ECM-Slow Sales, No Sales, WHY? ECM Sales and Services
ECM-Slow Sales, No Sales, WHY? I was sold on the idea 5 years ago ECM was the silver bullet. Became an expert on Docu-Everything and used the logic that If You Build It, They would come. What happened? After attending trade shows, reading publications and speaking with peers, document imaging was going to be the silver bullet coming out of the economic downturn. Determined and committed, I began discussions with several different software vendors, viewed demos and heard how easy the sale will be in a booming industry, the plunge was a no brainer. The company selected Docu-Everything software [insert any software vendor] which was the best ECM software ever offered at a very competitive price. After investing a lot of money to become an authorized reseller and sending staff to training, we were Docu-Everything experts and fully armed to deploy the troops to send sales skyrocketing, OR WERE WE??? The answer is an emphatic NO!!! Chasing every opportunity, responding to RFP’s, canvassing any business with file cabinets, you name it, but the sales were dismal and it became fruitless to continue. The silver bullet bombed, big time. Unfortunately, the above scenario is far more of the norm than exception. Companies sign with Docu-Everything, pay the reseller fee, get trained (certified as an authorized reseller) and go ‘gung ho’ to sell document imaging. Sales were less than desirable, the boss was applying pressure and eventually INSANITY sets in, you know, doing the same thing over and over again expecting different results. The white flag was raised and in frustration begged the question “WHY”? With the best sales people on the planet that were Docu-Everything experts, a marketing team Google envied and support staff ready to help 24/7, how could this fail, “WHY”? A 110% effort was put forth with a lot of hard work, meetings, proposals, emails etc. Of course every dog has its day and luck eventually takes your side to close a few deals just enough to win a few battles, but I could never pinpoint what differentiated those sales from all the deals lost. Each time, you met with the customers, told them how great Docu-Everything was, showed them a demo, got the volumes of paper, submitted a proposal on time and followed up as a good sales person would do, but to no avail. So once again “WHY”? It must be Docu-Everything software which was the best, is that WHY? “Why”, “Why, “Why, “Why”? WHY #1. They didn’t know how to sell ECM. These companies hadn’t the slightest clue of who, what, when, where and especially WHY. ECM is a complex sale that requires knowing Who is a suspect or prospect, What the problem is [business or technical challenges], When to offer a designed solution to fix the problem, Where the advocates or opponents are, and WHY they need an ECM solution, justified with a proven ROI. At the very least, get a better understanding of common business problems. Know the terms, speak their language, understand their workflows, then match a solution to that. Why #2. Just because you have the best sales people (they do know how to sell) and marketing personnel that are all trained on Docu-Everything, doesn’t make the sales numbers. The “why” conundrum could have been solved here: The sales people have to care or know how to ask the questions that finds the business problems by addressing how a solution specifically speeds up accounts payable, how it reduces the new hire on-boarding process from days to hours in HR, and how to streamline the shipping and receiving department for greater...
PRISM Conference 2015
Thank you PRISM for another successful and productive 2015 conference Prism 2015 Annual Conference May 17, 2015 San Antonio, TX. Tronitech was the proud sponsor for the first and very successful: “Future of PRISM-Under 40” Ian Thomas and Mark Arkenau presenting: “Winning the Paper Wars” Tronitech helping to solve another complex business process problem with document imaging! Tronitech displayed a winning formula with a completely different approach that helped RIM companies at PRISM 2015 understand how to successfully offer document imaging. By providing all the necessary resources, Tronitech removes any obstacles that may prevent a business from offering imaging services. Thank you PRISM for another GREAT conference! I want to learn more! to learn more or call us at (800)...
A Guide to Finding the Best Document Management Services
A Guide to Finding the Best Document Management Services The search for a Document Management partner can be a tedious task. Especially, if you have gone through months or even years interacting with providers. Providers whom have not been listening to your needs or perhaps the document management product itself has not been performing to your standards. When you collaborate with a good Document Management partner, you can be assured your documents will be handled with utmost care! This will allow you time to focus your attention towards other facets of your business. There are four key points to explore before selecting a Document Management partner: Service – What level of service meets your needs? Make sure that service is a main focus for the Document Management provider you select and one that is consistent in their response to your needs. Security – Your documents contain information that is highly sensitive and needs to be kept safe and secure. This is just as important to you as to your clients. Make sure you know how the Document Management provider plans to keep your records safe in the short-term and the long-term time. Technology – What technologies and platforms are used by the Document Management provider? Make sure that the partner you choose will work with your platform, and have accessibility in all locations or times needed. Longevity – Like most business owners, you have invested much to be where you are today. It is important to partner with a company who have been in business for a fair amount of time with a proven track record of dependability and expertise when entrusting your documents with. With the right Document Management provider and new Document Management system implemented, there are a number of ways your business will be more efficient. When a customer needs a document emailed or faxed, you can instantly obtain it on your desktop within seconds, so customer service is improved. Data quality will improve with your ability to reuse information to populate forms or validate incoming data. This will reduce occurrences of missing or misplaced documents. An audit trail of accessing software and activity within the software is present. This ensures regulatory compliance. This will also improve compliance within Records Retention Schedules and the system will automatically classify and store all incoming documents. A good Document Management system follows strict security protocols, thus protecting your stored data. Your records will be protected from disasters with the necessary backup recovery systems. Your bottom line is increased with the instant access of your documents. Whether you are looking to digitize your documents for the first time or looking for a new Document Management provider, following the four key points as stated above, you can save time and frustration by finding the right partner to trust. This decision will set you on the right path so your business can perform at its best while you enjoy reduced operating costs and efficiency. I want to learn more! to learn more or call us at (800)...