TWAIN Working Group Developers Conference

FADGI & NARA: A New Revenue Stream for Office Equipment Dealers in the Digital Age

For years, office equipment dealers have thrived on selling and servicing MFPs, printers, and document management solutions. But as print volumes decline and digital transformation accelerates, dealers need to explore new revenue streams to stay competitive. One emerging opportunity? FADGI (Federal Agencies Digital Guidelines Initiative) and NARA (National Archives and Records Administration) compliance.

Government agencies and enterprises are rapidly moving toward high-quality digital preservation standards, and FADGI/NARA compliance is at the center of this shift. This presents a significant opportunity for office equipment dealers to expand their expertise, provide value-added services, and drive new revenue. Here’s why this matters and how dealers can capitalize on it.

Why Office Equipment Dealers Should Pay Attention to FADGI & NARA

• FADGI & NARA Compliance is the Future – Government agencies, libraries, museums, and businesses handling historical records or sensitive documents must meet these stringent digitization standards. Dealers that understand and provide solutions aligned with these requirements position themselves as industry leaders.

• A Growing Opportunity for Technology Reps – FADGI and NARA compliance isn’t just a government mandate; private sector industries like legal, healthcare, and finance are also recognizing the need for high-quality document preservation. Dealers who integrate compliance-focused scanning solutions can tap into these new markets.

• The Right Hardware & Software is Key – Standard office scanners won’t cut it for FADGI compliance. Dealers need to partner with manufacturers offering high-end, FADGI-rated scanners and intelligent document processing (IDP) software. Selling, leasing, and servicing this technology opens a new revenue stream while differentiating from traditional MFP competitors.

• Government & Enterprise Demand is Rising – As agencies race to digitize archives and transition to paperless workflows, vendors that provide compliant solutions will have a competitive edge. Many contracts now specify FADGI/NARA standards, making it critical for dealers to understand and offer the right products.

• Future-Proofing with AI & Automation – AI-driven OCR (Optical Character Recognition), automated metadata tagging, and advanced image enhancement tools are becoming essential for compliance. Dealers that integrate these technologies into their solutions can provide higher-value services beyond just selling hardware.

• Shifting from Copiers to Document Processing Services – As print continues to decline, office equipment dealers must evolve. FADGI and NARA compliance services allow dealers to reposition themselves as digital transformation consultants, offering scanning as a service (SaaS), workflow automation, and long-term document preservation solutions.

The Federal Government’s Push for Automation & Efficiency

As part of its long-term strategy, the U.S. federal government is actively working to reduce its workforce by implementing new technology. Agencies are looking for ways to automate administrative tasks, streamline document management, and enhance compliance with digitization standards like FADGI and NARA. This shift creates a substantial opportunity for office equipment dealers to provide advanced scanning solutions, intelligent document processing, and cloud-based workflows that align with government mandates. Dealers who position themselves as experts in automation and compliance can secure long-term contracts and become trusted technology partners for federal and state agencies.

How TWAIN Direct API Can Help

One of the biggest challenges in document scanning for compliance is ensuring seamless integration between scanning hardware and digital workflows. TWAIN Direct API simplifies this process by enabling direct communication between scanners and cloud-based applications without the need for driver installation. This makes it easier for office equipment dealers to deploy FADGI-compliant scanning solutions quickly and efficiently. By leveraging TWAIN Direct API, dealers can enhance their scanning service offerings, improve interoperability, and provide clients with a streamlined, scalable solution for digital preservation and compliance.

How Dealers Can Profit from FADGI & NARA Compliance

1. Partner with FADGI-Compliant Scanner Manufacturers – Brands like Canon, Kodak Alaris, PFU and Zeutschel offer solutions that meet federal requirements. Selling and servicing these devices adds a lucrative revenue stream.

2. Offer Professional Scanning Services – Not every business wants to invest in high-end scanning equipment. Dealers can set up scanning service bureaus, offering document conversion as a service to law firms, municipalities, and historical archives.

3. Bundle Compliance Consulting & Training – Many organizations don’t understand FADGI or NARA compliance. By providing consulting services, training, and workflow design, dealers can generate ongoing revenue beyond hardware sales.

4. Integrate IDP Software & AI Solutions – Intelligent Document Processing (IDP) software enhances scanned documents for better indexing and searchability. Reselling and supporting these solutions creates monthly recurring revenue (MRR) opportunities.

5. Leverage Government Contracting & Grants – Government agencies often have funding set aside for digital preservation initiatives. Dealers who navigate procurement processes and position themselves as compliance experts can win major contracts.

My Two Cents

The office equipment industry is changing, but that doesn’t mean dealers have to be left behind. By embracing FADGI and NARA compliance, forward thinking dealers can transform their business models, increase revenue, and stay ahead of the competition. Whether through selling compliant hardware, offering scanning services, or providing digital transformation consulting, the opportunities are clear: those who adapt will thrive.

