Wednesday, September 21, 2011

Selling Managed Print Services: The VAR Vs. Us

The oldest profession in the world isn’t prostitution, it’s professional selling. Selling one to one; one to many; many to many; retail; B2B; to that hottie in the corner; to your girlfriend, wife, sons, daughters, mothers, fathers, sales manager, cop, judge, jury; to ourselves – we all sell, and we always have.

Our industry is turning another corner – contracting and expanding at the same time. We’re looking for the next frontier and eyeing the IT cluster.

Thinking about getting into selling servers, storage, networks and network management, aren’t you? Putting all those monitors, PCs, switches and hard drives under a contract and tying that all into a 36-month “rip and replace” strategy, right? Sure.

How hard can it be?

Copiers have been connected now for more than a decade. All your devices scan; you’ve sold or heard of a “fax-server.” Your dealership has at least one “Content Specialist,” and RiKon/Xerox employ thousands of cycle-extending PS peeps – not that there’s anything wrong with that.

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