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Tigerpaw Blog

West McDonald

West McDonald is the Vice President of Business Development at Tigerpaw Software. He spent the past 15 years exclusively in the office equipment channel, sharing his expertise on alternative billing models, such as seat-based billing and flat-rate billing, to help partners and clients excel in managed print and converged services. West is a two-time recipient of The 40 Most Influential in the Imaging Industry award as well as an ENX Difference Maker.
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Recent Posts

Total Tech Summit: Worth your time in 2020?

Tigerpaw just got back from Total Tech Summit in Forth Worth Texas and wanted to share some insights that may help you to decide on coming (or not) next year.

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Nov 12, 2019 4:00:27 PM / Posted by West McDonald / 0 Comments

New Revenue Opportunities for MSPs – Closer Than You Might Think

As an MSP (Managed Services Provider) you’ve made your living taking care of your customers’ I.T. assets. If it’s a desktop, server, IP enabled security system or VOIP system, you’re probably changing lives by rocking their management. But the world, as they say, is ever changing.

More and more “smart” devices are...

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Nov 5, 2019 10:22:10 AM / Posted by West McDonald / 0 Comments

Is Your Business Recession-Proof? Find out at Total Tech Summit

Recessions. Might as well be a four letter word. If you’re old enough you’ve lived through one, two, or a few and they never get any easier. My first was the early 1980s and I’ll never forget it. I was only a boy then but I’ll never forget the day my Dad came home in tears because he 
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Oct 30, 2019 11:02:46 AM / Posted by West McDonald / 0 Comments

They say the office equipment channel is on fire. What are you going to do about it?

What a summer it’s been for the office equipment industry!  The biggest news was the Xerox & HP partnership for managed print. I would love to have been in the boardroom when this deal was proposed. Sheer brilliance and a total bombshell for many. This partnership is an exceptionally big deal and its ramifications are...

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Sep 11, 2019 9:15:34 AM / Posted by West McDonald / 0 Comments

Selling copiers and compatible toner? You need to diversify now

If you’re an office equipment dealer and you’ve been on LinkedIn over the last couple days you’ve read some sobering news about an industry giant going into receivership as a "going concern." I don’t think anybody is really shocked. But what does that mean going forward? Let's look.

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Aug 21, 2019 10:35:30 AM / Posted by West McDonald / 0 Comments

Got the cost per page blues? 3 ways to move your managed print sale beyond price

I work with a lot of business owners and their sales departments who are running into something more than ever: Customers demanding lower and lower page rates. It can be extremely frustrating when prospects and, heaven forbid, existing customers, keep asking you to lower your cost per page (CPP) rate.

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Aug 13, 2019 2:53:00 PM / Posted by West McDonald / 0 Comments

Are you really providing (or using) Managed Print Services? 5 questions to ask yourself (or your provider) before you answer

I’ve been involved in the Managed Print Services (MPS) space, in one form or another, for more years than I’d care to count now. I’ve worked with a ton of office equipment dealers and office print providers that provide incredible managed print for their end-user customers. I’ve also had the experience of working with...

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Aug 6, 2019 10:12:00 AM / Posted by West McDonald / 0 Comments

Selling remanufactured or clone toner? How the OEMs are fighting back harder than ever to change your mind

Do you think that talking politics and religion can be risky at parties? Having worked in the Imaging Channel for as long as I have, I’ve learned there are certain topics that could land you in hot water even more than those. The decline of user print volumes, shrinking margins and the rise of the mega-dealer, to name a...

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Jul 30, 2019 10:46:00 AM / Posted by West McDonald / 0 Comments

Waiting for Clover Imaging to fail? I've got 3 other ideas for your consideration

There’s been a lot of chatter in the last few days about the coming demise of one of the largest providers of toner supplies for the office equipment channel.

Yes, I’m talking about Clover Imaging Group. A company that likely most of us have either dealt with in the past or continue to deal with today. A company that...

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Jul 24, 2019 9:41:00 AM / Posted by West McDonald / 0 Comments

Adding software to your sale and calling it a “solution”? You’re doing it wrong

When I was growing up, one of my dad’s favorite things to tell me when he was trying to teach me wrong from right was: “It’s not the what son, it’s the how.” It used to drive me nuts because I had no idea what he meant by it until I was older. What he meant was that sometimes how you deliver things, not the things you...

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Jul 16, 2019 9:42:00 AM / Posted by West McDonald / 0 Comments
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