Is print sales a job or a mission?

On April 28, 2010 by Jennifer Matt

I was on site yesterday with a digital printer in San Francisco; he has two digital presses and no sales staff. In the owner’s words, “The print sales resource model is broken.” The model is broken because the job of “collecting print orders” is no longer relevant. Today’s printers have to understand their customer’s business […]


The answer to “How?” is “Why?”

On April 26, 2010 by Jennifer Matt

Technology as a sector has done a brilliant job of focusing our attention on the “how” – meaning how does this product work?, what are its endless list of features?, how much RAM is required?, etc…? The problem with focusing on “how” too early is that you get so confused that you actually forget “why” […]


Don’t buy web software… subscribe to it!

On April 15, 2010 by Jennifer Matt

I live in a bubble, it’s called San Francisco / Silicon Valley / technology geek addicts world. This week I traveled outside the bubble to my hometown of Omaha, NE to celebrate my father’s life. He passed away after 83 years of living large. Robert H. Matt had 14 kids, was a successful entrepreneur, and […]



On April 7, 2010 by Jennifer Matt

“I’m walking into customers that I’ve been working with for 30 years, I ask where they’ve been sending their work lately and their answer is, we just went online because its more convenient.” This is a quote from a great conversation I had with a printer yesterday. His follow up comment was that he once […]


Marketing Service Providers…

On April 2, 2010 by Jennifer Matt

There is a lot of pressure and discussion about the need for printers to somehow transform into marketing service providers. This gets lumped into with web to print because online marketing services generally start “online.” Almost every web to print vendor has extended their solution to include some sort of cross-media capabilities. Can and should […]

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