For the past few years, Ricoh has been pushing its dealers hard to sell their software products. Curious if any dealers and traditional copier reps are having any success selling things like Docuware or XM Fax? If so, how? Do you have dedicated reps? Were you already in the managed IT space and selling software? What kind of revenue numbers are we talking?
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I've had two small XM fax deals that total maybe 5K. I'm in talks with one more for XM as well, all were and are existing clients.
No luck with DocuWare, although I have quote out for $350K, but it's already been a year in the works. Thinking I might retire before that deal goes down.
@Art Post posted:I've had two small XM fax deals that total maybe 5K. I'm in talks with one more for XM as well, all were and are existing clients.
No luck with DocuWare, although I have quote out for $350K, but it's already been a year in the works. Thinking I might retire before that deal goes down.
I've had similar numbers to what you describe.
How about your dealership in general? You guys are pretty big if I remember right.
We've had document management software in our portfolio for at least 20 years with only a handful of takedowns and only a couple of active contracts.
Yes, we're pretty big. Other reps have had some success with DocuWare, it's a pricey option and takes so much time. If I were to guess we would probably have a dozen take downs each year. We also have a couple of specialists on board that can do the virtual demo and be on-site if needed.
We've been grouping in the Ricoh Smart Integration Solutions into some lease deals. Mainly the "Connectors" package which allows for direct scanning to Sharepoint, Onedrive, etc.
@grizzlyadams posted:We've been grouping in the Ricoh Smart Integration Solutions into some lease deals. Mainly the "Connectors" package which allows for direct scanning to Sharepoint, Onedrive, etc.
I'm talking actual software. The sort of things that used to be under the "Champs" umbrella.
I think the problem with stand alone document management software is that its essentially becoming obsolete. Any decent ERP is going to have the ability to manage documents and potentially some workflows. Why have a standalone product? Ricoh did make a big push on the XM fax but...its fax...and nobody cares lol.
@grizzlyadams posted:I think the problem with stand alone document management software is that its essentially becoming obsolete. Any decent ERP is going to have the ability to manage documents and potentially some workflows. Why have a standalone product? Ricoh did make a big push on the XM fax but...its fax...and nobody cares lol.
I had a decent push with RSI, however I gave up on one-offs. Not worth the effort or the time for the minimal commissions
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