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The Magic of ITEX ’13 Delivered!

6 Jun, 2013 By: Sand Sinclair, Editor

Another ITEX Expo has come and gone, leaving the neon lights of Las Vegas behind until returning March 11-13, 2014 – to roll out its 14th expo and conference, again at the Rio all-Suite Hotel & Casino. Without exception, this year's recent 13th event provided the much needed magic that materialized in the form of real solutions and credible strategies sought by the ever hungry office channel.

Professionals know that there is no simple slight-of-hand abracadabra to putting together the industry’s premiere and largest trade event for the office channel.  Executing and delivering a seemingly magical show addressing all aspects of today’s office technology evolution takes hard planning, acquiring and translating industry research and knowledge into an agenda that will provide the best practices, strategies and methods for office providers to use to their business advantage. Not to mention the obvious (but I will) the support of today’s leading dealers, resellers, manufacturers, system integrators, IT professionals, vendors and VARs committed to the success found at the annual ITEX Expo.

Thousands of these professionals look to invest their time and effort in search of new and improved tools, technologies and processes. And by the close of the 2013 three-day event, the feedback from attendees and exhibitors was overwhelmingly positive for the Expo Hall, Conference Program, and all the keen Networking Opportunities found at the show.  

Let’s focus on highlights that sparkled.  ITEX 2013 Delivered

As ITEX 2013 showcased all aspects of the evolving office market and the growing influence of IT services, some of the best new tools for the taking were found in focused education tracks that tackled, head-on, today’s critical challenges to grow and retain prosperity.  The new workflow solutions and their integration, regarding the vast technology products and services in the market today, have left many dealers and solution providers scratching their heads.  ITEX 2013 gave them a credible playbook as promised to “advance, expand and evolve” their business models to meet expectations, and the best tools to do it with. Attendees received peer-led information from leaders in their respective fields.  Each delivered actionable education in tracks that offered the latest solutions and useable technologies, as well as the strategic drivers of managed services and MPS.  Providers are adapting to the changes brought on by rapid-fire technologies and the shift in consumer attitudes. Attendees clamored to track sessions and forums to learn just what it takes to adopt these platforms and programs; examined product and processes that they will (and their customers) profitably benefit from.

The true theme of ITEX ’13 (“advance, expand, evolve”) played out perfectly.  In order to advanceattendees discovered the latest products and innovative technologies that would move them beyond their core capabilities. Needing to expand – attendees gained useable and actionable knowledge of processes and hands-on strategies to reposition their business in order to generate wider revenue streams. Ultimately, as the industry evolves- ITEX notably delivers to office providers the platform to connect with market-leading vendors and peers –in order to grow their business by creating a portfolio of profitable solutions.  With over 100+ best-in-class exhibitors, deep-dive workshops, essential education tracks, comprehensive MPS and managed services forums, a new technology and workflow zone, and multiple networking opportunities (*think welcome reception with acrobatic magician Seth Grabel ; the BTA’s special reception in the Voodoo lounge, IPBI’s event & others) attendees realized an extraordinary industry event that delivered big in finding not only the crucial information sought at the show, but the leaders and companies best able to support them.

"We had several new features for this year's event including additions to our Conference program, new Tech Zones on the Expo floor, as well as an exciting Welcome Reception hosted by our Diamond Sponsor Continuum, all of which were enjoyed by attendees and exhibitors alike," remarked Wendy Loew, ITEX Event Director. "The conference sessions, exhibit floor, and reception were all buzzing with industry-leading vendors interacting with some of the channel's top dealers, resellers and VARs.  We thank all of our sponsors, speakers, exhibitors and attendees for making this year’s event so successful."

Good vibe, great feedback

"The opportunities for the independent dealer in our industry to get out and discover new cost-saving opportunities, gather money-making ideas, and interact with other dealers from the industry are dwindling.  ITEX is the one, true event that brings all of this together for independent dealers seeking to maintain their competitive advantage in the marketplace." -Randy Horshok, IBPI

"ITEX 2013 set a new standard of excellence.  The organizing team did a great job of offering relevant, forward-looking education sessions that not only informed, but energized attendees.  The benefits of ITEX 2013 will--literally--be felt around the world.  I look forward to being a part of it again next year." -Dave Westlake, President, Print Command LLC

"We are always looking for new shows and opportunities. We find that the ITEX show is really a nice return on investment. For this current year, we've had not only decent volume as far as number of leads, but the quality has been really high with succinct action items that need to be addressed when we get back to the office. We really endorse the ITEX show and look forward to being at ITEX 2014." - Rob Turner, Fujitsu

"The content was excellent." - Dan Larkin, Managed Services Sales Manager, Marco

"This seminar took some of the fear away from approaching Managed IT." - Kevin Horner, President, PTS Office Systems, Inc.

"I thought the ITEX program this year was excellent and well attended." - Frank Topinka, NPRN

And so it goes. For more testimonials simply check out www.itexshow.com

Spotlight on Managed Services & MPS

Always ahead of its time, ITEX began a push to provide Managed Services information within its general tracks and preconference workshops, as well as its Managed Services Forum. The managed services opportunity represents for many, the “right time, right place” opportunity to expand business. The topics presented a natural next-step for solution providers and many sessions were to full capacity. From finding A Simple, Cost-effective On Ramp to Managed Network Services, to Why Digital Workflows Are the Future of Managed Services, experienced presenters - leaders in the office space - shared critical strategies on profit-fueling market opportunities.

