{"id":66442,"date":"2025-09-18T13:40:29","date_gmt":"2025-09-18T20:40:29","guid":{"rendered":"http:\/\/www.enxmag.com\/twii\/?p=66442"},"modified":"2025-09-18T13:40:30","modified_gmt":"2025-09-18T20:40:30","slug":"garnering-momentum-dealers-cite-challenges-in-scaling-non-mfp-hardware","status":"publish","type":"post","link":"http:\/\/www.enxmag.com\/twii\/the-week-in-imaging-twii\/editors-blog\/2025\/09\/garnering-momentum-dealers-cite-challenges-in-scaling-non-mfp-hardware\/","title":{"rendered":"Garnering Momentum: Dealers Cite Challenges in Scaling Non-MFP Hardware"},"content":{"rendered":"\n
\"\"<\/figure><\/div>\n\n\n\n

There\u2019s no underestimating the importance of onboarding product\/service experts in hardware areas where account reps have varying degrees of knowledge. It\u2019s truly a team effort\u2014the reps scout them out and the specialists help knock \u2018em down. This is particularly important in the office tech dealer space, where customer experience trumps all.<\/p>\n\n\n\n

Developing the expertise in-house is certainly one route to take, but as history has shown us, it takes a subject matter expert at the front of the new product initiative. In this week\u2019s look at non-MFP hardware opportunities, our dealer panel discusses the approach taken to enable them to scale to a desired level.<\/p>\n\n\n\n

\"\"
Ronnie Lemen, ABM<\/figcaption><\/figure><\/div>\n\n\n\n

When an offering demands an advanced level of technical expertise, such as security solutions, the road to scaling demands a thoughtful approach. That\u2019s the tack taken by Ronnie Lemen, IT and security solutions director for American Business Machines. Given these systems involve complex design, installation and integration work, the Bakersfield, California-based dealership has made critical investments in dedicated solutions specialists.<\/p>\n\n\n\n

\u201cThis structure allows our MFP sales team to engage customers and uncover opportunities, while relying on our security experts to engineer the right solution and help close the deal,\u201d Lemen said. \u201cIt ensures that each client receives a solution that is properly designed for their environment and needs, while also allowing our sales staff to remain focused on their core areas of expertise.\u201d<\/p>\n\n\n\n

In taking this team-based approach, American Business Machines has been able to scale efficiently without eroding the quality of its solutions or the customer experience, he added.<\/p>\n\n\n\n

\"\"
James Loffler, Loffler Companies<\/figcaption><\/figure><\/div>\n\n\n\n

Behind every effective and successful offering is a dedicated team of equal magnitude. James Loffler, president of Loffler Companies in St. Louis Park, Minnesota, notes that unlike the manufacturer-driven product evolution on the copier side, it falls upon managed service providers to ensure they\u2019re delivering cutting edge and relevant solutions to clients.<\/p>\n\n\n\n

\u201cAt Loffler, we\u2019re constantly evaluating new software, hardware, and processes to deliver best-in-class results,\u201d Loffler said. \u201cThis pace of change has only accelerated with the rise of AI and hyper automation tools, making it even more critical to have a team that can adapt quickly and lead with expertise.\u201d<\/p>\n\n\n\n

Tech Navigation<\/strong><\/p>\n\n\n\n

\"\"
Tom Ouellette, Budget Document Technology<\/figcaption><\/figure><\/div>\n\n\n\n

Sometimes, when a product strays so far from the mainstream offerings of office tech dealers, it raises the degree of difficulty in carving out a desired level of success. This can be said for unified communications-as-a-service (UCaaS) within the portfolio of Budget Document Technology in Lewiston, Maine. President Tom Ouellette points out that the expertise in proffering enterprise communications systems and cloud-based telephony took time to develop.<\/p>\n\n\n\n

UCaaS solutions, he said, require understanding of network infrastructure, VoIP protocols, call routing logic and cloud platform management. Budget\u2019s clients expect consultative selling around communication workflows and integration with existing business systems. This is where the support from tech partner Zultys has been critical. \u201cTheir support during implementations\u2014like the collaborative kickoff calls and direct-ship configuration services\u2014allows us to deliver enterprise-level solutions without requiring massive internal infrastructure investment,\u201d Ouellette noted. \u201cThis support model lets Budget Document Technology focus on client relationships while leveraging Zultys’ technical expertise.\u201d<\/p>\n","protected":false},"excerpt":{"rendered":"

