2 Questions Every Education Focused VAR Should Ask

hacker

We all know information security is top of mind for decision makers in education. What most Superintendents/Provosts/IT Directors don’t realize is that printers may be the MOST vulnerable entry point into their network.

How do you as a trusted adviser help your customer understand the risks of an unsecured printer fleet?

SHOW YOUR CUSTOMER THIS ARTICLE: The widespread printer hack of top universities like Princeton demonstrates how easy it is for bad actors to find and exploit unsecured devices.

nyt-2

Then follow up with these 2 questions:

QUESTION 1:

“How confident are you that this will not happen to your district?”

QUESTION 2:

“What will happen to you and your district if it does?”

These 2 questions will allow your customer to confront the fact that print security is overlooked and may lead to serious consequences if left unresolved.

The good news is HP and SYNNEX have resources to help you develop a print security solution for K-12 and higher education customers.

Check out our recent blog post which links to a free print security webinar recording CLICK HERE

Contact the HP Business Development team at SYNNEX for more information: HPIPG@SYNNEX.COM

 

How to use HP Sales Central

HP (quietly) shifted the capabilities found in My HP Sales Guide (see my previous post HERE) over to a new site: HP Sales Central

This consolidated Printing and Personal Systems product site (basically everything HP, Inc.) contains product lifecycle, specification guides, marketing collateral, etc. As a long time user of eIRG and My Sales Guide, I believe HP Sales Central fills many of the gaps from previous iterations.

After you log in for the first time using your HP Passport (your Partner Portal login credentials), checkout these three new/updated features I found highly useful:

UPGRADE PATH: When your customer calls wanting to upgrade a printer that went EOL during the Clinton Administration, this new feature will help you recommend the right device.

From the Sales Central Home Screen, Click on the Help Me Choose Tile

Help Me Choose

Click HP Printer Installed Base Upgrade Tool

Upgrade Tile

Click the Legacy Upgrade option

Legacy Upgrade

Select the legacy device from the drop down menu

Legacy 1

See the recommended upgrade path. Create a PDF customized for your               customer with spec comparisons

Legacy 2

MARKETING CAMPAIGNS: Use HP’s pre-built marketing collateral to create a sleek customized campaign to generate demand.

Click the Marketing Campaign Selector Tile

Marketing Tile

Select the current quarter and create a campaign using the templates

Marketing 1 Marketing 2

FEATURE SEARCH: Sort the HP printing portfolio by a long list of customer needs (color, scanning, media size, extra trays, etc)

From the Help Me Choose tile, select the Printer option

Help Me Choose 1

Sort by Specs in the drop down menus

Help Me Choose 2

Click the “Compare” button next to each device, then click the Compare button at the top of the page to create a PDF

Help Me Choose 3

For a guided tour of HP Sales Central, or for more ideas on how to grow your HP Printer Sales, contact the HP Business Development team at SYNNEX: CLICK HERE

5 Things to Know to Survive the HP Separation

by Liz Kinney

I’m sure many of you have heard that HP is splitting into two completely separate companies on November 1. If you’re wondering whether or not your company will be affected, let me clarify: you will and your initial reaction might be something like this:

Liz Blog

But, don’t worry! SYNNEX has you covered with 5 simple things you should know to help avoid stress during “separation season.”

  1. HP Location ID– Remember when you finally remembered your Location ID? Well get ready for a new one! On August 1, all partners were assigned new location IDs. Partners will keep their existing Id for Hewlett Packard Enterprise and receive a NEW LOCATION ID for HP, Inc. SYNNEX has received the new partner HP, Inc. location IDs. You can call your HP Business Development Team for yours, or refer to the Partner Portal for your new Location ID. It will be visible through a “widget” which pulls up and shows you your unique ID.
  1. New domain for the HP Unison Partner Portal
  • Let it be known that starting November 1, 2015, HP will have two separate portal URLs. The bright side? You can use the same login for both!
  • The portal for HP, Inc. will stay the same: partner.hp.com. The NEW PORTAL for Hewlett Packard Enterprise is going to be partner.hpe.com- it’s all about the ‘e.’
  • Be sure to click the proper path when accessing deal registration and other information on Partner Portal:

new portal

  1. LEARN THE LINGO HP, Inc. (commonly referred to as “Inc-ers” around our office) Refers to all things printing and personal systems-related.
    1. Printers
    2. Ink/toner
    3. Workstations
    4. Notebooks
    5. Laptops
    6. Desktops, etc

Hewlett Packard Enterprise is a completely different publicly traded company that encompasses the following product lines:

  1. Servers
  2. Storage
  3. Networking
  4. Software and
  5. Services
  1. Deal registration changes
    1. Big Deal/ SmartQuote IDsNO CHANGE TO BIG DEAL NUMBERS (have mercy- they didn’t touch our big deals!). All of your existing and new big deals include your new location ID.
    2. Deal Registrations (NBO, SSR, and Target) – these deals transitioned to a new prefix system:
      1. HP, Inc. – all HP, Inc. deals will be recognized by an H number
      2. Hewlett Packard Enterprise deals will be recognized with F at the beginning.

