Toshiba Outlines Ai Strategy at ECS Scottsdale

 

by Celeste Dame

​Scottsdale, AZ — At the recent Executive Connection Summit (ECS) in Scottsdale, Toshiba executives detailed the company’s evolving approach to Ai and automation, emphasizing its application in sales, service, and operational efficiency. The presentation, delivered to an audience of industry professionals and dealers, aimed to showcase Toshiba’s strategic direction and highlight the potential benefits of Ai-driven tools for its dealer network. 

The Death of RPA: From Managed Print Services to Intelligent Automation

Reading "RIP to RPA: The Rise of Intelligent Automation" by Kimberly Tan has been a lightbulb moment—a new way to see the Managed Print Services (MPS) platform. Tan’s insights on how AI is replacing traditional labor-heavy tasks with intelligent automation struck a chord. MPS has long wrestled with the repetitive and manual, but imagine if we could take it beyond managing print jobs to actually reshaping entire document workflows. 

How to Start Using AI in Your Dealership

THE OPPORTUNITIES ARE WAITING FOR DEALERS OF ALL SIZES.

Since late 2022, the subject of artificial intelligence (AI) has received and generated billions of words, ideas, articles, and businesses. AI, through the introduction of ChatGPT, is the hottest thing going with promises of razor-sharp efficiency and warnings of the deepest, darkest sort; dystopia or utopia, more likely, both.

Now, let’s pivot to a seemingly unrelated yet intrinsically linked domain: office technology dealers. What’s the common thread? Initial resistance to embracing revolutionary technology. Here’s what some dealers are saying today about adopting AI in their businesses:

“I don’t need AI in my business…”

“I’m going to wait it out and see what happens…”

“I’m not technical, I still use paper…”

Let's Talk About Copiers

As I roam the landscape of copier, printer, output, digitization and organizational impact of office technology, I RARELY find anything more than a sponsored marketing piece disguised as neutral, self-aggrandizing tome regarding the greatness an organization selling copiers, or a collection empty words and sentences void of substance metastasize into rant.  

Exhausting.

I don't know if it was the eclipse or simply the universe colliding and spawning a three body solution for the mundane, we've got a cool triple-start over at The Imaging Channel.

March 2024 in the Copier Industry - The Same Only Different

I just read an article over at Cannata Report about diversification of products and services for the copier dealership.  I can't help but to be a bit surprised at how much HASN'T changed in over two decades.

Don't get me wrong, all of the observations and reflections contained are valid and support the notion that doing more of everything is the best way for copier resellers to avoid the same fate as buggy whips and While You Were Out message pads.(you remember those, right?)

Managed Print Services, scanners, telephones, and ink (Edgeline, anyone?) are staunch, proven, and although on the other side of the bell curve, profitable endeavors of pursuit.

Hear me out.

3D "Printers" - More Than Meets the Eye

Spooky, the kid is a table.

Digitally Remastered from 2010.

Let's cut to the chase. 

When most of us hear "3D printer," we don't think of a printer; we think of the replicators from "Star Trek." Yet, during a visit to one of the top design schools in the world (and a current client), I stumbled upon a machine using an Epson printhead to do just that.

Surprisingly, I found myself interrupting someone's lunch to get a tour that included this technological marvel nestled beside the woodshop. My curiosity skyrocketed. Without any previous exposure to 3D printing, I bombarded my impromptu guide with questions about how it works and its use by students.

The first thing that caught my attention was the term "printing" used to describe the process, and second, my guide's charm didn't hurt either.

My last campus visit was decades ago, focused on engineering and business, far from the art world's embrace. Yet, here I was, stepping into Otis College of Art and Design in LA, my curiosity piqued.

Business Matters

MPS Selling Appointment: "This is Turning Out to Be One Hell of a Morning!" - Remasterd

Digitally Remastered, 2/2024, from the original, here.

Maximizing MPS Sales: A Tale of Preparation vs. Simplicity

It's 8:15 AM, and you're on time, waiting in the lobby of Galactic RailWorks, surrounded by the hustle of fifteen hundred users. You're here to meet the CFO, who made it clear over the phone that he's looking for a local, flexible provider, not involved in "large, enterprise-level engagements."

You come prepared with a wealth of materials: marketing pamphlets, software datasheets, and a company profile, all printed in vivid color. Your faux leather portfolio holds a fresh pad of graph paper, brimming with newly printed business cards that label you as an "MPS Specialist."

