ECM Articles

  1. The Critical Diversify Or Die: Move Into MPS
    4/21/2014

    This office supply company’s foray into managed print services (MPS) brought in a new, multimillion-dollar, recurring revenue stream that’s offsetting its shrinking office products business and positioned it for growth.

  2. Convert Break-Fix Customers To Managed Services Through MPS
    2/13/2014

    Addressing a community health center’s printer, copier, and fax environment with a managed print service (MPS) contract was a key prerequisite to selling managed services.

  3. Financing Options Your Customers Will Love
    1/17/2014

    Solutions providers share how they handle customers who need to finance projects and how it reinforces their role as a trusted advisor.

  4. How Selling Managed Print Services Protects Your Business
    9/16/2013

    This MSP’s (managed services provider’s) decision to become MPS-certified paid off when it landed a six-figure project with the Major League Baseball (MLB) Network.

  5. Why Now Is A Good Time To Take A Second Look At Managed Print Services
    7/18/2013

    Not only is selling managed print services (MPS) a good way to earn incremental and recurring revenue, it’s one of the best ways to keep competitors away from your customers.

  6. Who Else Wants To Increase Profitability?
    6/18/2013

    Whew! What a month it’s been. Since I last wrote this column, I’ve done a bit of traveling, written a fair amount, had tons of phone calls, and done a lot of reading. Despite the variety of tasks, there was a common theme that presented itself. One that is directly related to you.

  7. The Road To Survival Is Challenging, But Profitable
    5/20/2013

    I’ve been writing for a while now about taking the important and necessary action of expanding your line card beyond the core technologies you currently sell. Never has there been a time when this was more important. Evaporating margins are one thing, while increased competition is another. In either case, many reading this article need to change their businesses to survive.

  8. A Marriage Of Technology & Profitability
    3/19/2013

    Historically, our annual Partner Program Insider serves you in two ways. First, we give you a helpful overview of the most significant trends in key markets. Second, you’re presented with information from many vendors and distributors about their partner programs and key offerings should you decide to take advantage of the key trends in those markets.

  9. How MPS Creates An MFP And Printer Sales Advantage
    11/13/2012

    By showing the value of managed print services (MPS), an imaging and information services provider wins a large MFP install with a similar MPS printer deal to follow.

  10. 4 Mistakes That Could Make You Look Dumb In 2013
    11/13/2012

    What an exciting time to be a VAR, integrator, or MSP! Sure, there are a lot of changes occurring — both from a technology and vertical-specific perspective — but the bottom line is that whoever is willing to adjust to the changes is going to reap the rewards. Following are some mistakes (or examples of not adjusting) that can threaten your business in 2013.