Impact Networking Few North American office dealerships have risen to the heights as a technology specialist that Impact Networking has attained. The dealer\u2019s track record is well documented, and its tech-first approach is embodied by the firm\u2019s annual Optimize event that attracts hundreds of the region\u2019s technology savants. Impact prides itself on the bevy of subject-matter experts it\u2019s hired or cultivated; if there\u2019s a discipline in the dealer\u2019s portfolio, Impact has a specialist who can address it completely.<\/p>\n\n\n\n Impact is the largest distributor of DocuWare\u2019s document workflow management solution in the Western Hemisphere (second biggest in the world). According to Brad Rozmarynowski, executive account manager and partner, this partnership flourished primarily because DocuWare offered a support structure that enabled Impact to develop an expertise with its platform. The dealer measures all potential partners by this standard; Impact seeks to control the development support and bring as much of the process in house as possible to control quality. To that end, the dealer isn\u2019t shy about committing the necessary resources.<\/p>\n\n\n\n \u201cIf the partner can provide sufficient training certification and make us become experts, and hand it off to us and let us control our own destiny, that\u2019s our standard. But we also need partners to be committed to continually improving and updating their platforms,\u201d Rozmarynowski said. \u201cIt can\u2019t get outdated. Depending on the solution, we want as many integration opportunities as possible. We want open architecture.\u201d<\/p>\n\n\n\n Just ask SolarWinds MSP, which has the N-able remote monitoring and management (RMM) tool. Impact invested more than $1 million into \u201chighly, highly, highly\u201d customizing the solution for its own purposes, according to Rozmarynowski.<\/p>\n\n\n\n If the partner can provide sufficient training certification and make us become experts, and hand it off to us and let us control our own destiny, that\u2019s our standard. But we also need partners to be committed to continually improving and updating their platforms<\/p>\u2013 Brad Rozmarynowski, Impact Networking<\/cite><\/blockquote>\n\n\n\n \u201cThat was another instance in which the software had to be flexible so we could do what we wanted with their support, and then fully own it and be as self-reliant as possible,\u201d he said of the solution, which was rechristened as INC (Impact Network Control).<\/p>\n\n\n\n Likewise, Impact lifted the hood on Microsoft\u2019s Dynamics 365 CRM\/ERP to develop a customized internal CRM solution, a departure from its reliance on Sherpa, the dealer\u2019s previous CRM. While Dynamics isn\u2019t an industry-accepted CRM, Rozmarynowski felt its incumbent Sherpa solution no longer fit within its structure for building deals and the movement toward a huge investment in automation for sales lead generation. This customized version of Dynamics was rolled out to its sales force and management team about 18 months ago. Between data, analytics and lead generation, it has the open architecture of Salesforce and can be tied into an ERP or marketing automation system such as HubSpot (Impact also invested in HubSpot for the same purpose).<\/p>\n\n\n\n It was DocuWare that came to the rescue for a large non-profit association and educational institution that invested in the solution for content management and workflow in multiple departments. It took on a different meaning when the pandemic struck, but fortunately the client had invested in the hybrid option that allowed its employees to continue working with mobile devices, tablets and laptops through the cloud. As a footnote, the pandemic paved an upsell opportunity in the form of digital signatures through DocuWare\u2019s integration with DocuSign.<\/p>\n\n\n\n \u201cThe CFO thanked us profusely over and over for convincing them to buy this software that he was very skeptical about many years ago,\u201d Rozmarynowski said. \u201cThey would\u2019ve been in big trouble as a non-profit if it was strictly an inflexible old school, on-prem software solution.\u201d<\/p>\n\n\n\n Marco The migration from software being sold as a stand-alone product (e.g., Microsoft 365) to a subscription-based model had significant implications for providers such as Marco. The change helped the dealer forge stronger relationships with clients, notes Matt Kanaskie, vice president of solutions.<\/p>\n\n\n\n \u201cWe get to have more in-depth discussions about how they work, what they want to get out of their tools and the problems they\u2019re trying to solve,\u201d Kanaskie stated.