Summary of ECS 2024 - Ai

By GRW_GPT

“Implementing AI is going to shrink jobs...you’re going to see legislation that can fundamentally change how you are using AI in your business and what the future possibilities are.” - Joe Brunsman of The Brunsman Group

What You Will Know After Reading:

1. AI as a Central Theme: AI dominated discussions at ECS 2024, highlighting its increasing role in shaping the future of office technology.
2. The Importance of Managed Services and Diversification: Insights from leaders like Frank Cucco and John Hey underscored the need for businesses to innovate and diversify, particularly into managed IT and cybersecurity, to remain competitive.
3. Veterans' Value in the Tech Industry: The summit spotlighted the significant contributions veterans can make to the industry, encouraging companies to embrace their skills and experiences.

The Resurgence of Managed Print Services: A New Dawn?

I've been asking this for over a year now, "Is MpS is back?"

Surprisingly, dealers and salespeople have been telling me their Prospects are asking for managed print services. Prospects have a definition of managed print services, see a need and are actively seeking out providers.  

Not like the old days.

MPS is not merely surviving; it's thriving and adapting in ways that promise a brighter, more efficient future for businesses worldwide.

The Future: The Reinvention of Managed Print Services 🖨️

Exploring the Evolution from Device Management to Digital Integration in the World of MPS

The evolution of Managed Print Services (MPS) is marked by a fascinating journey from simple device management to a comprehensive approach encompassing document lifecycle, digital transformation, and advanced technological integration. Initially focused on device output, MPS has shifted towards holistic document management and embracing the digital era, influenced significantly by the advent of hybrid office environments and cloud-based collaborations​​.

Greg Walters, a notable voice in MPS, highlights the enduring philosophy of service-based device management, while acknowledging the transformative impact of digitalization and the shift in device locations due to hybrid workplaces​​. Eric Crump, another industry expert, emphasizes the expansion of MPS to incorporate elements like security and hybrid working solutions, responding to global economic uncertainties​​.

📑OTT This Week: AI-Boosted Copier Sales and M&A

October 19, 2023 – Office Tech Tap Newsletter

Ready to rethink what office tech can do for you? This week’s Office Tech Tap Newsletter is your guide to the future, exploring everything from the transformative role of AI in copier sales to the changing dynamics of Mergers and Acquisitions in the industry. We also delve into the fast-paced world of Managed Print Services, where the paper may be folding, but innovation is unfolding. Your feedback is our North Star, so dive in and let us know your thoughts. 🌟🧭

• 🤖💵 Time is money, and AI is your new cashier: In the realm of copier sales, AI is not just a tool; it’s a game-changer. By automating tasks like lead scoring and follow-ups, AI frees up sales reps to focus on relationship-building and closing deals, ultimately boosting efficiency and revenue. Read the full article here.
• 🔄 The Copier Dealer M&A: Dancing Through Office Tech’s Shifting Sands Mergers and Acquisitions in the copier industry are evolving. It’s not just Original Equipment Manufacturers acquiring dealers anymore; dealers are becoming the acquirers, leveraging their economic positions for growth. Read the full article here.
• 🔄 Mind the Gap: AI’s Adoption vs. Training Conundrum – Ricoh. Ricoh’s article highlights the widening gap between AI adoption and essential training in the managed print services sector. This gap is not just a hurdle; it’s a liability and an opportunity for differentiation. Read the full article here.
• MPS – 🖨️ Deep Dive: MPS From Cloud Highs to Market Tides The Managed Print Services landscape is ever-changing, driven by cloud-based solutions and market dynamics. This article serves as a roadmap for providers to not just survive but thrive in this dynamic sector. Read the full article here.

Your feedback is invaluable to us. Navigate through this week’s insights and let us know your thoughts. 🌟🧭

Subscribe Today!

Artificial Intelligence And Your Dealership: The Next Managed Print Services?

Did you know that back in 2009, the term 'managed print services' was met with outright disdain? Dealers and OEMs would exclaim, 'Shrink the fleet to reduce costs? That's heresy in a world built on selling copiers!' Fast forward to today, and we're on the cusp of another paradigm and the most significant shift—this time, powered by Artificial Intelligence.

As Andrew Ng, co-founder of Google Brain and a leading voice in AI, puts it, 'AI is the new electricity.' Just as electricity transformed numerous industries over a century ago, AI is poised to do the same today. 

