A few weeks ago I had to prepare for a demonstration of NSI middleware for one of our Ricoh devices.
We had two scenarios, the first consisted of selecting the NSI middleware from the copier and then to manually enter the index information. The second scenario was to get a document that already had a pre-printed bar code and to demonstrate the ease of bar code scanning. Everything went perfect...., until I was asked to find that document. Well, seemed easy enough to me, I went to the Windows search box (was right there on the screen), typed in the PO number and we waited and waited and waited. It seemed like an eternity!
I was then asked if the document could be routed to the ERP system.
That's when it finally struck me that my talk track should have stated, yes we can search for that document and we might be able to route it back to your ERP, however that's really a talk that we should have with our team of document experts about Document Management software. (special thanx to Tom K)
So, what happens if your Dealership does not have that team of document experts to fall back on? What happens if this a critical aspect to getting the deal? It's obvious that the prospect has additional needs or pain points that need to be addressed in order to move the hardware and middleware sale forward.
If you're one of those Dealers and run into these scenarios, then I suggest you give a call to the talented group at DocuWare. Recently, I had a talk with Brian Love (Senior Director of Professional Services) about the additional services DocuWare can provide to Dealers that need to kick-start their professional services offerings and extend the reach of the hardware.
- Reason #1) DocuWare provides the ability to easily connect to many ERP systems
- Reason #2) DocuWare offers Professional Service Engagement. Since I'm with a Ricoh Dealership, what I can tell you that this would be somewhat similar to the CHAMPS engagement. You would engage your local DocuWare rep, request discovery help with xyz customer for connecting with their ERP system. Then talk with a knowledgeable consultant and gain the trust of the client.
- Reason #3) DocuWare offers a full team of skilled professionals that can offer the needed connector, help with a SDK kit, and also provide a Scope of Work, and Proposal to the Dealer. The Dealer would then quote the prospect, take the order, enjoy the margin and let DocuWare do the rest of the Professional Services.
- Reason #4) Engaging with DocuWare means you don't have to walk away if you don't have the resources at your Dealership. Thus, a great way to add additional value and services with little to no low overhead.
- Reason #5) Grow your own services offering by learning first-hand how to effectively run your own software Professional Services team. DocuWare essentially gives you the playbook and is there to help you along the way. Even better, you make margin, grow your business while you learn.
- Reason #6) DocuWare makes it easy by offering a standard discovery package for a needs analysis, solution design and ROI. This simplified approach makes it easy for the dealership to benefit from without needing to become the EDM to ERP expert.
I'm finding that we (dealers) that have the talk track of, "what do you do with those documents once they are scanned (where do they go)", opens up an entirely new discussion about their workflow. The more I talk about the document life cycle, I'm finding that I'm uncovering additional opportunities other than hardware.
No more can we live off the clicks derived from MFP's. Our prospects and customers are interested, we just need to dig deeper into their processes.
You can access the DocuWare website here
-=Good Selling=-
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