#ArcDrive Does Not Do Trials. You Shouldn't Either.

Something has been on my mind for a week or so regarding sales. (go figure)

The Free Trial.

Do you send a fully configured copier to a prospect as a trial? The practice was common back in the day and carried a close rate in the high nineties. I don't hear about trials all that much anymore - I mean, who hasn't seen how a copier works?

The other day, we had a request for a 'trial version' of #ArcDrive.

We won't do trials, we don't do trials. Why would you ask for one when the investment is less than 0.001 percent of your total revenue - why are you hesitating?

I know why.

New to Copier Sales: What is Convergence?

There are probably a few terms you hear thrown around these days in the copier industry: “Transformation,” “digitization” and “disruption” are common ones. Another one you’re probably starting to hear a lot more of is “convergence.”

Convergence has a few definitions, but the one most applicable to our industry is “the merging of distinct technologies, industries, or devices into a unified whole.”

Impressive.

FOR IMMEDIATE RELEASE

August 1, 2019
Contact Greg Walters
262-370-4193 or greg@grwalters.com

Greg Walters, Inc. announces ArcDrive – RTS

Easily manage stand-alone output devices and support paper to digital workflows in a remote office/retail locations.

Oconomowoc, Wi. – Adding to the ArcDrive armada, Greg Walters, Inc. announces ArcDrive – RTS.

ArcDrive – RTS is a small device that connects, non-networked devices that support remote indexing and scanning.

Many organizations have remote offices or retail locations that may not be connected to a wide area network. Managing output devices and converting local documents into indexed, digital files from these locations can be costly and hardware intense.

The ArcDrive - RTS payload carries three components:
1. ArcDrive Browser Based Indexing (BBI) allows indexing with barcodes prior to scanning
2. ArcDrive On Demand Sync Folder (ODSF)
3. ArcDrive Data Collection Agent (DCA)

“ArcDrive - RTS brings innovation to the imaging channel by making it easier to monitor remote, stand-alone locations,” said Greg Walters, “ArcDrive - RTS is a front end for document capture and indexing. This is a great solution for remote office or retail locations.”

The ArcDrive models:

ArcDrive
Precision designed appliance supporting advance capture, and managed print services.

ArcDrive – SX
Precision designed appliance with advance capture, on-prem or cloud repository intelligent document workflow, and managed print services.

ArcDrive - RTS
Manage satellite offices, printers, and provide remote capture and indexing.

ArcDrive is easy to use, affordable and establishes providers as an integral part of their customers' business process.

Visit TheArcDrive.com or reach out directly at greg@grwalters.com.

MPSA webinar, "MPS What Went Wrong?"

I just attended the MPSA webinar, "MPS What Went Wrong?"

Gleaned Tidbits:

1. Comp plans helped kill MpS. It is more difficult to sell MpS when working within a copier-based comp plan. Why don't reps receive residuals on MpS contracts? If you say, "they'll stop selling..." you've got a hiring problem as well as an ineffective compensation plan.

2. Although there is a global decline in output, the panelists, are not seeing a big decrease in the SMB. Actually, some SMBs increase output with new MpS engagements.

3. Not much has changed since 2011. This is my personal observation. Although the panel consisted of some of the brightest minds in MpS, the subject matter was a product of some sort of time loop. We could have and may have, hosted an identical webinar back in 2012. What does this mean? It could reflect new players in the MpS realm or it could mean that few folks jumped on the MpS train back in 2009, or MpS is still elusive.

What is my big take-away????? 

greg@grwalters.com

#ArcDrive: Thirty Day Report

TeamArcDrive.

#ArcDrive has been alive for a month, launching June 6, 2019.

We planned on measuring interest after the first 30 days to gauge moving forward or if nobody responded, scraping the idea completely.

We did not expect to sell any units in the first 30 days for two reasons:

1. We didn't know if the concept of #ArcDrive would resonate
2. We did not have logo-plates designed or manufactured(no, really. We didn't want any #ArcDrives to go out without proper logo's)

The good news is, interest is going through the roof.  But as you all know, 'interest' doesn't pay the internet bill, does it?

Some interesting process innovations, realizations, and milestones in the first 30 days of existence:

• We've sold units.  
• Team ArcDrive is solidified and growing.  
• Thirty days ago, our innovation path included adding to the #ArcDrive payload in Q1, 2020.  Instead, we're adding to the solution stack in Q4, 2019.
• Interested dealers are nudging us into "up-scoping" #ArcDrive - so we've added an entire EDM module while maintaining affordability.
• We've come to realize that our offering is a new category in the internet of things realm in both the 'fog' and 'edge' computing layer. (Google it)
• Validation of #ArcDrive's supporting belief that "the big are getting bigger, pricing the independent dealers out of SMB advance capture/EDM solutions.' (Ricoh/DocuWare)
• Validation that dealers and their sales team are comfortable talking about business solutions that reside on the physical plane, not the ethereal.