Want to explore how FADGI/NARA compliance can fit into your dealership’s offerings? Let’s start the conversation!

Let’s face it—efficiency is everything in today’s digital world. Office equipment dealers and manufacturers, it’s time to level up. Embedding TWAIN Direct in copiers and scanners is a game-changing move that’ll transform how businesses handle document workflows—and trust me, it’s about time.

So, what exactly is TWAIN Direct and why should you care? Let’s dive in.

What is TWAIN Direct?

Forget the old-school ways of scanning. TWAIN Direct is a driver-less protocol that lets scanners connect directly to software applications over the network. No more messy drivers, no more IT headaches—just seamless, faster, more secure scanning. Whether it’s cloud-based or on-prem, it’s ready for the future.

Why Does TWAIN Direct Matter for ERP Integration?

ERP systems are the heartbeat of modern business—everything from accounting to HR to inventory management runs through them. So, what if you could scan documents directly into your ERP system without the hassle of file transfers or manual uploads? Here’s why TWAIN Direct makes that possible:

• Instant Data Capture
  Think about scanning invoices, contracts, or orders directly into your ERP system—and bam, they’re instantly ready to go. No more waiting or losing documents in transit. Instant. Done.
• Streamlined Workflows
  TWAIN Direct removes the need for scanning software and drivers, so documents go straight from the copier to your ERP modules. AP? HR? Inventory? Less work, fewer mistakes. Think about how often Microsoft knocks out your scan2folder or scan2email settings.
• OCR for Next-Level Accuracy
  Pair TWAIN Direct with Optical Character Recognition (OCR) for accurate, actionable data. It’s not just about getting the document in; it’s about making sure it’s 100% ready for action in the system.
• Cloud-Ready
  Whether you’re on the cloud or keeping it old-school on-prem, TWAIN Direct talks to whatever you’re running, future-proofing your hardware.

How TWAIN Direct Transforms ERP Systems

Let’s break it down across popular ERP platforms:

• SAP: Scan invoices directly into Materials Management for faster approvals (hello, speed).
• Oracle NetSuite: Attach scanned purchase orders directly to transactions. More visibility, less stress.
• Microsoft Dynamics 365: Drop scanned contracts straight into your CRM. Easy customer record management.
• Infor: Shipping documents go straight to supply chain management. No more paperwork piling up.
• Workday: HR documents get digitized and uploaded directly into employee profiles. Simple.
• Searer Business Technology: SBT has upgraded their existing TWAIN Classic ERP application and added TWAIN Direct compatibility

Real-World Game Changers

Here’s how TWAIN Direct can make your work life a whole lot easier:

• Accounts Payable: Scan an invoice and have it automatically routed to the AP module. No more manual sorting. Just automated approvals.
• HR: Scanning resumes, compliance forms, and onboarding docs directly into HR systems saves time and keeps everything in order.
• Supply Chain: Shipping docs get uploaded instantly, no delays, no mess. Everything tracked and ready in the system.
• Future-Proof Technology: By standardizing on an open-source protocol, this ensures that technology can be supported now, as well as in the long term.

Why Should Office Equipment Dealers Care?

If you’re in the business of selling office equipment, it’s not just about slinging copiers—it’s about offering real solutions. TWAIN Direct is a goldmine, and here’s why:

• Stand Out: Stop selling just another copier. Offer a solution that solves real business problems. You’re not just a vendor; you’re a partner.
• Future-Proof Your Gear: The world is going cloud-first. Make sure your hardware is ahead of the curve with TWAIN Direct.
• Customer Loyalty: Help businesses improve their workflows and reduce headaches, and they’ll keep coming back. Build relationships, not just transactions.
• Increase Revenue: With Centralized Management of devices, this makes adding MFP’s quicker and easier which directly results in increased revenue for both hardware as well as software.

Why Should Copier Manufacturers Care?

• Future-Proofing for Cloud-First Businesses
  As more businesses adopt cloud-based ERP systems, TWAIN Direct ensures seamless integration with these platforms, keeping copiers and scanners relevant in the digital-first workplace.
• Competitive Differentiation and Customer Loyalty
  Offering direct-to-ERP scanning capabilities sets manufacturers apart in a crowded market, creating opportunities for long-term customer relationships and recurring revenue streams.
• Enhancing MFP Functionality
  TWAIN Direct turns multifunction printers (MFPs) into powerful workflow hubs by enabling direct scanning to ERP systems, streamlining processes, and improving efficiency without additional software.
• ISV’s prefer develop-once, support many

Software companies must carefully consider allocating development resources for projects and their technology roadmap. Therefore, creating TWAIN Direct integration is a very solid strategy because one development can support all hardware manufacturers and is also device independent, so this saves lots of support time, money and effort in the long run.

