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Software Vendor Panel
Beyond Hardware: Opportunities for Diversification
Moderated by Frank Cannata, president, Marketing Research Consultants


2016 BTA National Conference dealer registrants will have an opportunity to submit questions to be asked of the panel prior to the event (submit your questions below).

Today, office technology dealers are increasingly looking at strategies to diversify their product and services offerings, with the goal of distinguishing their dealerships from the competition. For many dealers, that has led to partnerships with one or more software vendors offering, for example, document management solutions to their customers. Have you embraced the growing number of opportunities presented by the industry's various software vendors? If not, are you seeking a software vendor partner that is right for your dealership? In this session, software vendor representatives will provide attendees guidance and insight, helping them to effectively consider the possibilities. The panelists will address questions focused on such areas as dealer supports strategies, go-to-market sales strategies and their visions for the future. 

Cannata is president of Marketing Research Consultants and publisher of The Cannata Report, first published in 1982. The magazine now enjoys a readership in 14 countries. In 1985, the electronically distributed LIVE WIRE was launched. Cannata has been in the business more than 40 years and is a well-known presenter in the office technology industry.


Quentin Gribble is joint founder and CEO of Umango, and has been working in the technology field for the past 25 years. Prior to Umango, he was involved with numerous technology companies in leadership roles. Gribble has worked and served on boards within various areas of IT, including manufacturing, software development, design and electronics, and has been pivotal in a number of innovation startups.

Mark Hart is director of business development and national accounts at Access Control Devices Inc. (ACDI). He has a wide range of experience creating solutions and hardware training processes specifically customized to grow revenue in the dealer channel. Prior to joining ACDI, Hart worked for Lexmark for more than 16 years. He played an integral part in creating Lexmark's dealer program and helped bring solutions to the dealer channel through the Lexmark eSF platform. Hart received his bachelor's degree in computer science with a specialization in business from the University of Kentucky.

Glenn Johnson joined PSIGEN as president in October 2014. He has more than 22 years of professional experience in the office technology industry. Johnson's primary responsibility at PSIGEN is in leading customer-facing functions, including all sales and pre-sales, financial strategy, software leasing, compensation, channel management, business development, sales enablement, professional services, maintenance services and sales operations activities. Prior to joining PSIGEN, he was director of technology solutions for a primary MFP manufacturer branch operation and an operating president for one of the largest independent MFP dealer operations in the United States.

Jeff McWilliams is vice president of North American sales at Square 9 Softworks, where he leads a regional sales team tasked with developing Square 9's portfolio of regional and national accounts. McWilliams brings a wealth of experience to his position, having spent the last eight years in technology sales, with the last six years specifically focused on channel management within the enterprise content management space. Prior to being his current position at Square 9, McWilliams helped develop emerging territories as regional sales director since 2011.
He held previous positions at Van Ausdall & Farrar and InfoDynamics, which provided insight into delivering solutions involving a broad spectrum of office technology.

George Seymour is vice president of sales, Americas at Nuance Document Imaging (NDI). He is a 20-plus-year veteran of the document imaging channel. In his current role, Seymour helps Nuance partners sell document workflow and managed print services software solutions. He also focuses on enhancing the division's relationship with the dealer channel and has led the rollout of new programs. Prior to joining Nuance, Seymour worked at EFI for more than nine years, where he built a successful growth path for the Fiery business. Before EFI, Seymour worked at OKI Data and Océ. He received his bachelor's degree from Eastern Illinois University and an MBA from Loyola University, Chicago.

Please enter your questions below. If you are asking of a specific software vendor, please indicate within the question box.

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