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Jennifer Matt

Jennifer Matt is the managing editor of WhatTheyThink’s Print Software section as well as President of Web2Print Experts, Inc. a technology-independent print software consulting firm helping printers with web-to-print and print MIS solutions. You can reach her at jen@whattheythink.com.

Recent Commentary & Analysis from Jennifer Matt

Displaying 1-24 of 209 articles

Print MIS Product Spotlight: printIQ

Published November 16, 2017

The Print MIS/ERP system is the foundation to your overall print business technology stack. It is the system that should run your business. Many Print MIS solutions have and continue to expand their support for a diversified printing operation. One of printIQ’s strengths is its approach to and the execution of a modular approach to supporting additional manufacturing processes

 

Solution Selling of Print: Find the Challenges Important to the Customer

Published November 15, 2017

The solution sale only works if you’re solving the problems that are most important to the customer. The race to find solutions often results in sales teams wasting tremendous effort solving the wrong customer challenges. When you first agree on the challenges and their importance to the customer – solution selling works.

 

Premium Content When to Buy a Different Print Software Solution

Published November 8, 2017

Purchasing new software is exciting; it’s full of potential, the vendors invest a lot in making the sales process enjoyable. This influences our reaction to when our existing technology gets hard or frustration – it can feel easier to quit and buy a different platform thinking that will solve all our challenges.

 

Fall in Love with the Problem

Published November 1, 2017

We are biased towards solutions when the most valuable thing we can do it clearly define the problem first. The tech startup world calls this innovator bias (falling in love with solutions) – there are always many ways to solve something, the more time you spend understanding the problem, the better chances of getting to the optimal solution.

 

Premium Content Boring Execution as a Differentiator

Published October 25, 2017

There is no magic innovation button, there is a boring execution button that can differentiate your business. Consistent execution on complex tasks is a path to profitability – checklists are a key tool to help you get there.

 

The Print Industry Education Gap

Published October 18, 2017

There is an educational gap in the print industry, our industry events are still centered around buying and selling equipment rather than preparing printers to compete in the internet age.

 

Premium Content When Your Print Business Workflows Create Unnecessary Artifacts

Published October 11, 2017

Everyone is talking about workflow automation; this article is about our attachment to artifacts of common print workflows. We have failed to upgrade our thinking beyond the “page” metaphor for sharing information and gaining agreement.

 

Building Your Business in the Age of Google

Published October 4, 2017

Are you interrupting a lot of people to find the few who are in need of your products and services? Or are you working very hard to be found by the customers that are actively seeking out your services?

 

Is Your Print Business Available Online?

Published September 20, 2017

What can your customers do online with your print business? How easy is it for your customers to do business with you? Are you asking your customers to use their precious time because your ordering process is inefficient and not available online?

 

Premium Content Identify Leadership Skills by Introducing New Print Software

Published September 6, 2017

Leadership is about embracing change as an iterative process of improving upon how your business operates. In modern times that equates to getting software to do more work for your business so your human labor can focus on higher-value activities.

 

Premium Content Sell Workflows That Result in Printed Artifacts

Published August 30, 2017

Print is an artifact of a business process/workflow. You should get very curious about the overall workflow so that you can provide more value than just the print. This is the path to embedding your services with a customer and increasing the areas where you can add value.

 

Premium Content Hidden Impact of Manual Workflows

Published August 23, 2017

A manual, labor intensive workflow makes your print business inefficient – that is obvious. The hidden impact of manual workflows is the impact it might be having on your customer services team’s growth mindset.

 

Premium Content Ask More Questions, Make Fewer Assumptions, Sell More

Published August 16, 2017

People buy workflows; therefore sales is a discovery process that reveals the challenges in their workflows that you might be in a position to solve. You have to ask more question and make fewer assumptions.

 

Premium Content How Well Does Your Staff Know Your Software?

Published August 9, 2017

We train on presses, we engage with the press vendors. We make sure operators are competent – why don’t we do the same for software solutions (especially Print MIS, production workflow, and web-to-print)?

 

Conversations on Print - Ep 3: Owning The Creative Relationship - Featuring Peter Gunning

Published August 4, 2017

Jennifer Matt talks with Peter Gunning, CEO of Grafenia about how owning the creative relationship has moved from print to the website - our industry needs to evolve with that change. Grafenia's Nettl brand provides print service providers the tools they need to compete in the digital world.

 

Premium Content Print Business Investments: Presses vs. Software

Published August 2, 2017

Successful print companies have always been re-investing in their business to remain competitors. Up until now, that investment centered around production equipment and systems. Technology in the form of software will be a primary differentiator moving forward.

 

Software with Print on the Side

Published July 26, 2017

Software is the toolset that enables you to solve the business challenges required to win the print that results from them. Your sales process is going to look like software as the main dish with print as a side dish.

 

The Intellectual Property Buried in Your Print Business

Published July 19, 2017

Every person in your business solves challenges every day with the tools they have at their disposal and the tools they are comfortable deploying. There is a rich set of intellectual property buried there which can be retrieved by listening and understanding how humans looks for ways to build trusted systems.

 

Premium Content Avoid Common and Costly Traps of Print Software Evaluation

Published July 12, 2017

Evaluating software is not a math problem, please don’t count the number of features and award the deal to the highest score. Print software must solve your challenges, in the order of importance to your business.

 

Premium Content Understanding Order Entry from Your Customer’s Perspective

Published June 28, 2017

Too many online order entry tools are discounted because the printer fails to see the value from their customer’s perspective. Don’t let your competitors use your customer experience to replace you.

 

Premium Content Print Software Evaluation – First Define the Problem It Solves

Published June 21, 2017

Every software tool sets out to solve a set of problems, all too often the problem is never defined because the sales process focuses on solutions, benefits, and features. Take the time to understand the problem print software solves and most importantly whether you have that problem!

 

Product Spotlight: Kodak PRINERGY Cloud

Published June 13, 2017

Your print business runs on software, more and more of that software is being delivered via the cloud where resources can be precisely controlled and scaling (both up and down) is configurable in real-time. Kodak’s flagship workflow product – PRINERGY Workflow is no exception to taking advantage of what cloud computing can do to a printer’s production workflow.

 

Conversations on Print - Ep 2: Being a Data Driven Company - Featuring Susan Moore

Published June 13, 2017

In this podcast we talk to Susan Moore about the various roles Susan has had in the printing industry: supplies sales, printing business owner, MIS platform provider. We talk about becoming a data-driven company and how MIS transitions are hard but they create a great opportunity to restructure your business model and to transition to today's world.

 

Software is our Primary Business Tool

Published June 7, 2017

Buy, implement, build – software is part of your everyday business life now. It is the primary tool of all businesses.

 

Understanding the Software Development Process

Published May 31, 2017

Making good software is like building a nice home, it takes multiple resources who are coordinated to deliver on your needs. The more a printer understands the software process, the better they will be at managing it for internal projects or influencing the software roadmap of their vendors.

 

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