The typewriter was still clicking away when the word processor was invented; the word processor was a better experience. This better experience caused the collapse of the typewriter sales and service model. The camera was still taking pictures on film when the digital camera was Read More

We have all heard the saying “time is running out,” yet many people fool themselves into believing they still have time. Why is this? It’s a case of procrastination or delusion. About ten years ago, I began talking with dealers regarding my vision of managed IT services. In those Read More

Marketing has no power over remarkability. Why do so many organizations fall victim to the new competitor who, through their remarkability, delivered a better experience? And why do so many organizations spend more on marketing than their remarkability? Or why do all Read More

Do you ever wonder why, during a dying industry, or the collapse of a deliverable, many continue selling themselves on their relevancy while their evacuating customers define them as irrelevant? Think about this. Innovative organizations understand the importance in selling Read More

The continuing evaporation of customer excitement concerning copy and print is further driving its commoditization. Some in the “The Imaging Channel” will continue justifying a declining market in the same way other industries in decline do. They question the skill sets of their Read More

The old days of vendor complacency based on relationships are over. Today, customers put more value on their experiences, not only from the things they buy but those they engage in buying them. In a fast moving digital world, our customers can determine what they want, or believe Read More

Coming from a background in sales, and growing up in the imaging channel, I admit that saying “no” seems, well, stupid. After all, in the copy/print hardware world, if the price for a new product was a problem, you could always sell used. And if it wasn’t in the Read More

It seems many leaders get stuck waiting on buy-in during times of disruption–a term I define as a fearful leader’s excuse to remain status quo. Leaders who always chase buy-in have the wrong team or don’t understand the importance of job descriptions. It seems that many Read More

Some managed service providers (MSPs) believe that giving things away will lead to sales. Why do some MSPs give away technology assessments? Who was the consultant that charged these service providers a fee and then told them to give away their services? Or was this decision Read More