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99% Don't sweat the small stuff
Summary: ): "Don't give me more information; tell me what to do with the information I already have. It's not that important. What is important?) how important an imaging system is to them now that Flight 800 has met its horrible fate. Information seems to fall into three categories: stuff that's important and good; stuff that's important and bad; and stuff that's not important at all.
92% Notes from the road Summary: Publishing a magazine like this is kind of mysterious to most of you, since you've probably never done it before. I have about 45 minutes to write this editorial before I catch a plane. Microsoft has always been sort of in the periphery of my vision--always in the papers, always in conversation. Microsoft couldn't care less if we sold enterprise-wide Solitaire. This is good news.
92% 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?
92% 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,...
90% Jumping off a bridge to the 21st century Summary: Jumping off a bridge to the 21st century. Let's start with the paradigm shift. The operative word at Giga was economy, as in new economy, digital economy, or knowledge economy. We don't get too many of those new economies. The point is that the old rules don't apply in the new economy.
90% A radical suggestion Summary: To trust a teacher.
90% Stand back. I'm headed somewhere over the rai... Summary: It starts as a curious sensation at the base of my neck and quickly develops into a nagging ringing in my ears. I am having a Chasm Spasm. They're really good books. You don't get there by coasting. But at least you won't be suffering Chasm Spasm.
90% Selecting an enterprise solution provider Summary: Selecting an enterprise solution provider. You get what you choose. So to avoid getting drilled, here are a few thoughts about choosing your enterprise solution provider. First, what is a solution provider? The primary qualification step is intended to be a first cut at separating who can and who cannot deliver an enterprise solution.
90% Editorial 10-21-96 Her left foot Summary: Her left foot. She gave me her left foot. "No honey, that's your left foot." "No, it's my RIGHT foot." "No, sorry, it's your left foot."
89% 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.
89% 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,...
89% Confusion in the heartland Summary: I'm supposed to meet a certain Pretty Big End User at AIIM. The Pretty Big End User wants to "pick my brain." Well, one of the possible vendors to Pretty Big End User somehow got wind of this meeting and called me. Possible Vendor asked. It's doing so with the best of intentions.
89% Turning weakness into strength I think techno... Summary: I think technology is great. Yet technology can also be scary. Change scares us all, and it is certainly what led to my anxiety about computers. This is not surprising if you think about it. You too, can turn your weakness--the fear of new technology--into your strength.
89% Selecting an enterprise solution provider Summary: Now it's time to check the references the solution providers provided earlier. The following are examples of questions we ask a solution provider's references: * What process did you use to select the solution provider? * What other solution providers did you evaluate? Ask them open-ended questions about their experience with the system. Ask what the systems don't do, not just their capabilities.
89% EDITORIAL: Cutting through the noise Summary: Cutting through the noise.) It's noise. No noise. Cut through the noise. Also called cutting through the noise.
89% Industry in the mirror Summary: "Despite some success stories, there are a lot of reasons to say that imaging is on more of a decline than an upswing. Clearly, these technologies have had an impact on imaging, but we have seen it more in the document management space. You could also say that even as imaging becomes more mass market, there have been other impacts from neighboring technologies. COLD is a technology that has a leg...
89% 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.
88% Reading the hard stuff....forms Summary: Column 4 always says "TO". recognition. Why isn't voting multiple recognition engines enough? Forms processing packages try to remove lines, since they confuse most OCR engines. Only Line Avoidance gets it right.
88% Know what you need, Need what you get Summary: Know what you need, Need what you get. How easily we confuse those desires for needs. Still, that is vastly more than what we need. Computers are useful for writing, but I don't need one. Needs assessment.
88% The Sales Links 2-3-97 Summary: It's mind-blowing. Another mind-blowing fact is the rate at which technology is evolving and proliferating today vs. pilot applications vs. vs. Nor is it FileNet vs.
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