excite for web servers found documents about: (Query-By-Example) - higher confidence, - lower confidence; click icons to find similar documents 99% The blame game Summary: It's not that the industry's products can't do the job. They can--and do. What can FileNet--and the industry--do to combat those problems? "Was buying Watermark the right strategic thing for the company to do?" We have some excellent products and customers like them," Libit said. 95% Buyers hesitate; earnings shortfall rattles in... Summary: Losses mount for FileNet as customers, vendors and analysts wait and see. Libit believes there are several things confusing customers. "The terminology is confusing," he said. Customers have to pause to understand. It takes awhile to churn through it all," said Libit. 93% Watermark office to close Summary: Watermark office to close. By consolidating the operations, Libit says, "The company will save over time ... a considerable amount." It will eliminate some duplication between its development teams as a result of the consolidation. IDC's Scott McCready sheds no tears for Watermark. By moving to Costa Mesa and putting it under the tutelage of a Bruce Waddington." 92% 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. 92% Industry shaken by FileNet's falling earnings Summary: (Posted: Thursday, April 3, 1997, 11:51 AM) FileNet (Costa Mesa, CA) will report a net loss of approximately $9.0 million, or $.60 per share, for the first quarter ended March 31, 1997. FileNet expects to report first quarter revenue of approximately $47 million. 91% Why users are confused Summary: Why users are confused. "We've always been a 'what' industry in a 'how' market," observed one pundit gravely, with just the right blend of pithiness and inscrutability. Sure, users are confused. Users have every right to be. Or should I just wait? 91% The ROI formula: a great closing tool Summary: Imaging systems are sold to departmental managers and executives who own the business process. What happens when I do all that work and the prospect buys from someone else? executive summary-an overview of the main points of your proposal emphasizing the strong features of the technology (what it can do for the prospect) and how it will benefit the prospect;. benefits of proposed system-a... 90% FileNet earnings continue to grow during third quarter Summary: FileNet earnings continue to grow during third quarter.filenet. Net income for the quarter was $3.4 million ($.22 per share) compared with a loss of $1.5 million ($.10 per share) during the third quarter of 1995. For the first nine months of the year, FileNet posted revenues of $196.4 million, a 22% rise from the $161.6 million gathered up in 1995. The company recorded a net loss of $5.9 million... 89% A radical suggestion Summary: To trust a teacher. 88% CostJust_VARSuccess Summary: Cost justification. With trust established, cost justification can be the complete story and the closing tool for the sale. Supplies can be examined for cost savings. I do the cost analysis for them and become the instigator for the entire process. You can do the entire process on every sale. 88% FileNet moves Watermark to California Summary: (Posted: Friday, April 11, 1997, 8:19 AM) In a dramatic move to stem the flow of red ink, FileNet (Costa Mesa, CA) will move its Watermark division from Burlington, MA, to its Costa Mesa headquarters. 88% Opinion & Editorial Summary: Imaging World, June 1st, 1996. More on SCS in July 1st's IW. Imaging is dead. But the world is changing. I do agree with you that some imagers won't thrive in the new world. 88% editorialAug96 Summary: Six months from now, ImagingExpo will be three months past already. Oracle this. Oracle that. It's great, it's exciting and it's ancient history in the making. Is it news? 88% 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." 88% FileNet suffers Q2 setback Summary: Imaging World, August 1st, 1996. FileNet suffers Q2 setback. $9 million loss expected for previous six months. For the first time since the acquisitions, Smith acknowledged that assimilating Watermark (Burlington, MA) and Saros (Bellevue, WA) has not been easy. That is not the sort of spin lingo one expects to hear from Smith or FileNet. 87% Optika IPO: good idea, bad timing Summary: Imaging World, September 1st, 1996. Optika IPO: good idea, bad timing. By Bruce Hoard, IW executive editor Call it a case of very bad timing. Fortunately, the 1996 numbers have bounced back. "No," says Ruport. 87% Insider trading alleged at FileNet Aclass acti... Summary: Insider trading alleged at FileNet. During this period, Goldman claims, insiders sold shares for as much as $54.50 per share, netting over $10 million in proceeds. FileNet contends that Goldman's action follows a continuing pattern of frivilous litigation against high tech companies. Lerach has been behind at least 53 class action suits lodged against Silicon Valley's top publicly traded high... 87% Thoughts for the new year Summary: Thoughts for the new year. It does serve to humble us (well some of us, anyway) and to remind us what we're in this information-providing business to do. Customers: own your solutions technology. My own group's installation of new technology is a humbling reminder about how sloppy we can become in the information and service transaction side of our businesses. This isn't just about technology,... 87% 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,... 87% But who exactly is TED SMITH? Summary: But Ted Smith's history is anything but "low-key." Something else is working here. If you have something, they want to take it away from you. Does that tell you something about Ted Smith?" Actually, he probably doesn't expect everybody to be happy, although that would be nice.
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