Article: What's Next For ECM VARs?

Like any mature industry, ECM has seen its share of vendor consolidation recently. OTG/Legato/Captiva and Documentum were gobbled up by EMC, Stellent was acquired by Oracle, and Filenet was merged into the IBM empire. "In some cases, consolidation has pitted many resellers directly against vendors' direct sales forces that have seemingly unlimited resources," explains Joel Port, VP of sales for NewWave Technologies. NewWave is a VAD (value-added distributor) serving resellers, integrators, and service bureaus, distributing products and programs to the imaging, storage, and duplication markets. However, vendor consolidation is not the only trend VARs should be aware of. Used with permission from Business Solutions magazine