Features

Attention Sales Leaders: How Skilled are Your Sales Reps at Opening New Conversations?

Conversations are the strongest sales tool that sales reps have in order to effectively build credible relationships with their clients, their brand and their company. Unfortunately, many in
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Avoid Liability and Keep Your Print Software Updated

Outdated software is a huge liability for enterprise IT teams and their broader organizations. When technology is not updated and software is used long after it’s supported, businesses risk
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It Takes an Industry Village to Embrace Everything-as-a-Service

The African proverb “It takes a village to raise a child” has the ability to take root, in its philosophy, with the everything-as-a-service movement as it applies to the office technology
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As Winds of Change Blow, Sharp Difference Maker Akisa Matsuda Never Stops Learning

In many cases, change can be slow to come about, whether it’s related to technology, culture or societal norms. Invariably, change prevails, however, and takes hold in the blink of an eye. Akisa
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CompTIA ChannelCon 2018 Attendees Hear Leadership, Teamwork Lessons from the Front Lines

Leadership and teamwork lessons learned on the battlefield can be applied to today’s business challenges, a decorated retired U.S. Army general told attendees here Wednesday at CompTIA ChannelCon
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HP Plunks Down $456M for Apogee, Builds on Contractual Sales Strategy

On Wednesday, HP Inc. (NYSE: HPQ) announced a definitive agreement to acquire Apogee Corporation, a U.K.-based office equipment dealer (OED) and Europe’s largest independent provider of print,
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Ready or Not, Everything-as-a-Service Will Come, but Not Without Challenges

When considering what elements could comprise the future of offering everything-as-a-service (XaaS), some dealers are looking to the past, in a sense. That holds true for Marco. The St. Cloud,
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Xerox’s Pete Peterson Discusses Channel Strategy, Growth in SMB Space

The past 15 months have been more than a little eventful for Norwalk, CT-based Xerox Corp. Recent headlines have focused on the battle for control of the 112-year-old OEM, the near combination
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Have You Overlooked the Importance of Invoicing?

The invoice is probably the most ignored piece of marketing in business. An invoice should be treated like a handshake: It’s an extension of your business and a scheduled reminder of your
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Rising Star Oscar Sanchez Tapped as New President and CEO of KYOCERA Document Solutions America

Citing record of ground-breaking innovation, current President Yukio Ikeda calls Oscar Sanchez “the right choice for the future.” KYOCERA Document Solutions America Inc., one of the world’s
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Selling the Steak and the Sizzle: How Dealers Entice Employees Beyond Compensation and Benefits

Getting an employee to sign on the dotted line is the first step of onboarding a new team member. Your talk track, compensation and benefits package may get them through the door, but a dealer’s
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Paying it Forward: Toshiba Difference Maker Scott Maccabe Mentors to Potential

When Scott Maccabe was first cutting his teeth during a journey that would see him reach the upper echelons of the executive hierarchy at Toshiba America Business Solutions (TABS) and Toshiba
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