Consulting
Working the Team On Both Sides of the Sale
Sales in the printing and imaging space have always been a complex challenge. Regardless of the product segment, printers or MFPs, the sales rep always had a lot to deal with. Even the ‘‘simplest’’ sale – a single device –…
Stop selling and start storytelling – the secret to success in winning MPS deals
At a recent Photizo MPS event, the keynote speaker told an entertaining story about why only a genuine Gucci handbag, at five times the price of a good copy, would satisfy his wife. For him the physical difference was only…
MPS Market Growth & Trends–Interview with Robert Newry
Robert Newry, Co-Founder of NewField IT In this interview, Newry discusses the growth factors of MPS — how providers are coming to the understanding that the services part of MPS is very important and they are realizing the need for…
Managed Print Services: Conceptual Selling 101
This past May I attended Photizo’s Global Conference in Orlando. One of the events I was looking forward to on the agenda was the panel of competitors including Xerox, HP, Ricoh and Canon. They were seated up on the stage…
If you want to lead in this business, selling services is the only way forward
BY: John Alfred Hustvedt, Sales Director of Norway’s largest Xerox sales agent, X-Partner Stavanger. THE CHANGE I joined this industry from the copier side in January 1990. Looking at my business, my desk, my customers and my surroundings, things looks…
Do HP, Xerox and Ricoh compete with their channel partners for MPS Clients?
I recently attended a meeting with a group of professionals from various levels of managed print services (MPS) and managed document services (MDS) experience. The group included a wide representation of the hybrid dealer network of the most recognizable original…
Connect
Insights & Blogs: Categories
-
-
Van Ausdall & Farrar, Inc.
