Document Management Interview
lists on how to run a seminar, guidance on on talking to department heads about the
<< Direct involvement
how to develop talk tracks for the general benefits of Document Management; if they
DocuWare can also become directly involved sales forces. And, with regard to after-sales are convinced by the benefits on offer.
in providing the end user with additional support, the partner portal provides an up- Then there is more chance of a wider deploy-
training and guidance. “We can provide end to-date list of all the service calls that ment or enhancement of the Document
Management system.”
Jump start
Additionally, DocuWare
offers what it refers to
as a 90-day launch
programme, where it
defines marketing
activities and supports
its partners through
every phase of the sales
process. “We can train
our partners, and can
take ownership of the
initial meetings with
prospective customers.
Then, we hand over
the responsibility to the
product specialist and
the technical specialist
within the partner
dealership – so they
have a jump start.”
In terms of the
application DocuWare
users with e-learning programmes to show customers have recently placed at the provides, Schindler believes that, what is
how they can work with, and get the most DocuWare helpdesk, so partners are kept in particularly outstanding is its extremely low
out of, their DocuWare solution,” said the loop in terms of all the communication total cost of ownership. “From the very
Schindler. “These e-learning programmes DocuWare has had with existing and beginning, we decided to sell our solution
can also tell the company’s administrator prospective customers. through an authorised reseller channel and
or management team about additional
functionality that the company may not have
purchased with the initial solution. We can
explain how these additional capabilities may
“
From the very beginning, we decided to sell our solution
through an authorised reseller channel and a lot of our
be able to help the company to streamline
development time has been spent in developing the user
and automate other document-related
processes; maybe for other departments
interface to ensure it is very simple to operate and also highly
or for other types of documentation, etc.”
cost-effective.”
For the past few years, DocuWare has In terms of the broader package of benefits a lot of our development time has been
offered its channel partners access to an DocuWare provides to its resellers, Schindler spent in developing the user interface to
exclusive partner portal on the company explains that this includes everything from ensure it is very simple to operate and also
website. This informs resellers about all the the online sales toolkits to the company’s highly cost-effective. So, even without being
latest developments and incentives within proven go-to-market strategy. “Here, we a fully qualified Microsoft network specialist
DocuWare. Schindler explains that the strongly recommend that our partners focus or application specialist, our solution can be
partner portal also provides a comprehensive on existing clients and, more specifically, on installed without the systems integrator
range of sales toolkits to partners, plus particular departments with the organisation,” knowing all the ins and outs of a Microsoft
templates for seminar invitations, check he said. “We recommend that resellers focus SQL server or Oracle server.” circlesolid
40 IT RESELLER – SEPTEMBER 2009
www.itrportal.com
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