There’s a monster lurking just over your shoulder, just out of sight, and it’s coming for your business! The office equipment and managed services channels are in the midsts of extraordinary change. Join your hosts and allies to the cause, West McDonald & James Foxall, as we interview the top minds and influencers in the channel, with an eye on fighting the behemoth by giving you more knowledge to grow your business. Powerful new episodes are available every 2 weeks and all you have to do is hit “subscribe” so you never miss another one.
Is there a topic you’d like to see us cover? Contact us to let us know.
Becoming More for Your Customers
Who’s up to the challenge? Listen as Laura Blackmer, President of Dealer Sales at Konica Minolta Business Solutions U.S.A., shares how to become more important to your customers in a changing industry.
Guest: Laura Blackmer, President of Dealer Sales at Konica Minolta Business Solutions U.S.A.
Monthly Recurring Revenue: The Future for Commercial Integrators
When you think of the integrator channel, MRR, or, Monthly Recurring Revenue, may not seem to be a natural fit. On the latest episode of Tigerpaw Radio, Dan Ferrisi from Commercial Integrator shares why this shouldn’t be the case.
Guest: Dan Ferrisi, Editor in Chief at Commercial Integrator
50th Episode of Tigerpaw Radio
We’re excited to share we’ve reached a significant milestone for Tigerpaw Radio and TigerTube–our 50th episode!
When we launched this podcast, we made a commitment to produce educational content with a focus on helping our partners and customers with business growth. After 49 episodes featuring 62 different guests and covering a wide range of topics, I think you can agree we’ve delivered! To celebrate this milestone, we conducted our 50th episode as a live broadcast. We brought back some of our most popular guests to revisit the insights they shared and talk about what’s going on today.
Guests: Jim Cerkleski, Greg Vandewalker, Jeff Bendix, Mike McCurdy, Matt Lee, Randy Dazo, Rick Lambert
Distribution Disruption: Interview with Barney Kister, SVP at Supplies Network
You may not be able to control a stormy sea, but you can learn how to surf, right? Listen in or watch as Barney Kister shares critical insights to help you better position your business as global distribution models change forever.
Guest: Barney Kister, SVP at Supplies Network
Join Chip Miceli in this rare and important interview with Tigerpaw as he shares the secrets of diversification for explosive growth!
Guest: Chip Miceli, CEO of Des Plaines Office Equipment
Diversify or Move Aside: A Managed Services Business Success Story
If you’re looking for inspiration when it comes to diversifying your business for hyper-growth, this interview with Jeff Bendix is solid gold.
Guest: Jeff Bendix, President of Bendix Technology
The eCommerce Genie is Out of the Bottle
Office equipment dealers can no longer ignore eCommerce and online marketplaces if they want to stay relevant. Norm McConkey talks with West McDonald about how dealers can thrive in this new economy.
Guest: Norm McConkey, Creator of MPS Toolbox
Who Dares Wins
Don’t watch or listen to this interview with Paul R. Ruppert unless you’re ready to start growing your tech services business at hyper-speed. Seriously.
Guest: Paul Ruppert, Growth Consultant at Global Point View Limited
Double Digit Growth
A managed tech services provider sustaining 16 years of double-digit growth through the pandemic… now that’s a story you want to hear.
Guest: Edmond Knott, Owner of Applied Connective Technologies
Winning Digital Presence
Join Rick Lambert as he shares his secrets on how to win more sales by establishing a powerful digital presence. You’ll come away with new ideas to market and sell to prospects in 2022!
Guest: Rick Lambert, Founder and CEO of SellToWin.com
In this exclusive interview with Valerie Alde-Hayman of gap intelligence, you’ll get access to the statistics and market trends that could forever change your mind about the consumer print market and its impact on the OED channel.
Guest: Valerie Alde-Hayman, Senior Analyst at gap Intelligence
Ecom Sales Enablement
Still plan on selling MFDs and printers this year? Will buyers pick you over Amazon or another online option? This insightful interview with Randy Dazo might just make the difference between success or failure in 2022.
Guest: Randy Dazo, Chief Strategy and Operations Officer at Keypoint Intelligence
Join Forrester’s Jay McBain, Principal Analyst, as he offers up the goods on changes in technology services channels that will impact your business dramatically in 2022!
