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Haney Strategy

Office Technology & Print Dealers

Your installed
base is
your next
growth market.

Your customers trust you with the technology their office runs on. I lead the marketing that grows your share of their business and wins you new ones.

See one accountBook an Introductory Call

Understanding the industry from the ground up.

Career recommendation

“Jim knows this industry from the ground up, from print and managed services to IT, cybersecurity, infrastructure, and the fast-growing role of artificial intelligence in business today. His real gift is translation. He takes complex technology and turns it into a clear, compelling story that customers understand and invest in.”

Anthony Lane

Former General Manager, Xerox Global IT Services

Read Anthony’s LinkedIn recommendation

“What sets Jim apart is his range. I watched him do it firsthand at ESI, where he built the marketing for our print and IT services business and made it work at the dealership level. He then carried that same command to the global stage, leading the marketing for Xerox IT Services and helping launch it across the United States, Europe, and Canada, the same business I would later lead as General Manager of Xerox Global IT Services.”

View Anthony on LinkedIn, Anthony Lane (opens in a new tab)See more recommendations

You’re already in the building.

Your copiers stand in the hallway, your technician knows the office manager by name, and the renewal date is already on your calendar.

One of your accounts

Illustrative, not to scale

  1. Copiers and printers

    Yours, with the supplies and the service

  2. Laptops and email security

    Another vendor, or nobody yet

  3. Network and servers

    Managed by an IT provider

  4. Invoices and forms

    Still keyed in by hand

  5. Cameras and door access

    Installed by a security company

A service technician in a navy work shirt kneels at an office copier in a carpeted hallway, its front door open, sliding a drum unit into place, an open tool case on the carpet beside the machine and a quiet open office beyond.

To this office, you’re the copier company.

Most of the rest is paid for every month, often to someone else. Where you provide the service and the account fits, that’s growth behind a door you already walk through.

I bring the whole dealership to the right accounts.

Inside your MIF

  • Which accounts hear what.

    A copier base skews toward smaller accounts, and managed IT rewards larger ones. We sort the base by fit, so each account hears about the services that suit it.

  • Who hears it.

    The contact who signs the copier lease is often not the person who buys IT. Part of the work is reaching the second person through the first.

  • One story for two sales teams.

    When a dealer adds IT, often by acquiring a provider, the copier reps and the IT reps tend to run separate races. I give both one story, and each a simple way to bring in the other.

Beyond your MIF

From behind, a delivery technician in a navy uniform wheels a new copier, still wrapped in clear film, across the threshold into a bright office reception with a wood desk, two chairs, and tall windows.

New accounts.

Net-new matters as much as the base. A prospect who looks you up sees the full range, and a rep has something worth sending after the first meeting.

The systems behind it.

Campaigns to the base depend on the CRM. I work in the systems dealers run, including Salesforce, Agent Dealer, HubSpot, and SalesChain, so segmenting accounts and tracking follow-up starts from what you have.

Career experience

I’ve run manufacturer-funded campaigns for dealers across these manufacturers.

  • Ricoh
  • Xerox
  • HP
  • Canon
  • Sharp
  • Konica Minolta
  • Kyocera
  • Epson
  • Brother
  • Zebra

Named for the campaign work alone.

Industry coverage

ENX Magazine

Founder interview · September 30, 2026

ENX Magazine spoke with me about my path from field sales to marketing leadership, why I started Haney Strategy, and how I connect marketing, technology, and AI in the work.

Read the full interview on ENX (opens in a new tab)

Where dealers usually start.

  • The whole effort

    Fractional CMO

    I lead it week to week: the story, the campaigns to the base, and the CRM work behind them.

    View details & pricing

  • Buyers can’t find your IT

    Search & AI Visibility

    I help Google and AI tools find your IT and security work when a buyer looks you up.

    View details & pricing

  • The site hasn’t caught up

    Website Rebuild

    I build a site that shows everything you provide, service by service.

    View details & pricing

  • Quotes eat the week

    Claude Team Training

    I train one team to use Claude on the quotes, proposals, and service follow-ups it writes every week.

    View details & pricing

What dealer principals ask me.

We are adding managed IT. Can you help us market it?
Yes. Adding the service is one job. Getting your market, and your own customers, to see the dealership as more than hardware is a marketing and positioning job, and that is the work. I have done it firsthand: I ran Managed IT Services marketing for Xerox globally, across the US, Europe, and Canada, and as VP of Marketing at Novatech I led the marketing behind growing managed services and IT revenue.
Do we have to offer managed IT for this to apply?
No. The same approach works for whichever services you deliver well: security, workflow, production print, or others. We start from what you provide and which accounts it fits.
Who talks to the account?
Your reps and your technicians. They own the relationship, the conversation, and the close. I own the marketing direction and the agreed work: the story, the campaigns to the base, the materials reps use, and the reporting that shows what happened.
Is print still part of the story?
Yes. Print built the business, the service agreement is why customers trust you, and it still funds what comes next. The story starts with print and adds to it.

Walk me through your services and your base.

Tell me what you provide today and how the base breaks down. I’ll show you where I’d start: which accounts, which service, and which story.

Book an Introductory Call

60 minutes, directly with Jim. No preparation needed.

Prefer email? jim@haneystrategy.com

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