So, is AI merely the new MpS, or is it something far more transformative?

• Mckinsey: $4.4T of value added world-wide annually
• 80% of all jobs are subject to being enhanced by Generative AI
• In just the last year, a staggering 400 AI start-ups have emerged, gobbling up an eye-watering $24.6 billion in investment. Source: Visual Capitalist

__________

For the last six months, I've been using Artificial Intelligence (AI)in the form of a Large Language Model (LLM) every single day - cutting edge.  More like bleeding edge.

Why aren't you using AI? Today?

Do You Know Jake, the Managed Print Services Selling Professional on the West Coast?

Jake's Odyssey: From Midwest Dreams to Silicon Valley's Vanguard of Managed Services

Jake's journey began in the heartland of America, amidst the golden fields of the Midwest. There, life was simple, and dreams were often tethered to the horizon one could see. But Jake had always felt the pull of something greater, something beyond those fields. So, with a heart full of dreams and a suitcase packed with ambition, he moved to California, the land of innovation and opportunity.

In Silicon Valley, Jake's first foray into the professional world was as a copier sales representative. The copiers, once symbols of innovation, now felt like relics of a fading era. But as the digital age surged, Jake felt adrift, yearning for a new direction.

One transformative evening, Jake chanced upon an article on thedeathofthecopier.com. It wasn't a lament for the past but a beacon to the future, emphasizing the power of Managed Print Services (MPS) and the art of storytelling in sales.

But it was an article from The Imaging Channel that truly resonated with him. It spoke directly to the newbies in copier sales, like Jake, highlighting the potential future in the industry. The article emphasized that while many stumble into the copier industry almost accidentally, it offers invaluable lessons that are universally applicable. It underscored the importance of commitment, curiosity, setting realistic quotas, and above all, authenticity.

AI Will Replace Millions of Sales Professionals: "Anyone Telling You Different, Is Selling Something"*

Sidebar: AI will first eliminate Purchasing Agents.

Greg's Words:

One day, much sooner than you can imagine, your past prospects will incorporate an AI Agent to help them, "...optimize their existing business processes and workflows..."

One day, much sooner than you can imagine, your past prospects will build their own "...trusted advisor..."

One day, much sooner than you can imagine, your prospects will revel in experiencing sales without ever speaking to or meeting with You.

One day, much sooner than you can imagine, organizations that build technology solutions, hardware, software, consulting and advisory services will incorporate an AI Agent to communicate and manage, "...the customer experience and selling journey..."

One day, much sooner than you can imagine, providers of IT and Office Technology will have a team of AI Selling Professionals who work 24/7, never get sick, never get emotional, and exceed quota, every single month.  

Over time, quotas will go the way of the typewriter.

Crossroads: The Future of Managed Print Services

The Managed Print Services (MPS) industry is at a pivotal moment, facing the need to evolve from a hardware-centric model to a more holistic, software-driven approach. A recent article from The Office Tech Tap delves into this transformation. 

Companies like MyQ are pioneering this shift, offering cloud-based platforms that integrate with existing IT infrastructures. The industry is also grappling with a disconnect between IT decision-makers and office workers regarding the future of print. 

MyQ’s Digital Workplace Assistant is a shining example of this evolution, going beyond mere printing to offer advanced scanning workflows and secure cloud-based document storage. Adding another layer to this complex landscape is the growing emphasis on sustainability. 

The choices made by the MPS industry today will undoubtedly shape its future. Will it hold onto its hardware-centric past or embrace a software-driven future? The article offers valuable insights into these pressing questions.

Deep dive, here.

From Gridiron to Boardroom: America's Love Affair with Football and Sales

"Where Sales Pitches Meet Touchdowns: Your Field Guide to Winning at Business and on the Turf!"

As an avid reader of DOTC, and not my mother (hi Mom), you know I occasionally use Football as a metaphor - for MPS, Selling.

Of course, there is more to life than Selling MPS(when you find it, let me know) and it seems that football, American football(I can't believe I need to make that distinction) is and always has been, a metaphor for this American Life.

So it is with salespeople. Pushy, over-talkative, uncaring, fake. Stereotypical. Yes, some of that is deserved, but not for all of us.

Fake? What's with those industry pundits who last year provided copier sales training suggesting MPS was a fad?

