Ever seen first hand how reps bundle unsought stuff into mfp deals to hit targets / spiffs? What's your confidence level that the Docuware 40% increase in business is actually being used by customers?
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Xerox did the same thing for years. Throw in VIPP software that the customer had no idea about. Oh, and that added $99/month to the service plan.
I remember that. Plus all the other non-sense items the customer a lot of times didn’t even ask for. Then Ricoh wonders why the customers fled to other vendors.
Remember seeing lots of Fierys thrown out there on machines where the customers had no need for them. Better numbers for reps, years of pain for techs.