Printing Industry Commentary & Analysis

Pattern Recognition as a Path to Print Business Efficiency

Published April 17, 2019

Your print business is rich with patterns. By looking at patterns we can find ways to codify those patterns into processes that make us more efficient. You need real human processing for your business—free this up by taking the recurring stuff off their plates.

Workflow Automation and Standard Operating Procedures

Published April 10, 2019

Automation starts with an understanding of the business process and how it’s done “manually.” Documenting this business process is called a “standard operating procedure” which is where you can begin your journey to some level of automation.

Buying Web-to-Print Software Under Duress

Published March 27, 2019

Your customers want convenience. Printers who prioritize around making it easy to do business with their customers will differentiate themselves. Don’t wait until your best customers demand online ordering and self-service access to the business they do with you—do it proactively and strategically instead of under duress.

Why Do You Need a Print MIS Administrator?

Published March 20, 2019

Software is like a press; it needs to be staffed. Software is like a press; it needs to be maintained. Software is like your business; it needs to keep evolving. Your most important piece of software is your Print MIS—dedicate the tasks of your Print MIS to one individual.

Give Your Employees Better Tools

Published March 13, 2019

New software tools are often rejected because the humans feel like their jobs are being replaced by computers. Software does math better, faster, and more accurately than humans—that is not debatable. But new tools augment brainpower—not replace it.

The Importance of Uninterrupted Time in a Print Business

Published March 6, 2019

Your print business is being invaded by software tools. These tools require a level of thinking/concentration that requires blocks of uninterrupted time for your employees. Without this uninterrupted time, your software will remain grossly underutilized and lacking measurable ROI.

Here Comes the Flood—Going Live with Print Software

Published February 27, 2019

Think of your go-live date for your Print MIS as a flood. Prepare for it by training everyone how to create sandbags and then monitoring that everyone actually applied the learning and figured out how to do their jobs in the new system BEFORE go-live.

Learning Through Engagement at Print Vendor User Conferences

Published February 20, 2019

User conferences are a great way to change your perspective and get a break from your day-to-day activities. The learning happens when you engage with both the presenters and the participants.

All or Nothing with Print Software

Published February 13, 2019

When buying and implementing print software, start with the simple jobs software does well, implement and learn. Do not get stuck in a myriad of “use case exceptions” as an excuse to do nothing. You will never get ROI and you’ll never find software that can do everything.

Print Estimating is Simply a Time Calculator

Published February 6, 2019

A lot of crazy things can happen in estimating departments. But estimating is the foundation of your print business. If your estimates are grossly inaccurate, you risk the utilization of your precious resources for the privilege of losing money. If your estimates are right on target, you are able to make very strategic decisions about customer pricing. Essentially, the estimating department is your profit management center.

Print Business Leadership in the Digital Age

Published January 30, 2019

Leading by example is the most powerful way to approach challenging business environments. When the leadership is engaged in constant learning, the culture of the company is much more likely to be a learning organization. If I could pick only one characteristic of a business, it would be learning because if you’re learning, you’re staying relevant against any future changes.

Every Employee in Your Business Needs to Be Technical

Published January 23, 2019

Technical people are a differentiator in your business—not just the typical geeks, but technical people at every position in your company. When your print business is staffed by technical people, they have a greater potential to deliver profitable growth.

Print Software Integrations Are Integral to Your Print Business

Published January 16, 2019

Integrated software is a requirement for an end-to-end workflow. You will be faced with lots of decisions around integration when you’re purchasing new software tools. Never let integration to be a yes/no question—it requires much more exploration and understanding.

The Manifestations of Fear in Print Software Implementations

Published January 9, 2019

Software implementations evoke fear in the minds of your employees—these fears are manifested in a variety of ways. You should be looking for fear, not reacting to the symptoms of fear that cause all kinds of issues with print software implementations.

Selling Print Requires More Than Order-Taking

Published December 19, 2018

Your customers expect more than a “print order taker” print sales representative. Successful printers require a sales team that can dig in and learn about their customer’s business processes that involve print. When you understand the business process that print is involved in, you get the opportunity to solve other challenges and create more value for your customers. This is now an expectation of most customers.

Frustrating, Tedious, and Detail-Oriented Print MIS Work

Published December 12, 2018

The topic of Print MIS software can be a dangerous topic to bring up if you want to keep things low-key or drama-free. Most printers are really frustrated with their MIS. I’ve been working on customer-facing technology (web-to-print) my whole career—the Print MIS is by far the most important software tool you have in your business.