5. Reporting: One of the most common questions we have gotten before and after the operational split is “Are my numbers being reported properly?”

  • YES – SYNNEX was ready to go from Day 1 (Aug 1). With the new location IDs loaded in our system, reporting to HP, Inc and Hewlett Packard Enterprise went off without a hitch.

Lean on SYNNEX’s HP Business Development Team for all of your HP support!!!

Lean

How will PageWide XL Impact the Large Format Channel?

by Anna Wrice

Cheetah

I don’t know about you, but the PageWide XL product launch comes up in every conversation I’ve had recently about large format printing. HP has created overwhelming buzz and anticipation in the channel for “the fastest large-format production printer”. But the big question remains:

How will PageWide XL actually perform?

I had the opportunity to see the new PageWide XL line in action at HP offices in Alpharetta, GA. I was completely taken aback by the print speeds compared to legacy devices. The designs/outputs were flawless, without a single smudge. No jams, just quality prints that were ready in a minute. Yes, a minute! That is twice as fast as competitive LED products in the market today.

Only time will tell if the PageWide XL portfolio will live up to the chatter, but I can tell you this: HP has projected a solution that will force a new level of innovation on the production-printing market. My money is on this technological giant delivering us a star.

pagewide xl

Two ways I believe PageWide XL will impact your business:

  • GROWTH in Established Markets: (Who says you can’t get all the business?) HP is targeting print studios, architects, engineers, reproduction houses, and technical teams with these speedy large format devices. This is not your average monochrome machine! The pigmented inks allow your architect and engineer customers to print those sharp lines and smooth grayscales they desire, but also provides your graphic customers with the dark blacks and vivid colors they need.
  • Saving your Customer’s Time: (Because aren’t we always running out of it?) PageWide gives you the highest productivity from start to finish. HP’s SmartStream software will cut your job prep by 50%, the embedded Adobe PDF Print Engine 3 will process your complex jobs faster and the print speeds…

PageWide Print Speeds

GUESS WHAT?

SYNNEX has been chosen as a distributor of HP’s PageWide XL – For more information please contact me, Anna Wrice, at 864-349-4002 or drop me a line at annaw@SYNNEX.com

Do You Have Too Many Resolutions?

calvin

The champagne bottles are empty and 2015 is finally here. Most salespeople take some time at the beginning of the year to reflect on what they accomplished over the past 12 months and set some goals for the new year. It can be tempting to take on too many new year’s resolutions “I’m gonna run a marathon, learn Mandarin Chinese, read 50 books, volunteer every week, give up chocolate, grow sales by 200%, and if I have time finally write my screen-play”

It’s no wonder we settle back into our old habits by February!

Instead of day-dreaming resolutions, this year think of 3 very specific, attainable goals. If you can measure your progress against the goal you have a much better chance of following through. Hand write it on a piece of paper and place it in a conspicuous place.

I am trying this method. We will see in 12 months if it works!!

If your goal is to win more competitive deals and make more margin selling HP printers and supplies then give me a call this January. Also check out a previous post I wrote on 3 Ways To Make More Margin: CLICK HERE

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Jennings Tinsley

SYNNEX HP Business Development

864-349-4784

Are Your Customer’s Printer Fleets Secure?

printer burglar

The recent Sony hack may have gotten your customers asking “Are my printers and documents at risk of a data breach?”. In reality most IT departments overlook security when it comes to printer fleets. The bad guys know this are are increasingly targeting printers as a way in the door. According to Quocirca “90% of enterprises say they have suffered at least one data loss through unsecured printing”

This where you the trusted adviser comes to the rescue.

cop at printer

In an interview with The VAR Guy Shauntae Houff from HP Security expands on printer security risks “We’re seeing that the printing infrastructure is often overlooked when it comes to security strategy or risk mitigation strategy. Not all of these threats are malicious. A lot of them are actually coming from internal people or processes that are accidental breaches within the organization, and that exposure of data. So it’s important to put solutions in place to make sure to help your employees and processes to remain secure.”

Read more about HP’s new best-in-class print security offerings CLICK HERE, then come ready to talk security in your next meeting:

“How much of your print volume would be considered confidential?”

“What would be the costs of that data getting in the wrong hands?”

“Is securing your printer fleet a priority?”

For more on HP’s Printer Security Solutions call SYNNEX’s HP Business Development Team:

Jennings Tinsley – 864-349-4784 – jenningst@synnex.com

Liz Kinney – 864-373-7378 – lizk@synnex.com

JOIN US ON LINKEDIN: CLICK HERE

Asking the Right Questions

questions

It can be intimidating to ask your customers about their printer needs if you don’t know the right questions to ask.

Check out SYNNEX’s recently updated “Printer Opportunity Checklist”. When you are armed with these questions, you will have to confidence to say “tell me about your printing needs” on your next sales call.

