{"id":8022,"date":"2014-10-02T15:07:37","date_gmt":"2014-10-02T22:07:37","guid":{"rendered":"http:\/\/www.enxmag.com\/twii\/?p=8022"},"modified":"2016-09-15T09:54:15","modified_gmt":"2016-09-15T16:54:15","slug":"how-dex-imaging-was-able-to-place-efis-m500-self-serve-copy-and-print-stations-at-barry-university","status":"publish","type":"post","link":"http:\/\/www.enxmag.com\/twii\/the-week-in-imaging-twii\/this-week\/2014\/10\/how-dex-imaging-was-able-to-place-efis-m500-self-serve-copy-and-print-stations-at-barry-university\/","title":{"rendered":"How Dex Imaging Was Able to Place EFI\u2019s M500 Self-Serve Copy and Print Stations at Barry University"},"content":{"rendered":"
\"The<\/a>

The EFI M500 control panel.<\/p><\/div>\n

It\u2019s always fascinating dissecting how an office imaging dealer makes a sale. Recently I received a case study about how Dex Imaging and EFI installed EFI M500 Self-Serve Copy and Print Stations across the various campuses of Barry University, a private Catholic institution in Miami Shores, FL.<\/p>\n

The university has over 6,000 students, undergraduates and graduate students. These students attend classes in 54 buildings across 17 satellite locations throughout Florida. The university provides technology resources in labs and campus buildings, and encourages students to bring their own devices to school. Students, faculty, staff, and visitors can connect with the school\u2019s campus-wide Wi-Fi network. Barry University had an existing pay-to-print solution, but discovered it was not meeting its student\u2019s needs nor could it print from wireless devices or USB drives. The need for a self-serve copy and print solution was a big one, particularly one that allowed them to print directly from their devices.<\/p>\n

The solution was EFI\u2019s M500. Now users can print in computer labs or from USB drives, mobile devices or cloud accounts. Users can also preview files prior to printing to reduce waste as well as choose from a range of finishing options, depending on the printer.<\/p>\n

Britt Sikes, the former CEO of U.S. Imaging Solutions, a company acquired by Dex Imaging a year ago, was closely involved with this sale. His former company covered the South Florida market and focused exclusively on enterprise level clients. One of those clients was Barry University. The discussion about a self-serve copy and print solution was initiated prior to U.S. Imaging Solutions\u2019 acquisition by Dex Imaging, but wasn\u2019t completed until after the acquisition was finalized. At the time, the M500 was a system that Sike\u2019s dealership didn\u2019t offer, but that didn\u2019t mean it couldn\u2019t provide Barry University with a solution.<\/p>\n

\u201cWe always took the approach that whatever our clients wanted within reason we would find and bring to them,\u201d says Sikes. \u201cIt wasn\u2019t something we were actively marketing, but when the need came up we knew who to call.\u201d<\/p>\n

Sikes\u2019 dealership had an existing relationship with EFI, but didn\u2019t have a solutions group or suite of products until after the acquisition. Having access to the right resources, particularly being part of an organization with a solutions group and with a solutions focus, made a huge difference.<\/p>\n

Barry University had a good idea of what they were looking for. \u201cThey already had a couple of student printing systems in place and didn\u2019t like the systems they had,\u201d says Sikes. \u201cThey were too clunky from an end-user perspective, and as money changed hands it was still in the dark ages of paying actual cash and having to put money on the cards.<\/p>\n

\u201cThey were extremely interested in the ability of the system to use a USB, but also to print from personal devices,\u201d explains Sikes. \u201cThe appearance of the system and the security of the system were also important.\u201d<\/p>\n

Security questions were quickly addressed by EFI. With the experience garnered from selling this solution to Barry University the Dex Imaging solutions team can now address most concerns today while still having access to EFI when needed.<\/p>\n

Sikes is quick to point out that there are other applications besides schools and universities for the M500. \u201cWe are big in healthcare and there is opportunity in healthcare for that and we\u2019re working with our solutions team now to frame that better,\u201d he says. \u201cThe world is more of an on demand convenience type of place and that\u2019s what the M500 has done.\u201d<\/p>\n

As far as the skills necessary to sell the M500, Sikes says it helps to have an internal solutions focused group like Dex Imaging does. \u201cI\u2019ve lived through the first part when we didn\u2019t and moved into the second part where we did, so as the conversations got deeper it was nice to have them on board.\u201d<\/p>\n