There\u2019s no underestimating the importance of onboarding product\/service experts in hardware areas where account reps have varying degrees of knowledge. It\u2019s truly a team effort\u2014the reps scout them out and the specialists help knock \u2018em down. This is particularly important in the office tech dealer space, where customer experience trumps all. Developing the expertise in-house is certainly one route to take, but as history has shown us, it takes a subject matter expert at the front of the new product initiative. In this week\u2019s look at non-MFP hardware opportunities, our dealer panel discusses the approach taken to enable them to scale to a desired level. When an offering demands an advanced level of technical expertise, such as security solutions, the road to scaling demands a thoughtful approach. That\u2019s the tack taken by Ronnie Lemen, IT and security solutions director for American Business Machines. Given these systems involve complex design, installation and integration work, the Bakersfield, California-based dealership has made critical investments in dedicated solutions specialists. \u201cThis structure allows our MFP sales team to engage customers and uncover opportunities, while relying on our security experts to engineer the right solution and help close the deal,\u201d Lemen said. \u201cIt ensures that each client receives a solution that is properly designed for their environment and needs, while also allowing our sales staff to remain focused on their core areas of expertise.\u201d In taking this team-based approach, American Business Machines has been able to scale efficiently without eroding the quality of its solutions or the customer experience, he added. Behind every effective and successful offering is a dedicated team of equal magnitude. James Loffler, president of Loffler Companies in St. Louis Park, Minnesota, notes that unlike the manufacturer-driven product evolution on the copier side, it falls upon managed service providers to ensure they\u2019re delivering cutting edge and relevant solutions to clients. \u201cAt Loffler, we\u2019re constantly evaluating new software, hardware, and processes to deliver best-in-class results,\u201d Loffler said. \u201cThis pace of change has only accelerated with the rise of AI and hyper automation tools, making it even more critical to have a team that can adapt quickly and lead with expertise.\u201d Tech Navigation Sometimes, when a product strays so far from the mainstream offerings of office tech dealers, it raises the degree of difficulty in carving out a desired level of success. This can be said for unified communications-as-a-service (UCaaS) within the portfolio of Budget Document Technology in Lewiston, Maine. President Tom Ouellette points out that the expertise in proffering enterprise communications systems and cloud-based telephony took time to develop. UCaaS solutions, he said, require understanding of network infrastructure, VoIP protocols, call routing logic and cloud platform management. Budget\u2019s clients expect consultative selling around communication workflows and integration with existing business systems. This is where the support from tech partner Zultys has been critical. \u201cTheir support during implementations\u2014like the collaborative kickoff calls and direct-ship configuration services\u2014allows us to deliver enterprise-level solutions without requiring massive internal infrastructure investment,\u201d Ouellette noted. \u201cThis support model lets Budget Document Technology focus on client relationships while leveraging Zultys’ technical expertise.\u201d<\/p>\n","protected":false},"author":166,"featured_media":66444,"comment_status":"open","ping_status":"open","sticky":false,"template":"","format":"standard","meta":[],"categories":[80,1650,82,1638],"tags":[4067,129,560],"_links":{"self":[{"href":"http:\/\/www.enxmag.com\/twii\/wp-json\/wp\/v2\/posts\/66442"}],"collection":[{"href":"http:\/\/www.enxmag.com\/twii\/wp-json\/wp\/v2\/posts"}],"about":[{"href":"http:\/\/www.enxmag.com\/twii\/wp-json\/wp\/v2\/types\/post"}],"author":[{"embeddable":true,"href":"http:\/\/www.enxmag.com\/twii\/wp-json\/wp\/v2\/users\/166"}],"replies":[{"embeddable":true,"href":"http:\/\/www.enxmag.com\/twii\/wp-json\/wp\/v2\/comments?post=66442"}],"version-history":[{"count":1,"href":"http:\/\/www.enxmag.com\/twii\/wp-json\/wp\/v2\/posts\/66442\/revisions"}],"predecessor-version":[{"id":66445,"href":"http:\/\/www.enxmag.com\/twii\/wp-json\/wp\/v2\/posts\/66442\/revisions\/66445"}],"wp:featuredmedia":[{"embeddable":true,"href":"http:\/\/www.enxmag.com\/twii\/wp-json\/wp\/v2\/media\/66444"}],"wp:attachment":[{"href":"http:\/\/www.enxmag.com\/twii\/wp-json\/wp\/v2\/media?parent=66442"}],"wp:term":[{"taxonomy":"category","embeddable":true,"href":"http:\/\/www.enxmag.com\/twii\/wp-json\/wp\/v2\/categories?post=66442"},{"taxonomy":"post_tag","embeddable":true,"href":"http:\/\/www.enxmag.com\/twii\/wp-json\/wp\/v2\/tags?post=66442"}],"curies":[{"name":"wp","href":"https:\/\/api.w.org\/{rel}","templated":true}]}}