Business Technology

Provide a brief bio about how you entered the industry, what you enjoy, and how it has evolved over the years. I entered the industry right after college as an Accounts Receivable hire. Since then, I’ve worked across multiple departments, eventually landing in sales. I enjoy the fast pace and solving complex office challenges to help people work more efficiently. When I started in 2005, we primarily sold single-function devices like copiers and fax machines. Over time, the industry shifted—fax capabilities integrated into copiers, printers became more cost-efficient, and IT services evolved to include scanning, security, and managed services. We adapted by becoming an IT Managed Services Provider, offering comprehensive solutions beyond print.

How do you stay ahead of industry trends and ensure that our sales strategies are aligned with the latest developments in office technology? Staying ahead comes down to listening. We learn from customers of all sizes, identifying their challenges, and applying solutions across similar verticals. Additionally, we participate in dealer groups to stay informed on industry trends nationwide.

What are the key factors that differentiate our office technology solutions from those of our competitors, and how do you effectively communicate these advantages to potential customers? Our service sets us apart. We offer quick response times, maintain extensive parts inventory, and keep machines running longer than expected. This, paired with our flexible delivery and unmatched administrative support, ensures smooth operations and long-term customer satisfaction.

Can you share a successful sales tactic or campaign that significantly boosted our market share or sales performance in the office technology sector? One of our inside sales reps launched a targeted outreach campaign using CRM data to upsell and cross-sell to existing customers. They identified clients due for equipment upgrades or who could benefit from complementary products. Personalized calls and tailored emails addressed specific needs, resulting in a sharp increase in qualified leads within weeks.

How do you approach building and maintaining long-term client relationships in the office technology space? We focus on being trusted advisors, not just vendors, by understanding each client’s unique challenges and goals. Key strategies include –