It’s no joke, selling hardware without a solution or multiple solutions as part of the sale in this day and age is a blast from the past and harkens back to the days when the document imaging industry was a box movers paradise.
That was pretty much the modus operandi back then, but today it’s frowned upon unless you’ve got an OEM breathing down your neck about hitting your monthly or yearly quota.
But I’m not here to talk about quotas or the good old days of hardware-only sales, I’m here to talk solutions.
Solutions have become serious stuff and in many ways have become overwhelming in the number of chooses available. Indeed, it’s become increasingly difficult to tell all of the solutions players without a scorecard and just when you think you’ve got it all figured out there’s a merger or acquisition, or a new player joins the solutions team, or somebody drops out of the picture altogether having found it’s difficult to capture the hearts and minds of the document imaging dealer who is inundated with OEM and third party solutions.
As luck would have it solutions is the theme of the month in ENX and ENX/The Week in Imaging in October. “Solutions Making a Difference for Dealers” is the main feature in this month’s print edition while our good friends at BLI have been kind enough to provide us with solutions-oriented content that will appear throughout the month in our newsletter and on our Website. When it comes to solutions, BLI has its fingers on the pulse of what’s happening and does a terrific job of placing the many solutions on the market in perspective in their various blog posts and reports.
I think you’ll enjoy the feature article in this month’s issue of ENX mainly because it reveals some of the OEM-developed and third-party solutions preferences of your peers in the industry. And don’t forget to follow that up with the BLI solutions content in our newsletter. There’s still a lot to learn on the topic.
Thanks for reading.
