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Wednesday, September 24, 2014

What Will Happen to Managed Print Services When Aliens Land on Earth?

9/2014

Long ago, before the Star Wars Generation grew old, people who discussed alien planets, time travel, robots with brains, or life created in a petri dish would be labeled as "off", "introvert", odd, strange, socially awkward, clumsy, etc.

Not today.  Today, it's not so geeky to talk about anything in the context of science fiction.

Signs -

In the 2002 movie "Signs" Mel Gibson plays a reverend who after losing his wife, rejects God and Faith.  Aliens play cat and mouse for a few days utilizing crop circles as navigation symbols.  The invasion is concentrated around these designs; Mel's family lives on a farm and has recently been a victim of other worldly graffiti.  As more and more indicators reveal themselves families begin to suspect the worse.

The movie is a tapestry of past, present, and future events all woven together leading to the ultimate ending where all the pieces fall into place; hindsight is 20/20.  Everybody saw the signs, but nobody put them all together until the very end.

With this in mind I pose this question with all seriousness and grace - in a cold and analytical manner:


Do you See The Signs?

If not, let me point out a few of the Crop Circles in our cornfield:
  • Recharger: Gone
  • Lay-offs: Prevalent, secular
  • 3D Printing: The latest 'Adjacency' does not make marks on paper
  • IBM sells off Servers - "...its the Cloud, stupid..."
  • Dealers offering Coffee and Water Services - no, really, its true
  • Old Content - We're telling each other the same thing again and again, expecting new results
  • Self-implemented MpS engagements; fewer clients need our services
  • MIF reductions - If your numbers are up, you're simply trading MIF with a competitor
  • Financial: Sharp, Panasonic, Kodak, HP - if the exchange rate wobbles, look out
  • Show attendance:  ITEX, Recharger, BTA; each was much bigger than they are now
  • Paper plants closing: International Paper announced the closure of one of its biggest plants in 2013 - primary output was 8.5x11
  • IBM sells off SDN - googlitize it
  • IPad: Almost as many sold as cases of paper, just kidding, but you get the point
  • E Signatures - from car loans, to insurance forms, to lease payments everybody is doing it except you
  • Google sells off Motorola - patents more valuable than the hardware
  • Kids these days - all Thumbs and not a newspaper to be seen
  • Lawsuits - desperation; it's like hoping for a penalty when you are down 3 points, late in the game.
There Are Two Groups -

"People break down into two groups when they experience something lucky. Group number one sees it as more than luck, more than coincidence. They see it as a sign, evidence, that there is someone up there, watching out for them. Group number two sees it as just pure luck.

Just a happy turn of chance.

I'm sure the people in Group number two are looking at those fourteen lights in a very suspicious way. For them, the situation isn't fifty-fifty. Could be bad, could be good. But deep down, they feel that whatever happens, they're on their own.

And that fills them with fear. Yeah, there are those people. But there's a whole lot of people in Group number one.

When they see those fourteen lights, they're looking at a miracle. And deep down, they feel that whatever's going to happen, there will be someone there to help them. And that fills them with hope.

See what you have to ask yourself is what kind of person are you? Are you the kind that sees signs, sees miracles? Or do you believe that people just get lucky?"

Or, look at the question this way: Is it possible that there are no coincidences?"

"Swing Away, Merrill"

What signs are you ignoring?  Do you see crop circles, but blame the "kids down the street" for little late-night shenanigans?

Is it a coincidence that International Paper is shutting down paper plants, that HP refers to IPG as the "once cash cow", newspapers and magazines shift away from print, that industry show attendance dwindles, MIF falls off lease, and dealers now provide toner and coffee services, all while hardware margins shrink?

It's not so cryptic. The more difficult conundrum is figuring out which group you're in...

"Do you believe it because it's true or is it true because you believe it?"


Tuesday, September 23, 2014

#Managed print Services - TheDeathOfRelationship Selling

Original post, 10/3/11



"...Now and then I think of all the times you screwed me over
But had me believing it was always something that I'd done
But I don't wanna live that way
Reading into every word you say
You said that you could let it go
And I wouldn't catch you hung up on somebody that you used to know..."

All those original MPS Engagements are about to come up for renewal soon, aren't they?  Or do yours all have auto-renew's? Nice.

Are you setting yourself apart and building value into your relationship?  Or are you screwing them over, blaming them?

They'll figure it out, waking up one day and making you 'somebody that they used to know...'

MpS'es I speak with report a customer retention rate of 99.9999%, mentioning their depth of client relationship as one of the supporting pillars.

Relationships. That's what it is all about - but how do you define a "relationship"?

Quarterly Business Reviews? Weekly client meetings? Lunch and learns? Bondage and Rapport? "Nice Fish".  That was then, this is Now.

