward-thinking innovator who displays a keen understanding of the reseller-distributor and supply chain dynamic that benefits our industry. We’re grateful to be a partner with PowerMPS and for Alex’s continued dedication to educating resellers and distributors alike and executing their needs with a savvy solution.”

—Brent Martin, Director of Marketing, ARLINGTON

Why Anthony DelGrosso Jr. is a difference maker:

The status quo simply doesn’t sit well with DelGrosso. He’s forged a reputation as a people-centric, culture-focused leader who seeks to elevate his and his team’s performance to unprecedented heights. An industry veteran of more than 20 years, DelGrosso taps a deep font of knowledge to spark growth and pioneer sales strategies. Having entered the industry in 2005 as an account executive, he grew to demonstrate advanced acumen in market and customer trends while devising dynamic sales strategies. Today, as regional vice president and general manager, DelGrosso can often be found addressing cybersecurity and artificial intelligence while serving as a guest speaker at events hosted by the BPCA and the Georgia Leaders of Education Technology. The New Jersey native previously held executive positions with CARR, a Xerox Company, and Flo-Tech.

“I’ve known Anthony for five-plus years and have found him to be one of our channel’s finest next-generation leaders. He’s made a major commitment to his continued education in all facets of the business: technology, business processes, media platforms and good old-fashioned mentoring skills. He’s one of the most authentic individuals I’ve ever had the honor to work with. High integrity, enthusiastic and fun.”

—Mike Stramaglio, President and CEO, Stramaglio Consulting

Why J. Mark DeNicola is a difference maker:

DeNicola has his share of professional initialisms (CMA, CGMA, CPA), but he’s less a number cruncher and more driven by his commitment to his people, customers and community. As chief financial and strategy officer, he’s crafted the plan to transform Centriworks from a traditional office equipment sales and service organization to a modern technology company. In his 31 years with the organization, DeNicola guided Centriworks (formerly Thermocopy) from under $5 million in revenue in 1993 to more than $18 million today. He’s garnered honors including 2017 CFO of the Year by Corporate Vision Magazine, and 2012 CFO of the Year by the Greater Knoxville Business Journal and Financial Executives International. DeNicola is also founder and chair of Spectrum Design, a Centriworks subsidiary and communications firm with a strength in brand management for emerging and established businesses. Before joining Centriworks, he served as vice president of finance for Inspiration Coal. He holds degrees in accounting, economics and business administration from Thiel College.

“Mark is a super successful leader who truly cares about his people, his company, his customers and his community. His ability to close the critical gap between strategy and execution makes him a true Difference Maker among his peers.”

—Safina Husein, Senior Account Manager, IN2communications

Why Renee Dhingra is a difference maker:

Winnipeg-born Dhingra has flourished during the past seven-plus years as sales director at hubTGI, a full-service technology provider and Canada’s largest Xerox partner. She joined the firm in 2016 in a client development capacity, which enabled hubTGI’s account representatives to focus their attention on selling. Blessed with advanced problem-solving skills, she was soon elevated to partner manager with oversight for vendor relationships, helping increase portfolio growth by 46% in two years. A graduate of Dalhousie University with a BS in kinesiology, Dhingra continued to evolve her role, eventually becoming sales director at the start of 2024. She’s implemented innovative strategies, including career growth opportunities and retention initiatives. Dhingra is involved in The Women’s Alliance, a catalyst to advance the personal and professional development of women within the Xerox organization. A staunch supporter of women in STEM, she was nominated for the Next Generation Leader of the Year in 2023 for advancing technology and supporting her women-led management team.

“Renee is a Difference Maker because of the winning culture she’s created at hubTGI. Renee’s work empowering women in STEM and building a welcoming workplace is unmatched. Her passion for technology and the community helps foster relationships with her team and customers. Not to mention her recognizable work in the industry, including working with the CEO of Xerox, is inspiring for women of color in the industry.”

—Safina Husein, Senior Account Manager, IN2communications

Why Jason Dizzine is a difference maker:

Being entrusted with responsibility over Konica Minolta’s client engagement center (CEC) is no small consideration for Dizzine. The organization is fiercely proud of the 18,500-square-foot complex in Ramsey, New Jersey, that showcases the company’s latest developments revolutionizing the production print industry. It’s no singular role; he also has responsibility for the OEM’s portfolio management and planning team, which establishes marketing strategies for the production printing business across all Konica Minolta channels. Dizzine augmented the CEC’s foundation by implementing processes, policies and best practices that contributed to improved success rates. He and his team provide critical feedback on the products and services Konica Minolta offers and guide customers through production print challenges. Dizzine has enjoyed an extensive tour with industry manufacturers, having spent time with Xerox, Ricoh and Kyocera before arriving at Konica Minolta in 2021.

“Jason’s 30-plus years of industry knowledge in areas such as sales, marketing communications and product marketing and management put him in a unique position to provide added value in his day-to-day interactions with customers and their journey with Konica Minolta products and services. The CEC has become a perfect setting to collect both voice of customer and voice of field data that feeds into an important funnel of product information used every day in Jason’s portfolio management and planning role. Under his guidance, this real-world data is utilized by his team to aid in the support and future development of the Konica Minolta production and industrial print portfolio. Jason’s knowledge and leadership have been a great addition to the Konica Minolta organization, and I look forward to his continued contributions to the success of our customers, products and services.”

—Michael Mathé, Chief of Operations and Sales Enablement, Konica Minolta

Why Kelly Dolphin is a difference maker:

A transplant from the insurance industry, Dolphin joined Gordon Flesch Company (GFC) as a controller in 2014. She immediately immersed herself in office technology knowledge, which led to her elevation to chief financial officer in 2020. Dolphin has been a growth catalyst, guiding the company through eight acquisitions, and sales have increased more than 66% during her tenure. She expanded her oversight to cover accounts payable, accounting, business process optimization, strategic pricing, purchasing and contracts. Dolphin collaborated with Elevity, the company’s managed IT division, to devise and implement new operational strategies designed to support continued growth. New processes spurred by Dolphin have maximized the use of GFC’s call center, reducing call response times and enhancing the customer experience in the process. The University of Iowa product has a master’s degree in accounting, and she was named to In Business magazine’s 40 Under 40 list.

“During Kelly’s tenure at GFC, she’s become instrumental in evaluating workflows, acquisitions, finances, banking systems, purchasing and vendor relations. In addition, her positive attitude toward innovation has enhanced our processes to make GFC the industry leader it is today. We appreciate Kelly, as she’s a valued member of our GFC management team.”

—Patrick Flesch, President and CEO, Gordon Flesch Company

Why Jake Drase is a difference maker:

It didn’t take Evoke Networking very long to appreciate the immense talent it possessed in Drase upon hiring him as a general service tech in 2022. He was soon elevated to service manager, having grown his A3 knowledge (and certifications) not long after his arrival. In eight short years in the industry, Drase has come to exemplify the epitome of quality managed print services (MPS) delivery. His extensive knowledge in MPS positions him as an expert in maintaining a satisfied customer base, and he imparts day-to-day best practices for installing and servicing equipment through training programs for fellow professionals. Before joining Evoke Networking, he was a field service technician for Flex Technology Group in the Chicagoland area for nearly six years.

“Jake is an indispensable member of the Evoke team, embodying qualities that set him apart. Known for his unwavering composure in challenging situations and a commitment to excellence, Jake consistently demonstrates his dedication to the team and the satisfaction of our customers. His problem-solving prowess is highly recommended, and he has a knack for finding timely solutions, whether through meticulous research or hands-on approaches such as ‘tool time.’

“Having had the pleasure of working alongside Jake for the past nine months, I can attest that he’s not just a coworker, but a mentor and a friend. His warmth and friendliness have transformed every day at Evoke into a delightful experience. Jake’s patience and support have been instrumental in my professional growth, as he has taken the time to impart his extensive knowledge of copiers and printers through invaluable hands-on training. I cannot overstate how fortunate I feel to have Jake as a colleague—his dedication to the team is truly inspiring, and his willingness to extend a helping hand never goes unnoticed. Evoke is undeniably a better place with Jake on board, and I’m grateful for the privilege of working alongside such a genuine and caring individual.”

—David Rendon, IT Support Specialist, Evoke Networking

Why Dana Drury is a difference maker:

The Eastern Illinois University product is a home-grown success story for Konica Minolta, having started as an intern. The quintessential deal-closer, Drury has qualified for 26 president’s club trips during her 28 years with the firm, a testament to her aggressive goal setting through relationship building, strategic planning and exceptional service. These days, Drury focuses on the coaching, development and leadership support of sales professionals, stressing the importance of personal growth and constant development to stay fresh and relevant to the industry. She’s been part of the Circle of Excellence 14 times and is a four-time recipient of the Gauntlet Award, given to the top employee nationally in their position. Drury is a Konica Minolta Women of Distinction honoree and has been nominated for Influential Women in Business in the Chicagoland area.

