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Document Imaging Specialist Keys to Success

June 11, 2017

Document Imaging Specialist Keys to Success

Being an effective document imaging specialist requires a certain skill set. You must be able to configure a scanner and effectively deploy capture and document management software. These are not skills that every VAR has, so they can certainly be used to differentiate yourself in the market.

Aside from becoming proficient in these basic areas, which can typically be achieved through experience as well as from training and support available through most vendors, there are several other keys that document imaging VARs should consider when seeking success in the market:

  1. Assemble a modular toolset of document imaging technologies: There is an old saying that to a man with a hammer, everything looks like a nail; similarly, trying to force-fit a single document imaging software application into all your customers’ diverse needs will lead to unsatisfied customers and a struggling document imaging practice. Even if they are in the same vertical market, businesses will have different document volumes, processes, and line-of-business systems that your imaging system must account for. Nobody wants to carry too many products, but multiple scanner options and a couple capture and document management options should widen the spectrum of jobs you can effectively address.

  1. Develop a vertical or horizontal speciality: Standalone document imaging VARs are going the way of the dinosaur. That’s because the market has realized that document imaging is most effectively applied as a complement to another business process. These may be vertical processes that utilize documents such as insurance claims or patient records, or they may be horizontal processes in areas such as HR or accounts payable. In either case, the key to success is often integration with a line-of-business system. After you’ve completed this integration once, repeating it is often the best way to maximize your business both from a profitability and a revenue standpoint.

  1. Focus on process improvement, not scanning documents: Anybody can scan a document and create an image. What you do with that image delivers true value to your customers.The success of their applications is related to improved efficiencies such as reduced data entry labor, increased workflow automation, faster and better customer service, and more effective records management. Sell the ROI related to these process improvements, not the volume of documents being scanned (volume should be just one factor).

  1. Mine your existing customers: Initially, you don’t want to try and boil the ocean. Start with one application—typically, your customer’s largest paper bottleneck. After you have gained your customer’s trust by successfully addressing that, you can move on to its second biggest paper bottleneck and on down the line until you reach the point of overly diminished returns.

  2. Stay educated: Keep abreast of news and new technological developments related to document imaging. Although it’s been around for several years, document imaging is still high tech and continues to evolve rapidly. Cloud and mobile options are hot and in demand right now. What worked 10 years ago is not the optimal way to go to market today, and what is working now will not be optimal 10 years from now. Keep abreast of what your vendors, as well as the trade publications, are saying, and don’t be afraid to embrace new things. Stand still, and you will certainly be passed by.