FRIDAYS WITH FRANK: Robert Handel of LDI Connect

In this episode, The Cannata Report's Founder Frank G. Cannata talks about integrated technology workflows with Robert Handel, senior vice president of cloud strategy at Long Island, New York-based dealer LDI Connect. Two weeks have passed since PRINTING United Expo 2026 concluded. Despite all the great production printing equipment on display in Las Vegas, Handel's message focuses on interoperability. Office technologies—from print and document management to telephone systems, IT, AV, and security—all need to be brought together. As Jerry Blaine, LDI's president and CEO likes to say, diversification is a way out for dealers in the wake of business contraction. But Cannata wonders how owners can navigate this "new world" with so many moving parts. Using automation and AI can make workflows more efficient and secure, contends LDI Connect. Cannata inquires whether hardware sales might improve as a result. Handel acknowledges a pull-through effect, noting that areas such as professional services, engineering, consulting, and compliance can have a positive impact on the sale of both hardware and software. It is important to understand, he adds, that different sales and operational strategies are involved for these non-print areas. The deliverables differ, too, he points out, as is the recurring revenue business model. As dealerships shift, achieving profitability will take time. LDI's Handel offers suggestions on how to prioritize which areas to take on first. For the latest office technology news, go to: https://www.thecannatareport.com The Cannata Report is the leading intelligence resource for the document imaging channel in the office technology industry, covering a range of topics, including managed IT solutions, managed print services, digital transformation, artificial intelligence, cybersecurity, cloud communications, network security, production printing, services and supplies, vendor finance, mergers and acquisitions, and more. Written specifically for the independent dealer channel, The Cannata Report, founded in 1982, has an audience that includes business leaders in the office technology industry's hardware, software, IT, leasing, and supplies segments. #TheCannataReport #LDIConnect #officetechnology #businesstechnology