Guest: Jay McBain, Principal Analyst at Forrester
Hiring and Retention
Hiring and retention in the age of the “Great Resignation” may feel impossible, but it doesn’t have to be. Join Joel Vaslow in this powerful interview as he shares the strategies and tips to win more top talent in challenging times.
Guest: Joel Vaslow, Chief Operating Officer at Tigerpaw Software
Tired of bad actors having the upper hand? Learn how to make your online and network security much more defensible in this “behind the beard” interview with Matt Lee from Pax8.
Guest: Matt Lee, Senior Director of Security and Compliance at Pax8
The Power of Peers
Join Debra Dennis, Tim Renegar, Joe Barganier and West McDonald to hear firsthand why these senior leaders volunteer and why you should too.
- Debra Dennis, VP of Support Services, CopyPro, Inc.
- Tim Renegar, President, Kelly Office Solutions
- Joe Bargainer, Dealer Business Consultant, Ricoh USA, Inc.
Security or Bust
Join West McDonald and Greg VanDeWalker as they break down what you need to do (RIGHT NOW!) to improve your customers’ security and grow your business in 2022.
Guest: Greg VanDeWalker, Senior Vice President, IT Channel & Services at Collarbrance, LLC
Inside the Cannata Report: An exclusive look into a pillar of the Office Equipment Channel
First podcast of the new year! Start 2022 with ideas and insights from CJ Cannata and Scott Cullen of the Cannata Report. The pair dive deep into the current and future challenges in the Office Equipment channel in this latest episode of Tigerpaw Radio with West McDonald.
- CJ Cannata, CEO of the Cannata Report
- Scott Cullen, Editor-in-Chief of the Cannata Report
The Future of Our Channel: Predictions by BPO Media
Join Tigerpaw Software as we interview Patricia Ames and Amy Weiss of BPO Media to share their predictions for the future of the office equipment channel.
- Patricia Ames, President and analyst at BPO Media
- Amy Weiss, Editor-in-Chief and analyst at BPO Media
The Flat Rate King
What kind of person would start a managed print business knowing full well that the deck is stacked against them because of massive established players? Earl Everson, that’s who! In this exciting interview, Earl bares all and explains how winning is done when you break all the rules and put the customer first.
Guest: Earl Everson, founder of Elite Document Solutions
Mastering the POWER of Paid Advertising for B2B Leads
On this episode of Tigerpaw Radio, West McDonald and his guest, Eyal Katz, discuss how to use paid digital marketing to start growing your B2B leads affordably and with real results.
Guest: Eyal Katz, Head Honcho at mvpGrow
Marks on Paper: Distributors Talk About the Future of the Office Equipment Channel
In this episode of TigerTube, two of the channel’s heavy weights share their ideas about what dealers must do to survive and thrive in a post-pandemic world.
- Greg Welchans, President at DM Supplies Network
- Jim Cerkleski, Executive Chairman at Clover Imaging Group
Bold Moves Bold Growth: Managed Print Providers Share Strategies for BOLD Growth
The past few years have certainly tested the metal of business leaders in the Office Equipment Channel. There are those that would have you believe that the space will continue to suffer, that MPS and the value of A3 are dead. But are they? And what other ways must organizations flex and adapt to prosper in the age of the new office?
• Bob Evans, Principal at Function 4
• Jeff Bendix, President at Bendix Imaging
• Brian Stevenson, President at FootPRINT Managed Services
Breaking The Rules With Rules: Print Security in an Unsecure World
• Eric Crump, Director of Strategic Alliances at RINGDALE.
• Mark Hart, Executive Director of Business Development at ACDI Inc.
Ending the Tyranny Of The Box
The traditional WAN (Wide Area Network) has been around for a long time and is definitely inside the box. How do you get the WAN outside the box? Is it even possible? Is there enough opportunity to bother? Join Tigerpaw and our guest as he lays out how we can end the tyranny of the box with the new opportunities of the SD-WAN.
Guest: Craig Shlagbaum, SVP, Indirect Channels, Comcast Business
Social Selling Like A Jedi Master: A guide for MSPs, Managed Tech Providers, Nerds & Geeks
Whether you are an introvert, technology geek, or just somebody looking for a better way to grow sales, this Tigerpaw interview with world-leading social selling expert will have you selling like a Jedi Master in no time.
Guest: Janet Schijns, CEO at JS Group
The Cloud Opportunity for MSPs
We discuss the Cloud opportunities that could lead to incredible growth for those in the know.
