Log In | Become a Member | Contact Us


Market Intelligence for Printing and Publishing

Connect on Twitter | Facebook | LinkedIn

Featured: Special Report: Printing Outlook 2019     Production Inkjet     Installations and Placements Tracker

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

Published on 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."

         Email Icon Email    Reprint Icon Embed/Reprint

 

Discussion

By Robert Godwin on Mar 23, 2017

Good points. I usually suggest that someone be identified as the subject matter expert (SME) on W2P to help a sales person that is not able to fully demonstrate the technology. In a team sell circumstance the SME can identify the features. The sales rep, who we assume knows the client’s business, can then explain where that feature fits into their business (the value proposition). Brand, cost controls, 24 hour access from multiple office locations are but a few of the points that can be demonstrated, and then mapped to the client’s specific business.
All too often a sales person overly guards the client relationship. This ‘helicopter sales’ approach often leads to the unfortunate demonstration fails you allude to in your video.

 

Post a Comment

To post a comment Log In or Become a Member, doing so is simple and free

 

 

Recent Videos

 

Video preview: The State of Oregon's In-Plant Takes on Creative Color Projects

The State of Oregon's In-Plant Takes on Creative Color Projects

Published: September 16, 2019

Tim Miller, interim production manager from the in-plant for the State of Oregon, talks about the vast array of products and services the in-plant produces for the various state agencies and departments across Oregon, such as jury summonses, training manuals, and creative color work for the state lottery.

 

Video preview: Frank Surfs the Victorian Internet

Frank Surfs the Victorian Internet

Published: September 13, 2019

Frank recommends a recently reissued edition of Tom Standage’s classic 1997 book “The Victorian Internet,” all about the telegraph, which had the effect of changing the world in very much the same way as the Internet. Fun fact: How did Samuel Morse develop the Morse Code? He went to a printing company and counted the number of letters in a typecase to determine the least number of dots and dashes needed for a letter.

 

Video preview: Bloomberg’s In-Plant Brings Wide-Format and Specialty Printing In-House

Bloomberg’s In-Plant Brings Wide-Format and Specialty Printing In-House

Published: September 12, 2019

John Cruser, Global Manager of the Bloomberg in-plant, talks about the vast array of materials the in-plant produces for the news organization—from promotional and marketing materials, stationery, and business cards to wide-format prints of magazine covers, as well as specialty items such as golf balls and cellphone covers.

 

Video preview: Kirk-Rudy Targets Bespoke Production Inkjet Solutions with Memjet DuraFlex

Kirk-Rudy Targets Bespoke Production Inkjet Solutions with Memjet DuraFlex

Published: September 10, 2019

The demand for bespoke production inkjet solutions is growing, and Kirk-Rudy has been building unique and purpose-built solutions for about 50 years. With more than 2,500 unique solutions and now the addition of Memjet DuraFlex, they are ready to build thousands more. David Zwang talks to Bob Mills, General Manager of Kirk-Rudy.

 

Video preview: Colordyne Hybrid and Entry-Level Packaging Solutions Leverage Memjet’s DuraFlex

Colordyne Hybrid and Entry-Level Packaging Solutions Leverage Memjet’s DuraFlex

Published: September 10, 2019

Colordyne has been a Memjet OEM for years, and has provided very cost-effective hybrid and complete solutions to print service providers and converters, as well as developing an OEM channel for branded solutions. DuraFlex opens up potential opportunities even further. David Zwang talks to Gary Falconbridge, CEO of Colordyne Technologies.

 

Video preview: Irvine, Calif.’s Sir Speedy Relies on Automation

Irvine, Calif.’s Sir Speedy Relies on Automation

Published: September 9, 2019

Kelley Holmes talks to Kathy Morgan, President of Sir Speedy Printing & Signs in Irvine, Calif., about the changes she has seen in commercial printing over her 30+ years in the industry, such as the transition from offset to digital printing and an increased emphasis on automation.

 

View More Videos

 





Become a Member

Join the thousands of printing executives who are already part of the WhatTheyThink Community.

Copyright © 2019 WhatTheyThink. All Rights Reserved