I recently had the honor of attending a training session intended for "technical" types. Both pre-sale and post-sale technicians were in attendance - about 13 of them and 1 of me. Resellers from all over the country - Edgeline resellers; Edgeline technicians.
That's right. 13 techs and one salesperson. Oh, the fun we will have.
The classes were covering Job Accounting in session one and Printing Security in session two.
I won't bore you with the details, but I will tell you this - early in the first session the instructor queried, "...what's going on out there in the field, do your customers seem to be interested in reducing printing costs?" - I am paraphrasing the question but the response, or better yet lack of response, I am not.
The collective answer? "Nope." "Not on any customers mind or radar.", "They just want to reduce their lease payment, that's all"
I fell out of my chair - I blurted it out, "MPS is the hottest issue out there right now, if you think your customers aren't on it, you are wrong." - And my reward for being one of the first to contribute to class discussion?
Dead silence. Blank stares. Crickets.
The first time I participate in class, this is what I say? I felt it was going to be a very long two days.
Well, the experience improved - a great deal. The guys represented the highest level of certification available from HP. I found everyone engaging and knowledgeable about the industry and their place in it.
We all have common struggles, challenges, and successes.
Still -
After reading Ken's articles, "Crossing the Document Output Divide" and "Customers Don’t Know What They Don’t Know." I wonder exactly where MPS is in the industry. It doesn't feel mainstream. It feels new and frontier-like. It feels like we are still making this up as we go along.
I wonder about the blank stares and shrugged shoulders I observed in class. I wonder about the blank stares I receive after I explain my version of MPS to a prospect.
With Managed Print Services, "Bleeding Edge" and "Early Adopters" are titles not only applied to prospect types but also Provider types.
This is a special time.
Leaders Lead.
Click to email me.
That's right. 13 techs and one salesperson. Oh, the fun we will have.
The classes were covering Job Accounting in session one and Printing Security in session two.
I won't bore you with the details, but I will tell you this - early in the first session the instructor queried, "...what's going on out there in the field, do your customers seem to be interested in reducing printing costs?" - I am paraphrasing the question but the response, or better yet lack of response, I am not.
The collective answer? "Nope." "Not on any customers mind or radar.", "They just want to reduce their lease payment, that's all"
I fell out of my chair - I blurted it out, "MPS is the hottest issue out there right now, if you think your customers aren't on it, you are wrong." - And my reward for being one of the first to contribute to class discussion?
Dead silence. Blank stares. Crickets.
The first time I participate in class, this is what I say? I felt it was going to be a very long two days.
Well, the experience improved - a great deal. The guys represented the highest level of certification available from HP. I found everyone engaging and knowledgeable about the industry and their place in it.
We all have common struggles, challenges, and successes.
Still -
After reading Ken's articles, "Crossing the Document Output Divide" and "Customers Don’t Know What They Don’t Know." I wonder exactly where MPS is in the industry. It doesn't feel mainstream. It feels new and frontier-like. It feels like we are still making this up as we go along.
I wonder about the blank stares and shrugged shoulders I observed in class. I wonder about the blank stares I receive after I explain my version of MPS to a prospect.
With Managed Print Services, "Bleeding Edge" and "Early Adopters" are titles not only applied to prospect types but also Provider types.
This is a special time.
Leaders Lead.
Click to email me.
