Starting an office technology dealership focused on IT is sort of like learning to play guitar using Jimi Hendrix’s sheet music. But respecting the complexity of either discipline is the first step toward greatness. Shane Sloan was anything but a newbie in 2005 when he acquired Read More

At the onset of any given year, businesses in general can make projections based upon the trends of the previous year or years. Some developments are faster moving than others, yet as customers in the B2B space seek out ways to conduct business smarter, faster, more efficiently Read More

When a business disruption pushes the business community from its base of operations, communication takes on greater emphasis, which holds true with employees, partners, clients or other stakeholders critical to success. When the pandemic forced companies to resort to remote Read More

If the pandemic has taught Tarek Hafiz anything, it is that the ways and means of conducting business will continue to change over time as the needs of clients evolve. It is not that businesses are incapable of adapting to the sometimes violent changes that visit a given Read More

Having a business plan is one thing. Having a BDR program in place is another. But prior to last March, not one office technology dealer boasted a pandemic playbook. It seems life has that way of giving you the test first and teaching the lesson after the fact. And one thing we Read More

Let’s turn back the clock to 1998. In the basement of his home, wearing pajamas, sat Rick Lambert. He had recently resigned his position as vice president of sales for IKON Office Solutions, but now he was a cold calling machine, reaching out to various prospects and offering to Read More

What the pandemic has done to the business landscape, among other things, is to add a variable layer to the quest for finding and maintaining quality employees. The pool of competent, industry-specific applicants was quite thin at the onset of 2020, but with millions of people Read More

Watching and listening are two vastly underrated tools for success in business. But John Sheehan learned early in his career that forging a strong relationship entails a combination of both in order to truly understand their needs. “My first lesson from one of my early mentors Read More

Panasonic has decided to close down its business communications unit, which includes its document scanners and unified communications businesses, according to an email sent to partners. The email, from Carlos Osuna, head of the business communications business unit at Panasonic, Read More

As we work our way through the balance of a thoroughly unforgettable year, we take solace in knowing that while every business has its share of adversity and challenges, the global pandemic was a shared experience that impacted all of us in different ways. Solace, you say? Read More

When Jeff Wilson entered the office technology space in the late 1990s, he only had a cursory knowledge of printers and copiers. That mattered little, because Wilson knew people. Blessed with the “gift of gab,” the man knew how to work a room. He’d been surrounded by older, Read More

One might successfully argue that the six degrees of separation game has much in common with COVID-19 and 2020. As we canvassed a year’s worth of news, events, trends, changes, challenges and opportunities, all of them shared the same criteria: because of COVID. It would be Read More

Optimism abounds as we approach New Year’s Day. In a year marked by frustration, the changing of the calendar signifies an opportunity to begin anew with a fresh slate. In the world of business, few positions are compelled to lean more Pollyanna than pessimistic than the humble Read More

One of the nice things that come with the territory of being Bob Goldberg is knowing that his impact on the industry will be keenly felt by generations to come. In early 2015, the Business Technology Association (BTA) established the Goldberg Legacy Scholarship in his honor to Read More

People of a certain age can ironically recall our parents admonishing us to “Be thankful for what you have.” It was usually in response to our protestations about not getting something we wanted, and probably didn’t need. Clearly, it’s a subjective exercise; outside of the basic Read More