In addition, ITEX delivered a well-established Managed Print Services Forum to a wide audience of attendees, helping to crystallize information to those seeking to take a lion’s share in the MPS space, or wanting to evolve further (and better) in this market. Industry “mindshare” leaders shared best practices and essential information as dealers learned to readily identify, revise and apply the best resources to leverage MPS today. It becomes evident year after year that MPS is “not a given.” You must understand the newer technologies, the evolving markets and how they impact one’s business in order to succeed.  Topics from Maximizing the Profits of Your MPS Engagements to Operational Excellence as the Key to MPS Profitability, and MPS Goes Vertical, were among comprehensive presentations that presenters (vendors, manufacturers, dealers, professional companies) shed bright light on, touting strategies to implement in order to prosper.  It’s all about automating document and workflow solutions, delivering and managing services to be competitive.

Power Hours

The latest market opportunities and how to go about getting them were found in the multi Power Hour tracksITEX is where attendees learned the latest in hybrid solutions, services & supplies, document solutions, intelligent IT, cloud, mobility, business process automation, workflow and more. Besides what to sell, implement and service, they walked away knowing just what their customers expect from a good solutions provider today.  A variety of perspectives were found in lively panel discussions as well as right-on-target sessions. From BPO in a Box to Driving Supply Chain Profitability, to Selling Cloud Document Management Solutions to Maximum Profits in Color CPP, the mix of topics covered the gamut, culminating on the last day of the show with the much talked about topic: The Next Business Model - One Sales Process for all You Sell.  

Peer-led Workshops

Each year ITEX addresses key markets for those wanting to deep dive in order to evolve their portfolios. The 2013 show presented two powerful all-day workshops.  Workshop 1:  A New Portfolio & Enhanced Business Model - Next Step Actions in IT, Cloud, Mobility, Unified Communications – was a powerful introduction on the convergence of the imaging channel as it continues to move at rapid speed. The interactive workshop was led by Growth Achievement Partners (Mitch Morgan & Chris Ryne) who stressed the fact that solution providers must implement new methodologies to sustain and grow their business.  The “steps workshop” included presentations from Jon Reardon, Group Director, InfoTrends, where each presenter helped providers identify the best processes to move their business forward. In addition, Continuum, a leader in the Managed Services space, premiered a newly released Managed Services Business Model (for the BTA channel) for dealers/providers looking to capitalize on the Managed IT Services opportunity that is one of the fastest growing segments of the $118 billion SMB IT market.

In addition, Comptia, and Randy Dazo, Sr. Director, InfoTrends, effectively executed a second all day workshop: Entering the Vertical Markets Through IT & Business Process Automation for Healthcare, Legal and Security IT.  Notably, as the office channel experiences a transformation it requires exploring a variety of markets to enter and profit from. The experienced presenters spotlighted the paper intensive vertical markets, using their strong credential and experience to provide actionable methods to those wanting to learn how to engage, using specific strategies and the IT channel intelligence needed, per chosen market.

Wrap Up

ITEX has a strong track record. It is a venue that unites the office channel with a platform that delivers a wide array of actionable solutions.  It is, and will remain, the premier event to see new product, learn of new programs, find new ideas, meet the best people to move your business forward.  Advance, expand, evolve your business is the ITEX evolution strategy.

Yes, the industry is moving quickly and the channel is eagerly primed for change, growth, impact.  ITEX each year is the industry’s best collective platform – and difference maker – to guide you to success.  Be sure to claim its magic - mark your calendar for ITEX 2014! 

Perfect Image Award Recipients

And the Winner is!

Recognizing our peers is one of the best ways to give well-deserved credit where it is due. When it comes to dealers, resellers, or MSPs, the annual imageSource Perfect Image Awards recognize those providers that show superior distinctions within well-defined categories, as observed by their peers, including those on the ITEX/imageSource Advisory Council. The 2013 PIA awards, (ceremony sponsored by Epson and FileBound Document Management Solutions) recognized 9 outstanding providers.  imageSource editor/conference director, Sand Sinclair, presented the awards, graciously assisted by executives from the co-sponsoring companies (Bill Gates/Epson; Jon Eilers/Filebound). Applause and congratulations to the following:

2013 Perfect Image Award Recipients:

  1. Dealer of the Year  - Impact Networking 
  2. Outstanding MPS Program – Flo-Tech
  3. Outstanding Managed Services Program - Stratix Systems 
  4. Outstanding IT Services Provider – Marco, Inc.   
  5. Outstanding Sales Program – CVI Digital Solutions
  6. Outstanding Service Program – Modern Office Methods
  7. Outstanding Marketing Campaign - Coordinated Business Systems
  8. Outstanding Customer Service Program – PERRY proTech
  9. Outstanding Use of Website Technology – Advance - The Document Specialists

Dealer of the Year: Impact Networking

Illinois-based Impact Networking, imageSource magazine’s recipient for Dealer of the Year 2013, stresses that their execs work hard to create a team-oriented culture.  In fact, four regional branch managers were chosen to represent the company at the award ceremony per Impact’s President, Dan Meyer, CEO Frank Cucco, and Vice President of Sales, Tom Pieters. The “Fearsome Foursome” of Corey Carnes, Robert Fisher, Richard Ray, Chris Zvirbulis were chosen based on their ability to adopt and reflect Impact’s values, mission and vision as their own. Talk about a joint team effort!

Impact Networking attributes their 93 percent client retention rate, and more than 350 reference letters lining the walls around the corporate office, on their strong team of employees and their ability to develop innovative products and services. As equipment is still the main sales focus, Impact has strengthened their ability to be a total Solutions Provider. There are Managed Print, Document Management and Production Print specialists assigned to each 8-rep sales team, bringing value-added consulting to any sales solution. Impact continues to leverage their in-house solutions team to develop innovative products and services for customers.

It is no wonder that Impact Networking is this year’s Dealer of the Year. Congratulations!

About the Author: Sand Sinclair, Editor

Sand Sinclair, Editor

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