Feature Article: A Good Strategy Is The Foundation For Managed Print Success

By Gennifer Biggs, Business Solutions magazine.

While Liberty Business Systems has been offering some form of MPS for years, it wasn't until about two years ago that the solutions provider fully invested in the back end automation tools and sales expertise needed to support a complete MPS offering to a mounting number of customers. That meant an investment in a customer relationship management (CRM) tool, as well as printer-specific software to help monitor its customers' fleets on a proactive basis. Then, Liberty discovered it needed to think a tad differently about how it sold MPS. Sheldon Emil, director of business development at Liberty, shares his tips for making the transition to managed print without making many common mistakes.