A great farmer knows he or she needs great soil. That entails some real digging.

Healthy soil will sustain a healthy plant. Digging will aerate the soil which encourages root penetration and increases soil microorganisms, which are good for the soil structure.

Datamax Discovery is all about digging deep and cultivating relevant solutions. And it’s a real Datamax Difference Maker. It’s a process our sales teams routinely go through to dig deep into workflow environments to uncover a business technology solution exclusively relevant to your organization’s need.

After all, if it’s not relevant, it doesn’t matter.

Dallas/Fort Worth Area Sales Manager Robert O’ Gorman knows all about digging deep.

When employed by a previous copier provider, their “discovery” process was outlined by MANT: Money, Authority, Need, and Timeline. Those were the goals to uncover. It’s not a bad framework, he says, but there is a difference between what he did there and what the intention is with Datamax.

“If I were to ask what is the most important part of that formula, most would say money. And that’s where we would focus with my previous company,” Robert said. “I would argue that where we need to focus here at Datamax is the word need.”

For Robert, that means everything from finding relevant information about a prospect's industry, digging into their document workflows, and asking key questions that peel away layers of what their business goals are.

“The way that we craft questions will lead us to a solution,” Robert said. “A great question might even make them say ‘I thought you were a copier salesman,’ because it’s not something they’ve been asked by previous vendors. Make yourself different. Find an area that we can help them improve their business.”

4 Keys to the Datamax Discovery Process.

1. We ask more about their business.

We want to know more about THEM - what they do, how their business operates, where they face business challenges. Our intention is certainly not to pry — merely to better understand. After all, it's impossible to make a truly relevant technology recommendation without first seeing their business from their perspective.

• What are their overriding business objectives and go-to-market philosophies?
• What current trends or ongoing changes do they face in their industry?
• What are their objectives as it pertains to the application of technology?

2. We analyze their current print/workflow processes.

If a copier/MFP is the backbone of any business workflow system, documents are the vessels that carry information from one destination to another. What does their process look like?

• What size documents do they print regularly? At what volume?
• What industry-specific compliance measures need to be accounted for regarding workflows?
• Have they taken the necessary measures to address MFP/printer security vulnerabilities?

3. We appraise their current service delivery and partnership support.

What happens after the point of sale is crucial to a client's overall satisfaction and the health of our technology partnership.

• What are current Response and Response + Resolution times? Are they even measured?
• How easy is it to communicate service requests, follow-up visits, toner fulfillment, etc.?  
• How regularly do they meet with an Account Representative to review account performance?

4. We advance toward a relevant solution.

With necessary information gathered, we'll take the time to help them discover and develop relevant technology recommendations for producing and positioning business process improvements their company needs today... and well into the future.