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Dec. 6, 2016
Issue No. 529

BTA Member Dealers Receive 2-for-1 Registration;
Can Use $150/$250 Discount Codes Received With Membership!

The 2017 Spring Break event will feature:
• A special keynote address presented by a surprise guest speaker to be announced onsite
• Seven additional educational sessions led by industry leaders
• Time to network with peers and exhibiting sponsors, including a welcoming reception
• An afternoon/evening visit to the Disney theme park of your choice: Magic Kingdom, Epcot,
Hollywood Studios or Animal Kingdom

For more information, click here.

There are a lot of recruiters out there who say they know the Copier/MPS/MNS Channel, but nobody knows it like Copier Careers®.

The Copier Careers 2016 Sales Representative Salary Survey is now available to BTA members. This year's survey reflects the responses of 10,259 Copier Channel salespeople across the United States. Copier Careers uses these annual surveys to provide a year-by-year snapshot of how well industry professionals are compensated, how satisfied they are in their careers and how closely their needs are aligning with the needs of their employers. Read the full survey to see how your compensation compares nationwide.

More Than Resumes, Candidates®

Learn more about how Copier Careers® can help move your business forward. Visit or call (888) 733-4868.

For more information on BTA Hotline sponsorship, contact Brent Hoskins at or visit the advertising link on the BTA website. (Note: Sponsors are not endorsed by BTA and members should thoroughly investigate claims and offers made by them prior to purchase.)

BTA Welcomes Four New Members

BTA, GAP Launch New E-learning Program for Sales Reps
In response to a recent survey regarding the association's educational offerings, the Business Technology Association (BTA) and Growth Achievement Partners (GAP) have joined forces to offer the BTA Strategic Sales Semester.

Buyers Lab & InfoTrends Launch New Brand, Logo
Buyers Laboratory LLC (BLI) has announced a new milestone in its acquisition of InfoTrends: a new corporate brand identity.

Nuance Announces PDF Converter for Mac Software
Nuance Communications Inc. has announced PDF Converter for Mac version 6, an intelligent solution that empowers Apple users to easily convert, edit and securely collaborate with industry-standard PDF files.

HP Redefines Security Practices in Managed Print Services
HP Inc. has announced it has redesigned HP Managed Print Services (MPS) to help protect corporate print environments against cyberattacks.

Panasonic Teams With Square 9 to Provide Scan-to-File Capture Solution
Panasonic System Communications Company of North America has announced a new strategic business relationship with Square 9 Softworks, enabling virtually all users of its workgroup, departmental and production document scanners to deploy fully scalable enterprise-level capture automation solutions without over-stressing small- and mid-size company budgets.

Print Audit Acquires NeoStream Technologies
Print Audit has announced it has acquired NeoStream Technologies.

Click here for all recent BTA Hotline articles.

Building My Business Webinar: "Proactive Prospecting: Changing the Message & Delivery for Increased Engagement & Revenues"
Knowing who to call is one critical element of success in cold calling, but if you cannot engage with your audience long enough to communicate your value, you are only halfway to success. This webinar, led by Tibor Shanto of Renbor Sales Solutions Inc., will focus on the critical elements of executing a proactive prospecting call — from the talk track to impact questions to handling the most common objections to voicemails and more. This webinar will present a step-by-step how-to guide with no academia or theory — nothing but a proven methodology for efficiently and effectively turning cold calls to conversations to prospects. For more information or to register online, click here.
Building My Business Webinar: "gap intelligence's State & Direction of the Office Technology Industry"
In this webinar, Jake Fishman of gap intelligence will provide insights into the factors influencing the office technology industry and how industry players are evolving their strategies to find and drive growth today and into the future. The presentation will touch on product and pricing trends, channel trends, differentiation and diversification strategies, industry consolidation, and conclude with a strategic overview of the leading manufacturers. For more information or to register online, click here.
18 BTA MPS Client Engagement Training Series
The BTA MPS Client Engagement Training Series, led by Mike Lecak, president of Collaborative Consultant Group, consists of six one-hour, Web-based courses designed to assist participants in the following: getting the appointment; MPS value propositions; conducting the appointment; the assessment; the proposal; deal implementation; and client management. During the six-week session, there will be three one-hour, one-on-one coaching sessions in addition to the online training sessions. During these sessions, you will be working with Lecak on three of your specific accounts. You will be taking these opportunities through the sales process, from appointment through the assessment to the proposal and contract. You will have a chance to gain valuable insight while working on actual "live" prospects. For more information or to register online, click here.
23 BTA Strategic Sales Semester
The industry is shifting from transactional sales to strategic sales, and sales reps need new skills for this transition. Determining which accounts and which opportunities require a transactional approach and which accounts require a strategic approach is a skill required to be successful today and into the future. The BTA Strategic Sales Semester, taught by Mitch Morgan and Chris Ryne of Growth Achievement Partners, consists of 13 online training sessions held every two weeks over six months. These sessions are 45 to 60 minutes in length and geared to specific parts of the sales process. Each module includes skill-building exercises and field-based activities reps will be asked to complete. These online training sessions include opportunities for polls, test questions and interactive Q&A. Participants will also receive the modules in an app so they can listen to training anytime, anywhere, and repeat sessions or establish a library for future use. For more information or to register online, click here.

For details on these events and to stay abreast of industry events, visit the
BTA Industry Calendar.

Click here
for congratulatory videos and videos of the BTA at 90: A Celebration event, held June 10, 2016, at Kansas City Union Station in Kansas City, Missouri.

The December issue of Office Technology, the monthly magazine of the Business Technology Association, is now posted on the BTA website. You will need your username and password to access the online magazine.

Click here to view the magazine online.

Click here for the Office Technology archives.

CompTIA Resources & Discounts
As a non-profit trade association, CompTIA advances the global interests of IT professionals and channel organizations, and enables them to be more successful with certifications and business credentials, education, resources and the ability to connect with industry experts. CompTIA offers BTA members 15-percent discounts on many of its certification exam vouchers, including CDIA+, Cloud Essentials, Healthcare IT, Network+, Security+ and more. In addition, CompTIA’s Managed Services Community allows for collaboration of best practices to improve the IT industry as a whole. Its members run the gamut from experienced managed service providers (MSPs) to new MSPs to managed service vendors to IT industry thought leaders.

Visit for details on BTA's partnership with CompTIA.

For more information on other BTA member benefits, visit

2017 BTA Event Exhibiting Sponsorships
Sign-ups for 2017 BTA event exhibiting sponsorships have begun. Click here to learn more about reserving your tabletop exhibit space.

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BTA Membership
Your BTA benefits are listed on the BTA website. Be sure to take full advantage of your membership by using the many discount programs and business services BTA offers exclusively for its members. Click here to learn more. Not a member yet? Join online.