Sales people well versed in selling products may struggle with services—here’s how to change that.
A portfolio of customer testimonials, case studies and client references will add some heat to cold calls.
Innovations in printers and MFPs this year suggest what may be on the horizon in 2013.
Success in managed-print services hinges on an essential decision: what partner program to adopt.
It’s always important to boost sales. Here’s a strategy that VARs and MSPs can take to the bank.
See how Xerox eConcierge is giving print service providers a new way to reach customers and generate additional revenues.
Alan Joch is a veteran editor and writer who covers printing and imaging, electronic content management and a range of other IT topics for industry publications and Websites. He helped launch the Xerox Business Transformation Center three years ago, and prior to that was the founding editor and principle writer for the Printing and Imaging Solutions Center, an online forum for solution providers.
Being proactive pays in the managed print market.
Greg Walters, senior correspondent for the Business Transformation Center, is a founding member and current President of the Managed Print Services Association. During an IT sales and services career that has spanned a quarter century, he helped turn a large West Coast VAR's struggling managed-print services practice into a highly profitable business. A prolific writer and frequent speaker at industry events, Greg considers himself a "Contrarian Technologist," someone with a unique—and provocative—view of technology and how to sell it in the 21st Century.
As I look back, it feels like so much has occurred but as I consider today’s challenges and opportunities, in a way, I am reminded of those days back in 2011 – change is just around the corner, it always has been.
"We are moving into managed services. What have you seen and could you recommend some solid first steps to help us implement a successful managed services practice?"
PagePack 3.0 is Xerox's full-fleet managed print solution. Now you can capture all the pages in
your customer’s network by seamlessly managing all networked print devices—Xerox and non-Xerox.
Get Customers Hooked on Managed Print — It's Now Easier Than You Think.
Xerox is based in Norwalk, Conn., and with 136,000 employees in 160 countries, we're never far from your business. As a $22 billion company, we are the world's leading enterprise for business process and document management. We provide true end-to-end solutions, from back-office support to the printed page, to help you operate your business and manage information.