Copier Salespeople: The Undoing of Managed Print Services Opportunities - A Personal Account

Re-Mastered from the 2009 DOTC classic, "Copier Sales People Destroy Managed Print Services Opportunities: Daily"

Why Traditional Copier Sales Tactics Undermine the Potential of Managed Print Services

Executive Summary:

1. The Problem with Legacy Sales Practices: Managed Print Services (MPS) is a rapidly evolving industry; however, its potential is being undermined by outdated sales tactics. This issue is deeply ingrained and can lead to unsatisfactory client experiences, as old-school copier salespeople resist change and cling to outdated dogmas.
2. Case Studies of Poor Sales Tactics: The negative impacts of these traditional sales practices are highlighted through two real-life client experiences. Both cases involve manipulative, rushed, and misleading sales practices from competitors that lead to client distress and loss of trust. These sales tactics prioritize moving products over genuinely addressing client needs, causing significant frustration and disruption.
3. The Future of Sales - AI & Core Sales Principles: Looking ahead to 2023, the timeless lessons from these experiences remain relevant. No matter the technological advances, core sales principles such as empathy, active listening, problem-solving, and relationship-building remain irreplaceable. As AI becomes increasingly integrated into sales, it presents opportunities for efficiency and insight while also challenging traditional face-to-face selling practices. While AI has the potential to redefine sales, the core ethos of understanding client needs and delivering effective solutions remains constant.

_________

In the rapidly evolving world of technology, the managed print services (MPS) industry is no exception. Yet, the legacy sales practices of copier salespeople are undermining the potential of MPS. 

Despite the proliferation of MPS training programs and the influx of so-called "MPS Experts", I argue that these won't make a difference. Major manufacturers like Toshiba, Konica Minolta, Ricoh, Samsung, Xerox, and Canon, who are launching such programs, are likely to experience frustration and lost potential. The reason? Resistance to change and clinging to outdated dogmas.

There is a saying in the industry that encapsulates this issue: at the beginning of the month, we all sell solutions, but in the last week of the month, we move a box. This mentality is deeply ingrained, often causing chaos and dissatisfaction for clients.

_________

💻 Selling MPS | The Hybrid Office | American Business | Hack On, AI💻

From Paper Jams to Power Moves: Unleashing the Magic of Managed Print Services

Managed print services (MPS) is alive and well. Actually, unbelievably well. We’ve talked about this before, and the wave continues. While dealers and manufacturers report a reduction in page volumes, an increase in MPS contracts highlights an area that dealers should be leaning into.

Despite its limited name, MPS is about more than just print. It isn’t just about cartridges or even cyber security, but it IS about supplies, purchasing, keeping data under lock and key, and even leasing. What’s more, with the move back to an office, cost reductions and increasing efficiencies hold a more prominent position.

From 2013. DOTC Prime - TheDeathOfTheConsultants, Remastered

Wandering the Wild Terrain of MpS: An Adventure Beyond Consultancy

...and here's a tale as old as the copier itself, from the summer of '13...

Quick Summary

1. Embracing a role beyond the traditional consultancy, we engage in a shared journey in the Managed Print Services (MpS) industry, aiming for partnerships rather than vendor relationships.
2. Proposing a fresh consulting model, we invite a joint venture where risks and profits are shared, challenging the conventional wisdom of industry benchmarks and highlighting the importance of unique, self-created standards.
3. Recognizing the need for continued relevance, we embed into the business culture to maintain a fresh perspective, acknowledging that providing value to others from outside can be challenging, but ultimately rewarding.

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"Space, The Final Frontier of Copier Sales"

 

- by James T. Kirk, Captain of Starship Enterprise

Navigate the Universe of Copier Sales - Propel Your Sales Career to Stellar Heights

Stardate 9678.3. 

Over a glass of Saurian brandy in the lounge of the starship Enterprise, I found myself engaged in lively discourse with a few dealers and sales personnel about the current trajectory of sales and trading across this vast quadrant of space.

"...they(your prospects) entrusted me with the responsibility to generate a scope document, examine vendor proposals, participate in sales conferences, provide feedback on candidates, and oversee the implementation of the chosen solution..."

It was like a temporal loop - similar conversations had taken place light years before.

For more than a decade, I have been heralding change, echoing through the cosmos to dealers and original equipment manufacturers about the course ahead. It isn't about creating patterns of light on a page, or the latest software from the Daystrom Institute. The route to successful selling lies in the wisdom of our ancestors:

• "I seek to be your trusted counselor."
• "We must trade solutions."
• "We need to heed the needs of our customers."

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