Understanding the Software Feature Request

Published December 5, 2018

Software is never done. It has to keep moving to stay compatible. It operates in business processes that keep changing. The consumer expectation of how fast and easy software can change is being set by some of the most valuable companies on the planet.

Print Business Differentiation

Published November 28, 2018

What are you investing in that will result in the true differentiation of your print business? An important question in a market where many commercial printers look alike (same equipment, same sales approach, similar online tools). I think differentiation is about solving additional customer challenges that your competitors don't even know about.

After Your Print Software Strategic Decision

Published November 14, 2018

Once you make a print software decision, you have to enforce it by communicating the strategy clearly and then repeatedly. Your people will forget, your business will evolve, sales people will appear from other solutions trying to convince your team of a different path.

Is Your Print Business Freewheeling or Process Driven?

Published November 7, 2018

If you make decisions about your business based solely on the intuition of you and your staff, you are limiting the growth and the scale of business learning that can take place in your organization.

Optimal Use of Your Web-to-Print System

Published October 31, 2018

Your web-to-print solution is underutilized. Do all functional areas of your company—sales, customer service, technology—understand all the challenges your current web-to-print system solves? Probably not. You can’t be “solution focused” without understanding the challenges your toolset solves.

Make Your Print Business a Learning Organization

Published October 17, 2018

A print business that learns is one that has a foundation for tracking its business processes and improving on them. From a cultural standpoint, a learning organization has to be able to talk openly about mistakes made from all levels of the organization.

The Hidden Secrets of Print Software Implementation

Published October 10, 2018

The implementation of print software is as important as the software itself. With every software tool there is a foundational knowledge that will help you be more self-sufficient. Those printers who understand their software tools succeed in spite of lack of support from print software vendors.

Print Ecommerce Data vs. Print MIS Financial Data

Published September 26, 2018

The ability to make data-driven decisions is critical to your business success. The various software systems (Print MIS, web-to-print) are your primary tools for managing this data. When you do integrations make sure you keep the control of right data in the right hands.

Web-to-Print Product Spotlight: printQ by CloudLab

Published September 24, 2018

Jennifer Matt reviews printQ by CloudLab and its modular approach to web-to-print.

Accurate Press Specifications in Your Print MIS

Published September 19, 2018

The process of getting your Print MIS into a “trusted state” can be difficult, but the effort is well worth it. Printers who 100% trust the data in their Print MIS move faster and are more profitable than those who are constantly questioning the data.

Print Software Fit to Your Technology Stack

Published September 12, 2018

Print software is a powerful tool to create efficiencies in your business. Your success with print software is dependent upon how well you can make the various technologies work and play together in your overall technology stack.

The Costs of Supporting Multiple Print Software Solutions

Published September 5, 2018

Buying more software isn’t always the best option. Duplicate solutions that solve the same set of challenges (e.g. multiple web-to-print solutions) have extra costs and require extra understanding by your sales team. Buying software should be at the same strategic level as buying presses is in your print business.

Make Your Print Business Work Smarter

Published August 29, 2018

Working smarter is an evolution. Digital tools are providing us ways to work more efficiently, but it comes down to being able to work with other humans. Efficient communication is the key to working smarter and optimizing the digital tools at our disposal.

Collaborative Print Sales

Published August 22, 2018

When sales become more complicated, involving more people on both sides of the equation, you need a team player to facilitate collaboration. A winning sales team is a combination of subject matter expertise and relationship building.

The Impact on the Printer of Software Acquisitions

Published August 15, 2018

A disruptive market creates the conditions for acquisitions. This has been happening with printers for years and print software vendors are experiencing the same conditions. As a customer of these products, you must understand the conditions of the acquisition in order to prepare for how it will impact you as a customer of the software.

Buying Print Software is a Marriage

Published August 8, 2018

When you invest in software for your print business, it’s like a marriage because you want to have a healthy long-term relationship with the vendor. Changing software is painful and expensive (like divorces).

Software Tools for Teamwork in Your Print Business

Published August 1, 2018

You work with a team. It’s time to upgrade the tools you use to foster more efficient teamwork and better management of the artifacts that are created in projects. Email with attached files doesn’t cut it anymore. We are creating an isolated mess of artifacts that cannot be effectively found or used in the next project.

