excite for web servers found documents about: (Query-By-Example) - higher confidence, - lower confidence; click icons to find similar documents 98% 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... 91% 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. 89% 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... 88% 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% 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. 87% 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. 86% 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. 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% 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,... 86% 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." 85% Hot Products 11-18-96 Summary: . Harmonious disc. However, creation must be accomplished working on a Unix or Windows workstation. CDs caught in the Crossfire. More, better, faster removable storage. serious scanning. 85% Maturing market clarifies document capture choi Summary: "We saw that there were a lot of places to get equipment, and lots of companies that wanted the technology, but most system integrators and VARs were doing enterprise systems," he says. "But there weren't that many people in between, doing departmental systems." Where Cornerstone comes in, she says, is when the user wants to do unique things with its systems. The veteran of the three, the company... 85% The Sales Link 10-21-96 Summary: Why have a method? So is there only one method? In concept, however, we use two primary methods: baseline method and method lite. Why would you use method lite over the traditional baseline method? It takes more time, but has much lower risk. 85% InterTech plays with the big boys Eli Gruber, ... Summary: The goal: enterprisewide document management. It goes beyond document management and document imaging. EG: Document imaging and document management basically deal with files. EG: DocuPACT 3.0 is the first software that was developed from the ground up for NT and integrated document management and document imaging. We would like to have a VAR that has some knowledge of document imaging and... 85% 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... 84% 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. 84% 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. 84% Scanner vendor reaches toward the high end Summary: Scanner vendor reaches toward the high end. to the scanner hardware and software marketplace. According to Borrey, the mid- and high-range of the scanner marketplace is not so fiercely competitive that margins must be slashed in order to compete. That is why he says Bell & Howell, which has been strong in the midrange market (30 to 50 ppm), is moving up to the high end where the margins are... 84% 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. 84% 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...
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