I guess I could go on...but I won't

Email me.

Let me get the team together so we can discuss how defiant #ArcDrive will help you "Protect your Base, Establish Income Streams and Increase Monthly Recurring Revenue."

Enjoy.

Training: Let It Begin Here

#ImagingChannel, wanna talk about sales training? I know you do...

#ArcDrive sales training is not about the product, our sales training is about solving business problems.  Yes, I know that's what you tell the new copier salespeople but you still expect 2-15 units sales a month.

I know you've heard about solution selling for years; your OEM wants you to sell his equipment so he trains you about his embedded apps and calls it a 'solution' - but the great, big machine with tiny app's is not a solution, it is a boat anchor.

When the big document management companies train your sales team, is it a product show? - "this is how you index a document...this is how a workflow is designed...see how easy it is for us to read a hot folder..." or a "how to solve business problems" show?

Don't get me started on Managed print Services sales training - the mission and vision were lost back in 2010. ( https://lnkd.in/gaByXsG )

Because #ArcDrive converges multiple disciplines, our sales training process is not about "keystrokes" it is about selling answers to real business problems.

Owners, do you understand? Do you have the eyes to see the #ArcDrive difference?

It's right there.

#Ricoh/DocuWare: Another Reason for ArcDrive

I've been kicking around ideas for a response to the Ricoh/DocuWare situation which is similar to the DEX/Staples maneuver, which is like the PrintFleet/FMAudit/PrintAudit/ECi thing, which smells like the Kyocera/DataBank(OnBase) that reminds me of the Ricoh/Ikon and HP/Samsung spectacles.

Lot's of copiers dying out there.

I know dealers that sell DocuWare, but are HUGE KM providers. Huh, how's it feel knowing your DocuWare clients woke up one morning as Ricoh customers? Yeah, hurry up and become a Ricoh reseller. Really?

Is your prospect an OnBase candidate? No problem, just forward the company name, and contact information over to your OEM, they'll qualify, design a solution, present, close and send your pittance. Congratulations, you are now a sales force for your OEM. Resistance is futile.

Do you like your DCA? How are those Windows updates working for you? And didn't somebody, somewhere say, "nothing will change".  How's that rate increase feel? No biggie, just switch to one of the other DCA's.  Oh...yeah...nevermind.

#ArcDrive: Interview on P4P Hotel with Art Post

Art Post was one of the first people out on the internet, writing and posting content around copiers and copier sales.

His site, P4P Hotel is an industry standard.

It is always fun to catch up with Art and talk about the old days.

I am thankful for his friendship over the years and honored by his interest and this interview.

###

If you follow industry press releases like me then you're aware that the King of MPS aka Greg Walters recently released his Arc Drive. Yes, I was curious as to what is the Arc Drive and what does it do?

A few nights ago Greg and chatted about Arc Drive and below is how our chat went.

Art: Hey Greg, okay first question for you, where the heck is Oconomowoc, Wisconsin?

Greg: It’s in between Madison and Milwaukee in lake country. A quaint town, there are 12 bars within a square mile or so. I occasionally write about the town, https://ocondomowoc.com/

Art: Is an Indian word that’s used for your town?

Greg: Yes, that’s right.

Art: Do you know what that translates to in English, I’m betting it means land of managed print, right?

Read the rest, here.

Eddie Murphy - 1982

Would this be as funny today?

#ArcDrive Event June 18, 10Am - 11AM Pacific Time.

Learn more about ArcDrive.

"ArcDirve: The ultimate sophistication"

ArcDrive is affordable, simple to sell, easy to install and a breeze to use.

ArcDrive helps dealers defend their base, add streams of income and enhance repeatable revenue.

ArcDrive is the convergence of managed print services, advance capture, and intelligent workflow tools, embedded in a secure appliance.

#ArcDrive, seven days after introduction. What's the word, so far?

So far, the word is positive.

We’ve conducted multiple demonstrations (an average of three per day since the rollout).

We’ve had interest from all over the country and across the globe (Dublin, South Africa, and Namibia).

Although not all meetings and discussions were perfect, overall feedback is very impressive. Just like you, I ask a few assessment questions at the beginning of a discussion.

This is a sample of what dealers are saying at the very beginning of our meetings:

Become #ArcDriveCrazy

"Here's to the crazy ones, the misfits, the rebels, the troublemakers, the round pegs in the square holes... the ones who see things differently 

-- they're not fond of rules... 

You can quote them, disagree with them, glorify or vilify them, but the only thing you can't do is ignore them 

-- because they change things... 

they push the human race forward, and while some may see them as the crazy ones, we see genius, because the ones who are crazy enough to think that they can change the world, 

-- are the ones who do."

Be an ArcDrive Crazy.