Guest: Jason Bystrak, VP of Cloud & Services Business Unit at D&H Distributing
The Co-Managed Revolution
We interviewed two of the leading MSP experts that are excelling with co-managed services and they share their knowledge on how to do it right.
- Bob Coppedge, CEO & Owner at Simplex-IT
- Brian Weiss, CEO at ITECH Solutions
Embracing Discomfort For Growth: Lessons from a Green Beret
We explore how discomfort and uncertainty in your business are much better and more necessary than you think.
Guest: Jason Van Camp, Green Beret
Flat-Rate for Managed Print: The Panel Discussion
Join Tigerpaw and a panel of Flat-rate experts as they show you how to take away the fear and drive confidence in a profitable and growth-focused flat rate program for office print.
- Bud Karakey, VP of Customer Engagement at NEXERA, a BEI Services Company.
- Kenneth Edmonds, CEO at 22nd Century Management
- Earl Everson, Founder at Elite Document Solutions
Using Video in Business
Before you say “YouTube is for kids”, think again: In a study detailed on Vidyard, companies that use video are growing 49% faster than those that don’t. At the time of writing, there are over 500 hours of video uploaded to YouTube EVERY MINUTE. Are you benefiting?
Join Tigerpaw Radio and David Walsh; our expert YouTube guest with over 300,000 subscribers; as we explore how video can help grow your business.
Guest: David Walsh, YouTube expert and founder, David Walsh Online
The pandemic has changed everything, including how and where people work. More people are working from home than ever before in modern times and this introduces new security threats as well. Join experts who are attacking these new problems and turning them into opportunities.
- Paul Redding, Compliancy Group
- Mark Hart, ACDI
- Ian Richardson, Doberman Technologies
- Brad Fugitt, Pax8
Women in Tech
In this episode of Tigerpaw Radio, we meet with some women leaders in tech who share their experience in the world of high tech and advice for bringing more equality to the channel in the future.
- Beth Neargarder, Channel Manager, RocketCyber
- Yvette Steele, Director of CompTIA’s Advancing Tech Talent and Diversity Community
- Van Little, Global CTO at Interdynamix
Great Customer Service
We spoke with two customer service aficionados, and they share the secrets to consistently delivering great customer service.
- Corey Odvody, Americom
- Joel Vaslow, Tigerpaw Software
Marketing & Sales During a Pandemic
Join Tigerpaw Radio in a deep-dive series as we talk with progressive vendors and dealers about how they are not just surviving during the pandemic but growing as their competitors continue to lose ground.
- Peter Busam, Chief Balancer, Equilibrium Consulting
- Greg Van De Walker, Senior Vice President, IT Channel & Services, Collabrance
- Juan Fernandez, BMI ImageNet
- Carrie Simpson, Managed Sales Pros
Extreme Remote Work: An American’s Lockdown in Panama
Imagine that you plan to stay a couple of weeks on vacation in a foreign country only to find yourself in lockdown there for over 3 months. This may sound like the plot of a film, but it actually happened to our guest.
- Greg Vandewalker, Senior Vice President, IT Channel & Services at Collabrance, LLC
The Threat of Print Security in an Increasingly Remote Working World
Post-pandemic, 47% of companies expect to see a portion of their workforce work from home permanently. This raises issues for physical and network print security for customers and providers. How can you get ahead?
Guest: Eric Crump, Director of Strategic Alliances at Ringdale and MPSA Executive Board Member
“It’s not always what you know, but who you know” is as true in the digital age we live as it ever has been. For all of your networking efforts, you might be missing some of the best connections there are – The Super Connector.
- Janet Schijns, CEO at JS Group
- Joseph Landes, Chief Revenue Officer, Nerdio
- James Foxall, CEO at Tigerpaw Software
The Power of Belonging to Something Bigger
Listen in as we get up close and personal with leaders in the BTA, CompTIA, and the MPSA. This episode is filled with insights about the power and benefit of belonging to something bigger. Now more than ever, these associations are bringing strength and community to the Channel when it’s needed most.
- Brent Hoskins, Executive Director, Business Technology Association
- Nancy Hammervik, Executive Vice President, Industry Relations at CompTIA
- West McDonald, President, Managed Print Services Association (and yes, one of the “hosts with the most” here at Tigerpaw Radio!)