“Dana makes a difference within the Heartland marketplace. Her track record in sales, marketing experience, and ability to build and lead sales teams are unparalleled. A consummate sales professional, she’s a growth-focused individual with a can-do attitude. But beyond all her achievements as a top performer, her ability to motivate people and build team culture is second to none. She inspires her team to achieve amazing results, leading by example. Dana has developed an incredible level of tenure and experience unique to this industry, which is a direct result of her coaching, mentoring and management style. She’s a passionate team builder, always sharing ideas, emerging trends and competitor movements with others to help strengthen the organization. Her creativity and leadership continuously keep her ahead of the competition. Dana’s willingness to go the extra mile for both our external and internal customers resulted in numerous national award winners from her market. Dana’s success in business as a female leader promotes a culture of work ethic and is truly inspiring. She’s been one of the most consistent, best performing market vice presidents at Konica Minolta, and I’m fortunate to be part of her career.”

—Armen Biberian, President, West Region, Konica Minolta Business Solutions

Why Marc Gregoire is a difference maker:

Finding and maintaining quality, experienced personnel has long been a sticking point for the industry. Thus, Copiers Northwest was elated to onboard Gregoire nearly 13 years ago. His manufacturing and technical background was substantial: his work with Pioneer Video helped spur laserdisc development. Gregoire then carted his engineering prowess to Canon, where he played a large role in developing the OEM’s professional services division. He also collaborated with the Rochester Institute of Technology to devise the Color Imaging Professional program. These days, Gregoire is responsible for helping customers automate workflows that address pain points and create financially sound solutions. An electrical engineer by trade, he graduated from Loyola Marymount University.

“Marc has a knack for being able to speak CIO to CIO, but also being able to simplify the discussion with non-CIOs. This makes him an asset both prior to a sale as well as after. In this role, Marc helped Copiers Northwest secure some of the largest accounts in the Pacific Northwest. He’s had extensive experience dealing with Copiers Northwest’s sales and service personnel, which helps if a customer has any hiccups, and bringing tangible solutions when they require an upgrade or need to change course in how work gets accomplished. Marc has always been someone who goes above and beyond to make sure a customer isn’t just happy, but that their hardware and software are doing what was promised.”

—Ian Crockett, President, ICE Advertising

Why Anna Grubb is a difference maker:

A customer-first approach to solving problems is Grubb’s calling card. With more than 20 years of experience in the managed print realm, she came to ECI Solutions following the 2018 acquisition of her employer, PrintFleet. Since then, she’s focused on the global expansion of e-automate. Much of Grubb’s success can be attributed to her personalized approach to customer service and her ability to help global businesses navigate the shifting industry landscape. A graduate of Athabasca University, she debuted with toner cartridge reman Multi-Laser, the founding company of PrintFleet. This proved to be a key to Grubb’s success in shaping the industry-leading Printanista device monitoring technology solution. She continues to craft solutions for the hybrid home office and their associated devices.

“It can’t be overstated how important Anna’s advocacy for customers is at ECI. Her hallmark to problem solving is to always listen actively and ask probing questions to make sure she fully understands customer pain points. Her efforts have led to more customer-centric initiatives and meaningful customer engagements. Anna’s actions have not only propelled ECI forward in our industry, but also solidified its reputation as a trusted partner. She fosters a culture of continuous improvement that balances innovation and customer needs. Anna has helped ECI navigate the evolving industry landscape with confidence to ensure lasting partnerships with our customers.”

—Laryssa Alexander, President, Field Service Division, ECI Software Solutions

Why Jon Hafey is a difference maker:

The second time around with Toshiba (TABS) has proven extremely gratifying for Hafey. During his 24-year journey in the industry, he’s worked within the dealer community and owned his own managed print and IT services company. Currently, Hafey serves as director of strategic business development, where he leads a national team that supports the dealer community, and also guides a regional sales team in growing MPS. Hafey has proven pivotal in TABS’ initiatives including MPS, digital signage, sustainability, and GPO/consortiums. The Cal Poly San Luis Obispo product brings value with his ability to envision and tactically execute a go-to-market strategy.

“Jon is a strong public speaker who’s capable of creating great excitement in a room through his presentation skills. Several strategic initiatives Jon contributed to have shown strong growth thanks to his personal efforts to both strategically and tactically execute the overall strategy. His skill presenting programs to both clients/prospects and dealer principals has played a large part in the success those programs have illustrated to date. During the nearly 20 years I’ve known Jon, he’s always been engaging, enthusiastic and committed to any program he’s been part of. Many in the dealer community would call him a friend and someone they can trust to support their dealership at many levels to propel their business forward.”

—Scott Robinson, Vice President-Managed Print as a Service, Toshiba America Business Solutions

Why Ron Harper is a difference maker:

If there’s anyone who’s been around the office technology block a time or two, it’s Harper, who made his industry bones as an IBM salesman in the late 1970s. His true calling would come in 1983 when he founded Logista, a 300-employee managed service provider, followed by distributorship Impression Solutions (ISI). Harper is a supply chain maven who continues to attract dealers with ISI’s value-add distribution model he developed to help them grow their top- and bottom-line revenues with progressive A4 and document management solutions. Meanwhile, Logista has attracted many of the world’s leading brands via its advanced technical competency and sterling reputation for implementation excellence. Harper boasts a proven track record of identifying opportunities for his companies and customers to drive mutual gain.

“Ron has been an unsung hero in the business technology arena for over 40 years. He’s a Difference Maker because of the way he instills old-school values into his company’s progressive approach to helping customers solve technology problems—not selling them.”

—Rick Lambert, President and CEO, IN2communications

Why Darryl Harris is a difference maker:

When Coast to Coast Computer Products (CTC) went shopping for a marketing manager five years ago, little could it have known the depth of creativity that would soon fall into its lap. A product of the Los Angeles Theater Academy, Harris offered the company a wealth of visionary talent dating back to his time as a video editor and producer through his Harris Editorial freelance work, a four-year stint with Blacklight Films and 10 years at TV is OK/Kurtti-Pellerin Productions. At TV is OK, his assignments included editing and post-supervision of laser disc, DVD and Blu-ray bonus materials for deluxe versions of Walt Disney Home Video releases. At Blacklight, he led the creation of a post-production facility and workflow for the creation and editorial of the Disney Nature feature-length documentary, “Wings of Life.” Before joining CTC, he provided video editor and production projects for charities including UNICEF, Operation Smile and the Princess Grace Foundation. Currently, he manages all creative content for products, packaging, training and sales materials while supporting the company’s intranet, internet, social media and trade shows. Drawing upon his experience in entertainment, Harris seamlessly integrates storytelling techniques and a team player attitude into his marketing approach, crafting compelling campaigns that capture attention and spark meaningful connections with customers and employees.

“I’ve worked with Darryl in various sales and marketing capacities for over five years. He has a great attitude and enjoys helping others in achieving their goals and objectives. Darryl is a team player who’s not afraid to roll up his sleeves and do whatever it takes to complete a project or deliverable. He provides a wealth of experience and knowledge to his creative and marketing work. It’s a pleasure to have him support the organization, and we’re lucky to have his talent at Coast to Coast.”

—Scott Roussin, General Manager, Coast to Coast Computer Products

Why Les Harris is a difference maker:

What better place to snag a seasoned veteran to help oversee sales and marketing than the manufacturer space? That’s exactly what UTEC did in early 2021 when it hired Harris, a longtime executive for Ricoh Americas. During his 24-year odyssey with Ricoh, Harris had proven himself a salesperson par excellence, first as a color graphics sales exec, then as a major account rep, racking up numerous president’s club qualifications (nine in all). His award-winning performance continued in print production and strategic accounts roles, scaling his way to marketplace vice president of sales. That track record was more than enough for UTEC to tab him, initially as director of sales for advanced technology and solutions. The Arizona State University graduate has thrived in sales management roles and enjoys coaching and developing quality teams.

“I’ve worked closely with Les for several years and borne witness to his overwhelmingly positive impact on our company. He’s relentlessly positive, enthusiastic and energetic, which has carried over to his sales team and the rest of the company. Through Les’ leadership, he’s consistently delivered double-digit sales growth every year. In addition, he demonstrates solid analytical skills by focusing on company metrics, territory rationalization and sales team performance. He possesses a rare blend of solid sales leadership, management and business acumen. It’s impossible to overstate the dramatic impact he’s had on our team at UTEC.”