You can download the checklist by clicking this link: Printer Opportunity Checklist From SYNNEX

Are you Wynning? Varnex 2014 Review

Wynn

The Varnex Fall conference was, without a doubt, one of the top tech events I attended this year. This SYNNEX sponsored bi-annual conference wrapped up yesterday in Las Vegas after 3 days of “what’s next” from vendors like HP, Lenovo, Dell and Microsoft. The channel partners in attendance came away with real, practical strategies and tactics for how to grow their business in 2015. I met with partners of all sizes from all over the US (and a few from Canada) – what amazed me is the level of confidence among Varnex members that they can continue to drive growth. And the proof is in the pudding – members of our Varnex community grow faster than non-Varnex members!

Here are some of the highlights for me:

HP Splitup: Christoph Schell from HP delivered a keynote speech Monday that touched on HP’s split and recent 3D printer announcement.

Christoph

HP sent shockwaves through the channel last month when they announced the PC/Print and Enterprise divisions would be parting ways. The two companies will be operated as independent publicly traded companies – there will be deep collaboration between HP Inc. (printers and computers) and Hewlett Packard Enterprise (servers, storage, networking, software). Schell described it as “moving to a two car garage” – a reference to HP’s founding in a silicon valley garage. Though it’s unclear exactly how the new companies will be structured, Schell described a more agile company that will speed up innovation and expand opportunities for channel partners. No matter what happens between now and the official split date of Nov 1 2015, you are in good hands with SYNNEX.

 

3D Print: The term “blended reality” figured prominently into Schell’s new product overview. HP’s goal is to blend the digital and physical world with products like the recently announced Sprout Computer and Multijet Fusion 3D printer. See HP’s official blended reality site here: CLICK HERE .

3d printer

According to Schell, HP’s new 3D printer will “dramatically change where and how products are manufactured”. The example he gave was auto parts retailer Pep Boys – the supply chain issues involved in getting car bumpers are immense. Shipping costs of aftermarket bumper parts and maintaining inventory levels for countless bumper types present a challenge. Schell described a world where Pep Boys stores would have a 3D printing device at or near store locations. Bumpers would be printed on demand when the customer need arrives. Obviously the opportunity for channel partners is huge – selling, installing and servicing the hardware plus the monthly consumables.

 

I am very bullish on the market opportunity for SYNNEX partners in HP 3D print. It will be interesting to see how the go to market shapes up for these innovative new products.

Coach Bill Cowher: One of the coolest parts about Varnex conferences is hearing perspectives outside the tech industry.

Cowher Varnex

Super Bowl winning coach of the Pittsburgh Steelers Bill Cowher shared several stories from his long career about winning, losing and the importance of perspective. The Q and A session gave Varnex members a chance to get Bill’s take on this week’s games, the concussion issue facing the NFL, and the hilarious photo stuffing incident


I was lucky enough to get a quick conversation with Coach Cowher. Now doesn’t that make you want to join Varnex!!

Jennings Tinsley

HP Business Development – SYNNEX Corporation

864-382-9017

New Partner Promos for HP Officejet

 

Thanksgiving 2

Its the season to be thankful for a cornucopia of new HP programs. Especially the $200 per unit spiff on the Enterprise X!!

This post gives you an overview of the new “Ink in the Office” promotions and programs that were launched Nov. 1 2014. Everything listed below should look familiar because it includes continuations of programs that were successful in the past. 

These new inkjet programs are designed to help you drive more inkjet sales and make Officejet Pro X / Enterprise X a profitable part of your business.

 

MARGIN ENHANCEMENT: Earn a backend rebate of up to 7.5% on every Officejet Pro X and Enterprise X device sold from Nov 1 through April 30th. Program document here: Officejet X Margin Enhancement Program 1H15 external doc

BUY ONE GET ONE: This promo for Officejet Pro X has been very popular. For a BOGO quote use the SYNNEX “kit skus” listed on this flyer Nov Buy 1 Get 1 Free Promo_Officejet Pro X . For customizable marketing resources click the following links: EMAIL TEMPLATE  ,  POSTCARD TEMPLATE  ,  TELEMARKETING SCRIPT

BUY TWO GET ONE (ENT X) : The enterprise version is 3 units for the price of 2 Nov Buy 2 Get 1 Free Promo_Officejet Enterprise X

SPIFFS: $50 per unit spiff for Officejet Pro X / $200 per unit spiff for Enterprise X. This is valid during HP’s Q1  (Nov 1 – Jan 31). Spiffs on products solid are claimed through HP’s Blue Carpet Website. Ask SYNNEX about our weekly HP Spiff report – a complete list of spiffs earned.

DEMO PROMO: All partners are eligible to purchase Pro X or Ent X demo units at 75% off. Call SYNNEX HP Business development to see if you are eligible for the upfront discount or backend.

MONEY BACK GUARANTEE: Officejet Pro X products have a no questions asked 90 day money back guarantee. This is an excellent promotion for end users who are hesitant to try ink in the office. Read the terms and conditions here: OJPX MBG TCs

ALANA THORNTON: SYNNEX now has a dedicated resource for HP Officejet. Alana is here to help you use the programs above – As the inkjet navigator, Alana can provide training for your team, help you establish marketing strategies for inkjet, and ensure your making margin.

 

SYNNEX HP BUSINESS DEVELOPMENT:

Jennings Tinsley – 864-349-4784

Liz Kinney – 864-373-7378

Alana Thornton – 864-349-4335