Expert Advice—Sales & Marketing Strategies | Essential Tools-Xerox eConcierge | Essential Tools-Xerox PagePack | Featured Blog: MPS Strategies | Expert Advice-New Business Models | Managed Print Archives
New Blood: High-Impact Professionals Can Boost MPS Sales
“Super Salespeople” aren’t the answer. Find seasoned pros who help customers achieve their print-management goals.
Cash In on Automated Supplies Replenishment
Offering customers an easy and reliable way to keep their printer fleets stocked with consumables is one sure way to win new business. Here’s how one successful VAR turns toner into gold.
Straight to the Top: How to Reach MPS Decision Makers
Getting face time with top decision makers is one of the biggest challenges when selling managed print services. A leading sales and marketing consultant explains how to stack the odds in your favor.
Managed Print: What to Watch For in 2012
Check out predictions and goals from some of the leading players in today’s managed-print market.
Top Managed Print Challenges and How to Overcome Them
VARs and MSPs discuss the lessons they learned on the road to MPS success.
Is Your Sales Staff Ready for Managed Print?
One of the biggest challenges to launching managed print is getting the sales staff up to speed. Here’s how one expert accelerated the process.
IT VAR Explains How it Succeeds with Managed Print
Succeeding with managed print requires patience, perseverance and the backing of a solid partner program.
4 Managed Print Obstacles and How to Overcome Them
There aren’t any guarantees for managed-print success, but one VAR explains how it’s tipping the odds in its favor.
Cash In on the ‘Ripple Effects’ of Managed Print
Print services aren’t the only revenue generators with managed-print opportunities. Learn how to profit from the ripple effects of new hardware and software sales and related IT support.
How to Avoid Toner-Coverage ‘Gotchas’
Every managed services contract has its challenges. For managed print, one of the biggest is toner coverage if it doesn’t get the proper attention.
VARs Learn How to Leverage Xerox eConcierge for New Revenues
Earlier this year when Xerox eConcierge(TM) debuted, many VARs recognized the potential this cloud-based printer supplies sales platform offered for creating new revenue opportunities. Now, VARs are seeing that potential translate into concrete results.
Managed-Print Pioneer Has Advice for Smoothing the Transition
Laser’s Resource has been honing a successful managed-print strategy for more than eight years. Learn why Xerox eConcierge is becoming a valuable addition to its sales portfolio.
Xerox eConcierge™ Builds a Bridge to Managed Print Services
Wow! Look how Xerox eConcierge™ helps customers see the need for managed print.
New Xerox eConcierge™ Software Helps You in Two Ways, for Two Types of Customers
Get Customers Hooked on Managed Print — It’s Now Easier Than You Think.
Managed Print Trend Watch: Xerox eConcierge™ Has Arrived
Still a Managed Print Holdout? See how Xerox eConcierge can get you, and your customers, in the game.
An MSP Sounds Off on Managed Print
Xerox offers a turnkey solution that provides a new opportunity including a mature service option that integrates well with professional software packages says, Oli Thordarson of Alvaka Networks.
Leveraging What Matters: Partner Programs And Free Marketing Tools — Part 1
Budgets are tight, but that doesn’t mean solution providers can stop marketing. Need easy-to-create, high-quality promos and multimedia proposal tools — but can’t stretch your marketing dollars? Everything Channel’s Dan Neel talks to Xerox’s Tom Gall about making the most of free marketing tools offered via Xerox’s Peak Program.
Leveraging What Matters: Partner Programs And Free Marketing Tools–Part 2
In this continuation of the discussion between Everything Channel’s Dan Neel and Xerox’s Tom Gall, there’s find out about a great (and free) marketing tool called Quick Pitch available to partners via Xerox’s Peak Program.
One MPS Provider’s Story
Wonder how other solution providers have fared with PagePack? In this short video, Mike Greenberg, Pres. and CEO of PrintTelogy, Inc., describes how PagePack has helped his manage print service company grow, and what benefits specifically appealed to him and his sales force.