—Tom Harrison, COO, UTEC

Why Rick Havacko is a difference maker:

A two-time winner of the Silver Anvil Award from the Public Relations Society of America—the Academy Award of the PR space—Havacko is a sterling example of the servant mindset. Warm and engaging, he’s set the pace for idyllic interactions with the industry’s analyst and trade press, tirelessly striving to ensure instant and effective communications with Toshiba executives. He’s commandeered effective PR campaigns for TABS during his 11-year-plus stint, including the Helping the Helpers Technology Makeover contest. While simultaneously directing communications for Toshiba Global Commerce Solutions, he increased the division’s editorial exposure, which included a feature in The Wall Street Journal. Prior to TABS, Havacko’s promotional efforts for PC company eMachines underscored the company’s turnaround efforts to local, national, consumer, business and trade media. Consequently, eMachines was able to claw its way up to the no. 3 seller of PCs in the United States at the time. A journalism BA holder from San Diego State, he formerly served in communications capacities for three PR agencies and the Specialty Coffee Association of America. The most important mentors in his life are his mother (Rita) and father (Stephen) who taught him—more often through their actions rather than words—the importance of hard work, honesty and empathy for others.

“Rick has taken the time to get to know the industry trade press and does his best to proactively meet our needs. TABS is fortunate to have him on its team. I wish more corporate communications professionals would follow Rick’s lead.”

—Scott Cullen, Editor-in-Chief, The Cannata Report

Why Michael Horvath is a difference maker:

Horvath’s track record at Edwards Business Systems during his 12-year journey has been an impressive one. He’s been a three-time Million Dollar Club award winner and president’s club member, enabled the dealer to garner Konica Minolta’s Top Production Print Dealer award and is a past Sales Professional of the Year. Horvath’s dedication to excellence and expertise has been instrumental in expanding the program’s offerings and fostering a culture of success. He also has oversight of the logistics team in Pennsylvania. The Moravian University product previously spent seven years as an office solutions specialist for Xerox and had sales and marketing roles with Angel Mountain Productions, Martin Guitar Company and Allen Organ Company. Away from the office, Horvath is a classically trained pianist and CYO basketball coach.

“I’ve collaborated with Mike for over 12 years at Edwards Business Systems, working on major accounts and opportunities. His invaluable knowledge, passion and professionalism have been instrumental in our growth as industry leaders. Together, we continue to strategize daily on ways to develop our young professionals and programs at Edwards. Mike has consistently raised the bar, setting the standard for excellence in our initiatives. I look forward to seeing further advancements in industrial print and expansion into emerging markets under Mike’s continued leadership in 2024.”

—Nicole Behn, Vice President of Sales and Marketing, Edwards Business Systems

Why Erica Huentelman is a difference maker:

Donnellon McCarthy Enterprises (DME) recognized the take-charge qualities exhibited by Huentelman when she joined the firm seven years ago, and she hasn’t disappointed. She oversees both marketing and sales endeavors and plays a key role in the onboarding process of new sales representatives, helping them navigate the intricacies of DME’s customer relationship management system. Huentelman has been instrumental in nurturing talent and fostering a culture of excellence that’s buoyed the sales team’s success. She recently was named a finalist for the Goering Center Rising Leader Award, which underscores her exceptional leadership potential and dedication to professional growth. Prior to joining DME, Huentelman was a leasing consultant for The Connor Group.

“Erica’s not your typical executive assistant; she’s the secret weapon effortlessly embodying the role of my right-hand confidante. Her attention to detail and proactive approach have transformed how we work. Erica doesn’t just handle tasks; she anticipates needs before they even arise, keeping us ahead of the game.

“What I love most about Erica is her unwavering commitment to excellence. She’s not afraid to take on new challenges and always goes above and beyond to get the job done right. Whether coordinating high-stakes meetings, organizing our annual chili cook-off or tackling complex projects, she handles it all with grace and professionalism.

“Working with Erica feels less like a boss-assistant relationship and more like a dynamic partnership. She brings fresh ideas to the table and isn’t afraid to speak up with suggestions for improvement. Erica is a driving force behind our team’s success. In the fast-paced sales world, having her on our side is a game-changer. She’s a true Difference Maker and I couldn’t imagine navigating this journey without her.”

—Rich Brandenburg, Senior Vice President of Sales, Donnellon McCarthy Enterprises

Why Jill Huffman is a difference maker:

She may prefer to act as a behind-the-scenes facilitator for Toshiba’s events, programs and promotions, but Huffman was a significant catalyst in making Toshiba’s LEAD Beyond 2023 a rousing success. This included overseeing sponsorship partnerships and activations, ensuring the seamless integration and execution of brand collaborations. A 13-year veteran of the company, she deftly plans, organizes and oversees a diverse range of impactful sales and marketing events. Driven by a passion for creating dynamic and memorable experiences, Huffman seeks to resonate with audiences while also achieving business objectives. Her event oversight entails managing budgets and contracts vendors while also coordinating logistics and communications to ensure the programs are high quality, efficient and deliver on the intended mission. Huffman also manages Toshiba’s Success on Demand incentive programs tailored for the TBS and dealer channel and oversees the ad/promo budget, demonstrating comprehensive management skills and financial acumen.

“In all our years of events and incentives as a dealer, we’ve never experienced such a level of service and detail as we do with Jill. She thinks of everything from paying for a checked bag to a forgotten toothbrush. Her ability to work with many personalities and make everyone feel as though they’re the most special person is unparalleled.”

—Rachel Manion, Co-owner, Kelley Create

“Jill’s work on the Success on Demand program makes it one of the easiest and most seamless programs for spiff claiming within the manufacturer world. If I ever have an issue, I know she’ll get it handled right away.”

—Sara Woodman, Vice President of Administration, Kelly Create

Why Vince Jannelli is a difference maker:

Jannelli’s ascension within Sharp can be summarized as promoting the promoter. He’s been promoted five times, taking him on a responsibility tour that included hardware product marketing, channel development and software product management. The promoter in Jannelli has championed numerous releases over the years, ranging from key device firmware functionality including security to cloud connectivity and active directory integration, Sharp’s Open Systems Architecture (Sharp OSA) platform and the Sharp Partner Program. In his current role, Jannelli’s team is responsible for service delivery infrastructure as well as software product management encompassing device firmware, third-party alliances, SaaS services and analytics. The Stony Brook University product has previously worked with Canon USA’s computer peripherals product and ISG printer divisions. He gives back to his school via the Jannelli-URECA Award, which provides grants to students interested in research projects that blend business and the humanities.

“Vince continues to bring a wealth of knowledge and experience to our industry and the Sharp dealer community. His expertise with cloud services, MFP firmware, APIs and OSA have helped us with customers’ applications and software integration. Vince is our go-to for anything software related. He’s a Difference Maker and passionate about helping others succeed.”

—Joe Reeves, CEO, Smile Business Products

Why Brian Kimball is a difference maker:

The ability to provide stellar technical service is the lynchpin to the dealer/end-user relationship. But before that union can be forged, it takes a service sensei to ensure technicians and support people can effectively use vendor resources. That’s where Kimball is perhaps the most effective. An original Xerox regional service manager with 27 years of experience in the technician realm, he’s charged with making sure dealers can become more productive and effective in their ability to service the OEM’s products. Kimball recognized the need for the OEM’s to set dealers on a success path via pre-product certification training on Xerox diagnostic tools, methodologies and procedures. He joined forces with fellow tech savant Mark Tomlin to develop an onsite training course to prepare technicians for the product certification class. As a result, technician readiness and satisfaction with Xerox training has grown exponentially. Prior to Xerox, he was with Conway Office Products before its acquisition by Global Imaging Systems (GIS), where he captured multiple Technician of the Year awards. Kimball also received multiple Gold and Silver Seal technical awards from Konica Minolta.

“Brian’s approach to diagnosing problems regardless of product brand still blows me away. His knowledge of how print hardware works and his logical approach to solving problems is amazing. Additionally, his can-fix-anything attitude is a testament to his knowledge. Over the past two years, we’ve sent Brian to some of the largest Xerox dealers around the country to share best practices and solve critical technical issues that dealers might be having.”

—Richard Schaublin, Vice President, Xerox Dealer Program, Xerox

Why Rick Lambert is a difference maker:

At 200 feet in length and 85 feet wide, an NHL hockey rink doesn’t allow for a lot of free space, given there are 10 skaters and two goalies on it at any given time. Lambert, who spurned a contract offer from the Edmonton Oilers to attend the University of New Hampshire, appreciates the notion that success in the sport is contingent upon two things: creating time and creating space. That’s a gateway to the best scoring opportunities. While he still plays the sport in his free time, his primary focus is leveraging opportunities as a sales performance coach and digital marketing strategist, enabling dealers, distributors, OEMs and MSPs to drive millions of dollars in profitable revenue. The founder and CEO of selltowin and IN2communications, Lambert is an in-demand speaker at industry events and corporate functions, sharing insights on how to start, advance and capture more business using a mix of old- and new-school thinking. Since 1998, over 30,000 salespeople have attended his live events, and even more have benefited from his on-demand video coaching programs such as the 30-Day LinkedIn Bootcamp and Selling B2B to WIN.

“Rick is absolutely a Difference Maker in our industry because of his ability to engage and motivate people to try new strategies that will make them and MOM more successful. Rick’s also highly visible on LinkedIn and provides a great role model for others on how to be educational and not promotional.”

