One Source Document Solutions (OSDS) has generated substantial sales to three North Carolina counties in the last few months, putting the Greensboro-based reseller on track to more County business than any other Laserfiche VAR this year. What makes this even more significant is that all three recent implementations have been in their Social Services departments, traditionally paper-heavy, process-burdened departments that have been slow to turn to technology.
(more…)

Little Rock, Arkansas-based reseller DataMax Micro has increased its sales 33% over this time last year, emerging as the regional leader in Avante deals.

Key to this success, says Brian James, founder of the Micro division of DataMax Micro, has been a sales strategy that leverages Workflow as a powerful business analytic tool that embraces Laserfiche Avante’s named-user licensing. “I like to present ourselves as business analysts,” James begins. “I explain how Avante gives you a specific user at application log-in with certain rights and abilities to be more accountable in the workflow that we design. That’s a big one when we talk to managers and owners who know deep down there’s a lot of waste – not just expense with couriers and file cabinets.” (more…)

In the last year, Nancy Mathes of Paper-Lite has:

• Doubled her sales.
• Sold the first-ever commercial Rio system in her region.
• Built a loyal, vocal customer base.
• Pushed beyond her comfort zone to working with bigger solutions.
• Worked with her Laserfiche regional team closely in moving into the Business Process management model.
• Strengthened sales support and customer communications when Jessica Mathes joined the Paper-Lite Team.
• Laid a solid technical support foundation by signing on with varDesk.

What’s more, she’s done it in Indiana, an area hard hit by the current U.S. economic downturn.
(more…)

Toronto, ON, Canada, is one of the world’s most competitive information management markets, but IKON Office Solutions – A Ricoh Company (IKON), has turned that challenge into an opportunity. “We know who we’re up against, so we’re good at determining what’s good business to go after,” says Enterprise Solutions Manager Franz Gangl. “We can determine, ‘Do we have a chance to steer the account?’”
(more…)

When Rupert Leaton of Isle of Man-Manx Business Solutions (MBS) titled his May technology seminar simply “Cost,” 55 of his fellow Manx (the term for residents of the Isle of Man) showed up to hear more. This number is significant because the Isle of Man, situated between England and Ireland in the Irish Sea, is a relatively small island—the kind of place where when you rent a car, they don’t keep track of your fuel because you won’t drive enough to need a fill-up—but is also home to one of the world’s most sophisticated financial services industries.
(more…)

“Yes, people are more cautious, but there are pockets of organizations in nearly every field that are looking to spend money on document imaging technology this year and my job is to find them,” says Larry Phelps of Minnesota reseller Solbrekk.
(more…)

Since its founding five years ago, Josanti InfoImaging has achieved significant success in its native Ghana, a market as economically and technologically challenging as the world has to offer. Yet, Josanti’s client list reads like a consortium of West Africa’s most forward-thinking financial institutions: CAL Bank, Ecobank Ghana as well as National Investment Bank.

With the addition of two World Bank-sponsored government projects, the Ghana Immigration Service and the Ghana Land Administration Project, Josanti InfoImaging has earned its place in the Laserfiche Winners Circle for the first time this year.
(more…)

To sell enterprise-wide, start with a single process.

Nashua Ltd. makes massive strides selling BPM by first getting its foot in the door.

“Simplify your sale by addressing a single process,” says Ben Sheppard, Solutions Consulting Manager. “You make the capital outlay and risk to the customer so much smaller. Find their pain first – find the financial drivers within that process causing the pain – then start your up-selling. Then constantly re-visit and show your customer and other departments more features and benefits.”
(more…)

How do you become a million dollar reseller? You answer Laserfiche CEO’s Nien-Ling Wacker’s challenge to “Be IT’s sweetheart in 2009.”

That’s what Unity Business Systems (UBS) is doing – albeit with a slight twist. Over the past two years, the Virginia-based reseller has made its technical support staff the sweetheart of its sales effort: technical staff now account for 15% of sales.
(more…)

RB Document Solutions Ltd. (RBDSL) has been named VAR of the Month twice in one year, increasing sales 122%, despite a global financial crisis that hit its market of financial advisers hardest.
(more…)

While this year’s business climate can seem daunting, Dayn Pefferle, President of Campbell, CA-based resellers Peelle Technologies is optimistic. In fact, Pefferle sees the challenge of the current economy as an opportunity. Simply put, the more careful a client is to research a solution, the more likely they are to go with Peelle.

“We expect the condition of the economy to actually fuel our sales for two reasons,” Pefferle begins. “Number one, prospects will be putting extra effort in making sure they make the most responsible product selection. We believe that the more discovery and research is done, the probability of selecting our business becomes greater. Number two, we fully expect to see an increase in businesses seeking our products and services to reduce their costs and streamline their operations.”
(more…)

November VAR of the Month Arguz Document Imaging and Storage Services has the distinction of installing Latin America’s very first Rio system, to the Instituto Nacional de Migracion (INAMI), Mexico’s Immigration Department.

Since Arguz became a Laserfiche reseller in 2001, the mark of its success has been servicing enterprise-scale government solutions across Mexico.
(more…)

So what exactly makes a VAR of the Month? Well, at MC Imaging Technologies General Manager Frank MacDonald thinks that “top-notch consulting, which is vital to customer satisfaction and retention is one major criterion.”

(more…)