Welcome back to the Wise Business Forms blog, where we explore the printing industry.

Print sales meetings today may take unexpected turns, especially when printers are dealing with large potential clients that have very specific requirements. With these companies, software is key to a service provider's appeal.

Today, the software a printer uses to connect with its clients isn't a secondary factor – it's one of the main things customers will ask about. Sales reps who are only ready to talk about the nuts and bolts of printing may be surprised by this focus.

Large companies today are looking for generalized solutions to their business problems. Unless a print service provider can offer effective tech solutions, they may not get the contract, even if their physical printing processes are strong.

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