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Book Review: The Trusted Advisor

Our industry — both reseller and vendor executives — would benefit if we all followed the principles outlined in The Trusted Advisor  by David Maister, Charles Green, and Robert Galford. Successful channel companies try to help their clients; mediocre companies are just pushing products.

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EXECUTIVE COMMENTARY

  • 3 Tips For Selling Printing Solutions To Healthcare
    3 Tips For Selling Printing Solutions To Healthcare

    The healthcare business is becoming increasingly complex. Providers are being asked to deliver quality care, ensure patient safety, and improve operations in an environment where costs are soaring and reimbursements are dwindling. On top of all of those demands, healthcare organizations are undergoing a major reform resulting in more intricate processes throughout their institution. 

  • The Top 3 Things To Look For In A Partner Program
    The Top 3 Things To Look For In A Partner Program

    IT distribution isn’t just about products anymore — there’s an increasing focus on leading with services and solutions to drive results. Distributors are going beyond their name and becoming trusted advisors to resellers.As part of this evolution, it’s more important than ever to develop strong relationships in the channel and engage in events that provide collaboration, networking, and education. Every recipe for success looks different, but here are a few things to consider when looking for a partner program.

  • What IT Channel Executives Can Learn From Legendary Basketball Coach John Wooden
    What IT Channel Executives Can Learn From Legendary Basketball Coach John Wooden

    The legendary John Wooden, arguably the greatest basketball coach of all time, once said, “Never confuse activity with accomplishment.” Whether you’re a vendor or a reseller, that statement resonates — because one of the most difficult aspects of managing a start-up is dealing with the excitement level of the new venture and reining in the tendency to believe that activity for activity’s sake is critical at all times.

  • Nobody Wants To Be Your Guinea Pig
    Nobody Wants To Be Your Guinea Pig

    Testimonials can show you are an established, successful solutions provider.

  • Copier Plus VoIP Can Equal Business Growth
    Copier Plus VoIP Can Equal Business Growth

    Many businesses in the channel are considering strategic partnerships, and the addition of VoIP capabilities to a copier business can result in a win-win.   

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WHITE PAPERS & CASE STUDIES

  • Omaha Bank Reduces Costs And Generates New Revenue Streams With OPEX

    This OPEX case study takes a look at First National Bank of Omaha (FNBO), an organization that processes a high volume of transactions for its customers and made the decision to invest in technology that could help automate its operations and reduce manual labor costs.

  • Accelerate EMR Application Development Using Imaging Tools

    This white paper from Accusoft takes a look at the value of adding third-party tools for handling images to your current EMR system. Third-party tools allow you to add advanced features while speeding up development, thus reducing costs and getting your product to market sooner.

  • Top 4 Challenges When Viewing Documents In The Cloud

    This white paper from Accusoft takes a the top 4 challenges that users face when viewing documents stored in cloud-based systems, such as content management systems, engineering drawing repositories, or technical publication libraries.

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FEATURED PRODUCTS

  • HP LaserJet P4515x
    HP LaserJet P4515x Experience legendary reliability and consistent print quality at incredible speeds of up to 62 pages per minute (ppm)—the latest advancements in HP toner technology make it possible.
  • Total Managed Print
    Total Managed Print The OKI Solution providing the most comprehensive, end-to-end, managed print services solutions — whether you're just getting started or seeking to expand your existing MPS model.
  • Panasonic KV-S4065CW High Speed Color Scanner
    Panasonic KV-S4065CW High Speed Color Scanner Panasonic's ToughFeed paper feed mechanism makes the Panasonic KV-S4065CW the solution to your document scanning needs. The Stapled Document Detection virtually eliminates stapled documents from being fed, the double-feed prevention system employs an ultrasonic sensor that detects the double feeding or originals during scanning and the Load Detection circuit allows the document hopper to automatically adjust its position to ensure reliable paper feeding.
  • INVOICES 5-5
    INVOICES 5-5 Can your company afford the traditional, manual handling of supplier invoices? It is a slow, costly process. With the tools and systems for electronic invoice processing available on the market today, you can lower the costs by 30% or more.
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MULTIMEDIA

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