Keep Alert for Unexpected Opportunities

Here’s an anecdote we came across recently that shows how some managed print providers seem to have a knack for succeeding in this market.

Parmetech is a company in Havertown, Pa., that provides full-service printing and imaging solutions. When Executive Vice President Mike Parmet and two of his top salespeople visited a higher-ed customer recently they listened to the IT manager explain how the school just needed someone to fix some problem printers.

The Parmetech team used the opportunity to lay out the benefits of a more ambitious managed print relationship and suggested that he consider making the solution provider a regular part of his organization’s print management processes. In addition, Parmetech’s technical sales manager met separately with the IT manager to discuss printer security and other important issues surrounding information management.

The result: The school not only hired Parmetech to do the break-fix work on its printers, the IT manager plans to meet with his boss, the CFO, to discuss having Parmetech perform a comprehensive assessment to study the financial viability of managed print services.

The lesson is that scheduling a sales call to discuss managed print isn’t the only way for VARs and MSPs to make their case. Stay alert to accidental opportunities—whether during a printer service call or something unrelated to printers, such as upgrading some LAN gear.

Share a story about how you got a customer thinking about managed print services when he or she least expected it.