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Philadelphia, PA, June 25, 2009 --( The Water Training Institute (a division of Water, a New Jersey-based consultancy) has made available a free whitepaper on "How to Sell Managed Print Services." The whitepaper is available free-of-charge on the company's website: Content for the whitepaper has been made available under license from its authors, Tab Edwards and Michael Maupin.

Managed Print Services (or MPS) is a comprehensive solution that provides convenient, reliable paper output - managed - for a single monthly invoice fee.

"We work with companies and their sales representatives every week providing sales training workshops on selling Managed print Services and other service-led solutions," says Jon Reiser, a Principal with Water. "There is lots of demand for this type of insight, so we decided to make it available to anyone who is interested in selling MPS deals more effectively. The concepts are not new and are consistent with consultative and strategic selling models, but these are best-practices that anyone selling MPS solutions would be best served to not forget or neglect as so many of us often do."

Selling Managed Print Services effectively requires the seller to be thorough, to understand the customer's objectives for the initiative, to focus on how to help the customer accomplish his/her objectives, to have financial selling skills, and to understand how to build a business case.

Michael Maupin is a former IBM executive, the author of "The Billion Dollar Deal" (Oxford Hill Press) and is the Managing Partner of MBI - a Philadelphia-based consultancy. Consultant and Author of 4 books, Tab Edwards, is one of the foremost figures in the world of Imaging & Output optimization (including Managed Print Services) and has achieved Master Consultant status at Hewlett-Packard Company, a credential earned by a very small percentage of the company's professionals.

Together, Maupin and Edwards lend their insight to those interested in ways to improve their MPS sales proficiency. Says Reiser, "We are fortunate to have access to such accomplished, respected experts as Messers Maupin and Edwards, and we are glad to be able to use their expertise - in the form of this whitepaper - to assist our customers at becoming better services sellers."

A comprehensive "How to Sell Managed Print Services" workshop will be part of the curriculum for the September 16-18 Certified Managed Print Services Seller(TM) Sales Training & Certification Program" to be held in Philadelphia, PA. More information can be found on the Water website at

About Water
Water H2O15 L.P. (d/b/a Water) is a consulting and professional services firm providing business strategy consulting, sales training (through The Water Training Institute), Managed Print Services solutions & consulting, and Marketing services (through Water Creative).

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