excite for web servers found documents about: (Query-By-Example) - higher confidence, - lower confidence; click icons to find similar documents 98% 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. 95% 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... 94% 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,... 93% 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. 92% 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. 89% 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?... 89% Electronic imaging and the next millennium Summary: Corporate memory: Information is the main asset of every corporation. All corporate information must be controlled and managed. I have seen imaging solutions demonstrated and sold in less than 30 days. They purchased the system in less than 30 days. * A temporary personnel agency purchased a system in less than 30 days. 86% 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. 86% Vendors--They're not just for breakfast anymor... Summary: I was a vendor and I took care of my clients and had pride in my work. Vendors are people too. And guess what, they are good people. Ever play word association? They are good people, and in most cases, very knowledgeable, respectable people. 83% 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. 83% 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. 82% CCIM and the banking enterprise Summary: Mainly because this technology produces positive effects in the customers' back office while being more cost and time effective for the bank. Now is the time to look at alternative distribution channels and find ways to move their customers to a cheaper, more customer-centric way of making transactions." Customers should have one place they can call and find out anything they need. * Making card... 82% Bank On It Summary: The primary focus is on proper indexing and data management software. Factor 1: Focus on the solution, not the technology. No matter how good the technology is, the focus needs to be on solutions. * Current and future use of bank technologies. to increase services and products available. 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% 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... 81% 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. 80% 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. 80% 40 companies to watch in 1997 Summary: They are: R.E. Ray Edwards, Apex D.E. Dan Elam, IMERGE B. T.S. Robert Smallwood, Image Associates S. 80% DocMgmt Summary: But the fact is, even small companies can take advantage of this technology because it is being offered to potential customers in several different forms. Outsourcing can be profitably used by large companies as well. Perhaps the most promising print-on-demand distribution solution is the Internet. But many other types of companies can use this system as well. With these advantages, it's a wonder... 80% 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.
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