—Karen Morgan, Director of Marketing and Sales Development, Modern Office Methods

“Rick has established himself as a true Difference Maker in the field. His passion for helping sales professionals reach their full potential shines through in every aspect of selltowin. By empowering individuals with the tools and knowledge they need to excel, Rick isn’t just selling a program—he’s selling a path to success.”

—Kristen Pyatt, Sales and Marketing Coordinator, selltowin

“Rick helps OEMs, distributors and dealers achieve more every day as a sales coach and digital marketing strategist. His ability to motivate and make people think differently at industry events, on LinkedIn and at his Live Sales coaching events makes him a highly visible Difference Maker throughout the industry.”

—Melissa Theriault, Client Success Manager, IN2communications

Why James LaPenna is a difference maker:

Marketing innovation is a passion for LaPenna. Last year, he quarterbacked the development of a new website and a complex blend of digital and traditional marketing strategies to bolster Atlantic Tomorrow’s Office’s visibility in the hotly contested New York City and Philadelphia markets. His responsibilities consist of brand management, demand generation, digital strategy (including SEO) and social media. LaPenna notched his bachelor’s degree in marketing management from Dominican College in 2008. He entrenched himself in the Orange County, New York, business community, including its Chamber of Commerce, and was co-chairman of the Young Professionals Leadership Council. In those capacities, LaPenna worked with business leaders through a start-up venture for which he served as director of business development. As a result, he was a recipient of the OCCC Rising Stars Award, given to emerging professionals in the Orange County area under the age of 40.

“James is a Difference Maker because he’s revolutionized the traditional marketing approach into a digital-first model that treats Google as the customer. James has the unique ability to blend creativity with detailed execution and data-driven insights to elevate Atlantic’s visibility in hypercompetitive markets.”

—Melissa Theriault, Client Success Manager, IN2communications

Why Ray Looney is a difference maker:

Looney is one of the deans of the distributor set, having clocked 24 years with Impression Solutions (ISI). He’s helped reshape the traditional distribution model geared toward price and availability into one driven by value-add, growing the bottom line for hundreds of imaging dealers throughout the country. A former copier salesman in the mid-1990s, Looney is tasked with all facets of ISI’s go-to-market strategy and execution. He recently spearheaded the launch of the IS Docs turnkey document management solution that enables dealers to bolster recurring profits via the infrastructure and support of ISI to simplify the sales and implementation process. The Mississippi State University graduate is constantly on the lookout for ways to enhance the success of dealer clients.

“Ray is a Difference Maker because of his influence reshaping the traditional distribution model into a value-add distribution model. His leadership has led to the explosive growth of ISI’s new IS Docs platform in 2023, which allows imaging dealers to grow their MRR easier than ever before.”

—Melissa Theriault, Client Success Manager, IN2communications

Why Andy Lyall is a difference maker:

It’s clear Lyall dances to his own beat. A University of Cincinnati alum, he became a Michigan football fan, much to the dismay of his father, who graduated from The Ohio State University. Modern Office Methods (MOM) forgives him—after all, as vice president of IT, he’s been a growth catalyst for MOM’s branded Optimized IT company. As a former customer of IT services, Lyall offers a customer mindset to all touchpoints of the client experience. He enabled Optimized IT to enjoy significant growth in 2023 via his commitment to educating clients at seminars and industry events, as well as his extensive use of video. Lyall migrated from the world of banking operations, fashioning a 28-year career with companies including US Bank before joining Optimized IT in 2019.

“Andy Lyall leads Optimized IT with a customer mindset because he was a customer at one time! His ability to simplify the complexity of a customer’s IT infrastructure and determine actionable steps to improve performance, cost and security makes him a standout in his field.”

—Melissa Theriault, Client Success Manager, IN2communications

Why Kevin McCarthy is a difference maker:

Speaking of Modern Office Methods (MOM) and Optimized IT…well, it’s difficult to discuss either without invoking McCarthy’s name. The pride of Cincinnati with nine locations throughout Ohio and another in Pennsylvania, MOM witnessed McCarthy’s arrival in 1982 as a leasing coordinator. He progressed through the organization, becoming CEO in 1998. MOM has registered significant growth during his administration and garnered honors including HP’s Partner of the Year in 2022. Attracting and retaining quality employees has played a large role in MOM’s ascendency, and for his part, McCarthy ensures they have the training, tools and management support to facilitate their success. The Miami (Ohio) University product was formerly a sales representative for Duriron.

“Kevin’s ability to attract and retain great people has created one of the industry’s most talented workforces. He’s passionate about investing in his people and the growth of Modern Office Methods with its expansion beyond Ohio into Pittsburgh in 2023, and there’s more news on the horizon.”

—Rick Lambert, President and CEO, IN2communications

Why Matt Michael is a difference maker:

Michael may be a dyed-in-the-wool traditionalist in some regards, but that doesn’t mean he’s immune, or not adaptable, to change. After logging 16 years as a successful seller with numerous sales accolades under his belt, he transitioned to the ecommerce business for Impact in 2023. Michael is helping to transform the dealer’s legacy print business into the digital retail landscape and has established a standard for innovation. The journey entailed solving cross-departmental challenges, driving companywide adaptation and reinventing a decades-old process, which can be a plodding undertaking in an industry resistant to change. The goal of the ecommerce site is to eliminate low-payoff sales activity on A4 office equipment. Michael’s efforts haven’t gone unnoticed; he was bestowed with the “Making An Impact” award, which speaks to his visionary approach and transformative influence. He joined the company following Impact’s 2015 acquisition of NorthShore Business Technology.

“Matt embodies the spirit of dedication and success in every aspect of his work. With over 15 years of exceptional sales performance, he’s not only proven himself as a key pillar of our company but has also taken on the challenge of pioneering our ecommerce initiatives with unwavering passion and focus. Matt’s commitment to driving the success of our ecommerce launch showcases his ability to consistently deliver beyond expectations, taking the bull by the horns and leading our journey into new territories. His loyalty and dedication are evident, manifesting in a renewed sense of pride and focus in his role. Matt’s daily enthusiasm injects a dynamic energy into our team, making him not just a top performer but a genuine force of inspiration and transformation at Impact.”

—Frank DeGeorge, CTO, Impact Networking

Why Jason Moore is a difference maker:

Moore’s professional growth chart has paralleled that of Distribution Management. A 17-year veteran of the company, he’s been instrumental in the company’s evolution from exclusively ink and toner to managed print services and imaging hardware. His competitive spirit, forward-thinking ideas and unwavering determination to find optimal solutions for Distribution Management’s partners are points of differentiation in the industry. A respected voice among his peers, Moore is a valued leader for the services and solutions sales teams. A Southern Illinois University-Edwardsville graduate in business management, he’s spent the past seven years participating in the Bike for Hope fundraiser that benefits City of Hope cancer research.

“Jason has been the pioneer in defining processes and navigating us through our infancy stages in MPS and equipment distribution and services. I personally owe much of my success to him, as I had the pleasure of working under him for many years as both an account manager and equipment advisor. Jason’s mentorship has provided me with the knowledge and confidence to present solutions on my own so we can now combine our forces for growth and expansion. He’s compassionate about our business and advocates for his team, as he never forgets to celebrate their accomplishments. Jason is impactful, influential and has without a doubt made a difference to our organization and his peers.”

—Jennifer Davis, Equipment Advisor, Distribution Management

Why Dave Moorman is a difference maker:

Novatech had to know it was acquiring more than a company and book of business when it added DynaSis in 2019—in fact, Moorman might have been the biggest piece of the puzzle. Charismatic, energetic and a visionary, he was virtually born into the world of IT before IT truly took hold in the business world. Stints with Ready Prompt Computing and Florida Power and Light set the stage for a 25-plus year odyssey as the founder of DynaSis. There, he developed best practices for IT infrastructure in business environments, but his groundbreaking 2003 work with Ant Farm created a managed services model for IT that’s been replicated by hundreds of MSPs. Since the Novatech acquisition, Moorman has settled nicely into the role of president and chief information security officer, where he promotes the firm’s Managed Office solutions platform. His leadership thoughts are shared via ebooks, blogs and newsletters, and he’s a circuit speaker at conferences, webinars and industry events. Moorman holds a computer science degree from Florida State University.

“It’s hard to be in a bad mood when Dave is around. He has such a presence that takes hold of any room he walks into. His positive attitude only adds to his character. He’s extremely bright and knowledgeable when it comes to anything IT and cybersecurity. Though he’s an executive, Dave never makes you feel inferior; he’s always up to lending an opinion or helping hand to anyone in need. He’s always in the know or as up to date as possible when it comes to new technology and processes, which helps us internally. He has a love for sports cars and an appetite for fun. Dave is a traveler and likes to share his stories or apply best practices he learns from around the globe to his leadership style. He’s just an awesome guy.”

