May 24, 2023
Lois Ritarossi talks with Paul Hamilton of Professional Mail Services about the criteria driving his expansion of his inkjet equipment as Professional Mail Services pursues new application areas.
May 18, 2023
Voice of the Customers: 4 Screen Customers Share Inkjet Automation Experience
In this video sponsored by Screen, Lois Ritarossi talks with Scott Braunstein of Data-Mail, Joe Maloy of Polaris Direct, Paul Hamilton of Professional Mail Services, and Kent Larson of Bridgeport National Bindery about their experiences with production inkjet printing and goals for workflow automation.
May 10, 2023
Voice of the Customer: Sattler Premium Print’s Christian Haneke on Portfolio Expansion
In this video sponsored by Ricoh, Lois Ritarossi talks with Sattler Premium Print’s Christian Haneke, about the company’s expansion to provide a broad portfolio of applications and services including leaflets, catalogs and magazines, direct mail, and logistics.
May 3, 2023
PrintMail Solution on Driving Growth with Inkjet and Supplier Partners
Gretchen Renaud discusses PrintMail Solution’s inkjet goals, expanding opportunities and aligning with vendor partners. She also considers the challenges that can accompany these goals.
April 18, 2023
Gretchen Renaud on Inkjet Automation Opportunities and Challenges
PrintMail Solutions serves many highly regulated industries such as banks, insurance companies, utilities, auto financing and more who rely on the company to print critical communications. Learn about their move to inkjet.
April 17, 2023
Voice of the Customer: Data Mail’s Scott Braunstein on Flexibility and Efficiency
In this video sponsored by Screen, Lois Ritarossi talks with Scott Braunstein, Senior Vice President, Data Mail, about the factors influencing his decision to adopt and build out a fleet of production inkjet equipment.
April 13, 2023
Voice of the Customer: Walker360’s Taylor Blackwell
In this video sponsored by Screen, Lois Ritarossi talks with Taylor Blackwell, President of Walker360, about the company’s transition from offset to continuous-feed inkjet and the advantages of workflow automation.
April 11, 2023
Voice of the Customer: Polaris Direct’s Joe Maloy on Workflow Automation
Lois Ritarossi talks with Joe Maloy, President and COO of Polaris Direct, a Screen customer, about the importance of automation, and the value of Screen as a partner.
March 30, 2023
Let Your Customers Surprise You
Hate surprises? Same. There’s a time and a place for surprises and you can usually find them by interviewing your customers. Dan Adams discusses probing answers from customers.
March 1, 2023
B2B Interviewing Fundamentals
What are we trying to learn when we conduct B2B interviews? But beware omission and commission, which may derail what you are working to discover.
February 22, 2023
Jim Continenza on Kodak’s Inkjet Investments
Jim Continenza, Executive Chairman & CEO of Kodak speaks to Elizabeth Gooding about the company’s approach to investing in their future, and the future of their printing customers, distributors, and integration partners.
February 9, 2023
Wes Sparling on IWCO’s Rebrand
Elizabeth has a conversation with Wes Sparling of IWCO about the company’s rebrand and the benefits of the evolution of their brand and how they’ve gone “all-in” on digital.
January 4, 2023
Immerse your team in customer outcomes
Becoming an industry leader is OSUM, but is your focus clear? Dan Adams discusses two key principles to sustainable growth and understanding customer outcomes to increase your customer value.
December 29, 2022
The advent of a new year
The team at Druckerei Kyburz AG has shared a video of their Advent calendar running through autowinder, press and finishing to deliver 100% Digital, 100% Inline support for customer innovation.
December 13, 2022
Give your hypotheses the silent treatment
What should you do if you have a product idea? Lead with your idea? Ignore it? What about silently testing it? Dan Adams tells us how we should interview customers by keeping their outcomes in mind – which will help you find the perfect home for your cool new product.
November 29, 2022
Begin With Customers’ Job to be Done
Leading with the customers job to be done is a powerful concept, but not every business is developing their products this way. Spend more time thinking about the customers outcomes and less time about their product attributes.
November 15, 2022
Stop Leading With Your Solutions
Are you investing enough research in what the market needs? Or are you developing products and hoping something sticks?
October 11, 2022
Avoid the Faster Horse Fallacy
Selling B2B versus B2C is different, obviously. Customers may not be able to articulate their needs, businesses however, can. When working in B2C, Dan Adams advises think of outcomes instead of solutions in Chapter 17 of his Growth and Innovation series.
October 4, 2022
Strategic Concentration and Improving Your Competitive Position
In the last chapter, Dan Adams talked about market segments. Today, Dan discusses concentrating your strategic planning on areas of interest that also better your competitive position using the AMWS method.
September 27, 2022
How to Segment Customers to Drive Innovation
Market segmentation varies by purpose. Is your purpose #innovation?
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