Overcoming the Hurdles

Of course, no tech is perfect. Here’s what to watch for with TWAIN Direct:

• ERP Compatibility: Not every ERP system supports TWAIN Direct out of the box. You might need some custom API work or middleware. But hey, that’s where the fun is, right?
• Network Security: Make sure your copier and ERP system are talking securely. No one likes a hack.
• Custom Workflows: Some businesses might need specific setups to really maximize TWAIN Direct’s power.
• Ecosystem Solutions: Adding additional capability to TWAIN Direct such as Verve Capture adds the ability to create smart data from images.

My Two Cents

TWAIN Direct is more than just another feature—it’s a radical shift in how businesses will manage document workflows in the future. Real-time data capture, smoother processes, less IT overhead, and a major upgrade for any ERP system. For dealers, it’s your chance to be at the forefront of the future of office tech.

If you’re ready to offer your customers more than just a copier—if you want to be part of the future, not the past—TWAIN Direct is the way to go. Efficiency isn’t just a buzzword anymore; it’s the new standard. Let’s make sure your customers are ready for it.

-=Good Selling=-

11/13-11/14 2024

Last week, I had the privilege of attending and sponsoring the TWAIN Working Group Developers Conference in Safety Harbor, Florida—and let me tell you, it was an incredible experience!

As many of you know, my background has always been rooted in the copier side of our business. The analog-to-digital shift forced me to expand my expertise into printers, networks, and scanning. Attending this conference opened my eyes to the vast potential of scanners and the technology that drives them.

The highlight for me was Developer Day, where a talented group of developers showcased how they used the TWAIN Direct scanner API protocol to create innovative software applications for scanners.

For those unfamiliar, TWAIN Direct is an open-source software protocol designed to simplify and modernize document scanning workflows. TWAIN has a long successful history with TWAIN drivers which required a local ‘scanner driver’ installation on a PC and using the USB interface. However, TWAIN Direct leverages network interfaces such as ethernet or WiFi which provides direct communication between scanners and applications, eliminating the need to install ANY software whatsoever. This is because TWAIN Direct is inside of the scanner itself and not installed on a computer.

Coming from the MFP (multi-function printer) side of our industry, I immediately recognized the tremendous value of TWAIN Direct software. I strongly believe that every MFP manufacturer should embed this technology into their devices. It has the potential to significantly enhance the functionality of MFP scanners for end users and increase client satisfaction.

While I’m still learning the intricacies of this technology, it’s clear to me that manufacturers can elevate MFP scanners by integrating open-source solutions like TWAIN Direct. One attendee shared an insightful observation: “Scanning isn’t going away anytime soon. In fact, open-source software like TWAIN Direct will take our MFP scanners to the next level.”

With these advancements, we can add features to our MFP scanners that were previously unavailable, making them more powerful and adaptable for today’s users. I’m excited to see how this technology continues to evolve and enhance our industry.

TWAIN Direct

Key Features of TWAIN Direct:

1. Driverless Scanning:
2. • Eliminates the need for installing and maintaining scanner drivers on end-user devices.
   • Enables out-of-the-box scanning on compatible devices.
3. Cloud and Network Integration:
4. • Works seamlessly with cloud-based workflows and networked environments.
   • Allows applications to communicate with scanners over networks, including Wi-Fi and Ethernet.
5. Platform Independence:
6. • Operates across various operating systems, including Windows, macOS, Linux, and even mobile platforms, since it uses a RESTful API.
7. Ease of Development:
8. • Provides a developer-friendly interface for building scanning capabilities into applications.
   • Uses modern technologies like JSON and HTTP, making it accessible for web and software developers.
9. Advanced Capabilities:
10. • Supports features like multi-page document scanning, image compression, and metadata handling.
    • Enables scalable deployment for enterprise environments, where multiple scanners may need to connect to centralized systems.
11. Enhanced User Experience:
12. • Simplifies the scanning process for end users with fewer setup steps.
    • Supports user-friendly interfaces with better integration into applications.

Applications of TWAIN Direct:

• Managed Print Services (MPS): Streamlining document capture in office environments.
• Cloud-based Workflows: Scanning directly to cloud storage or document management systems.
• Mobile and Web Apps: Scanning directly from networked devices to mobile or browser-based applications.

TWAIN Direct is particularly useful in industries that rely on efficient document management workflows, such as healthcare, legal, finance, and education. It represents the next step in simplifying and modernizing document scanning technology.

TWAIN Working Group Developers Conference was a pivotal experience  for me. It wasn’t just about learning new technology; it was about seeing the possibilities for how we can reshape and enhance the way we approach scanning in our industry. The event brought together some of the brightest minds, all focused on innovation and collaboration, and it left me inspired and eager to bring these ideas back to the office. If you’re in the MFP or imaging space, I can’t stress enough how important it is to stay ahead of the curve—and events like this are where that happens.

-=Good Selling=-

Please reach out to me if you'd like to know more