Technology’s ROI Requires People
Published May 7, 2013
Technology alone does not create value, differentiation, or competitive advantage. It has to be combined with strategy and execution (by your people) – that’s where real differentiation happens.
Business-to-Business Commerce aka Web-to-Print
Published April 9, 2013
Business-to-business commerce may not be getting the headlines in the print industry, yet across all industries in the US it’s nearly twice the size of the business-to-consumer market. It’s vital that printers understand the B2B opportunity and not confuse it with jumping into a price war with retailers online.
What Job Does Web-to-Print Do for Your Customers?
Published March 12, 2013
Web-to-print is a product that should do a “job” for you and/or your customers. When you look at technology purchases through the lens of “jobs” you focus on what’s really important.
Your #1 Strategic Imperative: Build a Learning Organization
Published March 4, 2013
The greatest investment you can make in your business is to assure you living the example of a lifelong learner for your organization and then surround yourself with other lifelong learners.
Buying Print Software: A How To Guide
Published February 12, 2013
Too many mistakes (big ones) are being made in our industry around software purchases at a time when nobody can afford expensive mistakes. Virtually all of these mistakes are preventable.
Web Strategy vs. Web Technology
Published January 21, 2013
There is no shortage of talk about web-to-print technologies; there is too little talk about printer’s online strategies. Printers can talk for hours about how this or that web technology has failed them or this or that technology is what made all the difference.
When Things Go (Sometimes Horribly) Wrong
Published December 7, 2012
We have a choice how we react to mistakes/failures. This is an area where we can learn from the technology startup world. Mistakes are learning events; sometimes very expensive but invaluable learning opportunities which should be analyzed to get everything you can out of them. Learning from mistakes requires you to remove the moral mindset to your reaction and replace it with an economic mindset.
Print's Evolving Role in the Digital Economy
Published November 16, 2012
The print industry is facing a tectonic level change in the communication business. You have to chart a new course that takes these changes into consideration in order to remain competitive. There are many options; the only one that isn't viable is the status quo.
Measuring Activity Instead of Results
Published October 19, 2012
Being busy does not equate to delivering results. We are so caught up in the culture of busy we forget to reflect on why we're doing what we do and how it contributes to the results we seek.
Web-to-Print Acquisition Analysis: EFI Buys OPS
Published October 5, 2012
The web-to-print market is fragmented and hard to determine clear leadership or market share. EFI's acquisition of OPS consolidates the market (slightly). EFI's market share will grow, their product offering will be more comprehensive, and OPS will benefit from EFI's well developed channel partnerships.
Expand Our Thinking About Web-to-Print
Published September 14, 2012
Web-to-print has to become the set of tools that enable printers to be competitive on the web. This is a whole lot more than a B2B business card site. It requires us to rethink the way we shop for solutions and partners.
Innovation: Easy to Talk About, Hard to Do
Published August 17, 2012
Who do we respect most in business? The individuals or companies who talk the best game or the individuals or companies who execute?
Hierarchy of Needs: Print Customers
Published July 30, 2012
Much like Maslow’s Hierarchy of Needs for humans, printers need to elevate their offerings above quality, service, and price in order to stay competitive.
Embrace Software (Just Like You Did with Manufacturing)
Published June 19, 2012
Software is the tool to remain relevant and integrated with the new communication methods. The print industry’s future will depend on embracing software like we did manufacturing – creating new reasons to print and optimizing and integrating existing applications.
ROMI: Return on Marketing Investment
Published March 23, 2012
Why has marketing been given such a long leash for so long or, in most cases, the only leash is the budget? Spend as you wish, hope it has a positive impact, and stop when the budget is gone. Marketers are good at pointing out their impact but when pressed, they typically can’t identify which part of their spend had the desired impact.
Technology Is Not the Answer
Published February 17, 2012
Technology on its own cannot solve your business challenges. It can play a part, it can enable your strategy, it can free up your labor but the real benefits of technology come from the people and the processes around it.
If You Want a Slice, Bring Your Own Pie
Published December 6, 2011
If you’re walking around trying to push your products and services on potential customers, you’re asking them to give you a slice of their pie (their business). This is a hard sale because you’re dipping into a limited resource.
Legacy Decisions and Facing Uncertainty
Published June 7, 2011
Every established business works with previous decisions, no matter their subject (technology, business strategies, or personnel), they all share a common challenge to change. You are faced with moving from a certain state (your legacy decision) to an uncertain state (the better results you seek).
Democratization of Professional Printed SMB Marketing Materials
Published May 17, 2011
Innovation can increase the size of existing markets by expanding the addressable market size. While many printers are looking to expand outside of print, there is still room to expand the print market into previously unaddressable segments by leveraging technology.
Sales: Resisting the “Yes” Temptation
Published April 8, 2011
Sales isn’t just about being able to meet the stated needs of the prospect. Sales is a dance that starts with a gut feeling. First gain trust and show respect. Only then will your prospect be tuned into your intellectual pitch.
Target Your Sales Team or Accept Chaos
Published March 17, 2011
Sales is the start of every business process, this is where expectations are set. The temptation to say “yes” to everything has repercussions downstream especially with technology sales.
Podcast Episode 13: SaaS Business Models
Published March 10, 2011
SaaS has many components, hosting, ownership, and the business model between vendor and customer. In this podcast we discuss the different business models typically offered with SaaS solutions.
Integrated Print Workflows: Overlapping Technologies
Published February 25, 2011
The business process of print spans the needs of several technology solutions. Whenever multiple technologies exist, there is potential overlap and the need for integration. Get clear on what each technology’s core purpose is and then determine your source of master data throughout your workflow.
We’ve Moved: From Offline Print Business to PRIMARILY Online Print Business
Published January 21, 2011
Where does your business transition start? Changing WHAT you do or HOW you do it? The first step to evolving your business in the digital economy is to transition your existing business from an offline business to a primarily online business (HOW you do your business is leveraging the digital infrastructure).
Technology's Role in Print Partnerships: Mimeo-FSI Alliance
Published October 4, 2010
These days software companies are building products that they know will get used in larger “mashup” solutions. The trend in software has moved towards simpler, interchangeable apps with fewer features but better functionality. The recent Mimeo-FSI partnership highlights a great example of an existing company getting dragged into the present to make the adjustments necessary to be competitive.