Getting Started In Managed Services
If you are not already in the managed services end of the market, managed print services provides a great way to get started. In this clip, Xerox’s Jason Oliver explains how PagePack (Xerox’s managed print offering) is an easy-to-implement solution that providers can use with any customer. Derek Belair of N-able Technologies explains how IT concerns are driving print services.
What’s The Market Opportunity In Managed Print Services?
Jason Oliver of Xerox talks about the 20% to 30% cost-savings Xerox’s managed print offering (PagePack) offers clients and Derek Belair of N-able Technologies talks about the cost problem issue that managed print services solve.
The Green Machine
IDo your printing and imaging clients know that Xerox’s Solid Ink technology produces 90% less waste than conventional printer ink and toners? Aside from top-quality ink, the environmentally friendly benefits of Solid Ink are worth noting.
Cost-Per-Page Made Easy
Cost-per-page contracts can be the right solution for organizations looking to finally control costs. The problem is, such contracts are not always easy to put together. Find out how Xerox’s PagePack program helps VARs with this task.
How to Avoid Toner-Coverage ‘Gotchas’
Every managed services contract has its challenges. For managed print, one of the biggest is toner coverage if it doesn’t get the proper attention.
Featured Blog: MPS Strategies
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.
A New Kind of Sales Person
May 18, 2012
What strategies are you using to align your sales department with managed-print services?
Overcoming Ignorance
May 9, 2012
A managed-services pro discusses how to overcome some top roadblocks to closing deals.
Succeed With Successes
May 8, 2012
Use these techniques to get busy C-levels execs to consider managed print services.
Managed Print and Security, Part 2
April 27, 2012
Focus on these security tools and services for add-on sales.
Managed Print and Security, Part 1
April 27, 2012
End users need knowledgeable VARs and MSPs to help them not only optimize their printing environments, but also to enhance information security policies around printing activities.
Embrace Print Diversity
April 17, 2012
How important is printer device diversity in your managed-print efforts?
A Perfect Revenue Storm
March 26, 2012
For a growing number of VARs this is a particularly good time to move into managed print.
Another Way to Exploit Clouds
March 26, 2012
Are you profiting from synergies between clouds and managed print?
Prospects You Can Count On
March 23, 2012
VARs and managed services providers that want to move to print don’t have to look far for top prospects—they’re already in the accounts database.
Language Lessons
March 21, 2012
Make sure you have the right message ready when you finally get face time with a C-level executive.
A Cheat Sheet for Consumables Sales
March 19, 2012
It’s time to keep office supply stores and other competitors from siphoning away supplies sales.
Hedge Your Bets
March 16, 2012
As the market for managed print services heats up, VARs and MSPs need to avoid traps that can lead to money-losing deals.
Automated Profits
March 6, 2012
Take advantage of this light-touch, high-impact automation tool for increased supplies sales.
Myth-Busters
February 29, 2012
What are the top myths you hear from prospects about managed print services?
Keep Talking
February 23, 2012
Savvy VARs and MSPs aren’t taking anything for granted when it comes to selling managed-print services. Even in a growing market, many say they’re redoubling their efforts to spread the word about its benefits.
The 30-30 Value Proposition
There’s an easy way to remember the value proposition in managed print. Xerox’s Gary Gillam explains what “30-30″ means.
Close-up and Profitable
Close-up and Profitable Think there’s no other upsell opportunity after Managed Print Services? Dave Polzin, of BusinessWare Solutions thinks differently. Take a moment to listen.
The Managed Print Market is Wide Open
Managed print services provider Dale Fulkerson of Lasercomp explains why the opportunity is huge for solution providers looking to get into managed print.
The Win-Win Cost Equation of Managed Print
So what are the numbers that support managed print services as a model that cuts costs for customers while boosting your margins? Xerox’s Jason Oliver breaks down the numbers and Derek Belair of N-able Technologies explains the services and supplies problem-solving component.
Miles Per Gallon = MPS?
