This past May I attended Photizo’s Global Conference in Orlando. One of the events I was looking forward to on the agenda was the panel of competitors including Xerox, HP, Ricoh and Canon. They were seated up on the stage in that order. Having been in the industry over 18 years, I found this entertaining.
Months later, I’m remembering hearing one of them boast about their ability to offer MPS in a box. The question is, can we really put a service in a box? I also thought, “it’s no wonder some are saying MPS is becoming a commodity.” That’s what happens when you put things in boxes.
With that being true, the paradigm shift to selling services isn’t easy for them or anyone for that matter. Having had experience selling FM, MPS and transactional deals, here’s who I’ve work with:
1. Mostly I was with a dealer owned by a holding company that later integrated into an operating company;
2. Some years with an OEM;
3. Some time with an OEM;
4. a few months with an OEM in the middle of acquiring a dealer;
5. and now, a consulting firm.
2. Some years with an OEM;
3. Some time with an OEM;
4. a few months with an OEM in the middle of acquiring a dealer;
5. and now, a consulting firm.
Of course, I could have said I’ve worked for IKON, HP, Konica Minolta, Canon, and now Photizo Group, but I didn’t. Instead I illustrated by describing the companies I’ve worked for by how they were structured to do business. Do you see the difference?
A selling services approach is working with the client conceptually, which means you don’t have to mention a box unless of course they ask. Selling services is transforming the “way” business is performed, not which boxes are being swapped in and out. You can tell if you are making the transition from boxes to services by how frequently you talk about what comes in a box. Listen to yourself, to your company and look at your proposals. Are you still talking about hardware specs and software features? If so, that’s still box selling.
Solid indicators of conceptual selling include:
1. Excellent at understanding and addressing challenges at the root or a deep level.
2. Incentives and contracts are not just outcome/box based, but performance based.
3. Solutions include unique ways of servicing that go beyond technology and include peope
4. Clearly identifying what needs to go, and what can be implemented to enhance ways of doing business.
5. Relationships are built on transparency, trust, integrity and confidence.
2. Incentives and contracts are not just outcome/box based, but performance based.
3. Solutions include unique ways of servicing that go beyond technology and include peope
4. Clearly identifying what needs to go, and what can be implemented to enhance ways of doing business.
5. Relationships are built on transparency, trust, integrity and confidence.
In the end, there is no need for naming what’s in the box. So…what is “MPS in a Box”? In case you’re wondering, I’m writing about that next.
Source: http://www.mpsinsights.com
0 comments:
Post a Comment