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Showing posts with label #greatAmerica #gregwalters #managedprintservices. Show all posts
Showing posts with label #greatAmerica #gregwalters #managedprintservices. Show all posts

Thursday, March 31, 2022

Accelerate Managed Print Services with the New Model



There is a bounce, a resurgence, a renaissance in managed print services. As the fear of Covid fades and offices around the world repopulate, albeit, by 40-60% of pre-Covid numbers, print and copy functions are grabbing temporary attention. But this uptick is fleeting and short-lived and not based on increased volumes or growing fleets of devices. Today's rekindled interest is based on managing the reduction of print and the increase of digital workflows.

Our traditional business theory of pivoting into managed IT or an adjacent niche was an idealistic idea in the MPS Model 2 (see below, Photizo

Today, expanding or diversifying services is less of an option and more of a survival tactic and a foundational plank of the continuing generation of Managed print Services (MpS).  

The circa 2012 model is still relevant, we just need to refocus and recognize new opportunities.

Photizo MPS Model - Great Stuff!
With this in mind, I've updated the model to include new innovations and directions for office technology.

Wednesday, March 4, 2020

Communist Red China & #Lexmark

Chinese and American

"State Governments' Failure to Scrutinize the Purchase of Lenovo and Lexmark Equipment Jeopardizes Data Security"

A report released from embargo on February 24, 2020, "Stealing From States: China's Power Play in IT Contracts" unearths scathing facts around Lexmark, the US military, Communist Red China, and state/federal contracts.

Lexmark doesn't want you reading the report - and for good reason.  You will be shocked to learn the degree to which Lexmark has been challenged in the past over security issues, and why being connected to or owned by a Chinese company is worthy of high concern. For instance, in 2016 the Chinese Communist Party passed the China Internet Security Law. This law requires any company headquartered in China, to keep data in-country and allow Chinese authorities to 'spot-check' on the data at any time.

"A Chinese military unit has been inserting tiny microchips into computer servers used by companies including Apple and Amazon that give China unprecedented backdoor access to computers and data, according to a new Bloomberg report."

So much for data security.

Tuesday, February 19, 2019

The #SalesRevolutionRebellion Is a Farce

The fake "sales revolution" attacks symptoms, not the cause.














"Lannister, Targaryen, Baratheon, Stark, Tyrell. They're all just spokes on a wheel. This one's on top, then that one's on top. And on and on it spins, crushing those on the ground."

Rebels and Revolutions - 



When individuals declare independence from tyranny, they put their lives, and the lives of their families on the line, risking everything for revolution, for future generations' independence.

For freedom.

Today, there's talk of a "Sales Revolution". Insurgents take to the nearest pulpit espousing "changing the way sales is done..." by being open, real, authentic, a trusted advisor, partnering to solve client problems - not a con man.  Noble efforts.

For them, it's not nine to five; it's always too always, elevator pitches, value propositions, and increasing effort 10 fold.

There are literally THOUSANDS of sales coaches and trainers in the world today.

Here are a few of the folks I respect and follow. Some are calling for sales a "revolution".  A few pitch themselves as 'rebels', "Leading the Sales Revolution":

All are passionate and committed to their specialty contributing great content to the realm.

But -

EVERY SINGLE PIECE OF SELLING ADVICE IS MISSING THE POINT.

I'm not recommending the current sales training and consulting efforts are not valid.  I'm just saying there is so much more that can be done to 'save the industry'.

Of Smoke and Ice -

"Speeds, Feeds, Quota's, Commissions, Solutions. They're all just spokes on a wheel. This one's on top, then that one's on top. And on and on it spins, crushing those on the ground."



The sales revolution is an insidious movement because it is based on truth. Bad sales skills, low motivation, poor relationship building, aggressive attitudes, boring pitches, tedious corporate introductions, and unoriginal talk tracks, are real, yet each a  SYMPTOM of the sickness, not the cause -  - indeed, going to war against "bad selling practices" amounts to self-hate.

We're revolting against the wrong enemy.

The Real Monster -

"Xerox, Canon, Ricoh, HP, Lexmark. They're all just spokes on a wheel. This one's on top, then that one's on top. And on and on it spins, crushing those on the ground."


The idea is simple, the mission tragic - manufacturers' selling models must be taken down, defeated.  While we fight among ourselves over who can save selling, the real archenemy plods forward, assimilating more and more into its ranks.

Break The Wheel

WE DON'T NEED A SALES TRAINING REVOLUTION, WE NEED A REVOLUTION AGAINST THE ESTABLISHMENT.

It's the OEMs who push equipment quotas down the channel, and not just copier OEMs - every manufacturer has the same, Materials Resource Planning (MRP) based systems.

The model utilizes the following:

  • MRP based quotas
  • "Fear Uncertainty and Doubt"
  • Purposely confusing and ever-shifting, commission plans
  • "Kill it and Grill it" mentality
  • Adversarial Selling construct 
  • "Where there is a mystery, there is margin"
  • "67% of salespeople do not reach quota"
  • Features and benefits of training
  • Solution Selling
  • Sales Techniques...
A real Revolution(with a capital R) doesn't attack the symptoms, it takes on the creators of the Wheel. The hierarchies are organically crumbling, digitally transforming - gravity is drawing the towers down, but they fight.

As long as we continue to harp on old-fashioned ideas, as long as we concentrate on "new", non-standard training topics, we keep the chaos going - and that's just fine with the zombie kings. The dusted-off,  selling retreads are like 'opiates for the masses' keeping the "little people" hypnotized in their insecurities.

Do you want to lead a true revolution?  Then revolt against:

  • Stodgy commission structures
  • Outdated quota schemes
  • Product-based, solution selling
  • OEM dogma
Are you a self-proclaimed leader of the revolution?  Then:

  • Produce videos telling the establishment to stop pushing old-fashioned ideas and programs.
  • Write articles outlining the challenges of terrible infrastructure and processes.
  • Establish standard, salary influencing, and sales training certifications.
Embark on the battle between independent selling professionals and corporate structures - it is time.

Unfortunately,  this two-dimensional skirmish is nothing compared to what's coming.  The next titan of turbulence holds enough power to wash away 50% of the sales universe.

Tuesday, February 12, 2019

Conversations with Your Prospects: Is Your #MPS #Sales Approach Missing the Mark?


My name is Greg Walters and I’ve worked in the technology sector since 1988. I've sold and configured and installed networks, accounting software, servers, PCs, laptops, manufacturing systems, corporate identity programs, copiers, EDM, BPO, Scan/Fax/Print, managed print and IT services.

Since 2007, I’ve helped providers build managed print practices, more importantly, I’ve assisted corporations (your prospects) design, build and implement self-managed MPS programs. I’ve been shoulder to shoulder with my clients (your prospects), in Canon, Ricoh, Lexmark, HP, Staples, Xerox and dealer MPS presentations. I’ve seen the best manufacturers have to offer and helped my clients choose the right partner. I’ve also been privy to the conversations and critiques from clients after each vendor presentation – I’ve heard some pretty enlightening things.

Whatever category the dealership falls into – copier, MPS, Managed IT—and whether the job title reads account representative or Vice President of Sales, these mistakes were made by the most seasoned MPS representatives.

Read the rest, here.

Contact Me

Greg Walters, Incorporated
greg@grwalters.com
262.370.4193