Managed Print Summit

Tom Callinan

Session Title:
Planning for Success in MPS

Description:
There are numerous approaches to selling print management and each has benefits and pitfalls. In this session you will learn the benefits of the Strategy Development Services Led Print Management Sale approach as well as the critical aspects to execute well with a service led approach. We will touch on the benefits of print management sales specialists including activity expectations and a three year financial proforma, how to approach the prospect, when to conduct an assessment and the critical information to identify in the assessment as well as how to expand the account once under contract. If you are thinking about deploying a print management strategy this session will provide you with great information on launching the program successfully or provide great ideas to those that have a print management strategy that is not as effective as they had planned. For more information on ECi visit www.ecisolutions.com.

Biography:
Tom Callinan is the founding principal of Strategy Development, a management consulting firm for the technology and outsourcing space specializing in business planning, sales effectiveness, advanced sales training, and operational and service improvement (www.strategydevelopment.org). From 1998 - 2005, Callinan was an executive with IKON Office Solutions, most recently vice president and general manager of IKON's largest business unit with revenue of $1.4 billion. Prior to IKON, Callinan was the founder and CEO of Copifax, Inc, a copier dealership that was recognized with numerous awards including inclusion on the INC 500 list of fastest growing private US companies. Copifax was acquired by IKON in 1997. Callinan graduated with high honors from The Wharton School, University of Pennsylvania. Tom can be reached at callinan@strategydevelopment.org or 610.527.3317