Published January 17, 2018
Every industry has different roles, in the software industry there is a role called the “Product Owner” also referred to as the “Product Manager”. First, I’ll explain this unique role in the software industry; then I’ll make a case that as print continues to evolve and become more digitally friendly and software dependent printers are going to have to have this role in their organizations.
Published January 10, 2018
What makes your print business unique? This is a question every print business should ponder over the new year. In 2018 how will you guide your company to create differentiation? Will it be based on the past or the reality of our shared future?
Published December 6, 2017
I’ve been interacting with a lot of customers of web-to-print lately (the people who order from web-to-print, not the printers). In every single interaction I learn something new.
Published November 29, 2017
Creating results in your company takes coordinated effort by a group of people – some would call that a “project”. Project management is the art of keeping all the contributors to the project on task “herding the cats.” This skill set and this role is underappreciated in our industry. When you need to get complex things done with a group of people – you need a project manager to drive the project to successful completion.
Published November 22, 2017
When you buy print software for your business, it needs to “fit” into the technology stack you already have. This means that it solves challenges you cannot solve with your existing software and it will fit with the other pieces of your technology.
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
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.
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.
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.
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.
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.
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.
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?
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?
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.
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.
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.
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.
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)?
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.
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.
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.
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.
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.
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.