Post-Pandemic Strategies for Growth Starting TODAY
Better days are ahead and there is no time like now to start preparing for them. Listen for important information to help you, not just prepare for your business life after the pandemic, but to grow your business after it.
Guest: Darrel Amy, founder, Revenue Growth Engine and CIO, Convergo
Adapting Your Business During The Pandemic
Thanks to the global pandemic, businesses around the world are scrambling to adapt to new business realities. In this episode of Tigerpaw Radio, we interview 4 business leaders who have done a tremendous job in not just weathering the COVID-19 storm but continuing in their missions to grow.
- Jeff Bendix, President, Bendix Imaging & Bendix Technologies
- Kevin Morris, CEO, OneDOC Managed Print Services
- James Foxall, CEO, Tigerpaw Software
- Joel Vaslow, COO, Tigerpaw Software
With so many personal, commercial, and military drones entering the marketplace the skies are going to be busy and more dangerous. What’s being done from a security standpoint to ensure safety? What kinds of anti-drone technologies are being tested and which ones will win?
Guests: Vitaly Mzokov, Kaspersky
Speak Up: Convey Confidence in Person or Online
Whether in the boardroom trying to get people to buy into a new initiative, a public venue speaking to hundreds of people (one day soon I pray!), or simply bringing you’re a game to the next video conference call, the art of speaking is one of the most important and yet most ignored aspects of our business lives.
Guest: Heather Monohan, author of “Confidence Creator”
Realizing the Recurring Revenue Dream
We all know that recurring revenue is the new shiny object, but is it all it’s cracked up to be and should you bother?
Guests: James Foxall & John MacInnes
The Future of Re-manufactured Toner in a Contracting Pages World
Users are printing 3% to 5% less every year and the toner wars between the OEMs and those that make remanufactured alternatives are only heating up. When you add ink-based technologies to the mix the tension only gets higher. What does the future hold for some of the biggest re-manufacturers of OEM alternatives?
Guest: Tricia Judge
The Channel As You Know It Died In 2019. 2020 Is The Year of The Ecosystem
Interview with Jay McBain at Forrester Research
Guests: Jay McBain, Forrester Research
With the world abuzz with disagreement on global warming, are green initiatives still important to companies? What kinds of things can companies do to reduce their footprint and make a difference?
Guests: Aarron Dyck, Clover & Jordan Darragh, PrintReleaf
In most ways the Managed Services and Managed Print channels look a lot like they did 5 years ago. Or do they? In this episode we’ll explore innovation with two exceptional thought leaders on channel diversification. Listen in to get expert advice on how you can innovate and grow your business more while pushing back on stagnation and old thinking.
Guests: Greg Walters, Owner & Founder at Walters Inc., and Norman McConkey, Creator at MPS Toolbox
MPS Offering MSP
Companies like MARCO, Atlantic Tomorrow’s Office and Loffler are showing great success with adding Managed Services to their portfolios. So why are so many smaller OEDs having such a tough time getting started? As a managed services provider, what new challenges do these new competitors bring to your world?
Guests: Jeff Gau, CEO at MARCO and William McLaughlin, CTO & EVP at Atlantic Tomorrow’s Office
Selling from the Heart
This is a podcast you won’t want to miss as we talk with the author of “Selling from the Heart” about the ugly side of “social” and how in many ways people are doing a terrible job of using social correctly. He’ll share expert tips on how to articulate and drive real value in a winning sales process.
Guests: Larry Levine, Author, Keynote & Founder at Selling From The Heart
Given the increasing number of Ransomware attacks and data leaks, why are companies waiting until they have a major security incident before they really do something about it? Worse yet the bad actors are targeting MSPs as gateways to their customers and the cloud is no longer as secure as once believed. Are there insights to help companies to start protecting themselves before its too late?
Guests: Himanshu Verma, Global Business Development Security Services at AWS and Matthew Solomon, Vice President of Business Development & IT Complete at Kaseya
Mega Dealers Mega Dangers
Whether you’re an office equipment dealer or a managed services provider, we’ve seen a lot of consolidation in the last couple of years and the pace of it only continues to accelerate. In the face of this consolidation, how do smaller providers, who chose to remain independent, compete? Knowing the answers will be critical as you look to grow or simply get out of the way.
Guests: Tawnya Stone, Vice President of Strategic Technology at GreatAmerica Financial Services Inc., and Jeff Bendix, President at Bendix Imaging and Bendix Technologies.