—Julia Ebner, Digital Marketing Specialist, Novatech

Why Scott Mueller is a difference maker:

Mueller has long been an agent of change. This comes as little surprise, as companies such as NATIONAL Business Technologies—which dates back to 1927—aren’t sustainable unless they adapt and evolve through offerings and technology. An industry veteran of more than 25 years, he formerly held an equity stake in Prosource of Cincinnati before selling his interest and moving back to his hometown of Albany, New York. It was there in 2008 that Mueller acquired NATIONAL, and he’s focused on continuing its growth as a managed services provider. Earlier this year, he teamed with HP to host the dealer’s inaugural March Madness Tech Show, which blended games, food, charity-supporting events and educational sessions led by the manufacturer. A graduate of SUNY Plattsburgh who played basketball for the school, Mueller embraces a work hard, play hard mantra that permeates the corporate culture.

“Scott is a tremendous motivator with a passion for providing NATIONAL customers an unsurpassed experience. He’s always looking for new ways to educate and help his clients succeed. Scott’s creativity and willingness to invest in his people has led to above-average business growth and a world-class post-sale reputation.”

—Melissa Theriault, Client Success Manager, IN2communications

Why Kim Murphy is a difference maker:

For the past 38 years, Murphy has served Bay Copy in a virtual smorgasbord of roles. A part-time receptionist upon her arrival, she’s repeatedly demonstrated her versatility in myriad roles: equipment and supply sales, sales leads, quotes and follow-up, contract billing and accounts receivable. She also quarterbacked the dealer’s office products division. When Bay Copy was acquired by UBEO Business Services last December, Murphy was pivotal in coordinating with both teams. As office manager, she’s also involved with employee training. Prior to joining Bay Copy, the Quincy College graduate spent eight years as a legal secretary. Murphy’s daughter, Laura, is also a Bay Copy employee.

“Kim has been extraordinary during our transition with UBEO. In her calm, quiet and humble way, she shows extraordinary leadership at every turn. Kim takes a customer-first approach, is always there to listen and never looks for credit. She’s a super professional who always puts forth her best, regardless of the challenge.”

—Ray Belanger, President, Bay Copy

Why Nyesha Newsome is a difference maker:

Newsome has proven to be the consummate professional during her 18 years with Toshiba. She leads and cultivates high-performing teams while maintaining a steadfast approach to process improvement in all critical areas of demand fulfillment, from product allocation and positioning to sales order management, asset management and customer experience. Whether she’s engaging with others, creating effective cross-functional partnerships in-house or encouraging innovative thinking, Newsome’s unwavering determination and laser focus to deliver exceptional results shines brightest. A product of California State University-San Bernardino, Newsome’s boundless energy and enthusiasm are infectious and worthy of emulation.

“Nyesha brings high energy and discipline to the workplace and leverages deep business acumen to ensure that she and her team are operating at the highest levels amidst a volatile business climate. Forever an eager student of all things supply chain and operations, Nyesha never hesitates to step outside her standard day-to-day duties to learn new parts of the business, understand the challenges and come up with impactful yet practical solutions.”

—Eric Oblepias, Director of Procurement and Inventory Management, Toshiba America Business Solutions

Why Mike Oransky is a difference maker:

Oransky wet his technology whistle at his family-owned computer store in the early 1990s, providing him with the foundations for sales and customer care. He joined Coast to Coast Computer Products in 2008 and honed his expertise even further. Helping clients understand new and niche technologies enabled Oransky to garner a reputation as a leader in cross-selling high-tech and complex products. He’s a firm believer in continuous learning and innovation, and he always strives to deliver exceptional results while building lasting relationships with clients. Among the past roles held by the Moorpark College product are account manager for OneStop and vice president of sales, North America for Etopia Digital.

“I’ve worked with Mike for over 15 years and have found his knowledge in our industry and IT to be invaluable to the success of all of us at Coast to Coast. Mike’s positive attitude and willingness to help others is incomparable. His work ethic and professionalism are unsurpassed, and it‘s been an incredible journey to grow with him and enjoy his successes.”

—Melissa Servatdjoo, Technology Sales Manager, Coast to Coast Computer Products

Why Clay Ostlund is a difference maker:

Ostlund has evolved professionally in his 14 years at Marco, from network engineer to senior systems engineer and chief technology officer before becoming chief revenue officer (CRO) in 2023. He’s already made his presence felt as CRO, launching the MSP Growth Charter to focus efforts on continued prosperity for the company’s managed services practice. That spawned UnifiedCollaboration, a new UCaaS offering, and a solution focused on CIO/CISO fractional consulting. Ostlund seeks to leverage technology to benefit clients. He’s also tasked with managing and growing the dealer’s Cisco and Microsoft divisions. Ostlund earned his CCIE enterprise infrastructure certification from Cisco—recognized globally as the most prolific networking certification in the industry (which he dubbed a master’s degree in geek speak). A graduate of North Dakota State University with a BS in management information systems, he was named to the 2019 “40 Under 40” list by Prairie Business magazine.

“From implementing automation to improving work processes and ensuring a positive client experience, Clay is focused on helping clients solve their business challenges. While leading both the sales and solutions groups at Marco, he understands the importance of both choosing the right technology and being a partner who’s focused on business outcomes for the client. He also knows how to create motivating environments for employees to thrive in, which drives employees to perform at their best and be rewarded for it.”

—Jonathan Warrey, Vice President of Managed Services, Marco

Why Khanh Pham is a difference maker:

Since arriving at Toshiba in 1998, Pham has proven to be an adroit architect of program development, and he’s filled several functions from major accounts to marketing and now sales operations. He demonstrated a strategic grasp of pricing dynamics as a member of the major accounts pricing team, and his work on the implementation team ensured the seamless delivery of end-user solutions. He was equally essential in shaping the MPS PageSmart Operations team, streamlining operational processes to offer dealers a comprehensive managed print solution. In establishing the Consortium team, Pham played a pivotal role in developing one of Toshiba’s most successful initiatives. A graduate of the University of California, Riverside, he refines strategies that translate into success for the sales operations team.

“While Khanh remains the quintessential numbers guy, he’s grown into so much more as an invaluable part of the Toshiba management team. Our customers frequently say that Toshiba is the easiest company in the industry to do business with, and Khanh’s deep understanding of Toshiba systems, processes and initiatives are instrumental in making that happen.”

—Bill Melo, Vice President of Product Marketing and Strategic Business Development, Toshiba America Business Solutions

Why Evelyn Pichardo is a difference maker:

One might say that Pichardo puts the “International” in Brother International. A 20-year industry veteran, her career in channel development and communications covers more than 20 countries in Latin America and the Caribbean. In her current role, Pichardo drives creative, forward-thinking, analytical marketing strategies. She holds a bachelor’s degree in business administration from Pontificia Universidad Católica Madre y Maestra and has garnered certifications in public speaking, marketing and project management from the University of Miami and Florida International University. Pichardo supplemented her personal growth by completing Brother’s Leadership Certificate Program for managers. Prior to joining Brother, she held marketing positions with Hillrom, Newell Brands and Samsung.

“Known for her ability to navigate diverse markets and build strong relationships with partners, Evelyn is a true visionary in the realm of marketing. Her knack for cultivating strong partnerships sets her apart. She doesn’t just drive initiatives; she optimizes partner experiences with passion and purpose to deliver business success. Evelyn’s dedication to excellence is inspiring, and her innovative spirit keeps us all motivated. Working alongside her isn’t just productive, it’s genuinely enjoyable. She’s a valuable asset in any collaborative endeavor, consistently exceeding expectations and delivering outstanding results.”

—Caty Di Maggio, Vice President, Commercial Sales, Brother International

Why Brent Portera is a difference maker:

When GoodSuite embarked on its own managed IT offering, the California dealer needed a point person—a position tailor-fit for Portera. He’s exceeded expectations in six short years and has set a sustainable pace for annual double-digit growth. Portera’s expertise is equaled by his energy, drive and desire to learn what it takes to elevate GoodSuite’s offering. Portera embraces delivering a boutique-level of service in the IT space. His leadership and teaching chops are buoyed by nearly 20 years of coaching multiple youth sports. The Arizona State University product’s background includes a five-year stint as sales director for Systat Software. Before joining GoodSuite, he held several roles including vice president of managed print services for On-Site LaserMedic.

“Brent has the curiosity gene that drives him to learn everything he can about how to run a successful MSP division, from the sales side to the service delivery side. His customers love him and he regularly receives hugs (he’s not really the hugging type) from his clients because they feel like he is part of their family. He builds trust by truly understanding them and what makes their business run well. And then, whether he likes it or not, they hug him.”

