Content Management Partnerships: Computhink Helps VARs Break Into Document/Content Management

Document/Content Management solutions are the second fastest growing category in IT spending behind security , a trend projected by analysts to continue beyond 2010. One outcome has been more affordable solutions that are easier to implement but there are still few end users willing to tackle the technical and needs analysis aspects of implementation without help. This creates the perfect Reseller / Vendor formula for delivery of the customer solution.

Computhink has been helping technology providers through Partnership take advantage of the tremendous business opportunities resulting from this trend in various markets. Providers of network managed services, medical practice management, legal case management, and copier dealers for example would traditionally refer this business elsewhere to focus on their core competence. But these Providers are now realizing that document/content management solutions not only fill a real need for their customers, it also generates demand for professional services and drives new business.

A decade ago you had to call the customer, then explain what this technology was and why they should be interested. Today educated customers are calling on their IT Service Provider expecting answers on how they can archive emails for compliancy; or their Copier Dealer to ask how they can securely store the documents scanned by their new MFP unit; and they want to know from the Solution Provider how they can get unstructured information to correspond with their line of business application records. These Providers have two choices: continue feeding these opportunities to vendors with little or no profit, or work closely with a vendor willing to invest in their success. Document/content management solutions and services have proved to be a true "value add offering" to what they currently provide, extending their relationship with the customer to a new level.

Successful solution providers must actively work toward moving upstream in value. Venturing into any new technology offering isn't easy. There is plenty of sales opportunity but as with any business investment, there are also risks. Choosing the right product and partner program is critical. The Computhink Partner program is designed to provide resources, expertise, and support to make a successful Reseller Partner relationship. But we must rely on our Partners to seek our help, to share their strategy, and get us involved. After thorough training and implementation of demo software, the tough part for the new Partner is figuring out how to drive the solution to market and how to leverage vendor resources and assistance in getting there. We're always eager to discuss and help wherever we can. Here are some tips:

• Make the most of what you already know about the customer's needs and their current IT systems. Existing customers are the very best source of leads because they already trust you to provide best-of-breed solutions for them.
• Don't be shy, maintain regular contact with your regional sales manager. Computhink sales representatives are willing to do joint sales calls, demo's, help with quotations, and even help you close the sale if you invite them along. Schedule a day or two of appointments and invite your rep to join or discuss a seminar or webinar.
• Create a repeatable type of application. For example, go after accounting solutions. Every company has headaches with information management in this department. Market this solution by repeating the benefits message often and consistently.
• Leverage customer relationships to learn about their associations, journals they read, newsletters they subscribe to, and challenges they face.
• Add value by focusing on business processes, not just a single technology. Customers are most interested in a "total solution" that solves a particular business problem. This may include scanners, capture software, document/content management software, and a storage solution. By working with complimentary vendors you often increase joint marketing funds, vendor support, and lead generation. Your Computhink regional sales representative can make recommendations and provide contact information for our alliance partners.
• Schedule monthly webinars and post on your website. Ask your vendor partners and association memberships to publish it. It can be a simple web demo with an introduction of your company solution offerings but the key is that it attracts prospects to your website. You don't even have to commit to a date, just ask the prospect to respond that they'd be interested in attending.

Computhink has been pleased to work with many Reseller Partners from a wide variety of industry sectors in recent years. "We're seeing significant progress and success in key areas by providers who never specialized in document / content management before." said Frank Wasti, VP of Marketing and Sales at Computhink. Here are a few Computhink Reseller Partner success stories:

• Xevcom, LLC of Schaumburg, IL leverages ViewWise as a repository for Unstructured data that corresponds with their medical practice management, and electronic health records suite. They host several happy ViewWise clients with many more in line. "Our hosted model gives us the flexibility to sell as few as one license or as many as we need for any given customer. We offer a solution that's attractive in a low monthly payment without burdening the client with a large capital investment in hardware or software." according to Chuck Metzger, Principle. They offer their hosting of ViewWise for resale to the Computhink channel.
• doeLegal of Wilmington, DE has offered legal technologies such as case and time management solutions for over 35 years. They trust ViewWise as a strategic new offering for secured data and email archival. Ease of use makes a strong impact to customers. They will also resell their ViewWise hosting services to any Computhink Reseller Partner.
• Scanning Innovations (SI) of Tampa, FL relies on their extensive network of business relationships across various industries who need an affordable, easy to use solution for managing their documents and associated information. SI has sold multiple ViewWise systems in their first few months as a Computhink Partner. Their formula for success? "We rely heavily on our Computhink sales representative to provide assistance with scoping out new opportunities, helping us understanding their needs, and put together the right solution." Said Norm Herrick, Principle. "We've had outstanding support for customer demonstrations and excellent technical support to put solutions together."

Worldwide enterprise content management software license revenue will grow at a 10.7 percent compound annual growth rate from 2005 through 2010." according to a 2006 Gartner research study. Better information management has become a mainstream demand for a significant portion of the more than 160,000 midsized business organizations and over 80,000 state and local government organizations in the U.S. The window of opportunity is wide open. Computhink certified Reseller Partners have the product, the training, the support, and the tools to deliver these solutions. Find a niche, focus marketing efforts, leverage your vendors, and remember, success is only a phone call to the right prospect away. Working together we will succeed!