<\/p>\n\n\n\n While Marco counts Cisco, CrowdStrike and the aforementioned Microsoft among its go-to options, the dealer has invested significant resources in evaluating hundreds of products, vetting them for their potential to make a meaningful impact in the workflow and processes of clients. Marco has also dedicated considerable time and resources to becoming Gold Partners with Microsoft and Cisco in order to provide its clients with expert-level support.<\/p>\n\n\n\n That commitment to unrivaled expertise frequently sets Marco apart from other vendors. \u201cOur investments have been strategic, and they\u2019ve paid off,\u201d Kanaskie added. \u201cWe now have more recurring revenue streams, and we\u2019re able to offer more comprehensive solutions to our clients.\u201d<\/p>\n\n\n\n One of the dealer\u2019s noteworthy recent engagements actually came on the heels of a strategic miscalculation by one of its clients. A longtime MFP client had been in discussions with Marco regarding a cybersecurity initiative. It\u2019s a common tale: many businesses measure their investments by their propensity to either generate revenue or create savings through improved processes\/workflows.<\/p>\n\n\n\n Our investments have been strategic, and they\u2019ve paid off. We now have more recurring revenue streams, and we\u2019re able to offer more comprehensive solutions to our clients.<\/p>\u2013 Matt Kanaskie, Marco<\/cite><\/blockquote>\n\n\n\n Cybersecurity is preventive medicine; many businesses operate under the assumption that they aren\u2019t a worthwhile target for bad actors looking to penetrate their defenses. This client was no exception. Because nothing had happened to them yet, they went against Marco\u2019s recommendations and chose not to upgrade their defenses.<\/p>\n\n\n\n One can guess where this client\u2019s wait-and-see approach eventually led: they ultimately experienced a major cybersecurity incident. However, Marco was able to pick up the pieces and guide the client through the recovery process. On the positive side, the client\u2019s industry began to outwardly support improved safeguards among its constituents, helping to transition many of these organizations into more urgent and effective mitigation measures.<\/p>\n\n\n\n \u201cOne of our recommendations was shifting to SaaS solutions, so this client could stay updated automatically,\u201d said Dustin Bonn, solutions sales director for Marco. \u201cIn the future, it will also be easier for them to maintain compliance as their industry evolves. It\u2019s been a shift for many clients to think about SaaS. It\u2019s usually not a money-saving solution, but nevertheless, it\u2019s an important investment in their future growth.\u201d<\/p>\n\n\n\n In recent years, Bonn notes, there\u2019s been a greater appreciation and evolution in how clients think about technology. The days of conversations dictated almost entirely by cost minimization are a thing of the past, particularly when it comes to cybersecurity. The potential of a disastrous financial loss stemming from a failure to enact security protocols has finally garnered front-of-mind consideration.<\/p>\n\n\n\n We\u2019re now ongoing consultants, strategic business partners. \u201cWith clients such as these, we\u2019re no longer seen as a print vendor or a go-to IT provider when things go wrong,\u201d he said. \u201cWe\u2019re now ongoing consultants, strategic business partners. We\u2019ve earned a seat at the table.\u201d<\/p>\n\n\n\n The Swenson Group (TSG) President and CEO Dean Swenson cites one of TSG\u2019s core values as being problem solvers. When TSG includes solutions in its deals, it\u2019s a living and breathing embodiment of the core value. Solutions add value and deepen the client relationship while increasing profits and revenues. But with many resellers carrying the same (or similar) software titles, the battle for market share comes down to a race of the initiated\u2014be first to broach the subject.<\/p>\n\n\n\n Leading the list of top titles for TSG are Square 9 and PRISM document management, PaperCut print management and Copitrak, Kofax\u2019s cost-recovery solution that the dealer aligns with the legal and AEC verticals. The greatest challenge TSG faces is the sales cycle that\u2019s involved in bundling the solutions with MFP sales.<\/p>\n\n\n\n \u201cThe biggest downside is sometimes it does slow down deals because it makes them a little more complicated,\u201d Swenson admitted. \u201cBut if we can bring more value to the client, and higher revenues\/profits for us, it\u2019s probably worth having a little bit longer of a sales cycle than to just sell MFPs like everyone else can.