Print Sales Led by Enabling Technology

On November 28, 2010 by Jennifer Matt

Solution selling is about digging around in the problems/challenges of your customers – from their perspective.

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Products & Features vs. Workflow Solutions

On November 18, 2010 by Jennifer Matt

The business of print is about workflow – from order entry to invoice. When you go to purchase a solution for a part of that workflow, make sure you consider the impacts up and down stream.

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Technology Does Not Equal Strategy

On November 17, 2010 by Jennifer Matt

Create a strategy before you look for enabling technology – people create strategies, businesses, and processes – technology simply enables their creations.

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Podcast Episode 10: Is Web to Print Just B2B Portals w/VDP?

On November 16, 2010 by Jennifer Matt

Web to print has been narrowly defined as B2C portals with VDP applications, there is a much more valuable definition that is based on self-service ecommerce.

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Sales Meet Web to Print – You Need to Get Married

On November 15, 2010 by Jennifer Matt

Print sales is more about the procurement process than the manufacturing process – your sales team should utilize your order entry system as a value add. Your first sale is internal, web to print adoption starts with your resources – especially sales.


Transitional Leadership: More Coach Less Boss

On November 14, 2010 by Jennifer Matt

In times of transition, leadership can be more effective taking on the role of coach vs. boss. A coach knows the individual talents of their team and puts them in the best position to thrive – punters are punting, lineman are blocking. Your people in the wrong position can cause a lot of pain.

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Podcast Episode 9: Integration

On November 10, 2010 by Jennifer Matt

Integration is part of almost every software conversation these days, but what does it really mean? When two systems act as if there are one – you have real seamless integration. Most integrations fall very short of this ideal.


PIA Converge: Protect Revenue Streams or Attack New Ones?

On November 8, 2010 by Jennifer Matt

Playing offense can sometimes mean you eat into your existing revenue streams to capture new revenue streams.

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Workflow Automation and Print E-commerce

On November 7, 2010 by Jennifer Matt

Production workflow starts and ends with your customer – order entry to invoice. When you add solutions like web to print, its a great opportunity to review your workflow to see how the new tool optimizes/changes/removes steps in your process.

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Implementing Software: Ship it vs. Dream up Theoretical Issues

On November 4, 2010 by Jennifer Matt

Successful software implementation is about managing change and all the fear that comes with it. Don’t be fooled by long lists of requirements prior to launch, deal with the underlying fear of new processes upfront by moving the project from theoretical to real success as quickly as possible.

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