Printing Industry Commentary & Analysis

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.

The Danger of Rushing to a Solution

Published May 24, 2017

We want to be efficient, we want to feel smart. When we hear even the first words of a challenge, we categorize it and start trying to solve it based on our available tool set. This prevents you from a real understanding of the problem.

Your Customer’s Lack of Change Management Kills Web-to-Print Adoption

Published May 17, 2017

People don’t like change, they need to be led through change because the transition between “how you’ve always done it” and the “new more tech-focused way to do it” can be a river of misery.

Choosing Your Next Print MIS Solution

Published May 11, 2017

When you need to transition off a legacy Print MIS, there are few things that you need to consider when selecting your new trusted system of record. Jennifer Matt interviews Jane Mugford about how she guides companies through that decision process.

Leading Technology Change

Published May 10, 2017

Change management is considered a soft skill (maybe because it can’t be measured easily in a spreadsheet). Change management can cause a lot of hard problems with technology change when it ignored.

Strategy vs. Tactics in Print Software Projects

Published May 3, 2017

A print software strategy is a definition of where you want to end up – an objective, a goal for how you want all the software components in your business to work together.

Describe the Challenges You Want to Solve with Software

Published April 27, 2017

Our default reaction to talking about software is to try to describe the solution or a feature of the potential solution (e.g. drag and drop). Focus on telling the story of the CHALLENGE you are trying to solve - this is so much more helpful. What do you want to solve and who do you want to solve it for?

Does This Print Software Fit into Your Technology Stack?

Published April 26, 2017

There is no “one software package” that runs your entire business. Businesses of all sizes have a technology stack (a collection of software). How well your technology stack fits together (like a beautiful puzzle) greatly determines your success in today’s market.

After the Honeymoon of Selling Web-to-Print Program

Published April 20, 2017

When you sell a web-to-print program, you have a brief honeymoon period that needs to be optimized. Stay focused on the business goals - get orders flowing through the system. Nobody wants to hear from a customer saying, its been six months and we've seen no value!

Clear Communication with Print Software

Published April 19, 2017

Clear communication is essential when implementing print software. When you don’t ask clarifying questions, you assume that if there were more relevant details about the integration they would have shared them with you. Do not assume. Ask clarifying questions. Be that annoying person who keeps asking questions.

Chain of Custody of Print Jobs

Published April 13, 2017

One of the key functions of a Print MIS is to track where every single job is in your facility. Chain of custody is about inputting the transfer of ownership between resources in your plant. It always amazes us how powerful this one feature of a Print MIS when implemented properly.

Excel, PDFs, Paper, and More People (automation-less)

Published April 12, 2017

We apply tools from our toolset to solve business challenges, often those tools create silos of data and processes inside our company that prevent us from becoming a truly data-driven organization.

Print Is Not Dead AND Its Not Returning to Past Dominance

Published April 6, 2017

Print is not dead, we still need print and it needs to work and play well with its digital alternatives. The use of print has changed, especially in marketing. Printers need to extend their value proposition to understand all communication options in order to keep print relevant.

Print Software Execution is the Differentiator

Published April 5, 2017

I wish you could just buy the right print software product and it would make you successful. You can’t. Success with software takes your execution. Software doesn’t implement itself, vendors can’t implement it without your active involvement.

New Software Technology Introduced to a Printer

Published March 30, 2017

When new technology is introduced into a printer the success of it really depends on how your people engage (or don't engage) with the software. The success is way more dependent on your team than it is on vendor. You have to learn the software and then strategically apply it to your business.

Embrace the Stupid

Published March 29, 2017

You can call it change management, I prefer the wise words of Seth Godin – change requires you to embrace stupid. Our market requires all of us to keep learning, “the pre-learning state is stupidity.”

The Importance of a Good Web-to-Print Demo Site

Published March 23, 2017

Demonstrating your web-to-print solution is critical to your sales process. Use your demonstration site to configure all the bells and whistles of your solution so you never have to say, "we support that feature but its not configured on this site."

What Makes Print Ecommerce Weird?

