Muratec Develops Document Management Services4 May, 2004
Muratec Develops Document Management Services
Muratec America, Inc., manufacturer of multifunction office equipment and business productivity solutions, has created DocuStrategies—a new business initiative designed to help copier dealers develop effective strategies for selling document management solutions. DocuStrategies was created, according to Jim D’Emidio, vice president of sales and marketing for Muratec America and developer of the DocuStrategies effort, to help dealers address the fundamental business model changes that must be made to be a successful solutions provider. “Certainly there are dealerships successfully selling document management and positioning themselves as solutions providers, but they are the exception,” D’Emidio said. “That’s why there’s so much industry buzz about the need for dealers to change the way they do business.” According to D’Emidio, DocuStrategies helps dealers understand the basics of document management and imaging technology, including capture, indexing, storage, retrieval, security, etc. But more importantly, the program addresses business processes that are dramatically different from the traditional approach of selling boxes and cost-per-copy programs. “Most dealers recognize the need to make this strategic change, but they’re not sure how to get started or what it takes to be successful,” D’Emidio said. “There is much more involved, for example, than selecting and understanding the bells and whistles of a document management software application. We address how to handle a much lengthier sales cycle, compensation and incentive strategies, how to compete against VARs, legal issues involved when providing a document management solution and more. Our goal is to have attendees leave with a roadmap for adding a complimentary document management strategy to their current business approach. We’re confident attendees will see a significant return on this investment.” DocuStrategies offers a regular schedule of two-day seminars held in regionally-selected cities around the country. The cost is $1,995 per attendee, with available discounts for additional participants from the same dealership. DocuStrategies targets dealer principals and/or top-level managers who are empowered to make changes within the organization. The DocuStrategies team consists of professionals certified in document management and imaging technologies, as well as experts with real world experience implementing successful document management strategies in copier dealerships. While technically associated with Muratec, DocuStrategies is operated as its own business and independent of both multifunction hardware and document management software influence. “We have made the decision as a secondary product line manufacturer not to offer proprietary document management software or affiliate ourselves with application developers,” D’Emidio said. “Through DocuStrategies, we are able to bring an objective perspective of the document management space that dealers will find valuable.” Document management offerings from manufacturers – proprietary or offered through relationships with developers – are frequently provided based on what is best for the manufacturer and not necessarily for the dealer community, D’Emidio explained. In addition to understanding the business model changes required for success selling document management, DocuStrategies helps dealers understand how to evaluate and select the solution that is best for their business and their customers. “We are excited about this new initiative and look forward to expanding our offerings,” D’Emidio added. “Establishing the DocuStrategies group gives us the flexibility to enter additional markets with document management-related products and services that wouldn’t necessarily be a fit under the Muratec brand.” More information about DocuStrategies, as well as seminar dates and locations, can be found at www.docustrategies.com.