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MPS Sales Workshop and Service Management University

By Doc | July 8, 2011, 7:00am PDT

Summary: Doc loves any excuse to go back to school, but there hasn’t been a lot of training out there for Managed Print Services. Now Strategy Development, a leading management consulting and advanced sales training firm, along with BTA, is conducting their BTA MPS Sales Workshop on July 14-15, 2011 in Irvine, CA.  The class will [...]

Doc loves any excuse to go back to school, but there hasn’t been a lot of training out there for Managed Print Services. Now Strategy Development, a leading management consulting and advanced sales training firm, along with BTA, is conducting their BTA MPS Sales Workshop on July 14-15, 2011 in Irvine, CA.  The class will be held at the Hyatt Regency in Irvine, CA.

The BTA MPS Sales Workshop, taught by Strategy Development’s Tom Callinan and David Ramos, is designed to provide sales leaders with a systematic and proven methodology to establish and maintain a profitable MPS program.  Participants will learn how to uncover new revenue streams, significantly increase the quantity of captured prints, lock in customers, enable differentiation from competitors, and, ultimately, sell more hardware.

Topics covered in this two-day workshop include: understanding the print space (the opportunity, IT’s involvement, the sales approach and target markets); getting the appointment; presenting a value proposition; conducting an assessment; developing a strategy and tactics; building an MPS proposal that sells; pricing an MPS contract; expanding the opportunity after the sale; and preparing for quarterly business reviews.

For more information or to register, please contact Tom Callinan at callinan@strategydevelopment.com or at 610-527-3317.

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Topics

Irvine, Service Management, Computer Associates International Inc., Doc, Sales Strategy, Sales Force Management, Strategy, Sales, Management

Biography

Doc

ZDNet introduces Doc (The DocuMentor), sponsored by RICOH. Through his blog, Doc will educate you about Document Management. So who is Doc? Doc is something of an enigma. He was born to a Russian ballerina and a German electrical engineer who some believe was running covert operations for shadowy corporate interests. Doc grew up in various locations in the United States, although no one seems to know precisely where, least of all Doc. His early schooling was unremarkable except for the time he was caught trying to replace all the mimeograph machines with high-tech color copiers that had mysteriously disappeared from a shipment to Albania. At MIT, he made a name for himself by transforming a large printer into a robot that hunts and eats Roombas. Professionally, he reportedly has seen the insides of more brands, versions, and generations of printer and printer-related hardware than almost anyone. Some say his obsession with paper, printing, and mechanical movement was either started by, or evidenced by, a traumatic childhood episode when he crawled inside an old Xerox 2400 and tried to print himself.

Anyway, Doc has hands on experience with stuff like printer maintenance and fleet management, but his mastery of document management leaves no stone unturned. Important issues like sustainability, security, and regulatory compliance are top of mind for Doc, as are other business technology needs like networking and IT services, making him a true blue IT renaissance man.

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