Function4

There’s a 60-year-old Peanuts comic strip that really speaks to the age of data analytics. In the strip, Linus is poring over some of the more telling numbers behind the ineptitude of Charlie Brown’s baseball team. “I think you’ll find,” Linus prefaced, “that (the statistics) say Read More

Today’s trivia question: When it comes to margin management, how high up the executive tree does this conversation go when deviating from the original marching orders? Does it start from the very top, or is there a direct line through sales/service managers, COO, vice president Read More

At a time in business when the sale of bread-and-butter offerings such as copiers and MFPs have been severely curtailed by COVID-induced conditions, dealers may be seeking to supplement their revenues by branching into ancillary offerings or even products that are far removed Read More

From discovery to implementation and client training, from setting expectations to delivering on promises, implementing workflow solutions calls upon the dealer, client and the software/hardware solutions provider to be in sync. Brad Yocum, market manager for Function4, Read More

OK, so you’ve sold a workflow solution to the client. That was the easy part. Now the nightmare can begin. Did we say nightmare? We meant to say implementation. When a project ushers in various departments within a client’s operations, it can sometimes lead to miscommunications, Read More

As you prep the steaks and marinate the chicken for the grill this weekend, we offer you a breezy look at some of the challenges sales reps experience in peddling workflow solutions, as part of our July state of the industry focus. Let’s be honest, an account executive (by Read More

Listening is often a lost art form. Sometimes, we get so caught up in what we know and believe without really giving a different viewpoint the attention it deserves. Look no further than the current political climate; we’d be hard pressed to find a juncture in recent memory where Read More

In our previous look at vertical-driven business, we examined the art of developing competencies within a given set of market spaces. This time around, we’re asking our panel to provide a glimpse of what the vertical market approach may look like going forward. For CPI Read More

How does a dealership like Kelley Imaging Systems of Kent, WA—or any dealer for that matter—employ sales reps that have some specialization in certain vertical markets, but can talk the talk of a given market space without having a majority of its business in any one or two Read More