—Dan Strull, Founder and CEO, GoodSuite

Why Amy Ranttila is a difference maker:

Innovation, resilience and an unwavering pursuit of excellence are just a few of the calling cards that comprise Ranttila’s value proposition. She’s logged more than 20 years professionally, including stints with a trio of manufacturers (Brother, Ricoh and Lexmark). Over the past seven years, Ranttila’s fostered strong growth within the Mid-Atlantic and Southeast territories for Brother. Her approach exceeds a conventional line of sales attack; providing the compelling why-to rationale behind doing business with Brother has led to numerous enduring partnerships. A graduate of Kent State University, Ranttila debuted in the industry with Ricoh in 1999, and for nearly 13 years she supported the company’s largest independent dealers. In addition to being a territory sales manager for Lexmark, she spent four-plus years with ComDoc, specializing in the sale of Xerox production equipment.

“Amy has been a model for how a manufacturer representative can and should work with their dealers. Through the pandemic, when special needs would arise, she was able to make sure Brother consistently performed above the standard. Brother is truly by your side because of the hard work, attitude and care of people such as Amy. I’ve been fortunate to be part of this industry for quite some time, and I’ve met some of the very best. I’m proud to say I’ve met another one in Amy Ranttila.”

—Tim Renegar, President, Kelly Office Solutions

Why Christina Robbins is a difference maker:

Robbins’ influence transcends the 20 years she’s plied her marketing and communications magic with Digitech Systems. A thought leader who’s a sought-after speaker and media contributor, her insights consistently inspire audiences and help organizations evolve and thrive. Blending the ability to communicate complex ideas effectively with deft expertise, her thought leadership has been captured in a number of document technology publications. A champion of inclusivity and collaboration, Robbins demonstrates a commitment to empowering industry professionals. Her ability to teach and guide along with her willingness to be outspoken and lead with innovative thinking set her apart as a true leader in the tech industry. Robbins has a BA from Brigham Young University and a masters in organizational leadership from Colorado State University. She previously served in marketing/product management roles for T-NETIX and Ecovate.

“Christina is a genuine leader in every sense of the word. Her intelligence, thought leadership and panoramic perspective have led to her well-deserved reputation as a respected figure in our field. But what sets Christina apart the most is her character, a passion for people and a willingness to stand firm in leading with innovation and values. As a long-time friend and colleague, I’ve witnessed firsthand Christina’s exceptional leadership skills and ability to bring out the best in our team, our partners and the industry. Her caring nature and commitment to others make her a valued team member and an admired leader in every community she engages. I’m honored to work alongside and support her as she helps shepherd our team and the industry to the heights of health and success.”

—HK Bain, President and CEO, Digitech Systems

Why Ron Robey is a difference maker:

What better person is there to lead a technical service unit than someone with 35 years of experience in the office equipment industry? Robey’s value proposition is a leadership-by-example philosophy; he’ll jump into the fray and help with tasks he delegates, which is key to fostering a culture of dedication among his staff of 14 techs. His desire to remain in stride with changes in hardware and software offerings shapes Offix’s technical training program. Robey’s thirst for innovation, leadership acumen and unwavering dedication make him the indispensable catalyst for success in the dealer space and reinforces Offix’s commitment to excellence.

“The visionary leadership of Ron has transformed Offix’s service and operational efficiency beyond anything we’ve experienced. He’s achieved excellence in driving innovation, fostering teamwork and increasing customer satisfaction with new benchmarks in our industry. Ron’s strategic insight and dedication to excellence have not only taken our service standards to the next level but have also been a vital contributor to the development and growth of success within this company. His ability to handle tough challenges very gracefully and determinedly is inspiring. Ron isn’t just a leader, he’s a catalyst for positive change, indelibly impacting Offix and the future.”

—Rossi Long, Marketing, Offix

Why Shaya Rogers is a difference maker:

Temporary positions can often be a springboard to permanent roles within a company, and Rogers is a prime example of a success story. With more than 10 years of accounts receivable/accounts payable (AR/AP) experience under her belt at the time, Rogers accepted a temporary AR collections assignment with Image 2000. CEO Joe Blatchford was so impressed with her work that after four days she was hired as a full-time employee. The ability to excel in collecting receivables and maintaining excellent ratios is critical to the financial health and stability of any company, and Rogers has been a bona fide star in that regard. In just six and a half years, she’s been promoted twice—to AR supervisor, then to senior AR/AP supervisor. Image 2000 is gratified to have 100% confidence in Rogers’ ability to execute her responsibilities, as evidenced by the pride she takes in her work.

“Recently, we implemented some changes within our accounting department. During the hiring process, Shaya expressed her interest in managing both accounts receivable and accounts payable functions. Initially, I had reservations, but I’m delighted to report that Shaya has not only exceeded expectations in handling accounts receivable but has also demonstrated exceptional proficiency in managing accounts payable. It’s rare to find someone who can excel in both areas, and Shaya’s ability to do so is truly commendable. Her dedication and competence are invaluable assets to our company.”

—Joe Blatchford, CEO, Image 2000

Why Naeran Rubio is a difference maker:

One of the critical behind-the-scenes players for Sharp, Rubio has taken on progressive responsibilities for multiple marketing, communications, advertising and content initiatives. She has oversight for building corporate and brand equity as a leader of Sharp’s public relations, social media and channel communications efforts, which include the creation and management of channel-specific marketing materials and content. Rubio has enabled Sharp to develop a full slate of valuable content resources including case studies, infographics, blogs, white papers and social content. A 20-year marketing communications veteran, the Manhattan College graduate previously served as corporate communications manager for Konica Minolta. Rubio also had corporate marketing communications stints with Leonardo DRS and DHS Technologies. Aside from her journalism degree and multiple marketing and writing certificates, she recently completed certification for a mini-MBA from the American Management Association.

“Naeran has always impressed me with how deftly she manages her vast array of marketing responsibilities, from digital content creation and marketing to social media content and advertising to media and dealer communications. I’ve worked with Naeran for 11 years—she’s a problem solver and a standout professional whom I admire and value as a peer, as do all my colleagues at The Cannata Report. Simply stated, when Naeran is involved, things get done.”

—CJ Cannata, President and CEO, The Cannata Report

Why Pete Salmon is a difference maker:

This St. John’s University business degree holder may be something of an international globetrotter, having visited more than 50 countries. But professionally he’s found a niche as the vice president of western region sales and service operations for Sharp. Salmon’s 13-year career with the OEM started in New York as a regional sales manager for the fax division before a promotion sent him to the West Coast. Relationship building is a forte of Salmon’s, having solidified his status as a trusted advisor to imaging dealers and team members alike. Integrity is a foundation of his approach; he regards clients as family and constantly strives to enable them to thrive and do business more effectively.

“Pete is an amazing friend with an incredible wealth of knowledge about the industry. He offers sage and sound business advice, whether it’s about managing my business, a personnel decision or his financial perspective. He’s also the first person I call if I want someone fun at an event. He’s respected by everyone and deservingly so.”

—Dan Strull, Founder and CEO, GoodSuite

Why Peter Salzano is a difference maker:

As he approaches 29 years at the helm of Network Digital Office Solutions and more than 40 years overall in the office technology sector, Salzano continues to embrace a forward-looking approach to business. This includes a dedication to sustainability through eco-friendly products and environmentally conscious practices. His career kicked off with a 12-year run as a sales rep for Pitney Bowes. As founder of Network Digital Office Solutions, Salzano demonstrates a passion for blending cost-effective solutions with cutting-edge technology. He’s also a devout philanthropist supporting non-profit organizations and private institutions. Salzano graduated with a BS in marketing and accounting from Seton Hall University, where he was captain of the Pirates’ baseball team and earned Academic All-America honors.

“Peter embodies unparalleled expertise and dedication in the office technology industry. His visionary leadership at Network Digital Office Systems has consistently surpassed expectations, delivering tailored solutions that drive efficiency and success for businesses. Peter’s unwavering commitment to customer satisfaction and sustainability sets him apart as a true industry leader. Working with Peter has been an absolute pleasure; his passion for innovation and genuine care for clients shines through in every interaction. Without a doubt, he’s a Difference Maker, and I wholeheartedly recommend him as a trusted partner for any organization seeking top-notch office technology solutions.”

—Matthew Salzano, Vice President, Network Digital Office Solutions

Why John-Austin Shepard is a difference maker:

While Shepard always thought he would one day be a successful closer, the office technology league wasn’t quite what he expected. An All-American baseball pitcher from Tusculum College who once fanned future Yankees great Aaron Judge twice in a Cape Cod League game, making the jump from ninth-inning specialist to copier salesperson was a smoother transition than he could’ve imagined. Two-year stints with TML and Centric Business Systems set the stage for his ascendancy at Nauticon Office Solutions. In less than four years, Shepard’s prowess in closing business deals spurred his promotion to senior vice president of sales, making him one of the youngest in the industry to hold that position. In addition to leading Nauticon’s sales teams, he’s implemented a value-add sales process and fostered an engaging team culture.

“John commands a presence with everyone who comes in contact with him. His lead-by-example approach with his team garners respect and admiration across the board. His no-nonsense process and value-based sales approach earns him instant credibility with existing customers and prospects alike. Above all, John’s approachability, humility and adaptability make him exceptionally effective in his role and are the keys to him being a real Difference Maker.”