Succeeding in Spite of Print Software’s Weaknesses

Published July 18, 2018

A culture of finding ways to optimize software in your business is something you can control. The successful printers will be the ones who are getting the most of their print software tools—mostly by being open to evolving their own workflows to fit the how the software works best.

Innovation with Print Software

Published July 11, 2018

The source of our innovation is moving from the production floor to the customer’s mobile device. We are going from the differentiation based on speed, quality, and finishing to differentiation based on solving customer’s data challenges way upstream of the printing press.

Delivering Relevant Benefits in Print Sales

Published June 27, 2018

Sales is about catering your company’s solutions to the specific challenges that are relevant to their current situation. There is no better way to lose a prospect’s attention then to talk about subjects that aren’t relevant to them.

Leadership Is Essential to Web-to-Print Implementations

Published June 20, 2018

The transition between sales and implementation of web-to-print systems can be a rough road for the implementation team and the customer. The leadership of the implementation belongs with the printer—all too often the customers take the leadership and run the project off a cliff after spending lots of time and money.

Latest Innovations in Your Print Business

Published June 13, 2018

Do your innovation projects take into consideration what would be best for your customers? Your customers want to know that you’re innovating to solve their challenges.

Learn from Print Sales Losses

Published May 30, 2018

When you lose a sales deal, how does your company react? Do you have a culture of learning from losses or do you have a culture of blaming? A sales loss is a treasure trove of learning—successful companies evaluate and adjust for their next pitch.

Web-to-Print is a Tool for Your Customers

Published May 23, 2018

Prepress automation, streamlining your customer service department, and reducing the time between inquiry and jobs getting on press – these are common feature requests for web-to-print systems. They are all about you (the printer) – web-to-print isn’t about you! Web-to-print is for your customers!

Delegate the Right Jobs to Software

Published May 16, 2018

Every industry is being transformed by a new staffing option for the “jobs to be done” and that staffing option is software. Your business needs to get stuff done—some of that stuff needs to be done by humans and a lot of that stuff needs to be done by software.

Your Customer’s Workflow Challenges are Your Opportunities

Published May 2, 2018

There is a conflux of pressures on businesses today: increase speed, personalize products, respond to the market faster, localize the messaging, and do all this with less people on a tighter budget. Read on for tips on how to cope with these challenges.

"Do I Have to Go Through an Account Manager?"

Published April 25, 2018

Our important customers get our attention and our dedicated resources. What happens when customers prefer online tools over dedicated resources? Read on to find out.

Embedding Real Print Workflow Change

Published April 18, 2018

A print software application can do certain jobs for your business. Once you’ve proven it works, don’t forget to execute. Deploy the software so it does that job across your entire organization. Read on to find out how.

The Culture of Business Meetings

Published April 11, 2018

The meeting is a tool that should be used sparingly. It is expensive. It is for a specific purpose (alignment, understanding, status check-in, etc.). It is overused and the art of running a good meeting is underrated.

The First Few Weeks Using New Print Software

Published April 4, 2018

When new software is implemented in your native environment – that’s when the real learning happens. Everything prior to that point was theoretical. Take this time to learn how this software uniquely meets the needs of your business.

The Changing Role of Print Sales Representatives

Published March 28, 2018

Your sales team must do more than sell. They must be good learners (that means less talking, more listening, and more curiosity about how they can help their customers). Your customer’s time is valuable. When they give you their time they are voting on your value.

Print Software Bootcamp at Dscoop 2018

Published March 21, 2018

Your business toolset is changing; software is becoming one of the most important tools for managing, growing, and innovating your business. At Dscoop next week, we are conducting a Print Software Bootcamp to help Dscoop Members learn more about the Print Software toolset.

Web-to-Print Is for Your Customers

Published March 14, 2018

The most precious thing you spend every day is your customer’s time. Treat it with the respect it deserves or it could be the reason you are replaced.

If You Act Like a Printer, You’ll Be Treated Like One

Published March 7, 2018

The definition of a successful printer is changing with the times. The updated definition is forcing printers to solve more than a manufacturing challenge. For printers who refuse to move out of their comfort zone; price will be the primary subject of conversation in every sale.

Proactive Customer Service

Published February 28, 2018

What is the difference between reactive and proactive customer service? The former waits until the customer has a problem and then makes contact. The latter strives to keep those problems from happening in the first place. Rather than wait for customers to complain, why don’t print software vendors proactively publish helpful best practices to their existing customers on a regular basis?

What’s Holding Your Print Business Back?

Published February 21, 2018

This software won’t work for our print business—a conclusion that can be the result of weeks', months', even years’ worth of time and money. Nobody wins in this outcome. Yet, it is an all to common result of failed software implementations.

Self-Service—Your Customer Expectation and Preference

Published February 14, 2018

What can your customers do without your parental supervision? Your customer wants to be empowered to interact with your business online. Can they?

How to Choose the Leader of Your Print MIS Transition

Published February 7, 2018

A Print MIS transition requires an individual inside your organization to convince all aspects of the business to embrace change. The right leader is a critical decision in making a Print MIS transition less painful.

Standard Operating Procedures, Print Software, and Human Error

Published January 31, 2018

A business is a set of processes that are done over and over, do you have those processes written down? Do you review them? How often do make mistakes due to a human error that just involves “I forgot”? Process improvement starts with defining the process, adhering to them, and then constantly learning and adapting the process to the smarter you.

Hiring Technical Staff for Your Print Business

Published January 24, 2018

Technical resources are hard to find. Keeping up with technology requires constant learning. When looking for technical staff; probe for the candidates willingness and ability to learn new things - it is an absolute requirement.

The Role of a Product Owner in Print Software

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.

Print Business Differentiation

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?

Sell Workflows Not Print

Published January 10, 2018

Solving workflow issues for a customer opens up the door to long-term repeatable business. Jennifer Matt cites recent project work where building workflows brought in significant print business.

The Customer’s Perspective of Web-to-Print

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.

My Evolving Opinions on Project Management

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.

Print Software Investments Have to Fit into Your Technology Stack

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.

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.

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.

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.

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?

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.

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.

How to Think About Large Custom Development Projects

Published August 24, 2017

Large software projects should be taken on with some extra planning upfront. Just like buildings, you should prototype and get a real sense of how the software is going to work. Given the time, we always build out the user experience first. Jennifer Matt interviews Chris Reisz-Hanson, a print software architect talks about how he would approach a large custom development project.

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.

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.

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.

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.

The Never Ending Implementation of Your Print MIS

Published July 27, 2017

Print MIS implementation is a never-ending process. Jennifer Matt interviews Jane Mugford about why the evolution of the Print MIS does not end after the initial implementation. The vendor releases new versions, your business keeps changing (new products, new workflows) - your Print MIS needs to evolve with your business forever.

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.

How to Protect Your Business when Managing Software Projects

Published July 20, 2017

Jennifer Matt interviews Chris Reisz-Hanson, software architect about how to protect yourself. One of the key questions that is often missed is "who owns what?" Where is the source code stored? If you own the software, you should have access to the source code under an account in your business name.

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.

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.

Mobile Serves Two Audiences (Google and Your Customers)

Published July 6, 2017

Google is judging you on multiple fronts as it pertains to mobile. Jennifer Matt interviews Kellie Rife, a front end web developer and user experience designer about how she thinks about servicing both audiences: Google and Your Customers.

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.

Who is Running Your Business? People or Software

Published June 22, 2017

Your software should run your business, your people should run your software. Can you easily get to the trusted data of your business? Is it in a trusted system of record (Print MIS/ERP)? Or do you have to gather up data from many different sources to get to a version of the truth? Jennifer Matt interviews Jane Mugford about helping printers transition from people run business to a software run business.

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!

How Mobile is Changing the Software Design Process

Published June 15, 2017

Mobile is now the predominate access point for users. Anything you put online needs to take into consideration how "mobile-friendly" your online experience is. Jennifer Matt interviews Kellie Rife, a web developer and user experience designer about how she thinks about mobile design.

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.

Managing Custom Software Projects in Your Print Business

Published June 8, 2017

Most printers have at some point hired a software programmer. Jennifer Matt interviews Chris Reisz-Hanson about why thinking about software programming with a single resource filling all the roles. Software is combination of user interface, defining the requirements, coding and testing - think about who is going to play all those roles before you start your next custom development project.

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.

The Role of the Project Manager in Print Software Projects

Published June 1, 2017

When you're implementing a new print software project, a project manager can be critical to keeping momentum on the project. A project manager keeps everyone on task and aligned around getting a "side-project" done. Jennifer Matt interviews Bryan Quible about project management and software projects.

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.

Articles by Jennifer Matt