Fall Colors Retreat Educational SessionsEducational SessionMaking the Shift: How MFP Dealers are Succeeding in Managed Services
Roy Serhal, regional sales manager for North America, N-able by SolarWinds
The managed services market is a rapidly growing market that many providers are taking advantage of, but they are not all succeeding. In this session, Serhal will be making the case for why MFP dealers need to consider adding a managed services offering and how to overcome the challenges that every dealer faces. He will be discussing the managed services opportunity for MFP dealers; the challenges dealers face and how to avoid them; and how to successfully add this recurring revenue stream to your portfolio.
Serhal is N-able by SolarWinds' regional sales manager for North America. Committed to supporting the copier vertical, he has built a growing portfolio of resources designed specifically to help dealerships with their managed services endeavors. Serhal brings a unique perspective to the market with more than seven years of experience in managed services at N-able and his previous experience at Xerox, where he took a leadership role focused on its Major Accounts Division. With an emphasis on education and clear communication, he supports the value proposition that managed services brings to dealerships. Serhal and his team have on-boarded many MFP dealerships and have aided them in successfully adding managed services to their service offerings.
Growing Your Managed Services Practice
Moderated by Roy Serhal, regional sales manager for North America, N-able by SolarWinds
In this panel, Serhal and several dealer panelists will discuss the state of the industry — the managed services market reality; how great managed services providers go to market; and how to achieve the greatest return on investment.
Kurt Beasley began his career in Carolina Business Equipment's (CBE), Columbia, S.C., sales department in 1995. In 1998, he developed and worked in the role of sales engineer. He now serves the company as its CIO and IT director. When the multifunctional copier trend was in its infancy, Beasley developed strategies to make CBE the first dealership in the Southeast with a fully functioning "connected" showroom. "From that point on, it was a rollercoaster," Beasley said. "As new technologies were being introduced almost weekly, we had a lot of work in front of us. Other companies were looking at us as being the industry leader. We were not going to backpedal. We had to keep developing and moving forward." In 2012, he designed and built the infrastructure for CBE's NOC — a one-of-a-kind "First Response Center" (FRC) for handling service calls and help-desk support. The FRC is designed to grow exponentially as the service base increases.
John Morelock draws upon a wealth of experience and knowledge to lead CBE, in technology sales and support. In the 20 years before he came to CBE, he developed IT solutions for enterprise and SMB clients, serving customers such as AOL, Bank of America, BBT and Consolidated Diesel. During a brief break from the IT world, Morelock went into business with his father, an experience that further enlightened him about the unique challenges that business owners face. He accents his decades of experience with numerous networking and business-class software certifications, all of which he applies to deliver outstanding value to CBE's IT clients as manager of its outsourced IT team.
Tim Renegar is president and co-owner of Kelly Office Solutions, a Canon, Konica Minolta and Savin dealership located in Winston-Salem, N.C. He has 35-plus years of management experience in the industry. Renegar has worked in corporate environments such as IKON and Sharp Electronics, where he served as president of North Carolina, and in dealerships such as Charlotte Copy Data and Triad Business Systems, where he was executive vice president and co-owner. He has also served on various manufacturing and leasing company advisory councils.
Barry Wallingford is founder and president of Atlantic Business Systems, Melbourne, Fla. He received his bachelor's degree in finance from the University of Tennessee in 1983 before entering the office technology industry. He has been a quota-plus performer at each of his three jobs since graduation: retail sales at Merchants Business Machines in Atlanta, Ga., wholesale sales for Sharp Electronics for the states of Alabama and Mississippi and, finally, as founder and president of Atlantic Business Systems since 1994. Atlantic Business Systems has migrated from copier/MFP sales to printer fleet management to remote network administration. In each case, its products and services have helped to optimize business processes. The company is committed to the most ethical path to a desired business destination with clients, vendors and team members, and is focused to its slogan: "Leveraging Technology to Improve Office Efficiency."