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Monday, October 30, 2023

New to Copier Sales – Your Anti-Sales Plan

As autumn creeps across the United States, and the final quarter begins, how should a new copier representative plan for the end of one year and the beginning of another? It’s time to close out and plan for what’s next.

There are plenty of traditional approaches: write a strategy, review it with your manager, track your progress and adjust as needed – old school.

Let me ask you or, better yet, ask your colleagues: how often does that process work?  Not very.

The illusion of control

Everyone has done it. You write it out, and by January 2 it’s forgotten. 

Read the rest, here.

Selling is Not Art. Apparently, Niether is Art. "Unsupervised", AI Δnαrchy and You

Art is not Art. 
Unless you're referring to the copier Wizard in Jersey.
"...the piece uses a machine learning model to reinterpret over 200 years of art from MoMA's archives, generating ever-changing audiovisuals..."

Friday, October 27, 2023

Have You Found What You're Looking For?

The other day, on LinkedIn, I was referred to as 'grandpa' - which made me laugh.  The prose that followed exposed the poster simple minded.


Tuesday, October 24, 2023

Xerox is The Death of The Copier: Unleashed 🐦🔥

The Third Day

📈 Breaking News: Xerox's Latest Earnings Report 📈

Before we dive into the transformative journeys of Xerox and IBM, it's worth noting the latest earnings report from Xerox. The company recently swung to a third-quarter profit, with a net income of $49 million—a significant turnaround from last year's loss. This positive financial performance adds another layer to the story of Xerox's ongoing transformation. 

Now, let's get into the article.

The 'Death of the Copier'—a phrase that conjures images of obsolescence, but let's set the record straight. 

When I say 'Death of the Copier,' I'm talking about the ultimate rebirth of beliefs, norms, status quo, and in this case, Xerox. 

Xerox has metamorphosed from a company synonymous with photocopying to a digital force offering augmented reality, AI-driven services, and so much more. This isn't just survival; it's enlightenment.

But will it last?  Is Xerox set to survive or thrive?  Are we watching an elephant dance?

Sunday, October 22, 2023

📑OTT This Week: AI-Boosted Copier Sales and M&A

October 19, 2023 – Office Tech Tap Newsletter

Ready to rethink what office tech can do for you? This week’s Office Tech Tap Newsletter is your guide to the future, exploring everything from the transformative role of AI in copier sales to the changing dynamics of Mergers and Acquisitions in the industry. We also delve into the fast-paced world of Managed Print Services, where the paper may be folding, but innovation is unfolding. Your feedback is our North Star, so dive in and let us know your thoughts. 🌟🧭

  • 🤖💵 Time is money, and AI is your new cashier: In the realm of copier sales, AI is not just a tool; it’s a game-changer. By automating tasks like lead scoring and follow-ups, AI frees up sales reps to focus on relationship-building and closing deals, ultimately boosting efficiency and revenue. Read the full article here.
  • 🔄 The Copier Dealer M&A: Dancing Through Office Tech’s Shifting Sands Mergers and Acquisitions in the copier industry are evolving. It’s not just Original Equipment Manufacturers acquiring dealers anymore; dealers are becoming the acquirers, leveraging their economic positions for growth. Read the full article here.
  • 🔄 Mind the Gap: AI’s Adoption vs. Training Conundrum – Ricoh. Ricoh’s article highlights the widening gap between AI adoption and essential training in the managed print services sector. This gap is not just a hurdle; it’s a liability and an opportunity for differentiation. Read the full article here.
  • MPS – 🖨️ Deep Dive: MPS From Cloud Highs to Market Tides The Managed Print Services landscape is ever-changing, driven by cloud-based solutions and market dynamics. This article serves as a roadmap for providers to not just survive but thrive in this dynamic sector. Read the full article here.

Your feedback is invaluable to us. Navigate through this week’s insights and let us know your thoughts. 🌟🧭

Subscribe Today!

Thursday, October 19, 2023

Artificial Intelligence And Your Dealership: The Next Managed Print Services?

Did you know that back in 2009, the term 'managed print services' was met with outright disdain? Dealers and OEMs would exclaim, 'Shrink the fleet to reduce costs? That's heresy in a world built on selling copiers!' Fast forward to today, and we're on the cusp of another paradigm and the most significant shift—this time, powered by Artificial Intelligence.

As Andrew Ng, co-founder of Google Brain and a leading voice in AI, puts it, 'AI is the new electricity.' Just as electricity transformed numerous industries over a century ago, AI is poised to do the same today. 

So, is AI merely the new MpS, or is it something far more transformative?
  • Mckinsey: $4.4T of value added world-wide annually
  • 80% of all jobs are subject to being enhanced by Generative AI
  • In just the last year, a staggering 400 AI start-ups have emerged, gobbling up an eye-watering $24.6 billion in investment. Source: Visual Capitalist

For the last six months, I've been using Artificial Intelligence (AI)in the form of a Large Language Model (LLM) every single day - cutting edge.  More like bleeding edge.

Why aren't you using AI? Today?

Thursday, October 12, 2023

What Can the Three Stooges Teach You About Selling Copiers


Is there a Stooge in you waiting to clinch that next deal with a dash of humor?

Ladies and gentlemen, let me introduce to the most insidious earworm known to mankind.  One listen and you'll be humming the tune and looking for this song in that big book of karaoke.

