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Document Management Profile
products for corporate users,” said
Fontaine. “The products in question require
the reseller to have knowledge of the
technical specifications of the products in
order to determine the best fit for the end
user’s needs. Even if these products are
installed ‘out of the box’, they usually
require the expertise of the VAR to ensure
the user can secure maximum advantage
from the solution through the right
configuration.”
Opportunity
Fontaine also stressed that IRIS’s VAR
network is a critical factor in the company’s
<< eCopy, Kofax, Panasonic, Samsung, develop their relationship with IRIS. For past, present and future success: “VARs
Avision and Plustek. It is also investing example, the more they invest in the IRIS sell, install and support our products and
heavily in Intelligent Document Recognition solutions, the more benefits they can get; help secure our reputation as a leading
(IDR). “This brings us to a lot of new such as greater margin and increased levels brand. For our part, we support our VARs
markets; including invoice recognition, of general and pre-sales support, training, with regular product training, either at the
incoming Mail recognition, and so on,” and support in terms of above-the-line VARs’ premises or at our own offices. We
explained said Fontaine. marketing and case-by-case marketing.” also help stimulate market interest by
IRIS has also recently launched a new
technology, Intelligent High Quality
Compression (IHQC), which enables all the
company’s solutions to benefit from
generating intelligent documents that are
not only searchable – containing all the text
of the document – but also with a very small
file size and very high quality. “Before this
technology, when end users had to reduce
the size of the document substantially, they
also had to endure poorer quality, with the
colour information removed, compressing
with technologies that often affected the
quality of the image,” Fontaine remarked.
“With IHQC, users are able to generate a
file, in colour, that can be half the size of the
highest compressed black and white
document, while adding all the text
information to the file. This is an important
value-add for our value added resellers.”
IRIS has two main categories of resellers,
Standing up to the competition
although there is sometime no exact line of
Fontaine also outlined the value IRIS demarcation. First, there are SOHO resellers
believes it provide to its VARs: “Products that sell IRIS consumer or SOHO products. making prospective end users aware of our
with such state-of-the-art features allow our “These products are easy to understand products through our own sales and
channel partners to stand up to the and can be sold based on the box and the marketing campaigns, and this can help
competition very effectively,” he said. “Our concept of the product,” explained Fontaine. secure interest in our VAR network. We offer
solutions are very easy to sell, install and to Secondly, there are the IRIS professional great opportunities for VARs, and would
use, and our VAR programme allows products resellers; such as the VARs, very much like to engage in dialogue with
resellers not only to get the different system integrators, global solution resellers, other resellers that would like to get involved
products to sell, but also to evolve and and MFP vendors. “These resellers supply and play a part in our success.” circlesolid
48 IT RESELLER – SEPTEMBER 2007
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