Stop The Imaging Hardware Slide

Despite a 20% reduction in hardware sales, this data capture integrator expects to grow 25% this year via integration services.

Falling hardware margins. Like a plague, this trend has swept across the document imaging landscape and affected most VARs and integrators in the space in one way or another. Some VARs have been destroyed by it. Others have adjusted their business models and found ways to not only survive, but thrive in the face of it.

One integrator that has successfully evolved its strategy over the years is CPT Intelligent Technologies, Inc. Run by brothers and business partners Barry and Brian Ashforth, this New Jersey-based integrator was established in 1957 as an office equipment dealer. By the late '80s the company had fully transitioned to a document imaging technologies provider. Imaging proved to be a lucrative market for CPT for the better part of the last two decades, but over the last five years the integrator began to realize a marked shift in the way imaging hardware was being purchased and implemented.