—Carter Hertzberg, President, Nauticon Office Solutions

Why Stephen Sheridan is a difference maker:

This year’s Difference Maker cast includes a number of longtime service techs and managers, but Sheridan may be the most senior of the bunch. Known as “Porky” by his friends and co-workers, his term with Pulse Technology dates back to 1980; in fact, he was rebuilding fuser rollers and working on equipment setups while still in high school. One doesn’t survive for 43 years without becoming a master of their craft, and Sheridan is no exception. He oversees the service functions of the company in its three state markets, with responsibility for reviewing and evaluating the purchase and loss status of service departments, maintenance contract pricing and contract renewals. Sheridan advanced to conducting service calls, then team leader and service manager before taking on his current position as service director. On a daily basis, he oversees all of Pulse’s service technicians, dispatch and warehouse people. A tech at heart, it’s not unusual to see Sheridan jump on dispatch calls and meet with technicians and clients.

“Steve does what needs to be done to see that all the components fit together in a timely and smooth way. He oversees some very important functions here at Pulse Technology. He’s the definition of Difference Maker, going above and beyond every single time. He has been an integral part of our company’s growth over the last 40 years.”

—Vince Miceli, Vice President of Technology, Pulse Technology

Why Andrew Shuger is a difference maker:

A key figure in business planning initiatives for more than 20 years, Shuger arrived at ECMSI in 2021. A valued member of the company’s executive leadership team, he contributes to the overall planning, execution and success of ECMSI’s growth plan, with a focus on forecasting financial objectives. The holder of a bachelor’s degree in mathematics from Youngstown State University, with minors in economics and business administration, Shuger spent more than 14 years with Giant Eagle. He’s also a middle school basketball coach and high school softball coach, and enjoys working with young team members to help spur their professional development.

“Andrew has a leadership quality that’s exhibited with understanding and kindness. As a part of our leadership team, he fully encompasses our core value of modesty, first seeking to understand rather than be understood. With this esteemed quality, Andrew is known for being exceedingly helpful to our partners and team alike. My personal experience in working with Andrew has paved a path for me to continue to be a more well-rounded and understanding professional. There’s never a time when I would not consider him a pillar to our company and my own growth.”

—Lauren Butka, Marketing Director, ECMSI

Why Cory Spice is a difference maker:

Spice epitomizes everything Wisconsin, from his Harley Davidson to an unending love of the Green Bay Packers. But his journey to becoming president and co-owner of Wisconsin Document Imaging was an unlikely one. A CPA and Carroll University product, Spice’s first decade of his career was spent in public accounting, primarily serving as an auditor and consultant for health care and not-for-profit customers. He then became a CFO and president of a regional senior living firm for a 10-year stretch. The opportunity to enter the dealer space came when his friend Brian Titulaer (one of WDI’s owners) approached him about buying out two of the company’s retiring partners. The timing was less than impeccable—COVID struck three months after Spice signed off on the deal. Still, the company has enjoyed solid growth since his arrival. He’s a member of the Xerox Dealer Council and sits on the board of a local bank and several not-for-profit organizations.

“Cory is a leader with his eye on the future for Wisconsin Document Imaging. He has great vision for where to take the company in the near and distant future. He’s constantly reading up on industry trends and statistics to keep us the elite dealer we are. One of his greatest business mindsets is the idea to let other companies shoot bullets while we sit back and wait for the time to fire cannonballs. In other words, let others try things out to see if they work or fail or need tweaking. Then we jump onto that idea with little to no growing pains.”

—Tom Scully, Service Manager, Wisconsin Document Imaging

Why Ken Staubitz is a difference maker:

It’s safe to say Staubitz’s professional career has come full circle. The Bowling Green State University alum has lived two professional careers with Modern Office Methods (MOM), starting with a 13-year journey that saw him become director of service with responsibility for the organization’s entire field operation. Staubitz then delved into the world of consultation, assisting dealers and manufacturers alike. Next he joined BEI Services/NEXERA, working with dealers to help them improve the profitability and efficiency of their service operations. The 2015 campaign represented a homecoming for Staubitz, who rejoined MOM as vice president of service and aftermarket support. His penchant for developing, fostering and collaborating with high-performance teams, along with his efforts in growing the Optimized IT division, led to his COO ascension in 2022.

“Ken is a people-centric leader whose vision led to the dramatic growth and expansion of Modern Office Methods in 2023. His open communication style has created a unified team effort at MOM where everyone is focused on a common goal—something that’s not always common in this industry.”

—Melissa Theriault, Client Success Manager, IN2communications

Why Colebee Sumner is a difference maker:

Sumner melds the best of both worlds, combining family-owned business values with a forward-looking approach that offers a respectful nod to 21st-century communication styles. She’s a third-generation employee at Centriworks, having joined the admin team while still in college. The pandemic enabled her to pursue an MBA while working full-time in the sales and marketing department. Currently an operations analyst, Sumner is responsible for making data-driven decisions that account for industry trends, blended with modern marketing strategies. She’s the unofficial “face” of Centriworks online, crafting educational videos that speak to client needs. Sumner relishes the opportunity to develop and improve processes; collaborating with IT operations, she devised and implemented a new IT workflow. That was also a doorway into lead generation and marketing, and a starring role on the dealer’s content creation team. A graduate of the University of Tennessee Knoxville’s Haslam College of Business, she earned her MBA from Lincoln Memorial University.

“Colebee is an inspirational leader who loves to share her industry insights and experience with others. She’s always the first one to look for a new and unique solution to any problem she faces. Her positive attitude and drive to help others are contagious.”

—Safina Husein, Senior Account Manager, IN2communications

Why David Sweetnam is a difference maker:

Sweetnam’s selection provides Difference Makers with a decidedly international flavor. A native of Cardiff, Wales, he moved to England, where he attained a chemistry degree from Reading University. In a professional career that spans 34 years, Sweetnam has established lab testing operations in the U.K. and U.S. For the past 17 years, he’s enabled Keypoint Intelligence to update and enhance its DTF/DTG office testing program, established the company’s brand in new industries (graphic arts signage, production cut-sheet and digital textile decoration) and coordinated multiple European testing advisory industry meetings. In 2016, he had oversight of the company’s move to a facility with a 400% larger footprint, allowing for the massive growth in demand for EU test services. In the process, he’s earned a stellar reputation in Europe and Asia. A careful listener, Sweetnam taps his vast industry knowledge to address customer pain points and yield opportunities to help improve products and assist OEMs with a go-to-market approach.

“David and I have worked together for the last 17 years. I’ve learned a great deal from working with him. David has a wealth of imaging industry knowledge combined with exceptional analytical skills that he’s able to tap into to support our client base and help Keypoint expand its business model to keep up with the needs of this rapidly evolving industry. I truly enjoy collaborating with David. He’s great fun to work with and a brilliant teammate.”

—Pete Emory, Director of Research and Lab Services U.S. and Asia, Keypoint Intelligence

Why Dean Swenson is a difference maker:

Swenson has never been afraid to make bold strokes when it comes to maximizing the success of his California dealership, The Swenson Group (TSG). He did exactly that 20 years ago, switching from operating as a Xerox agency to an independent, single-line dealership. Swenson abides by the “people, passion, purpose” motto in guiding his company’s growth. He’s involved in all aspects of the company that impact customers, from sales and customer service to staff selection, development and marketing communications. His willingness to share information and best practices is exemplified by his work on the Select Dealer Group peer association (where he was a former president) and the Konica Minolta Dealer Advisory Council (as current president), in addition to being a board member of GreatAmerica Financial Services. From an internal standpoint, Swenson crafts the vision for TSG by assembling a team of quality and motivated individuals who share the same core values.

“Dean is a superb, big-picture thinker with a proven track record of success. He’s a selfless leader within The Swenson Group and the industry as a member of the SDG and Konica Minolta Dealer Council.

—Safina Husein, Senior Account Manager, IN2communications

Why Jeff Swenson is a difference maker:

Half of the one-two Swenson brother brain trust behind The Swenson Group (TSG), Jeff has helped transform the dealership into one of the leading service organizations in the industry. TSG has earned Konica Minolta’s ProTech designation for 16 consecutive years, and Swenson’s team posted one of the highest Net Promoter Scores in the country, culminating with a perfect 100 for all of 2021. Swenson has amassed 37 years of experience in the business community, the first seven of which were spent in an operations capacity with Mobil Oil. The UCLA graduate then joined his brother, Dean, in guiding TSG, first as a Xerox agency, then as an independent dealer 10 years later. His focus has expanded to include IT, corporate administration, and service and operations. Currently, he’s the president of Konica Minolta’s Dealer Service Advisory Council.

“Jeff is the mastermind that leads a very talented team of customer service technicians who continue to be ranked among the industry’s highest regarded service providers.”