<\/p>\n\n\n\n \u201cIf you\u2019re offering them as a package, you typically don\u2019t have to break it out cost-wise, whereas you have to if you sell it separately. We\u2019d rather tell clients that it\u2019s x-amount per month, here\u2019s what we\u2019re going to do and here\u2019s the problem we\u2019re going to solve, along with the benefits of it. But while we prefer to do it all at once, sometimes the timing isn\u2019t right. So we\u2019ll do what\u2019s best for the customer first, then follow up at the appropriate time.\u201d<\/p>\n\n\n\n [I]f we can bring more value to the client, and higher revenues\/profits for us, it\u2019s probably worth having a little bit longer of a sales cycle than to just sell MFPs like everyone else can.<\/p>\u2013 Dean Swenson, The Swenson Group<\/cite><\/blockquote>\n\n\n\n TSG recently unearthed an opportunity with a large non-profit group that provides comprehensive child development and family support services to low-income families. Traditionally, its patient exams have been paper-based and manually driven, often requiring duplicate data entry. The customer was looking to modernize and streamline these processes by leveraging automation, improved data collection, access and improved reporting.<\/p>\n\n\n\n TSG implemented Prism Software\u2019s DocRecord enterprise content management platform\u2014featuring integrated content management, workflow, electronic forms, OCR capture\u2014to build a solution that exceeds customer requirements. The entire process is hosted securely on an All Covered private cloud server, providing the client with a highly available and flexible platform for managing student information.<\/p>\n\n\n\n Swenson and the client are in the process of developing a case study that will benefit other non-profits that manage patient information and student record programs. \u201cAnytime you can come up with a unique solution that meets a vertical\u2019s needs and is repeatable, everyone wins,\u201d he added.<\/p>\n\n\n\n Edwards Business Systems\/Virginia Business Systems (EBS\/VBS) Looking at software through the lens of managed IT, EBS\/VBS had long partnered with a disparate group of vendors to provide various solutions and services. However, the downside was that doing so limited the dealer\u2019s oversight when it came to managing and tracking client needs, given it was tied into the various partnerships. Seeing that centralization was critical to developing a more uniform and unified platform, EBS\/VBS hired an IT services sales specialist, Dan Lamborn, and brought the solutions support in-house.<\/p>\n\n\n\n \u201cUtilizing our engineers and our team made it a lot more personal for clients,\u201d Lamborn said. \u201cWe were able to offer a lot more and adapt to what our clients needed as opposed to partnering with different vendors.\u201d<\/p>\n\n\n\n As a result, EBS\/VBS has seen significant growth the past three years. Each end-user is connected to a standardized technology stack that begins with antivirus software, making it easier for the dealer to service its clients. EBS\/VBS constantly vets potential additions to its stack, amending it as research and customer feedback provide guidance.<\/p>\n\n\n\n Lamborn notes that business continuity, cybersecurity and unified communications are three of the cornerstone (and most requested) elements of EBS\/VBS\u2019 technology stack. The tandem rely on Konica Minolta for its UCaaS offering, which has netted numerous new accounts during the pandemic, serving accounts with as few as five employees and as many as 175. On the backup\/restoration front, Lamborn loves the Datto application; from a client-facing standpoint, it\u2019s virtually opaque to the user in the event of a server\/hardware failure.<\/p>\n\n\n\n \u201cIn the case of disaster recovery, if a fire took out the client\u2019s building, we\u2019re able to reconnect them with their information,\u201d Lamborn noted, \u201cprobably faster than they can get a server spec\u2019d out, built and delivered.\u201d<\/p>\n\n\n\n One of the biggest pandemic-era success stories involved onboarding an 80-person label manufacturing company in dire need of a standardization of services. EBS\/VBS provided Microsoft licensing antivirus for all its computers, and the dealer\u2019s helpdesk team enables the client to enjoy faster resolution of its issues.