But seriously, what in the world can you, the technology salesperson possibly learn from the Three Stooges?  

Let's start at the beginning.  For those unfamiliar with the comedic threesome, The Three Stooges were an act back in the days of vaudeville back in the 1930s and 40s.  They performed slapstick comedy.  Beyond the intense physical presentations, the trio took on Hitler as well as other 'heady' topics of the time.

"From their debut film feature Soup to Nuts in 1930, to their swan song Kook's Tour in 1970, The Three Stooges enthralled the viewing public with their unusual brand of slapstick comedic mayhem and off-the-wall verbal antics."

Friday, October 6, 2023

Do You Know Jake, the Managed Print Services Selling Professional on the West Coast?

Jake's Odyssey: From Midwest Dreams to Silicon Valley's Vanguard of Managed Services

Jake's journey began in the heartland of America, amidst the golden fields of the Midwest. There, life was simple, and dreams were often tethered to the horizon one could see. But Jake had always felt the pull of something greater, something beyond those fields. So, with a heart full of dreams and a suitcase packed with ambition, he moved to California, the land of innovation and opportunity.

In Silicon Valley, Jake's first foray into the professional world was as a copier sales representative. The copiers, once symbols of innovation, now felt like relics of a fading era. But as the digital age surged, Jake felt adrift, yearning for a new direction.

One transformative evening, Jake chanced upon an article on It wasn't a lament for the past but a beacon to the future, emphasizing the power of Managed Print Services (MPS) and the art of storytelling in sales.

But it was an article from The Imaging Channel that truly resonated with him. It spoke directly to the newbies in copier sales, like Jake, highlighting the potential future in the industry. The article emphasized that while many stumble into the copier industry almost accidentally, it offers invaluable lessons that are universally applicable. It underscored the importance of commitment, curiosity, setting realistic quotas, and above all, authenticity.

Thursday, October 5, 2023

🏢OTT This Week: HP, Lexmark, and the Future of Hybrid Workspaces🖨️

"Is your job a friend or a foe?" That's the existential question HP's Work Relationship Index has us pondering this week. 

The Office Tech Tap's latest edition dives into the complex relationship between knowledge workers and their jobs, revealing that a staggering 73% of us are in a 'complicated relationship' with our work. But that's just the tip of the iceberg. 

From a labyrinthine lawsuit involving Lexmark and, oddly enough, a yogurt brand, to the future of hybrid workspaces, this issue is a smorgasbord of the latest trends and debates in office technology. 

Don't miss out on the conversation—subscribe to the Office Tech Tap newsletter today and stay ahead of the curve.

📢 Office Tech Tap Livestream Series Continues: The Future of Managed Print Services with MyQ

October 6, 2023, 1:00PM ET

As part of our ongoing Office Tech Tap livestream series, we're excited to spotlight the groundbreaking advancements in the realm of managed print services. 

And guess what? You're invited!  🔗 Secure Your Spot Now

Wednesday, October 4, 2023

Press Release - Top 100 Power Hour Becomes the West McDonald Co. Influencers' Circle


October 4, 2023

The acclaimed weekly event, the Top 100 Power Hour, is pivoting with a fresh direction under the experienced guidance of West McDonald Co. Starting this month, the curation of the influential list will transition to West McDonald Co., introducing a new approach to selecting the industry shapers and thought leaders.

Founder West McDonald, known for his past efforts in managed print and his current pragmatic vision in harnessing generative AI for business amplification, will personally handpick the individuals on the list based on their tangible influence that he has experienced firsthand. Not everybody on the current Top 100 list will transition to the Influencers' Circle as membership will be limited to 40 members. 

Moreover, the scope of the new Influencers' Circle is broadening beyond the office equipment channel to encompass various technology solution channels including Managed IT, Cybersecurity, and Generative AI among others. This expansion aims to foster a more holistic representation of the technology solutions space, encouraging a vibrant interplay of ideas and solutions.

Tuesday, October 3, 2023

Mandates Aren't Working: Who Needs a Copier?

Remote Work, 2010

Ah, the good ol' days when the hum of the office copier was a constant, and the line for the machine was a daily ritual. But as we've seen in recent times, the office landscape is changing, and with it, the demand for office technology like copiers.

The recent data paints a clear picture: post-Labor Day, we saw a slight uptick in office attendance, but it's still a far cry from the bustling offices of 2019. Despite the efforts of big-name companies like Meta Platforms to enforce stricter return-to-office rules, the national return rate remains stubbornly low. And let's face it, if employees are working from home, who needs a copier?

Monday, October 2, 2023

The Digital Mirage: Navigating the Illusion of B2B Sales in a Post-Paper World

By Gordon P. Thompson


In a world where bytes replace ink, can the human touch still seal the deal?

Amidst Tokyo's neon embrace, I found solace in an izakaya, where the past and present coalesced. As the digital age reshaped the world outside, the warm sake in my hand whispered tales of a time when business was more than just transactions.

The world of B2B sales, especially in office technology, has always been a dance of adaptability. Greg Walters from The Imaging Channel once reflected on the evolution of B2B sales strategies. The tools of the trade have evolved, but the essence? It remains rooted in trust and understanding.

Contact Me

Greg Walters, Incorporated