Some times what counts in helping clients transition to managed print services is giving them the right perspective. In this brief clip, Gary and Dan talk about a useful analogy for describing the cost-savings of managed services or cost-per-page contracts.
The ROI of Managed Services
Let’s get down to brass tacks. Exactly what kind of ROI can a VAR expect from managed services and how soon can they get it? Gary and Dan discuss this topic as well as some of the helpful tech to get VARs going in managed print services.
What is business transformation?
What does Xerox mean by “business transformation”? In this segment, Mr. Gillam discusses the idea of moving to a more-sustainable sales model based on managed services and the opportunities it presents.
Don’t Sell Yourself Short When Quoting Managed Print Prices
Determining what to charge customers for managed print services may mean the difference between running a profitable business and losing money. Here’s what you need to know to succeed.
State of Managed Print – A Reality Check
Let’s look at the managed print services market, and how one VAR entered it.
Field Study Hard Look: Make a Customer Aware of Costs, Make Them a Customer for Life
Small to midsize customers are not aware of the costs associated with printers, says Gerard Perillo, managing partner at Integrated Document Technologies. What they are aware of, though, will surprise you.
Business Transformation Field Study — The Truth About Labor: Advantage, You.
Large national chains lack the institutional focus to deliver personalized, consultative managed print services the way solution providers in the channel can. So, take advantage of that now, says Steve Mairet, co-owner of A1 Tonertech Inc., Orange, Calif.
Your Business, and Managed Print 3.0
Within the next year-and-a-half or so, managed print services will be a serious consideration for any customer when they purchase a printer.
Managed Print Problem Solving – What You Need to Know
Problems always arise, so how does a successful managed print providers overcome them? Michael Trevisan, president of Atlantic Office & Laser Products, takes us through the ups, and the downs of managed print problem solving.
Real-World Insight, and Feedback
BusinessWare Solutions got into managed print about five years ago. Even though the economy overall was in better shape back then than it is now, managed print customers didn’t come pouring in, until now.
The First 100 Days, a Managed Print Playbook
How does a successful managed print provider grow their business quickly, and profitably? Here’s a look at how one managed print provider applied some common sense, and communication, early on to succeed.
Growth Game Plan: Asset Optimization Vs. Consolidation
Think long term and resist the urge for temporary gains.
How To Get The Most From Print Partner Programs
Print VARs today need to use every advantage to get new business at no extra cost.
Four Keys to Selling MPS In Tough Economic Times
Solution providers struggling to preserve sales, profits and optimism for their future continue to see little encouragement from the predictions of most economists. But savvy VARs know there’s one product that may actually be easier to sell during today’s tough times—managed print services.
Three Good Reasons To Add Leasing To Your Managed Services Mix
Although a tough economy may be convincing some clients to delay purchases of MFPs, the right combination of hardware leases and managed print services contracts can keep revenues flowing.
New Pricing Strategy Protects Color Printer Margins
Xerox is taking a new tack that bucks the trend for ever-cheaper color hardware and as a result offers a way to stabilize margins. The company actually increased the base price of its solid-ink 8860 printers and 8860 MFPs, while reducing the cost of consumables.
Printer Harmony: Balanced Deployments Boost Bottom Lines
Solution providers across the country say upward of 75 percent of all new customers operate far too many printers in relation to their staffing levels and, in turn, incur excessive costs and inefficiencies.
Service And Support: The Gifts That Keep Giving
Solution providers that find comfort in moving high volumes of deeply discounted printers may soon find their world turned upside down. Ever-shrinking margins and aggressive price-cutting competition are quickly spelling the end of transaction-based business models, solution providers and industry veterans say.
Business value of MFPs
In today’s tougher business environment where reduced hardware spending can put even more pressure on solution providers, there is a specific advantage to addressing customers’ needs for greater productivity.
Preparation is Key to Selling Managed Print Solutions
How did CTS Services, Inc. create the foundation for managed print success?
Managed Print Focus: Inside the Heads of SMB Customers
Listen to how Tom McDonald of NSI gets a typical SMB customer to see they are spending way too much on printing.
