How DOCUmation Is Growing in Texas: Recruiting, Acquisitions, and IT Expansion

DOCUmation’s footprint across Texas continues to expand—but growth has never been about geography alone. It’s about strengthening the right markets, investing in the right people, and building lasting capability across both print and IT.

In a recent interview, Zack Mahan, President of DFW and East Texas, spoke with Andy Slawetsky of Industry Analysts, about what’s driving DOCUmation’s momentum and where the company is putting its focus next.

A Disciplined Acquisition Strategy in Texas
Focused on Strengthening Our Home Market

Rather than expanding into unrelated regions, DOCUmation is concentrating on strengthening the markets we already serve. We’re doing that by investing in local teams, increasing service capacity, and deepening the relationships we’ve built over many years. That also means forming thoughtful, strategic partnerships with service providers who reflect our culture, share our commitment to long-term customer relationships, and uphold the same standards of responsiveness and accountability.

When evaluating opportunities, we consider long-term fit for both customers and team members. Alignment with our core manufacturer relationships—Ricoh, Kyocera, and Xerox—also helps ensure continuity and consistency across the markets we support.

Recruiting the Next Generation of Sales Talent 

In the office technology industry, talent development plays an important role in long-term stability. We invest directly in early-career recruiting through partnerships with college sales programs.

Through relationships with schools like TCU, Baylor, and Texas A&M, we continue to build a pipeline that supports both near-term growth and long-term bench strength. This summer, DOCUmation will welcome more than 20 summer interns, along with several new full-time hires coming directly out of those programs.

Real-World Sales Training, Not Busy Work

We believe internships should build real capability. We structure our program to give interns meaningful exposure to the sales process and the customer environment—rather than treating it as a checkbox exercise.

Our Approach to Sales Internships 

Interns work alongside experienced representatives, where they learn how to prospect, prepare for meetings, and engage
directly with customers. From building target lists and researching accounts to sitting in on discovery calls and follow-up conversations, they see the full sales cycle in action.

Each intern is paired with a tenured sales rep or consultant, reinforcing a mutual investment in the program—time and mentorship from our team, and commitment and effort from the intern. The structure is designed to create accountability on both sides and a more meaningful experience.

A Relationship-Driven Approach to Sales

While AI has become part of the broader business conversation, DOCUmation’s sales philosophy remains grounded in relationship-building. Long-term partnerships are built through trust and face-to-face engagement, not automation alone.

We use automation primarily to support internal operations and preparation. Back-office teams—including field administration, meter processing, and accounting—leverage automation to improve accuracy, streamline workflows, and reduce manual tasks like data entry. That operational efficiency allows our sales team to walk into meetings better informed and more organized.

Preparation helps, but it doesn't replace being in the room.

We see the best results through direct conversations, clear accountability, and consistent follow-through. Technology can improve readiness, but relationships ultimately move decisions forward.

Watch the Full Interview

If you want the full context behind DOCUmation’s growth strategy, recruiting approach, and technology direction, watch the complete interview on YouTube here: