ITR53 PageDocMngSpecialReport 25/9/07 11:43 Page 11
Special report Document Management
BPM products will be one step ahead of
the others,” he said. “Like SAP, we will see
more specialist companies that can offer
better support and consultancy. I still believe
that DM is a question of expertise and not
a technological issue.” For Biffar’s part, he
points out that some DM solutions are
“
With UK regulations on
eco-taxes gaining more and
more support, solutions that
help an organisation reduce
its paper usage and carbon
emissions are going to be key.”
– Richard Abraham, Version One.
increasingly offering advanced features such selling point. “With UK regulations on Staunton concluded: “If you look at the
as ‘electronic signature’, and he believes eco-taxes gaining more and more support, London Congestion Charge, that’s a huge
this will prove increasingly significant in the solutions that help an organisation reduce document management system. However,
very near future. its paper usage and carbon emissions are such a system is not called document
going to be key,” he said. Moreover, in a management, because that is merely the
For Abraham’s part, he believes the next move to compete and offer ‘total business functionality, and just the means to the end;
ten years will see increased acceptance solutions’, Abraham believes that the next (the end is revenue for Ken Livingstone).
of DM solutions, with automated business ten years will witness even greater synergy So, if you can’t provide the revenue for
processes becoming the norm in between DM and content management Ken Livingstone all you’re offering is the
organisations worldwide. He also believes solutions, with EDM providers extending their ‘plumbing’. If you can’t express the value
vendors and resellers will take increasing offering into the content management arena. you offer in business terms, you’re just
advantage of the environmental benefits of going to be a plumber, not an architect.
electronic DM, using this as a fundamental
Business as a service
And if you cannot express your offer in the
The increasing trend Staunton is seeing is metrics of the customer’s business (what
for selling services rather than products and it does) rather than ‘how it works’, get a
projects. So the next emerging opportunity, new job.”
he believes, is selling business as a service;
an extension from software as a service. Biffar argued that, due to the latest legal
“Why sell a one-year project for £400,000 compliance requirements of the US and
when you can sell a seven-year project for the EU, there is an immense need for the
£400,000 a year if you do the basic services?,” use of document management. Those
he said. “This is a really big opportunity for manufacturers that will be able to satisfy the
resellers because the margin for DM needs of the channels will be the ones that
services will shrink to the IT average of less will ultimately become successful in this
than 10 per cent, but specific outsourced market sector, and the bottom line is to
services offer much greater potential. The satisfy those needs, he concluded. circlesolid
clever companies are already moving and
copying market leaders such as Capita.”
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IT RESELLER – SEPTEMBER 2007 11
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