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Seven Reasons to Sell Document Imaging Solutions

June 18, 2017

Seven Reasons to Sell Document Imaging Solutions

In a world where the volume of electronic transactions is growing every day, there is an increasing desire by organizations to deal more efficiently with paper. In the trade organization AIIM’s Paper Wars 2014 study, 68 percent of respondents said that “business-at-the-speed-of-paper” would be “unacceptable in just a few years’ time.” Furthermore, only 35 percent of respondents said they had a maxim to drive paper out of their business.

This sets up a gap between organizations’ desired results and their plans of action for achieving those results. Document imaging technology can be used to bridge that gap. By converting paper documents to an electronic format, imaging can make paper processes perform like electronic ones. In other words, the marketplace is ripe for document imaging solutions; here are seven reasons you should be selling them:

  1. The hardware technology is mature: Although it has only recently begun hitting the mainstream, document imaging technology has actually been on the market for more than 20 years. As a result, there are multiple proven lines of scanners available with price/performance metrics that were unheard of 10 years ago. On top of that, many MFP devices now offer quality scanning options.

  2. The software is mature: Today’s document imaging software also offers unprecedented price/performance metrics. Features such as automated workflow and data capture, once formerly expensive add-ons, now often come standard in many basic document imaging packages. There are also cloud and SaaS offerings that can transform a document imaging implementation from a capital expenditure into an operational expense, thus opening the market to additional buyers.

  3. Storage options abound: Once almost exclusively the realm of optical disc technology, document images can now be stored and archived on multiple, less expensive magnetic and tape options. There are even WORM (write once read many) tape and magnetic configurations for compliance with archiving regulations.

  4. Buyers are aware: Although every organization might not have a full-blown document imaging implementation, chances are they are least doing some scan-to-email or scan-to-storage and are familiar with imaged PDFs. They are probably also using repository technology such as Box, DropBox, or SharePoint. In other words, the basic elements of a document imaging system could already be in place; it’s up to you to prove the ROI associated with a more complete application.

  5. Document imaging can be complementary: No matter what type of technology you are selling—ERP/accounting systems, storage, and so on—there is probably paper associated with its use. These could be printed reports, incoming invoices, faxed correspondence, and more. Finding a potential document imaging implementation is really as simple as finding paper and determining how electronic processes could make the processes more efficient.

  6. It’s environmentally friendly: You might be surprised to learn that Thomas Counsell from the Institute for Manufacturing has stated that up to 2 percent of overall greenhouse gases are caused by paper consumption. A document imaging and workflow system can not only reduce paper use, but also reduce ink and energy consumption. With many organizations becoming more environmentally conscious, the green benefits of a document imaging implementation can be an attractive selling point.

  7. It’s still a niche technology: Despite everything we’ve said so far about a maturing technology and mainstream awareness, document imaging remains a technology that only a limited number of VARs are able to implement successfully. It takes a deep understanding of paper processes that many technology-focused shops simply aren’t interested in. Working with paper may seem passe to some, but others understand that imaging represents an important bridge to electronics systems and information and, therefore, can be very profitable.