Editors Blog

The vast majority of devices serviced under MPS contracts are toner-based A3 and A4 units. MPS providers expect that to continue for the foreseeable future, but all agree that their programs Read More

Xerox unveiled a new portfolio of printers and MFPs to press and analysts at its New York City offices on Wednesday. The announcement is significant, and not just because Xerox says it’s the Read More

Earlier this year, Service Leadership released the results of its The Future of Best-in-Class MSPs surveys. The company, which provides solutions to help managed service providers (MSPs) maximize Read More

Make no mistake: The managed IT services business is very different from selling printers and copiers. The sales approach is more consultative with a much longer timeline to close, most likely Read More

Epson America has been a leading proponent of inkjet printers in business, and its Workforce line has gained a foothold in small businesses and home offices. On Monday, the company introduced two Read More

Solutions selling has become the central theme for document imaging companies looking to regain growth as print volumes decline. That includes large manufacturers like Canon USA, which spent a Read More

The ability to excel in a specific area can give dealers an advantage when selling managed IT service. Specialization might include a vertical market, an application or technology, or a Read More

On Wednesday, Brother International beefed up its business-class lineup with the introduction of new color laser printers and all-in-one multifunction color (MFC) devices. The announcement Read More

Graphic arts is expected to be a significant growth market for wide-format digital printers. However, the most capable systems are too expensive for customers with mid-range budgets and needs, Read More

Most dealers find the sales process for managed IT services a challenge. Selling them requires a much more consultative approach, and it can take months to get a signed contract. To be successful Read More

The production print market can be competitive, so dealers might win or lose opportunities depending on how well they add value to their customers’ production print operations—for example, by Read More

Konica Minolta recently sponsored the webinar, Transformational Tech: Building Your Workplace of the Future. Dan Schawbel, partner and research director at Future Workplace, an executive Read More