ITR53 PageDocMngSpecialReport 25/9/07 11:43 Page 9
Special report Document Management
are supplied either by the Resellers should look for companies with
professional services good, specific pre-configured, pre-integrated
function of the main applications, because there are no technology
vendor, a systems differentiators anymore.”
integrator or a specific
partner with an industry Staunton then outlined his definition of
specific product or what he refers to as the third tier: “These
solution. Overall, the trend companies have already progressed, and
by vendors has been to are basically saying ‘we’re not selling DM
increase the level of API infrastructure, we’re selling applications’; for
access to their respective accounts processing, better compliance,
platforms for solution better supply chains, better HR, etc. This
providers to define the will be the most successful strategy for
ultimate solution.” smaller vendors.”
According to Staunton, the According to Abraham, the basic premise of
DM arena now has three electronic DM – i.e. electronic images with
main tiers of vendor. First, complementary meta-data – is very similar
there are companies that across the vendor base. However, says
sell content management Abraham, what does differentiate one
as part of IT infrastructure; vendor from another is the range of
companies such as solutions each provides. “Some vendors
Microsoft, IBM, EMC and provide just document storage and retrieval
Open Text. “The point is, solutions, whereas others provide the full
these companies are so big range of solutions for the electronic storage,
no other vendor is likely to retrieval, management, delivery, processing
join them,” said Staunton. and authorisation of documents,” he
“Just like there are only remarked. Functionality is also a key
three relational databases differentiator, in his view. “The more advanced
left, there are only a few solutions integrate into all accounting and
From Herr’s perspective, all products have large DM infrastructure and content ERP systems, run on cross-platforms
different levels of functionality but the most management companies.” The second tier, (Microsoft, Unix, etc.) and have automated
important elements of functionality needed Staunton maintains, has around 40 or 50 indexing capabilities as well as OCR data
for most implementations exists in most European vendors who are still trying to sell capture,” he said. “Added functionality
products. However, he emphasises: “Don’t CM/DM infrastructure but simply cannot brings significant business benefits to the
choose a product; choose an integrator compete with companies the size of end-user – such as cost savings, improved
and good project manager to handle DM Microsoft. “The sad thing is many of these efficiency and faster ROI – and greater sales
projects.” In Rowley’s view, there are a core vendors have a fantastic understanding of opportunities for both vendor and reseller.”
set of functions that each and every vendor local markets and applications, but they’re
has to have within its offering in order to still marketing themselves as some sort of
Mergers and acquisitions
constitute conformance to DM and workflow technology differentiator,” he said. “So, the Staunton points out that a significant part
management systems. Beyond these core critical factor is their marketing. If they re- of Strategy Partners’ business is now in
functions, says Rowley, the differences position themselves from technology assisting mergers & acquisitions within the
become quite marked in the following areas: vendors into business problem solvers, document management arena. “Many
architecture and ability to scale; ease of use; the world’s their oyster – they’ve got to companies in the second tier are currently
presentation layer; interface capability; cost read the writing on the wall and re-position choosing their partners for the dance,” he
of ownership; and speed of deployment. themselves; and the best ones already are. said. “I believe the CEOs of most of these
“Importantly, the main vendors offer a What’s important now are specific domain European companies don’t realise that their
platform for a solution and not an ‘out of skills and customer base. The technology is survival might depend on them becoming
the box’ solution, unless it is for really basic a given, so why do many companies still try part of a conglomerate, to gain the critical
requirements,” he said. “End-user solutions to differentiate themselves with technology? mass to compete against larger vendors. >>
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