excite for web servers found documents about: (Query-By-Example) - higher confidence, - lower confidence; click icons to find similar documents 99% 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... 90% News Shorts Summary: The study found that both the quality of a scanned image and of the hardware affect purchasing decisions. FileNet stock at. to FileNet. Sherpa, Rosetta exchange vows. The FileNet agreement also provides the premiere COLD product, Greenbar. 89% 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... 87% 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. 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,... 84% 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. 83% 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?... 83% VARs learn that knowledge pays Summary: VARs learn that knowledge pays. "Imaging 501 was developed from educating our own sales force," explains Greg Sanner, technical services director. "Our curriculum will be an ongoing process of adding new courses as they have been used and tested on our own salespeople." Certification is based on passing the tests. A course catalog is available by calling Optical Laser at 714-379-4400. 83% Defining a growth path the key to successful ... Summary: Defining a growth path: the key to successful capture. By Dave Wood The fourth truth of document capture is the importance of growth path. In that environment, a reliable, secure growth path is one of the most important requirements in purchasing a system. Ensuring a growth path. Adherence to standards is perhaps the most important of the growth path elements. 82% Forms processing A market takes shape As the... Summary: In fact, the paper forms industry now refers to itself as the forms and systems industry. The forms automation marketplace. Pricing: the new differentiator. There is also an annual maintenance fee of 15% of system cost. Prices vary. 82% 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... 82% 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... 81% IW World Class Solutions Summary: It's a valuable synergy of need,. Bank officials were so amazed when the project was finished in just two weeks that they decided to create a full-scale application for employee personnel records. Both projects use ImageBASIC from Diamond Head. Employees were justifiably excited when they learned that 10,000 documents could be stored on one CD. It took about two weeks for approval. 81% 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. 81% 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." 81% Integration, vendor support key ingredients on Summary: Integration, vendor support key ingredients on users' plates. In the process, users gain better control over the entire population. Question 3: In general real-world applications, where does workflow work best? Question 6: How could vendors do a better job of selling imaging, workflow and document management? Brady wants vendors to make it easier for users, saying, "Vendors could do a better job... 80% Groupware titans, still powerful, no longer intimidating Summary: Groupware titans, still powerful, no longer intimidating. "We specifically decided not to come (into the U.S.) because of Microsoft and Lotus," said Grant Stivers, marketing director with TeamWare's distributor, Lexia (Reston, VA). As a former Lotus Notes business partner, Stivers is well-qualified to differentiate the TeamWare groupware products from its formidable competitors. Much of the... 79% No company is an island Summary: Wang also has a seat on Microsoft's ISV advisory council that no other imaging vendors have. jukeboxes. ViewStar was the first of the enterprise image and workflow vendors to forge a relationship with Microsoft and port its software to NT. Capture and component imaging. The hot area in storage is CD jukeboxes. 79% 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. 78% News Shorts 3-17-97 Summary: Ricoh to market CD-RW hardware. Quickly adopting the new CD-Rewritable (CD-RW) media that can be re-recorded thousands of times, Ricoh (San Jose) has introduced the first CD-RW-capable CD-Recordable (CD-R) drive. Certifiably Artist VARs. Artist Graphics (St. There's an Acrobat in the file cabinet.
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