The ability to listen was also essential for selling this solution as was access to the sales and technical expertise of EFI. \u201cMy skill set was not advanced enough to put the two together,\u201d admits Sikes. \u201cNot a lot was required from me on the technical side. We engaged EFI and sat in the room and watched the demonstration and they played a role in the dialog.\u201d<\/p>\n

Another issue that Dex Imaging had to address with the help of EFI was customization for the appearance of the print stream and some back-end integration. \u201cThis was one of those rare situations where we were able to answer yes to 100 percent of the client\u2019s client requests,\u201d notes Sikes. \u201cAnd we met all their needs in a short period of time.\u201d<\/p>\n

Phase one of the roll out took place in fall of 2013 with about 10 systems. Then in the early summer another 18 were added across two different campuses. The other change was expanding from a print only focus to an MFP focus. \u201cIn a short period of time they witnessed the benefits they were seeking and expanded the solution,\u201d recalls Sikes.<\/p>\n

This sale has inspired him and his team to go out and find other customers with similar needs.<\/p>\n

Does he have any advice for other dealers selling a solution like the M500?<\/p>\n

\u201cI\u2019ve advised our team to add that line of expiration into the conversation,\u201d he responds. \u201cIt\u2019s differentiation. You\u2019re not looking to come in and do the same thing that so many others are. We don\u2019t really have to try to drive the advancement technology or demand of what I want, when I want it, where I want it. That\u2019s happening all around every single day. We just have to pay attention to how that applies to the prospect we\u2019re talking to. This is a specific product that fits a specific need and meets it very well.\u201d<\/p>\n

Will Sikes be selling more of these in the future?<\/p>\n

\u201cI certainly hope so, I\u2019m talking about it more and more, I know that.\u201d<\/p>\n

 <\/p>\n

The day of our interview Sikes had a meeting with another educational institution that\u2019s been interested in the product for the past six months. He\u2019s hoping that taking them to see it in use at Barry University will seal the deal.<\/p>\n","protected":false},"excerpt":{"rendered":"