<\/p>\n\n\n\n \u201cWe were able to provide them a better, more standardized way to have their IT issues resolved,\u201d Lamborn said. \u201cOur helpdesk has a chat feature, or they can contact us by email or phone. The client\u2019s been able to increase its productivity by having issues resolved in a much faster way.\u201d<\/p>\n\n\n\n Frontier Business Products For many dealers that have grown their solutions competency, the journey invariably entails refocusing from a sales representative posture to one of a business consultant who can provide guidance. That\u2019s certainly been the case for Frontier Business Products (FBP), and the salutary impact has been added value for the client, with revenue and profit boosts to the dealer.<\/p>\n\n\n\n \u201cThe evolution in the sales process allows us to have deeper, more meaningful conversations about the customer\u2019s business,\u201d said Scott Schnabel, chief operating officer. \u201cWith this conversation, we can uncover more issues that we can then help address with our solutions portfolio. If you want to differentiate in this industry, you can\u2019t be talking about just speeds and feeds.<\/p>\n\n\n\n \u201cYou need to back up the talk with key subject-matter experts who can provide support to the up-and-down-the-street sales rep. Once you bring them into the conversation, it\u2019s a differentiator, and it makes your win percentages much higher. You can also maintain higher margins in your solution because you\u2019re having much more of a consultative conversation with the client.\u201d<\/p>\n\n\n\n The dealer has enjoyed considerable traction with cost recovery, front-end capture and content management solutions. FBP relies on PaperCut and PrinterLogic for its cost recovery, Ricoh and Umango for capture, and Square 9 and DocuWare for document management.<\/p>\n\n\n\n You need to back up the talk with key subject-matter experts who can provide support to the up-and-down-the-street sales rep. Once you bring them into the conversation, it\u2019s a differentiator, and it makes your win percentages much higher.<\/p>\u2013 Scott Schnabel, Frontier Business Products<\/cite><\/blockquote>\n\n\n\n One of the underpinnings of any solution is enabling the user to concentrate foremost on its business objectives. That was the case for a health care client that needed to remain aligned with HIPAA requirements while allowing its nurses to focus on patient care. According to Schnabel, one of the challenges confronting the client was the issue of unclaimed print jobs sitting on output devices; in some cases, the printouts contained confidential patient health care information (PHI). A second was the output device itself\u2014its location, usage and operational status, not to mention print volume that flowed through it.<\/p>\n\n\n\n \u201cNurses traveled around the facility and didn\u2019t always have access to their primary printer,\u201d Schnabel explained. \u201cWe implemented [PaperCut] that allowed for secure print release and the ability to have follow-me printing.\u201d<\/p>\n\n\n\n Fraser Advanced Information Systems (AIS) An entrepreneurial spirit was the trademark of Fraser AIS\u2019 foray into the solutions market. In the past, the dealer developed its own image capture and OCR software, but it was difficult to keep pace with stronger third-party tools that had more to offer users.<\/p>\n\n\n\n That caused a shift to identifying vendor solutions that would better suit their clients\u2019 needs, with the caveat that they needed to dovetail with the brands Fraser AIS offers from a compatibility standpoint, given its status as a multi-line dealer. According to Justin Drabouski, director of managed services, that compatibility was of paramount importance.<\/p>\n\n\n\n \u201cWhile solutions were once viewed as a source of add-on revenue or complementary products, now we are leading with solutions and showing clients the value of implementing solutions along with equipment,\u201d Drabouski said. \u201cThis strategy is typically driven by a company\u2019s automation initiative or workflow optimization program, with the added benefits of reducing overall IT support burden and integrating into existing system management platforms due to our API first solution strategy.\u201d<\/p>\n\n\n\n Fraser AIS\u2019 top core solutions are PaperCut print management software, Drivve | Image document capture and eGoldFax cloud faxing. In a recent application, the dealer implemented PaperCut for the entire U.S. printing fleet of a Fortune 500 manufacturing company. According to Drabouski, device location and compatibility issues prevented the end-user from enjoying a secure print solution in any location that was outside of its corporate headquarters.