-- Read the Rest Here --





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Monday, September 22, 2014

Stop Doing These Four Things & Sell More Managed Print Services




Selling managed print services and managed services is not brain science, it's more like Rocket Surgery.

What year is this, 1989?

Maybe you know of these, maybe not.  The point is, I'm hearing more and more about how the better MPS selling organizations are replacing failed existing MPS engagements.  The losers are not covering the basics like toner delivery, prompt service and correct billing let alone workflows and business acumen.

As always, these are my views and mine alone - take 'em or leave 'em.

Sunday, September 21, 2014

The Death of the Internet, Paper...and Single Payer Healthcare

9/2014

Yosemite is internationally recognized for its spectacular granite cliffs, waterfalls, clear streams, Giant Sequoia groves, and biological diversity. Almost 95% of the park is designated wilderness - most visitors focus on the seven square miles of the valley.  If you haven't seen the valley from Tunnel view, you should.

For all its rough exterior and dangerous trek possibilities, I was amazed at the ease of access to almost every waterfall - paths have been constructed suitable for wheelchairs.

When Apple released the iPhone 5Si the A7 chip set immediately attracted our attention - in essence, the A7 promised delivery of transparent connectivity between all (Apple) devices AND capturing sensitive data in the device - NOT THE CLOUD.

When I open an email on my iPhone, my MacBook knows and I can continue to read it on the laptop...or tablet; they are all connected.  That means, when a call comes into my iPhone, I will be able to answer on my MacBook;  I'll check voicemail, on my iPad.

When texting from my iPhone, I'll be able to attach voice and video to the IM and regulate how long that message exists - it will self-destruct in three minutes or exist forever.

As far as security, all our information, passwords, credit card numbers, bank account information would be held on our personal devices behind security hardware and fingerprint scanners.

By connecting to other devices directly thereby utilizing them as sensors, the iPhone is positioning to become the nexus of all things connected.

"One word, kid, apps..."

The connectivity of everyone is impressive, but that's just a fraction of the story; the key has always been the software.  Today we buy 99 cent solutions to our million dollar challenges, in the near future, we will all simply write our own apps as we need.

The Shape of Things to Come (respect to TR7), a list of the next hierarchies to transform - enjoy:

The Death of Nationalized Healthcare -  In this new walled garden, we control our health from blood sugar monitoring to the latest cancer treatment.  But here is the kicker, with smarter devices connected privately to whoever we want, without 'cookies', our health data is ours.  We won't need 'clearing houses' or central databases to store immunizations history.  What's more, a great percentage of diagnosis equipment testing labs will be obsolete.  If you stop and think, it is easy to see.

The Death of the Search Engine - We search the mesh directly, not up and down

The Death of the Internet - who needs the internet when all devices connect through a web of personal servers.

The Death of Apps - We will write our own, ad-hoc

The Death of the Internet of Things - Connected people, not things

The Death of Spreadsheets - BI is an app that connects to billions of other apps/sensors

The Death of Cell Services - The Mesh will carry voice and video

The Death of Cable Companies - We are the Cable Company

The Death of ISP - No need for an internet service provider

The Death of VoiP - Just as homes are getting rid of the phone-on-the-wall, so to shall B2B

The Death of MSP - Self-healing systems, simpler and easily affordable(free) technology

The Death of Paper - Information moves faster than print

The Death of Hierarchies - everything will flatten

The BIG Transformation - The Death of Hardware

The Convergence is progressing to a point where our decision processes will be supported by software/apps instantaneous and dynamically.

Apps are nothing more than thoughts frozen in time, converted into repeatable algorithms, manipulating a stream(or streams) of inputs. The old ways meant this processing was static - the algorithm doesn't change directly.

This too, shall change...

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Saturday, September 20, 2014

DOTC Prime - TheDeathOfTheConsultants

...this is a rant...good for the soul...from July 6, 2013

During the first 12 months, of our incorporation, we've explored the many nooks and crannies of a sector of our niche typically haunted by trainers, coaches, advisers, analysts, gurus, sages, and prophets.

Often, when we attempt to tell people what it is we do for a living, we get one or more of the following responses:

  • "Oh, you must be consultants like Photizo..." - understood, but no.
  • "Oh, you work with end-users, helping them weed out MpS programs..." - goodness, no.
  • "Oh, you're trainers like Strategy Development..." - nope.
  • "Oh, you're providers like Preo..." - huh?
  • "Oh, you're an MpS Practice, like OnePrint..." - sorta, only not.
  • "Oh, you're analysts like IDC..." - not even close.
  • "Oh, you're recruiters..." - again, sorta, only not.
  • "Oh, you're writers..." - isn't EVERYONE?
These responses make sense because folks think of us as people who have answers. To be fair, with a combined 40 years in this nutty business, we easily slip into the consultant role.

Contact Me

Greg Walters, Incorporated
greg@grwalters.com
262.370.4193