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Monday, September 9, 2019

The Next Level in Selling: "The Converged".

"The convergence of human and machine, the biological and mechanical, is the result of a confluence of innovation, technology, and social flows destined from the beginning. This motion is unstoppable. Unstoppable. In addition to the high-thinking, man/machine convergence, we’re starting to see the impact of all things converging.

Consider the way connectivity, manufacturing, software development, business, society, and, yes, even managed print have converged into a borderless, almost transparent solution."

I postulated this idea back in 2013 over at the Imaging Channel,

Today, I'm promoting the idea of "The Converged Professional. (CP)

Who is a CP?

What one person on your team can talk about hardware, workflow, solutions, accounts receivables, inventory control, sales promotion, the paper to a digital journey, networking, branding, human resources, cost analysis, contract negotiations, return on investment, with prospects and clients?

Who remains relevant after the sale?
Who can present cross-silo recommendations with cost and benefit analysis?
Who can identify with ALL facets of a client's business including and beyond the services the professional represents?
Who registers the cultural impacts of applied technology?

Is this person an SME? No.
Is this person a technocrat? No.
Is he or she a 'generalist'? Negative.
Is he or she bionic? Sorry, no.

The Converged Professional is well versed in multiple business languages - they know the difference between MRPI and MRPII. They understand a worthy, new solution is always a shock to the existing system/ status quo and have ideas based on experience on how to best manage change.
The ‘Converged…’ are cross-silo-experienced based.

Consider managed print services.

For most, MPS is a service to help better manage print supplies and service - all billed on a contractual, per-use, agreement. Period. Sometimes “fleet optimization" is a stated goal but means selling devices.

On the other hand, a Converged Professional recognizes the cultural impact of ‘managing supplies’ and identifies roadblocks to efficiency.

The ‘Converged’ has no problem diagraming the present and new accounts receivable workflow - on the back of a napkin, without consulting the ‘systems engineer’ back in the office.

The Converged, articulate marketing and business benefits to both end-users and C-level influencers.

The Converged manages a project in broad strokes, relinquishing the details to more qualified professionals.

Converged are focused, not victims of tunnel vision.

The Converged connects the lights in the night sky into a constellation of business efficiency; virtuosos, orchestrating timeless works of art.


  1. Greg... i like where you were going with this but did you forget to finish it and thought: "i'll just post it anyway... no one will notice" ?? Keep workin on it mate!

  2. posted what I thought was a complete work, but can see your point. Thanks!


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