<\/p>\n\n\n\n \u201cThrough the integration of PaperCut MF into their print fleet, the company has been able to have all print jobs managed by a central server, and the company is able to track, control and secure their documents,\u201d he noted.<\/p>\n\n\n\n With the presumed permanence of remote workforces and hybrid work environments, Drabouski feels Fraser AIS\u2019 cutting-edge services make the dealer an optimal partner. The role of solutions in these environments can\u2019t be overstated.<\/p>\n\n\n\n While solutions were once viewed as a source of add-on revenue or complementary products, now we are leading with solutions and showing clients the value of implementing solutions along with equipment.<\/p>\u2013 Justin Drabouski, Fraser AIS<\/cite><\/blockquote>\n\n\n\n \u201cFrom asset management and remote device support to integrated, authenticated print management and release, companies are looking for new and different ways to be productive,\u201d he said. \u201cMany companies jumped on the Microsoft Teams and Google Meet bandwagon once meetings went virtual. Now that everyone is more comfortable with these platforms, we\u2019re seeing a quicker shift away from local file servers to cloud-based storage.<\/p>\n\n\n\n \u201cMany of the models we offer come with these connectors as a standard option, but logging in each time the user needs to scan can be cumbersome. The Sharp devices make it so much easier with the physical full-size keyboard, and adding a print management solution that offers single sign-on to these cloud locations increases productivity and makes life easier for employees and companies.\u201d<\/p>\n\n\n\n Solutions YES When a company is as new as Solutions YES, an 11-year-old startup, the ability to augment MFP sales with high-value software tools is essential to scaling. In fact, the firm added DocuWare\u2019s document management solution in its third year of existence, though the company\u2019s staff had experience selling it with a previous dealership. President Sean Bell quickly recognized the value of the solution and dedicated two full-time employees to selling and supporting it. As a result, DocuWare sales now account for 5% of Solutions YES\u2019 revenue.<\/p>\n\n\n\n DocuWare isn\u2019t the only tool in Bell\u2019s arsenal; the dealer has also enjoyed strong placements with Biscom, an affordable yet effective on-prem, hybrid and cloud faxing solution. \u201cWith our industries\u2019 constraints on A4 MFPs, and specifically fax boards, Biscom is a great option that sidesteps inventory constraints,\u201d he noted.<\/p>\n\n\n\n A more recent addition to Solutions YES\u2019 stable is Canon uniFLOW, and Bell is excited about the possibilities of garnering more client business with the print management solution.<\/p>\n\n\n\n The dealer recently proffered a blended solution to a client that furnishes consumer loans. The combination of FormedAI and DocuWare helped automate the lender\u2019s approval process, generating decisions more quickly without the need for employee intervention while incorporating fewer paper-based documents.<\/p>\n\n\n\n With our industries\u2019 constraints on A4 MFPs, and specifically fax boards, Biscom is a great option that sidesteps inventory constraints.<\/p>\u2013 Sean Bell, Solutions YES<\/cite><\/blockquote>\n\n\n\n \u201cFormedAI was used to query credit scores from different bureaus and then push the scores into a DocuWare workflow process for generating automatic loan approvals, with a message to the applicant of that approval regardless of whether the auto approval was granted after hours, evenings or weekends,\u201d Bell noted. \u201cIf the scores don\u2019t meet minimum requirements, then DocuWare generates a message to an employee, who would then have a direct conversation with the applicant.\u201d <\/p>\n","protected":false},"excerpt":{"rendered":" In devising an angle for this month\u2019s State of the Industry report, \u201cCloud-y With a Chance of Profit: Dealers Champion Software Solutions,\u201d we whipped out the old Merriam-Webster dictionary to set the proper context of software: \u201csomething used or associated with and usually contrasted with hardware.