{"id":5067,"date":"2013-05-23T09:30:03","date_gmt":"2013-05-23T13:30:03","guid":{"rendered":"http:\/\/www.theweekinimaging.com\/?p=5067"},"modified":"2013-06-14T08:23:13","modified_gmt":"2013-06-14T12:23:13","slug":"top-applications-for-solutions-sales","status":"publish","type":"post","link":"https:\/\/www.enxmag.com\/twii\/feature-articles\/2013\/05\/top-applications-for-solutions-sales\/","title":{"rendered":"Top Applications for Solutions Sales"},"content":{"rendered":"<p><a href=\"http:\/\/www.enxmag.com\/twii\/wp-content\/uploads\/2013\/05\/head-scratching.jpg\"><img loading=\"lazy\" class=\"alignleft size-full wp-image-5068\" alt=\"head scratching\" src=\"http:\/\/www.enxmag.com\/twii\/wp-content\/uploads\/2013\/05\/head-scratching.jpg\" width=\"284\" height=\"177\" \/><\/a>Ever wonder what the largest applications are for solutions sales within the imaging channel today? While attending Lexmark\u2019s recent dealer meeting in Lexington, KY, I sat in on a breakout session focused on \u201cLexmark Solution Strategies\u201d where that question was answered. The audience of about 40 dealers was surveyed on the topic, and admittedly that may not be a large sampling, it still provides a snapshot of what the folks running office and imaging technology dealerships are finding among their customer base. Dealers were asked to make one selection from a list of five. The results should give you an opportunity to shift your focus on some of these areas you may be overlooking or they may validate something you already know.<\/p>\n<ul>\n<li>Embedded OCR \u2013 43%<\/li>\n<li>Configurable Capture &amp; Routing \u2013 22%<\/li>\n<li>Print Release &amp; Document Accounting \u2013 22%<\/li>\n<li>Independent Specialty Capture Package \u2013 5%<\/li>\n<li>Perceptive content (Document Management) \u2013 5%<\/li>\n<\/ul>\n<p>Another question that was answered was \u201cWhat is your biggest challenge in generating significant solutions software and services revenue?\u201d Here\u2019s what the group in my breakout session said.<\/p>\n<ul>\n<li>Lack of general solutions selling and training skills \u2013 67%<\/li>\n<li>Lack of understanding of how (Lexmark solutions) maps to customer\u2019s business applications \u2013 19%<\/li>\n<li>Lack of marketing and sales collateral \u2013 10%<\/li>\n<li>Solutions portfolio not aligned with SMB customer requirements \u2013 5%<\/li>\n<\/ul>\n","protected":false},"excerpt":{"rendered":"<p>Ever wonder what the largest applications are for solutions sales within the imaging channel today? While attending Lexmark\u2019s recent dealer meeting in Lexington, KY, I sat in on a breakout session focused on \u201cLexmark Solution Strategies\u201d where that question was answered. The audience of about 40 dealers was surveyed on the topic, and admittedly that may not be a large sampling, it still provides a snapshot of what the folks running office and imaging technology dealerships are finding among their customer base. Dealers were asked to make one selection from a list of five. The results should give you an opportunity to shift your focus on some of these areas you may be overlooking or they may validate something you already know. Embedded OCR \u2013 43% Configurable Capture &amp; Routing \u2013 22% Print Release &amp; Document Accounting \u2013 22% Independent Specialty Capture Package \u2013 5% Perceptive content (Document Management) \u2013 5% Another question that was answered was \u201cWhat is your biggest challenge in generating significant solutions software and services revenue?\u201d Here\u2019s what the group in my breakout session said. Lack of general solutions selling and training skills \u2013 67% Lack of understanding of how (Lexmark solutions) maps to customer\u2019s business applications \u2013 19% Lack of marketing and sales collateral \u2013 10% Solutions portfolio not aligned with SMB customer requirements \u2013 5%<\/p>\n","protected":false},"author":3,"featured_media":5068,"comment_status":"open","ping_status":"open","sticky":false,"template":"","format":"standard","meta":[],"categories":[82],"tags":[537,539,169,538,228,540,536,541],"_links":{"self":[{"href":"https:\/\/www.enxmag.com\/twii\/wp-json\/wp\/v2\/posts\/5067"}],"collection":[{"href":"https:\/\/www.enxmag.com\/twii\/wp-json\/wp\/v2\/posts"}],"about":[{"href":"https:\/\/www.enxmag.com\/twii\/wp-json\/wp\/v2\/types\/post"}],"author":[{"embeddable":true,"href":"https:\/\/www.enxmag.com\/twii\/wp-json\/wp\/v2\/users\/3"}],"replies":[{"embeddable":true,"href":"https:\/\/www.enxmag.com\/twii\/wp-json\/wp\/v2\/comments?post=5067"}],"version-history":[{"count":5,"href":"https:\/\/www.enxmag.com\/twii\/wp-json\/wp\/v2\/posts\/5067\/revisions"}],"predecessor-version":[{"id":5071,"href":"https:\/\/www.enxmag.com\/twii\/wp-json\/wp\/v2\/posts\/5067\/revisions\/5071"}],"wp:featuredmedia":[{"embeddable":true,"href":"https:\/\/www.enxmag.com\/twii\/wp-json\/wp\/v2\/media\/5068"}],"wp:attachment":[{"href":"https:\/\/www.enxmag.com\/twii\/wp-json\/wp\/v2\/media?parent=5067"}],"wp:term":[{"taxonomy":"category","embeddable":true,"href":"https:\/\/www.enxmag.com\/twii\/wp-json\/wp\/v2\/categories?post=5067"},{"taxonomy":"post_tag","embeddable":true,"href":"https:\/\/www.enxmag.com\/twii\/wp-json\/wp\/v2\/tags?post=5067"}],"curies":[{"name":"wp","href":"https:\/\/api.w.org\/{rel}","templated":true}]}}