excite for web servers found documents about: (Query-By-Example) - higher confidence, - lower confidence; click icons to find similar documents 99% 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. 91% 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. 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. 88% Getting the best bang for the buck With numer... Summary: With all of these conference choices, it's tough to know where to get the best bang for the buck. The BAI Conference is the combination of the BAI Image Conference, traditionally held in the fall, and the BAI Transaction Processing Conference, traditionally held in the spring. When BAI saw that there was too much duplication between its Image Conference and Transaction Processing Conference, it... 88% It grabbed my attention Ienjoyed the new forma... Summary: 3, 1997, issue. AS/400--In or out?. I would like to point out that Gordon Hoke's article in the Feb. 3, 1997, issue of IW was misleading and incorrect. In fact, none of those vendors have solutions based on the AS/400. 87% 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. 87% Project planning Part two (contingencies and ... Summary: Be prepared for objections and statements such as "It can't possibly take that long!" But the data must be presented in a manner that will be meaningful to your client. How do your estimates compare with similar, completed projects? Don't be surprised if your client objects to your estimates even after you have presented your case effectively. If you want to reduce the total estimate, you must... 86% 50 who make a difference Summary: Delphi Consulting Group. Imerge Consulting. Wang. Arthur Gingrande, IMERGE Consulting 13. William Stratigos, Wang 40. 86% 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. 86% 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. 86% 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. 86% 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... 86% ImagingExpo'96: A world-class conference schedu Summary: Monday, September 30. Monday, September 30. Monday, September 30. Monday, September 30. Monday, September 30. 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,... 85% Users rank their document management Summary: their document. management. on document management. Albright's vision of the document management future: "It will be even more important than it is now." Bisaccia has strong feelings about the future of document management: "Document management systems are the future of computing. 85% Who says they make a differenceunfortun... Summary: It's unfortunate that a survey such as IW's "50 who make a difference" (January 1, 1997) has to be so encompassed. Consultants, users (one listed is far from influential) and editors should all be separated into their own categories. If I was going to create such a list, I would say, categorically: * What companies have done the most for our industry? * What publications/editors have addressed... 85% 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." 85% 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. 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. 84% 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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