excite for web servers found documents about: (Query-By-Example) - higher confidence, - lower confidence; click icons to find similar documents 99% The Buzz Summary: Switching (to) the channel. The price may be low for vendors, but it can be high for the users who eventually end up with the systems. They increase the knowledge of VARs, many of whom are new to imaging. However, that doesn't change the fact that many a VAR who is woefully unqualified to sell imaging products and systems has nevertheless taken on that task. Education also tends to suffer when... 86% The biggest mistake for VARs (and VAR salespe... Summary: The existing sales staff can sell imaging and just call in the specialist for doing the deal. It is true that your existing sales staff has many good clients that might be good imaging prospects. They do not have the ability to qualify good imaging prospects, so they end up calling out the new imaging specialist on every deal. Many of those deals are not imaging prospects at all. Build a strong,... 85% 1996 the year in review Summary: This turned out to be a nightmare­on the good days. Wang ascends ... to somewhere. Long-term impact: Not to worry. Long-term impact: CDIA is just too good an idea to flop, and it won't. Long-term impact: The virtual potential here is so great that it's hard to figure out where to start. 85% POINT: Make certain your VAR deserves your respect Summary: Make certain your VAR deserves your respect. We have all seen the explosive entry of VARs and resellers into the imaging industry. What concerns me about the new VAR/reseller movement is the lack of professionalism and training in some organizations. Last night I had dinner with a long-time IBMer. I didn't have that extensive an introduction. 85% Why document management companies cannot sel... Summary: companies cannot sell electronic imaging. electronic imaging. Document management tools and electronic imaging are two very different products. "Now we are the standard imaging technology for the bank," the vendor says. But because the IT department is now doing the selling, the vendor waits. 84% Imaging software providers and resellers Summary: Imaging software providers and resellers. By Lynne Leahy M any imaging software providers for the last 10 years have scratched around within the confines of the imaging business arena to seek partners and VARs to resell their imaging software. Who is that line-of-business VAR and where do you find one? Where do you find prospective line-of-business partners to sell your software solution?... 84% Initiating the new imaging sales rep Summary: Initiating the new imaging sales rep. But imaging systems need not be complex. Document imaging sales success comes from "beating the bushes" and introducing the benefits of the imaging system to the uninformed. Teach document imaging sales professionals to identify and qualify the imaging solution prospect. Start with an introductory piece on the new document imaging system. 84% Scanner/Web/VAR Beats Summary: Intrafed continues on the scene. BancTec announced a distribution agreement with TextWare. The Web beat. "We believe that publishing on- and off-line go hand in hand on the Web and CD, and we believe that automating the process is critical to the success of the project." Now they are asking how to solve problems." 83% It's too hard. It's not hard enough. Stuck i... Summary: The Buzz. In the last issue, we posed the question, what's wrong with the CDIA (Certified Document Image Architect) program? According to Lynne Leahy, the exam is too vigorous. She believes there should be several levels of CDIA certification leading up to the full credential. Both Wasner and Leahy think the program will gain momentum in the near future. 83% IW Special Report From The Channel Summary: The users just don't know what they need." "I don't know of any vendor that does that well," he comments. Just as vendors are obliged to educate their resellers, so too are those resellers responsible for educating their users, the experts declare. * "Distributors are not set up to support software, and they end up in the middle between you and the vendor," says Johnson. Johnson believes good... 82% Is the imaging market FINALLY exploding For i... Summary: Is the imaging market FINALLY exploding? That imaging technology will finally become a mainstream application?) Working in that emerging industry, we were compelled to go out and create a market for copiers. The WP and PC industries presented a simpler, faster technology and created a new industry. It is not about delivering technology, but delivering productive business solutions. 82% COUNTERPOINT: Distributors offer VARs more knowledge Summary: Distributors offer VARs more knowledge. VARs not only have the ability to source most products through distributors, they can also acquire the training they need from a qualified distribution partner. Imaging VARs today are able to focus on selling business solutions that include imaging technology rather than just trying to sell imaging technology by itself. Selling a complete imaging solution... 82% All-day tutorials deliver drill-down knowledge Summary: of document and image management. Tuesday, October 1. INPUT SYSTEMS, FORMS PROCESSING. AND AUTOMATED DATA CAPTURE. Afternoon session TRENDS IN AUTOMATED DATA CAPTURE The automated data capture process is buttressed by a raft of advanced technologies that are rapidly advancing the state of the art. Wednesday, October 2. COMPONENT IMAGING. 81% The Buzz 1-1-97 Summary: Nice Guy. By Bruce Hoard This month--The All-Good News Department. Looking for a comprehensive report on what's going on in the imaging, workflow document management and text retrieval markets? Nice idea, Mark Ruport. Another good, but belated idea. 81% FileNet & Companies partner integrators, vendors, and VARs Summary: ValueNet program selects premiere group of preferred authorized resellers. The ValueNet Business Partner Program classifies and recognizes those resellers that meet FileNet standards for customer service. FileNet defines its ValueNet partners as those resellers providing consulting, application and project management services to their customers. "We want to make it easier for the customer to do... 79% News Shorts 2-3-97 Summary: In other IBM news, Visual Warehouse, IBM's data warehouse software, is becoming a part of the Swedish software firm Intentia's enterprise resource planning (ERP) system. "The Certified Document Imaging Architect (CDIA) Program: What's In It For You?". StorageTek partners. Lucent drives Ford's new messaging service. New optical storage solution. 78% It grabbed my attention Ienjoyed the new forma... Summary: 3, 1997, issue. AS/400--In or out?. I would like to point out that Gordon Hoke's article in the Feb. 3, 1997, issue of IW was misleading and incorrect. In fact, none of those vendors have solutions based on the AS/400. 76% ImagingExpo'96: A world-class conference schedu Summary: Monday, September 30. Monday, September 30. Monday, September 30. Monday, September 30. Monday, September 30. 76% Users create demand for imaging Desktop documen Summary: Desktop document image. The fact is, the demand for desktop image management originates from a market segment that is not composed of traditional document imaging users.. DOCS Imaging gets. DOCS Imaging challenges Watermark. In comparison, Watermark only notes-edits. 76% Imaging Expo'96 Turnout Summary: Imaging World, October 21st, 1996. IMAGING EXPO'96. "I expect to see strong sales for a TELEform/Watermark solution." Other responses to Cornerstone's dominance came from the display side. At this price, Matrox is ushering in a new era of non-premium prices for display solutions.
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