Published March 22, 2017

Selling print online requires knowledge of how to both accept artwork and deliver print assets to the manufacturing facility. Generic ecommerce firms don’t understand this which can cause printers to spend their time and money educating resources about what makes print ecommerce unique.

The Software Technology Stack of Your Print Business

Published March 16, 2017

Your print software is as important as your print manufacturing equipment. Software enables you to get to new customers and automate your workflows to enable you to do more with less effort. Software is becoming your most strategic resource.

With Software Changes Maximize Learning, Avoid Fear

Published March 15, 2017

Mistakes are part of our lives and our businesses. Nobody likes to make them, how you react to your mistakes dictates what kind of business culture you’ll create. Software changes are an excellent environment to create a learning culture and avoid a fear based culture.

Conversations on Print - Ep 1: Make Print Easier to Buy - Featuring Jerry Kennelly

Published March 13, 2017

Jerry Kennelly started his print career in a sweat shop run by his parents in their basement. When a wall in your house has to be removed to get the press downstairs, you know you might be working the 3rd shift someday. Jerry is an entrepreneur, founder of Stockbyte, Tweak and the Junior Entrepreneur Programme in Ireland. In this podcast we talk about what Jerry has learned and how passionate he is about both the impact and value of print in our digital world.

The Two Parallel Workflows of Your Print Business

Published March 9, 2017

Your print business runs on two parallel paths (workflows), a product path and a business path. The production path results in a "physical product" that is shipped to your customer, the business path results in an accurate invoice that is delivered to your customer. Looking at your business in this manner can help you understand the roles of your Print MIS and your Production Management software tools.

Software Features are Trees - See the Forest

Published March 8, 2017

Step back and regroup. Stop looking at features and focus on the overall business objectives of your software solutions. All of us (vendors and printers) need to get out of the feature focus so we can make better software decisions AND make the software we have work better for us in spite of the lacking features.

Self-Service Access to Your Print Business

Published March 2, 2017

Across all markets, customer's demand for self-service access to business transactions is growing. Customer convenience trumps full-service. A self-service interaction gives the customer full control of when they want to interact.

Assumptions Are the Enemy of Good Software Decisions

Published March 1, 2017

When both parties in the print software sales process make assumptions, poor decisions are made. Money is wasted. Time is squandered. Replace assumptions with clarifying questions so you come to a common understanding of the truth.

Preparing Questions for User Conferences – Dscoop 2017

Published February 22, 2017

User conferences are an incredible opportunity to load up on learning from the speakers, the vendors, and most importantly your peers. With Dscoop next week, this article covers the importance of the well-formed, thought out questions that can help you get the most out of events by preparing and focusing on your learning goals before you arrive!

Software Focus: Staying on Main Street

Published February 16, 2017

What does "staying on Main Street" with your software product mean? It means using software for what it was intended to do and not trying to add features just because you can. Tight focus on both the development of software solutions and their use will keep everyone out of trouble.

Hiring a Developer Does Not Get You Good Software

Published February 15, 2017

Building good software takes a (small) village of people with distinct skills sets. Don’t try and build software with only a developer, you’ll end up with software that only developers will want to use!

Stop with the Software Talk

Published February 9, 2017

In talking about software solutions, its best to talk about the problems you want to solve rather than suggesting solutions like "drag and drop". Making recommendations for how to solve things prevents real understanding of what you're actually trying to solve. Focus on describing the problems you're having and the results you want to create.

Set a Deadline for Print Software Transition

Published February 8, 2017

Retiring software solutions can be overwhelming. Continuing to pay maintenance on legacy software solutions is maddening. Start the process of transition by setting a realistic date – draw the line in the sand, rally your troops around what it takes to get from where you are today to throwing a retirement party for your legacy software.

Fall in Love with Your Customer's Problems

Published February 2, 2017

Our market demands you to be more consultative with your customers so you can extend your value proposition beyond a commodity manufacturer. The best way to be a good consultant is to understand your customer's challenges. You have to dive in and fall in love with your customer's problems in order to build up that trusted partnership that is immune to competitive pricing pressures.

Articles by Jennifer Matt