\u201d Ah, hardware\u2014the \u201cWhere\u2019s Waldo\u201d of the office equipment gallery. Kidding, we won\u2019t go there. Still, the symbiotic relationship between the pair is undeniable, but this is software\u2019s time to shine. We have seven examples of dealers who\u2019ve outlined their solutions journeys, along with a peek at their top three vendors and an example of software in action that\u2019s been critical to addressing client needs during the pandemic period (though not necessarily spurred on due to its impact on business conditions). Although these solutions cross the entire gamut of the software universe, their unifying denominator is the ability to solve a challenge, enhance workflow\/productivity, track and monitor, and certainly protect the interests of business partners. Customize and Conquer Impact NetworkingLake Forest, Illinois Few North American office dealerships have risen to the heights as a technology specialist that Impact Networking has attained. The dealer\u2019s track record is well documented, and its tech-first approach is embodied by the firm\u2019s annual Optimize event that attracts hundreds of the region\u2019s technology savants. Impact prides itself on the bevy of subject-matter experts it\u2019s hired or cultivated; if there\u2019s a discipline in the dealer\u2019s portfolio, Impact has a specialist who can address it completely. Impact is the largest distributor of DocuWare\u2019s document workflow management solution in the Western Hemisphere (second biggest in the world). According to Brad Rozmarynowski, executive account manager and partner, this partnership flourished primarily because DocuWare offered a support structure that enabled Impact to develop an expertise with its platform. The dealer measures all potential partners by this standard; Impact seeks to control the development support and bring as much of the process in house as possible to control quality. To that end, the dealer isn\u2019t shy about committing the necessary resources. \u201cIf the partner can provide sufficient training certification and make us become experts, and hand it off to us and let us control our own destiny, that\u2019s our standard. But we also need partners to be committed to continually improving and updating their platforms,\u201d Rozmarynowski said. \u201cIt can\u2019t get outdated. Depending on the solution, we want as many integration opportunities as possible. We want open architecture.\u201d Just ask SolarWinds MSP, which has the N-able remote monitoring and management (RMM) tool. Impact invested more than $1 million into \u201chighly, highly, highly\u201d customizing the solution for its own purposes, according to Rozmarynowski. If the partner can provide sufficient training certification and make us become experts, and hand it off to us and let us control our own destiny, that\u2019s our standard. But we also need partners to be committed to continually improving and updating their platforms \u2013 Brad Rozmarynowski, Impact Networking \u201cThat was another instance in which the software had to be flexible so we could do what we wanted with their support, and then fully own it and be as self-reliant as possible,\u201d he said of the solution, which was rechristened as INC (Impact Network Control). Likewise, Impact lifted the hood on Microsoft\u2019s Dynamics 365 CRM\/ERP to develop a customized internal CRM solution, a departure from its reliance on Sherpa, the dealer\u2019s previous CRM. While Dynamics isn\u2019t an industry-accepted CRM, Rozmarynowski felt its incumbent Sherpa solution no longer fit within its structure for building deals and the movement toward a huge investment in automation for sales lead generation. This customized version of Dynamics was rolled out to its sales force and management team about 18 months ago. Between data, analytics and lead generation, it has the open architecture of Salesforce and can be tied into an ERP or marketing automation system such as HubSpot (Impact also invested in HubSpot for the same purpose). It was DocuWare that came to the rescue for a large non-profit association and educational institution that invested in the solution for content management and workflow in multiple departments. It took on a different meaning when the pandemic struck, but fortunately the client had invested in the hybrid option that allowed its employees to continue working with mobile devices, tablets and laptops through the cloud. As a footnote, the pandemic paved an upsell opportunity in the form of digital signatures through DocuWare\u2019s integration with DocuSign. \u201cThe CFO thanked us profusely over and over for convincing them to buy this software that he was very skeptical about many years ago,\u201d Rozmarynowski said. \u201cThey would\u2019ve been in big trouble as a non-profit if it was strictly an inflexible old school, on-prem software solution.