—Safina Husein, Senior Account Manager, IN2communications

Why Melissa Theriault is a difference maker:

One of the most accurate titles on this year’s list is that held by Theriault. Client success manager is the alpha and the omega of her value proposition—in 2023 alone, she hosted more than 50 client webinars, driving hundreds of sales leads for imaging dealers and MSPs. Theriault is tasked with enabling organizations and their executives to tell their stories in an educational forum. Her career dates back to 1992, when she was a sales coordinator for a Sharp dealership that was later acquired by IKON Office Solutions. In 2003, Theriault joined IN2communications, and today she specializes in inbound marketing services, lead generation and client relations, with an emphasis on the aforementioned leveraging of webinars to generate an impressive number of leads for IN2’s clients. She holds a BA in political science and government from Western University.

“Melissa represents everything a team player is all about. Her positive attitude and willingness to go above and beyond for IN2 clients is second to none. In 2023, Melissa hosted countless educational webinars for many of the nation’s top dealers and generated hundreds of sales leads and rave reviews.”

—Rick Lambert, President and CEO, IN2communications

“Melissa has hosted multiple webinars for us, and we consistently get rave reviews from our customers and the internal folks that she interviews. Her positive attitude and ability to navigate key messages throughout our marketing mix makes her a real Difference Maker.”

— Alicia Truesdale, Director of Marketing, Impression Solutions

Thank You
This special issue would not have been possible without the input of the many individuals who took the time to respond to our requests for nominations and comments about this year’s Difference Makers. We would like to thank everyone who participated.

Why Jayne Tuma is a difference maker:

In a remarkable career that spans 35 years with Xerox, Tuma has served in various sales, channels and marketing capacities. She’s currently responsible for partner enablement programs such as sales support tools creation, partner recruiting, the digital marketing platform, product training, industry analyst relationships and events participation. Tuma has enabled revenue growth through the creation/execution of sales offerings, multiple programs and business process improvements. A San Diego State University graduate with a BA in applied arts and sciences, her efforts include launching and managing a digital marketing automation center for channel partners. This curated content enables partners to send co-branded digital marketing assets—full campaigns, emails, social media posts and newsletters. Tuma also curated a customizable product and solutions catalog and microsites for partners’ web syndication, which creates lead generation and revenue for partners and ROI for the channel.

“Jayne has great passion for the partners, and you can tell they love her back. I’ve personally witnessed her dedication, enthusiasm, energy and rigor over the years to nurture great relationships with key individuals in the industry. Jayne’s smile is contagious, and she’s always willing to help and do the right thing for lasting, precious partnerships for Xerox.”

—Marc-Andre Sabourin, Vice President, Business Development, North American Channels

Why Adam Weiss is a difference maker:

Weiss represents the next-generation leadership at Atlantic Tomorrow’s Office, which boasts one of the strongest family-run organizations in an industry replete with bloodlines. Led by his father Larry and brother Jason (not to mention mother, Linda), the dealer is arguably the biggest player in the New York City market. Much of its success can be traced to Weiss and his ability to attract and retain highly talented sales and service personnel, which has helped create an enviable corporate culture. His “holistic technology” strategy helped spark tremendous growth for Atlantic Tomorrow’s Office in 2023. An active member of the Copier Dealers Association and a graduate of the University of Miami’s Herbert School of Business, this 17-year industry veteran can be seen speaking on dealer panels at manufacturer events.

“Adam is a dynamic and inspirational leader who checks all the boxes. He leads by example and is tremendously gifted at attracting and retaining top talent who, in turn, provide Atlantic customers with an outstanding technology experience.”

—Rick Lambert, President and CEO, IN2communications

Why Angela Neu Wichmann is a difference maker:

Leadership skills are often cultivated at an early age and then honed and refined upon entering the business arena. For Wichmann, her ability to drive, lead and motivate others can be traced at least back to her collegiate experience as a two-sport (basketball and softball) athlete for Kalamazoo College, where she also served a two-year stint as captain for the Hornets’ basketball team. Balancing sports and academics requires a high degree of discipline, and her focus and determination have crossed into her role as president of family-owned Millennium Business Systems. Wichmann constantly devises ways the dealership can leverage technology to enhance the customer experience, with one manifestation being the launch of Millennium IT. During her 19-year career, she’s guided the company’s upgrades to ERP and CRM software and physical security solutions in addition to the major IT undertaking. While Wichmann has served as sales manager and general manager in past years, she’s also wielded her influence in marketing, HR and purchasing.

“Angela is a generational leader who has transformed Millennium Business Systems from a copier dealer into a true technology services provider. In 2023, she spearheaded the launch of a new corporate website and multiple new IT service offerings to expand the organization’s value proposition and provide a one-stop shop for Millennium customers.”

—Melissa Theriault, Client Success Manager, IN2communications

Why Joshua Wickstrom is a difference maker:

Ever since he worked for Business Express—a Boulder, Colorado print shop—during his high school days, Wickstrom felt a sense of belonging in the industry. Twenty years later, as the owner of Sharp Business Innovations, he seeks to revolutionize the way office technology is sold and maintained in Colorado and beyond. While he’d set his sights on becoming a professional football player, Wickstrom couldn’t ignore the toner coursing through his veins. The Naropa University product’s leadership philosophy focuses on collaboration, communication and empowerment. In 2021, Wickstrom acquired Great Copier Service of Fort Morgan, Colorado, and continues to forge a growth path alongside co-owner Rich Lampshire.

“Joshua is very adept at creating solutions in the realm of office technology and goes above and beyond in offering those solutions to a wide variety of clients.”

—Corey Abels, Senior Field Engineer, Sharp Business Innovations

Why Elliot Williams is a difference maker:

If Shaquille O’Neal is the center for Epson America, drawing the attention of opposing OEMs, perhaps Williams is the shooting guard, getting all the opportunities to promote the company’s wares as the director of product marketing for Business Imaging. As such, he’s championing Epson’s growth into commercial markets for inkjet printers. A 2021 Difference Maker, he guides the product management team and overall business to ensure Epson provides value to partners who continue to expand its market presence. That year, he led the launch of the next-generation WorkForce Enterprise MFP portfolio. Before joining Epson in 2014, he held roles at HP and Memjet focused on product management, finance, sales and strategic marketing. Williams holds an MBA from the University of Michigan–Stephen M. Ross School of Business, and a bachelor of science degree in manufacturing engineering from Kettering University.

“Elliot has made significant contributions to the office industry, and I’ve had the pleasure of working with him for many of those years. He joined Epson, bringing his legendary knowledge and experience in office inkjet technology, and quickly got to work launching its first commercial inkjet solution into the office and the BTA channel. As director of product marketing, Elliot has successfully led Epson’s ‘inkjet in the office’ charge, bringing with it great success. Starting with just a single product, he brought the WorkForce MFPs to the BTA channel and to end-users, providing more sustainable and reliable MFP products while simultaneously helping dealers improve their profitability. The portfolio grew along the way and, with Elliot’s leadership, Epson is taking mind share and market share by shaking up the industry. Even more than his technical knowledge and being marketing savvy, he deeply and genuinely cares about those around him—be it an employee, a business partner or an end-user. For Elliot, it’s more about the relationship than the transaction, and this has garnered him a reputation for honesty and integrity. People trust him—he’s the guy with whom you want to do business.”

—Mark Mathews. Vice President, Commercial Marketing, Epson America

Why Frank Zupa is a difference maker:

In less than five years, Zupa has made a tremendous impact at Kyocera. He’s helped modernize the OEM’s operations across supply chain, customer service, field services, sales support and business transformation. In addition, Zupa led Kyocera’s operations during the pandemic and subsequent supply chain crisis. Under his leadership, Kyocera successfully launched a series of innovative operations and logistics programs aimed at making it easier to do business with the OEM. His strategic vision, operational prowess and commitment to excellence were the driving factors in Kyocera being named the Best Technical Service Provider by The Cannata Report. Zupa is an electrical engineer from Manhattan College (where he was a member of the lacrosse team) and is a Lean Six Sigma Master Black Belt. Prior to joining Kyocera, Zupa spent 21 years with communications giant Verizon, where he held several leadership roles across IT, network operations, business transformation, marketing and corporate strategy. He also served as an independent professional advisor, guiding financial institutions and Fortune 500 enterprises on the uses of 5G and other network technologies.

“I’ve had the privilege of collaborating with Frank on several initiatives, and one unwavering trait in every endeavor is his commitment to leveraging facts and objective data. Frank consistently seeks out information to drive decisions that not only benefit Kyocera’s customers and partners, but also contribute to the sustained growth of Kyocera as a forward-thinking company poised for future success. His dedication to informed decision making sets a standard of excellence, ensuring every strategic move is rooted in a deep understanding of the market, customer needs and the evolving landscape of our industry.”

—Jeff Wilson, Senior Director, Brand Communications and Research, Kyocera Document Solutions America