It\u2019s always fascinating dissecting how an office imaging dealer makes a sale. Recently I received a case study about how Dex Imaging and EFI installed EFI M500 Self-Serve Copy and Print Stations across the various campuses of Barry University, a private Catholic institution in Miami Shores, FL. The university has over 6,000 students, undergraduates and graduate students. These students attend classes in 54 buildings across 17 satellite locations throughout Florida. The university provides technology resources in labs and campus buildings, and encourages students to bring their own devices to school. Students, faculty, staff, and visitors can connect with the school\u2019s campus-wide Wi-Fi network. Barry University had an existing pay-to-print solution, but discovered it was not meeting its student\u2019s needs nor could it print from wireless devices or USB drives. The need for a self-serve copy and print solution was a big one, particularly one that allowed them to print directly from their devices. The solution was EFI\u2019s M500. Now users can print in computer labs or from USB drives, mobile devices or cloud accounts. Users can also preview files prior to printing to reduce waste as well as choose from a range of finishing options, depending on the printer. Britt Sikes, the former CEO of U.S. Imaging Solutions, a company acquired by Dex Imaging a year ago, was closely involved with this sale. His former company covered the South Florida market and focused exclusively on enterprise level clients. One of those clients was Barry University. The discussion about a self-serve copy and print solution was initiated prior to U.S. Imaging Solutions\u2019 acquisition by Dex Imaging, but wasn\u2019t completed until after the acquisition was finalized. At the time, the M500 was a system that Sike\u2019s dealership didn\u2019t offer, but that didn\u2019t mean it couldn\u2019t provide Barry University with a solution. \u201cWe always took the approach that whatever our clients wanted within reason we would find and bring to them,\u201d says Sikes. \u201cIt wasn\u2019t something we were actively marketing, but when the need came up we knew who to call.\u201d Sikes\u2019 dealership had an existing relationship with EFI, but didn\u2019t have a solutions group or suite of products until after the acquisition. Having access to the right resources, particularly being part of an organization with a solutions group and with a solutions focus, made a huge difference. Barry University had a good idea of what they were looking for. \u201cThey already had a couple of student printing systems in place and didn\u2019t like the systems they had,\u201d says Sikes. \u201cThey were too clunky from an end-user perspective, and as money changed hands it was still in the dark ages of paying actual cash and having to put money on the cards. \u201cThey were extremely interested in the ability of the system to use a USB, but also to print from personal devices,\u201d explains Sikes. \u201cThe appearance of the system and the security of the system were also important.\u201d Security questions were quickly addressed by EFI. With the experience garnered from selling this solution to Barry University the Dex Imaging solutions team can now address most concerns today while still having access to EFI when needed. Sikes is quick to point out that there are other applications besides schools and universities for the M500. \u201cWe are big in healthcare and there is opportunity in healthcare for that and we\u2019re working with our solutions team now to frame that better,\u201d he says. \u201cThe world is more of an on demand convenience type of place and that\u2019s what the M500 has done.\u201d As far as the skills necessary to sell the M500, Sikes says it helps to have an internal solutions focused group like Dex Imaging does. \u201cI\u2019ve lived through the first part when we didn\u2019t and moved into the second part where we did, so as the conversations got deeper it was nice to have them on board.\u201d The ability to listen was also essential for selling this solution as was access to the sales and technical expertise of EFI. \u201cMy skill set was not advanced enough to put the two together,\u201d admits Sikes. \u201cNot a lot was required from me on the technical side. We engaged EFI and sat in the room and watched the demonstration and they played a role in the dialog.\u201d Another issue that Dex Imaging had to address with the help of EFI was customization for the appearance of the print stream and some back-end integration. \u201cThis was one of those rare situations where we were able to answer yes to 100 percent of the client\u2019s client requests,\u201d notes Sikes. \u201cAnd we met all their needs in a short period of time.\u201d Phase one of the roll out took place in fall of 2013 with about 10 systems. Then in the early summer another 18 were added across two different campuses. The other change was expanding from a print only focus to an MFP focus. \u201cIn a short period of time they witnessed the benefits they were seeking and expanded the solution,\u201d recalls Sikes. This sale has inspired him and his team to go out and find other customers with similar needs. Does he have any advice for other dealers selling a solution like the M500? \u201cI\u2019ve advised our team to add that line of expiration into the conversation,\u201d he responds. \u201cIt\u2019s differentiation. You\u2019re not looking to come in and do the same thing that so many others are. We don\u2019t really have to try to drive the advancement technology or demand of what I want, when I want it, where I want it. That\u2019s happening all around every single day. We just have to pay attention to how that applies to the prospect we\u2019re talking to. This is a specific product that fits a specific need and meets it very well.\u201d Will Sikes be selling more of these in the future? \u201cI certainly hope so, I\u2019m talking about it more and more, I know that.\u201d   The day of our interview Sikes had a meeting with another educational […]<\/p>\n","protected":false},"author":3,"featured_media":0,"comment_status":"open","ping_status":"open","sticky":false,"template":"","format":"standard","meta":[],"categories":[1638,90],"tags":[1743,1741,1740,179,1742,259],"_links":{"self":[{"href":"http:\/\/www.enxmag.com\/twii\/wp-json\/wp\/v2\/posts\/8022"}],"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\/3"}],"replies":[{"embeddable":true,"href":"http:\/\/www.enxmag.com\/twii\/wp-json\/wp\/v2\/comments?post=8022"}],"version-history":[{"count":1,"href":"http:\/\/www.enxmag.com\/twii\/wp-json\/wp\/v2\/posts\/8022\/revisions"}],"predecessor-version":[{"id":8024,"href":"http:\/\/www.enxmag.com\/twii\/wp-json\/wp\/v2\/posts\/8022\/revisions\/8024"}],"wp:attachment":[{"href":"http:\/\/www.enxmag.com\/twii\/wp-json\/wp\/v2\/media?parent=8022"}],"wp:term":[{"taxonomy":"category","embeddable":true,"href":"http:\/\/www.enxmag.com\/twii\/wp-json\/wp\/v2\/categories?post=8022"},{"taxonomy":"post_tag","embeddable":true,"href":"http:\/\/www.enxmag.com\/twii\/wp-json\/wp\/v2\/tags?post=8022"}],"curies":[{"name":"wp","href":"https:\/\/api.w.org\/{rel}","templated":true}]}}