A few days ago I was treated to a Mano-a-mano webinar with the folks at Intellenetics about their "Click Charge" ECM solution that is designed for the MFP and MPS dealer channel. Here's a few interesting items I picked up. Hmmm.....
All right seems these notes will be from memory because I misplaced the note pad that had the notes!
- Branding is available
- Dealer Billing per month and then Dealer bills end user with MU
- Direct Billing to customer and royalties paid back to dealer
- Public portion of ECM allows users to search on their documents
If I had my own dealership (which I don't), I would be rolling this out to all of my SMB accounts. First I would call them and ask them for a short 15 minutes about a new product and service we are launching. I would schedule this for one day of the week, like a Thursday and set 4-5 appointments each day. I would then have a power point presentation set-up. I would then guide them through the FAB (remember FAB, Feature, Advantage and Benefit), and of course at the end when they ask how much this will this cost I will have TWO plans available. A Premium Plan where we charge a base monthly fee and scan click charge (could be quarterly), where we (dealer) controls the uploading to the Cloud, and the indexing, and we would then train the end user on how to retrieve the documents. The second plan would be Basic Plan, where we charge a monthly (could be quarterly) base fee and scan click charge, we would train the customer on how to index, upload and retrieve the files.
Remember it's not about the big sale, it's about the click and the ongoing annuity stream. Most SMB accounts are scanning to a wndows based file folder and then placing documents (that are not OCR'd or in indexed) in nested folders. If you can find the pain, which there is with this type of format you can bring home the bacon and have the best of both worlds by capturing the scans and the print clicks. Keep in mind that Dealers have been reluctant to charge for scans because they were afraid that they would lose print clicks to the competitors who did not charge for scans. But in this scenario you are presenting value of the ECM system and the benefit of accessing those files from the cloud.
Recently, I've been scheduling appointments for our new services, and with every appointment each customer either asked for a quote or additional information about a pain that we discovered on the appointment. The moral of the story is to keep introducing new products and services to your existing accounts, they are a gold mine of they have pain in their business process.
Please go here for the exclusive P4P Hotel webinar for Intellenetics "Can Your Dealership Profit through Click Charge ECM.