Can Your Dealership Profit through the Click Charge ECM?

Darn tootin!  I wrote about the Intellenetics Enterprise Content Management solution a few weeks ago during Photizo's Global Transform show in Orlando this year.  BTW, I recommend that all MFP dealers try and make this show next year in Scottsdale, and don't rely on the data and information your MFP manufacturer is feeding you is the right solution for making a profit.

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

And that's about all I can remember with my notes, not a big deal because Intellenetics will conduct a private webinar on July 19th for Print4Pay Hotel Members.  After I viewed the webinar a few days ago I asked them to tweak a few things and that will tell your more about the billing, and branding options along with the revenue stream royalties and the up charge for billing. 

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.

=-Good Selling=-

Daily Managed Print Service Industry Notes from Around the World! 4/3/2012

The pioneer in Managed Print Services (MPS) for health care, has been distinguished for its vendor neutral business model by a Quocirca researcher as a 'best of breed' independent MPS company that focuses on business process transformation that ...
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By Laura Stotler Independent UK managed print IT services company M2 has launched its Intelligence platform. The new platform is part of the company's core managed print services software and enables end users to proactively monitor and manage their ...See all stories on this topic »

Manchester, UK – 3 April 2012 – M2, the UK's leading independent managed print IT services company, today announced the launch of its pioneering 'Intelligence' platform, an addition to its core managed print services software, which enables end users ...
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Ryan said that, as part of the technology upgrade, Super A-Mart also engaged Brennan for a managed print service (MPS) in partnership with Ricoh Business Centre (RBC). According to Ryan, the MPS forms part of a vendor consolidation process that enables ...
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IRVINE, CA  -- 04/03/12 -- Toshiba America Business Solutions, Inc. (http://business.toshiba.com), a leading managed document services (MDS) provider and business printing solutions innovator, today introduced the B-EX4T2, ...See all stories on this topic »

"Our managed print service fixes these frustrations so we felt a film featuring some of our people smashing printers to pieces with axes and sledgehammers was apt and long overdue. "We felt it our duty to take on the burden of corporate plc and every ...See all stories on this topic »

-=Good Selling=-

Daily Document Management Industry Notes from Around the World! 2/29/2012

Digiscribe International, a New York metro-based document management services provider, more than doubles scanning output in two years. Digiscribe's document scanning facility, located outside of New York City, has more than doubled output in the last ...
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Managing documents has become a complex and never ending task. The time spent creating, reviewing, approving and updating documents is further exasperated by the time required to collaborate, review and approve documents. The endless chasing up of ...
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Reports are submitted in real-time, enabling effective document management, issue resolution and client reporting. Documents such as standard operating procedure manuals and bulletins can be published to field teams' smartphones and tablets, ...
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Flowfinity Wireless Inc., a proven provider of enterprise mobile apps for business process automation, today announced a security guard management software solution for streamlining processes such as dispatch, scheduling, incident and patrol reporting, and document management on smartphones and tablets.
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Heerlen, The Netherlands – February 28, 2012 – Cadac Organice, Microsoft Gold ISV Partner and developer of the Cadac Organice Solution Suite (SharePoint-based Engineering Document Management and Control), has issued an updated case study about CAD ...
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-=Good Selling=-

Daily Document Management Industry Notes from Around the World! 2/21/2012

OpenText has announced OpenText Capture for Microsoft SharePoint, a software solution that allows organizations to quickly and efficiently capture, digitize and fully index paper documents, forms and faxes and move them into SharePoint, helping to reduce dependence on paper-based processes and introduce business critical electronic content to corporate workflows....read more here

HOUSTON, Feb 20, 2012 (BUSINESS WIRE) -- DW Legal, a leading managed document review, e-discovery solutions and legal talent acquisition company, announced that it has expanded its Chicago document review facilities to include an additional 15,000 square feet of space. The move substantially enhances its existing capacity to deploy attorneys and attorney project managers on document review projects on behalf of clients in the Chicago area and beyond...read more here

As a first-time entrant, Trubiquity, Inc – http://www.trubiquity.com - was selected as a finalist within the Document Management Solution category. Stephen Koons, President and CEO, Trubiquity stated, “We are honored that our first European Software Excellence Award entry was chosen as a finalist. The specific customer solution we entered was judged by...read more here

The partnership will allow Evolution1’s customers to benefit from WorldView’s document management solution providing secure image uploading, indexing, storing, retrieval and workflow management capabilities in tandem with Evolution1’s administrative platform and debit card options. By utilizing the WorldView solution, Evolution1’s customers will be able to maximize enterprise-wide efficiencies by eliminating redundant manual tasks and improving day-to-day processes often associated with claim adjudication, enrollment, and...read more here

HUNTSVILLE, Ala., Feb 21, 2012 (BUSINESS WIRE) -- Intergraph(R), the leading global provider of enterprise engineering software, and its partner, Skire, have entered into an agreement with INPEX for the purchase of Skire's Unifier(TM) solution for the Ichthys LNG project. INPEX selected Unifier as the mega-project's cost control system after a formal call for tender based upon its powerful purpose-built capabilities, proven track record in the global oil and gas industry, and ability to integrate with SAP....read more here

Managing files across e-mail and the cloud has never been easier, thanks to a collaboration announced today between Box and Attachments.me. Box users can now save e-mail attachments directly from their Gmail accounts - via Google Chrome or their mobile devices - to their Box accounts using the Attachments.me document management app....read more here

Managed Documents "The Next Big Thing"?

We've all read the hype about Managed Print Services, some of us have embraced it, some of us have tried it and stated it's not for us.  But did we ever think about Managing the Scanned Documents? 

I sell "down the street", hardware has always been my bread and butter.  After 32 years in the business I can see the trend to scan more, and email more and a distinct line in the sand for companies to not print and copy as much.  The documents are still there, they're just being scanned and saved more and more.

So, with more SaaS Cloud Document Management Systems on the horizon, the increasing popularity of Microsoft 365 why can't we (dealers) have a plan for SMB's to manage the scanned documents?

I hear excuses from potential customers like  "We'd like to do this, however we don't have the IT expertise to do this",  "We can't hire another person right now for this", "We're kind of illiterate when it comes to operating new software applications", "We can't afford the training right now". 

Everyone likes idea of being able to find documents when they need them and the idea of being able to access documents when they are out of the office. 

So, why can't we offer a Managed Document approach to the scanned documents?  I'm thinking we can do this easily and offer Block Time Agreements, a monthly billing charge or maybe a document charge.  We could meet with clients and develop their index and naming process. The customer would then scan all of the documents to a folder on the server, once a week we could log in, index and upload those documents to the SaaS program. 

We would only have to train the user in finding the documents, or we could even manage this part of the business.  Just think of it, no IT resources would be needed for the customer, no additional hardware, no learning curve on how to use the software.  We can manage and do it for them similar to a Managed Print Program, only we would control the documents.

We can bill professional services monthly or even bill by the document.  This would alleviate the large investment, along with removing the fear of buying a product and never using it.

I'm sure, someone, somewhere is doing this.  I think it's about time we offered this to our SMB accounts.  Thoughts, Ideas?

-=Good Selling=-