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12/6/2011
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Stop Selling and Start Storytelling: The Secret to Success in Winning MPS Deals
To be successful in selling an MPS program, you need to be a storyteller, someone who can inspire the customer to make an emotion-based choice of competency to deliver over the cost to acquire. Telling a good story is why successful MPS salespeople, whether from small or large players, win big deals – often at higher prices too. So for those who want to become the “Pied Pipers” of their territory, Robert Newry offers three fundamentals to get you going.
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Are There Opportunities in Researchers’ Claims That Printers Are Security Risks?
Last week, news broke that Columbia University researchers found a security vulnerability in certain HP LaserJet printers. The story, reported by msnbc.com, seemed a bit sensationalized, what with its claims that millions of printers could burst into flames, but if the researchers’ findings are correct, the security flaw is definitely a serious issue. We all know that printers are no longer just printers. They store important – perhaps sensitive – information. End users may not be aware of the potential hazards an unsecured printer could cause, but here is the opportunity for managed print providers to step in, secure the network and secure the customer.
Sponsor
New This Year—2012 Lyra MPS Forum—$299
Wednesday, January 25, 2012, 12:30-5:00 p.m.
Rancho Las Palmas Resort and Spa, Rancho Mirage, CAThe inaugural Lyra MPS Forum is a half-day event that joins together Lyra’s leading managed print and hard copy industry analysts and business partners with MPS solution providers and end users to discuss maximizing MPS engagements and seizing untapped opportunities. Contact Sandy Tobin at 617-454-2612 for information. Click Here!
Product Profiles
Kyocera Mita FS-1035MFP/DP and FS-1135MFP
Kyocera Mita has refreshed its entry-level A4 monochrome line with the launch of the FS-1035MFP/DP and FS-1135MFP, which replace the FS-1028MFP/DP and FS-1128MFP. The new FS-1035MFP/DP is a print, copy and scan device, and the FS-1135MFP is a four-function machine that adds fax capabilities. Like the FS-1028MFP/DP and FS-1128MFP, the FS-1035MFP/DP and FS-1135MFP are relatively bare-bones devices that are aimed at small to medium-size workgroups.
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