\u201d Better Late Than\u2026 MarcoSt. Cloud, Minnesota The migration from software being sold as a stand-alone product (e.g., Microsoft 365) to a subscription-based model had significant implications for providers such as Marco. The change helped the dealer forge stronger relationships with clients, notes Matt Kanaskie, vice president of solutions. \u201cWe get to have more in-depth discussions about how they work, what they want to get out of their tools and the problems they\u2019re trying to solve,\u201d Kanaskie stated. While Marco counts Cisco, CrowdStrike and the aforementioned Microsoft among its go-to options, the dealer has invested significant resources in evaluating hundreds of products, vetting them for their potential to make a meaningful impact in the workflow and processes of clients. Marco has also dedicated considerable time and resources to becoming Gold Partners with Microsoft and Cisco in order to provide its clients with expert-level support. That commitment to unrivaled expertise frequently sets Marco apart from other vendors. \u201cOur investments have been strategic, and they\u2019ve paid off,\u201d Kanaskie added. \u201cWe now have more recurring revenue streams, and we\u2019re able to offer more comprehensive solutions to our clients.\u201d One of the dealer\u2019s noteworthy recent engagements actually came on the heels of a strategic miscalculation by one of its clients. A longtime MFP client had been in discussions with Marco regarding a cybersecurity initiative. It\u2019s a common tale: […]<\/p>\n","protected":false},"author":166,"featured_media":0,"comment_status":"closed","ping_status":"closed","sticky":false,"template":"","format":"standard","meta":[],"categories":[1641],"tags":[],"_links":{"self":[{"href":"https:\/\/www.enxmag.com\/twii\/wp-json\/wp\/v2\/posts\/51465"}],"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\/166"}],"replies":[{"embeddable":true,"href":"https:\/\/www.enxmag.com\/twii\/wp-json\/wp\/v2\/comments?post=51465"}],"version-history":[{"count":10,"href":"https:\/\/www.enxmag.com\/twii\/wp-json\/wp\/v2\/posts\/51465\/revisions"}],"predecessor-version":[{"id":51632,"href":"https:\/\/www.enxmag.com\/twii\/wp-json\/wp\/v2\/posts\/51465\/revisions\/51632"}],"wp:attachment":[{"href":"https:\/\/www.enxmag.com\/twii\/wp-json\/wp\/v2\/media?parent=51465"}],"wp:term":[{"taxonomy":"category","embeddable":true,"href":"https:\/\/www.enxmag.com\/twii\/wp-json\/wp\/v2\/categories?post=51465"},{"taxonomy":"post_tag","embeddable":true,"href":"https:\/\/www.enxmag.com\/twii\/wp-json\/wp\/v2\/tags?post=51465"}],"curies":[{"name":"wp","href":"https:\/\/api.w.org\/{rel}","templated":true}]}}
Lake Forest, Illinois<\/strong><\/p>\n\n\n\n![\"\"](\"http:\/\/www.enxmag.com\/twii\/wp-content\/uploads\/2022\/09\/Brad-Rozmarynowski-Impact-Networking.jpg\")
Impact Networking<\/figcaption><\/figure><\/div>\n\n\n\nBetter Late Than\u2026<\/strong><\/h3>\n\n\n\n
St. Cloud, Minnesota<\/strong><\/p>\n\n\n\n![\"\"](\"http:\/\/www.enxmag.com\/twii\/wp-content\/uploads\/2022\/09\/Matt-Kanaskie-Marco.jpg\")
Marco<\/figcaption><\/figure><\/div>\n\n\n\n![\"\"](\"http:\/\/www.enxmag.com\/twii\/wp-content\/uploads\/2022\/09\/Dustin-Bonn-Marco.jpg\")
We\u2019ve earned a seat at the table.<\/p>\u2013 Dustin Bonn, Marco<\/cite><\/blockquote>\n\n\n\nBringing Value to Deals<\/strong><\/h3>\n\n\n\n
Livermore, California<\/strong><\/p>\n\n\n\n![\"\"](\"http:\/\/www.enxmag.com\/twii\/wp-content\/uploads\/2022\/09\/Dean-Swenson-The-Swenson-Group.jpg\")
The Swenson Group<\/figcaption><\/figure><\/div>\n\n\n\nCentralizing Control In-House<\/strong><\/h3>\n\n\n\n
Bethlehem, PA<\/strong><\/p>\n\n\n\n![\"\"](\"http:\/\/www.enxmag.com\/twii\/wp-content\/uploads\/2022\/09\/Dan-Lamborn-EBSVBS.jpg\")
Edwards Business
Systems\/Virginia Business
Systems (EBS\/VBS)<\/figcaption><\/figure><\/div>\n\n\n\nChanging Roles, Approaches<\/strong><\/h3>\n\n\n\n
Aurora, Colorado<\/strong><\/p>\n\n\n\n![\"\"](\"http:\/\/www.enxmag.com\/twii\/wp-content\/uploads\/2022\/09\/Scott-Schnabel-Frontier-Business-Products.jpg\")
Frontier Business
Products<\/figcaption><\/figure><\/div>\n\n\n\nThe Virtue of Compatibility<\/strong><\/h3>\n\n\n\n
West Reading, Pennsylvania<\/strong><\/p>\n\n\n\n![\"\"](\"http:\/\/www.enxmag.com\/twii\/wp-content\/uploads\/2022\/09\/Justin-Drabouski-Fraser-AIS.jpg\")
Fraser AIS<\/figcaption><\/figure><\/div>\n\n\n\nThe Ultimate Dealer Starter Kit<\/strong><\/h3>\n\n\n\n
Portland, Oregon<\/strong><\/p>\n\n\n\n![\"\"](\"http:\/\/www.enxmag.com\/twii\/wp-content\/uploads\/2022\/09\/Sean-Bell-Solutions-YES.jpg\")
Solutions YES<\/figcaption><\/figure><\/div>\n\n\n\n