The Art of the Managed Print Deal
Do you really know where the best opportunities in managed print are? Bob Wiederhold of TeraCat Data Solutions does, and he takes you through his company’s strategy right here.
Close Touch With Partners Like You
If you’re a Xerox partner, you’ll want to know what’s happening in San Antonio, TX, on April 27-29. Are you in the know? Get the scoop on the Fusion 2011 Xerox Partner Summit.
Customer Targeting For Managed Print Sales
Just how important is the CIO or IT manager in today’s managed print sales landscape? One managed print provider says that is where the rubber meets the road in today’s managed print sales.
Managed Print 2010 – A Quick Review
It’s time for a look back at some of what we learned about managed print in 2010. Take the flashback tour now.
Sales Strategy Case Study: Taking The Managed Print High Road
Nothing beats strong, straightforward advice from a managed print provider who’s been around the block. This new Sales Strategy Case Study delivers just that.
Sales Strategy Variation: Managed Print Services Matures and Forges Change in Sales Tactics
Learn all about the changes in sales tactics managed print providers are making vs. changes their peers are implementing. And, what key sales techniques and practices can up your managed print game.
If You Could Tell a Friend One Thing About Managed Print
Want to know what the potential roadblocks are when considering making a huge investment in Managed Print Services? Let Thomas Csanky, director of sales and marketing at Neocomp Systems Inc. tell you.
Field Study: Knowing What Customers Want, Then Closing Managed Print Sales
Feast yourself on a veritable blueprint of how to consult, sell, and satisfy a new managed print services customer.
Field Study Hard Look: MSPs See Managed Print Ready for Prime Time
If George Lucas, the director of the Stars Wars saga, and James Cameron, the director of Avatar, waited until computer technology caught up to their visions before they made their films, how should you be thinking about managed print technology?
Quoting and Marketing Managed Print Services
Effectively quoting and marketing your managed print services can grow your profits by double digits when done right. Here are some tips from Terry Williams, president of ATS.
Advancing Your Managed Print Business
Creating an effective sales strategy is a key part of building a successful managed print services business. See how Garrett Peaslee of Secant Technologies did it.
More Print Quotes Lead to Greater Profits
Any experienced fisherman will tell you they’ve thrown more hooks in the water than the number of fish they’ve pulled out. That’s just how it happens. What if you could generate more managed print quotes, faster, and more accurately? Would you make more money?
A Solid Sales And Marketing Strategy
Today, missing the opportunity to showcase a green attribute can mean lost business. That is why solution providers selling and servicing solid ink-based print and imaging systems from Xerox find it easy to leverage solid ink as a way to capitalize on green buying trends.
Green Has Always Been More Than Just a Color to Xerox
Back in the early 1980s when Al Gore was still just a member of the U.S. House of Representatives from the 6th District of Tennessee, Xerox initiated a formal policy to begin reducing waste and conserving energy across its internal operations.
Xerox Hits the Road to Rally Partners Around Managed Print
The electrifying guitar sound of AC/DC’s trademark hit Back In Black thundered from the stage as the crowd anxiously awaited the show. But this was no rock concert. This was the Back In the Black Business Stimulus Tour.
The Top 5 Per-Page Print Contract Follies & How to Avoid Them
Delivering managed print services to a customer is like being married with a prenuptial agreement. You want the relationship to work, but if things get ugly, you’re both likely to run for the protections of the contract.
Custom Features Give MFPs Added Sizzle
MFPs continue to look and act more like standalone computers than just devices for printing, scanning, and faxing. Now MFP OEMs are introducing new sets of development software tools that are pushing these workgroup machines to new levels of functionality.
Service And Support: The Gifts That Keep Giving
Solution providers that find comfort in moving high volumes of deeply discounted printers may soon find their world turned upside down. Ever-shrinking margins and aggressive price-cutting competition are quickly spelling the end of transaction-based business models, solution providers and industry veterans say.
