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In July of 2006 Everything Channel hosted the Printing & Imaging Executive Roundtable entitled
"Moving Beyond Speeds and Feeds" featuring top vendors in this dynamic market. Hosted by
Robert DeMarzo, VP/Publisher of VARBusiness, this event gave vendors
the opportunity to voice their thoughts on the direction and top trends in the dynamic
printing and imaging market.
Roundtable partcipants included:
Laura Blackmer, Vice President, Imaging and Printing Channel
John Linton, Vice President, Solution Provider Channel
Robin Henry, Senior Manager Channel
Gary Gillam, Vice President North American Channel Operations
Greg Van Acker, Vice President U.S. Channel
Don Hsieh, Vice President Marketing
Which vendors were in attendance, who represented them? Find out in this clip of the start of this executive roundtable discussion, kicked off by Robert DeMarzo, VP/Publisher of VARBusiness.
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Xerox's Gary Gillam, Vice President Channel Operations, discusses the difficulties of breaking out of sales models and some new solution tools that can help resellers broaden their sales strategy.
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In which areas does Konica Minolta think it's been particularly innovative? Don Hsieh, Vice President of Marketing for Konica Minolta answers and discusses the different innovation points.
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Robin Henry, Senior Manager of Channel Marketing for Ricoh, talks about how knowing the customer's needs, down to the department level, is key to finding the right document management solution to offer.
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Greg Van Acker, Vice President of U.S. Channel Sales for Oki Data, makes that point that a managed services model doesn't necessarily mean a large investment from resellers.
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Hewlett-Packard's Laura Blackmer, Vice President Imaging and Printing Group Channel, talks in detail about strategies to grow margins in color printing sales.
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Which vendors were in attendance, who represented them? Find out in this clip of the start of this executive roundtable discussion, kicked off by Robert DeMarzo, VP/Publisher of VARBusiness.
Watch Video »
Robin Henry, Senior Manager of Channel Marketing for Ricoh, is asked how she would advise a solution provider stuck in the old "speeds and feeds" model of printing and imaging sales.
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Lexmark's John Linton, Vice President Solution Provider Channel, discusses where to start when looking to get expand into more document management sales.
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Greg Van Acker, Vice President of U.S. Channel Sales for Oki Data, discusses what makes managed services different, and where the opportunities can be found.
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Hewlett-Packard's Laura Blackmer, Vice President Imaging and Printing Group Channel, addresses the issue of
how solution providers can transition to true solutions-oriented sales.
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Robin Henry, Senior Manager of Channel Marketing for Ricoh, talks about her company's perspective on where the upcoming opportunities can be found in color printer and imaging sales.
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Xerox's Gary Gillam, Vice President Channel Operations,
discusses the importance of a service-led practice.
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Lexmark's John Linton, Vice President Solution Provider Channel,
on how managed services ties into larger trends of network management.
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In which areas does Konica Minolta think it's been particularly innovative? Don Hsieh, Vice President of Marketing for Konica Minolta answers and discusses the different innovation points.
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Where would Oki Data say it's been most innovative, in the channel and marketing side or the product side? Greg Van Acker, Vice President of U.S. Channel Sales for Oki Data answers.
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