excite for web servers found documents about: (Query-By-Example) - higher confidence, - lower confidence; click icons to find similar documents 98% 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. 96% CDIA training at AIIM Summary: CDIA training at AIIM. (Monday, January 13, 1997, 9:51 am) A pre-conference tutorial will be presented at AIIM '97 (Jacob Javits Center, New York) promoting the value of document imaging training and certification. "The Certified Document Imaging Architect (CDIA) Program: What's In It For You?" will be presented by Lynne Leahy of Leahy Associates and Raimund Wasner of the Rheinner Group on... 95% Associations sponsor CDIA tutorial at AIIM Summary: (Posted: Friday, April 18, 1997, 8:29 AM) Leahy and Wasner discussed how the CDIA standard is changing the way imaging professionals do business and how certification improves imaging product sales. 94% 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. 93% 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% 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. 93% 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. 93% All-day tutorials deliver drill-down knowledge Summary: of document and image management. Tuesday, October 1. INPUT SYSTEMS, FORMS PROCESSING. AND AUTOMATED DATA CAPTURE. Afternoon session TRENDS IN AUTOMATED DATA CAPTURE The automated data capture process is buttressed by a raft of advanced technologies that are rapidly advancing the state of the art. Wednesday, October 2. COMPONENT IMAGING. 93% 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... 92% 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. 92% Enterprise document management myth or realit... Summary: Enterprise document management:. Virtually every document management vendor has proclaimed its product to be the true enterprise document management system (EDMS). Enterprise document management is more of a concept than a product at this time.. Document management has successfully taken root in many organizations. * security adaptation--Most DM vendors must think beyond where they are in... 92% 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% 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. 92% 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?... 92% News Shorts 2-3-97 Summary: In other IBM news, Visual Warehouse, IBM's data warehouse software, is becoming a part of the Swedish software firm Intentia's enterprise resource planning (ERP) system. "The Certified Document Imaging Architect (CDIA) Program: What's In It For You?". StorageTek partners. Lucent drives Ford's new messaging service. New optical storage solution. 91% 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... 91% Leahy Associates Summary: Leahy Associates is a sponsor of the CDIA (Certified Document Imaging Architect) certification and offers training and self-study training books for the CDIA test. Leahy Associates also specializes in customized and on-site sales training programs for document imaging companies. 90% Trust operations improve via electronic document managemen Summary: Banking & Financial Services White Paper Trust operations improve via electronic document management. By Irving Levy, President. Electronic Document Management Systems (EDMSs) allow trust departments to scan in images of such items as bonds held in trust at the bank. The trust folders contain 15 categories of trust documents and the real estate folders contain 13 different types of documents.com... 90% 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... 90% 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.
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