Published October 31, 2014
I am involved in a lot of conversations where companies and people are trying to solve a business challenge with software. Communication is so compressed nowadays, people’s time is limited, and we are almost always communicating across multiple time zones and frequently across cultures. This makes a common understanding difficult and opens up lots of opportunity for confusion.
Published October 27, 2014
Online search has replaced the Yellow Pages as the primary way local businesses get found. This change requires a very different approach by businesses and a steep learning curve. The online world requires you to compete to be “found” for a lion share of the search traffic. The competition is constantly changing, therefore local businesses need to make a sustained investment.
Published October 24, 2014
Change evokes fear in some, excitement in others, and dread in many. What we can all agree on, change is picking up the pace.
Published October 20, 2014
Efficiency requires the segmentation of your workflow into at least three different workflows: self-service, light-service, and full-service. Each workflow applies the appropriate amount of labor and technology to deliver on the promise to the customer in the most efficient manner possible.
Published September 29, 2014
Change is difficult for most people; everyone travels at their own pace through a process that starts with resistance and for most finishes in acceptance. You can improve your chances of success by communicating a lot in the beginning, providing emotional support in the middle and then becoming more of a coach once people are starting to accept there is really only one option – adapt or leave.
Published September 29, 2014
Web-to-Print and Print MIS vendors have always been represented at Graph Expo mostly hidden amongst the presses, wide format devices, and finishing gear. The trend we are seeing is less heavy equipment at the show, hence more room for software solutions to get the air time they deserve.
Published September 26, 2014
This product spotlight focuses on three areas of the PageDNA offering: the store building wizard and project management approach to configuring new storefronts, their open approach to integrations, and the flexibility of their services model.
Published September 19, 2014
Adapting to the new realities of our digital world is a challenge for all industries. Digital Darwinism impacts all of us because the rate of change in technology and society is outpacing our organizations. Change is inevitable; the pace of change has to accelerate if you’re going to be on the survivor side of Digital Darwinism.
Published September 17, 2014
This product spotlight focuses on three areas of the EPMS Print MIS offering: the continuous expansion of Print MIS direct users, the support for an industry that is aggressively diversifying, and the ability to make EPMS work uniquely for your business through customization and integration.
Published September 8, 2014
The three top reasons web-to-print projects fail; the lack of business leadership, the sales team fails to sell the solution, and the customer fails to adopt the solution.
Published September 2, 2014
We confuse tools for solutions. Print software is a required tool that is part of an overall investment in making your business more productive, profitable, and competitive. The business results come from your vision, your plan, and the deployment of your labor who utilize the tool to deliver the business results you desire.
Published August 28, 2014
Lots of Print MIS systems have added CRM modules to their offering. This makes sense, the Print MIS should be your system of record for all the interactions you have with current customers, adding a layer on top of your Print MIS would give you access to all the business the customer transacts with you.
Published August 25, 2014
Would you put your Sales department in charge of your next IT project? Heck no! So why do you put your IT department in charge of your web-to-print projects?
Published August 18, 2014
Customers expect more from their vendor partners than simply delivering the product on time and at a fair price. As the print industry continues to contract, differentiation is required to remain competitive. Printers are at risk from print-manufacturing independent service providers because customers are looking to reduce the number of vendors and engage with vendor partners who make doing business with them very easy.
Published August 14, 2014
Published August 11, 2014
Customer preference is trending towards self-service, yet most printers continue to offer only one way to do business with them – a full-service order entry process that involves multiple back and forth communications between customer and printer via e-mail/FTP.
Published July 24, 2014
Print technology of all kinds; presses, production software, Print MIS software, and web-to-print technologies have one thing in common – they are constantly changing. This one factor probably causes the most pain in the purchasing process. As a buyer you want to feel confident with your purchasing decision, yet the very thing you’re investing in is in a constant state of change.
Published July 9, 2014
A printer e-mailed me recently and said, “the Vice President of Procurement at our biggest customer is open to a meeting but she wants to know what I can do to save her money.” Of course she does, she’s always wanted her vendors to engage with her in a way that solves her business challenges and makes her look good.
Published July 1, 2014
Your sales team creates customer demand for your products and services, your production team fulfills that demand by manufacturing quality printed products on-time. Both your sales team and your production team need to be SOLD on the strategic, long-term importance of creating digital connections to your existing customers and using digital connections to win new customers.
Published June 24, 2014
Customers have challenges; the best way to increase your sales is to provide your products and services wrapped into solutions to your customer’s challenges. Solution selling is an easier topic to write about then it is to execute on. Too many people write about the idea without providing guidance on how to get from where you are today (selling print jobs) to selling print programs or solutions.
Published June 17, 2014
Last week I was in Bali, Indonesia, speaking at Dscoop Asia. The event, the travel, and the reading I did along the way came together with a common theme which can best be summed up by a quote from the book I read on the way home.
Published June 5, 2014
When you are the customer, you’re always right – correct? Maybe not always but the relationship between customer and vendor is a tricky one.
Published June 3, 2014
A web-to-print site is all about customer convenience, enabling your customers to order from you in a self-service fashion. One thing to understand about your customers is whether they are ordering or shopping.
Published May 29, 2014
We think we know our customers, we think we know our market; we think we can predict the future, we can’t and we shouldn’t invest lots of money without building in the ability to test our assumptions with data rather than opinions and theories.
Published May 22, 2014