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.”

“From a sales and marketing standpoint this economy makes our job easier. We already know that nearly every business and government agency will be looking to save money and reduce their costs. Those are the exact benefits that our solutions provide.”

Peelle’s had a year that backs up this kind of confidence. By the time you read this, the reseller will more than likely have crossed the $150,000 sales threshold to become a Winners Circle VAR for the first time. Success has come from high-profile accounts—the San Francisco Police Department among them—as well as many other Northern California municipalities, most recently Los Gatos. Pefferle expects ’09 to be even more fruitful. “Our overall sales volume and the percentage of Laserfiche sales have both increased steadily over the last couple of years. We absolutely expect our Laserfiche sales to increase next year,” he says.

“From a sales and marketing standpoint this economy makes our job easier. We already know that nearly every business and government agency will be looking to save money and reduce their costs. Those are the exact benefits that our solutions provide,” Pefferle explains. “We’ll be modifying our marketing messages to lead with stronger ROI statements, cost savings and efficiency. We see a lot of opportunity during times of change.”

The Peelle approach, Pefferle says, is aligned with the Laserfiche methodology of consultative selling. “We make every effort to educate and inform our prospects throughout the process, so we ultimately become an extension of our client’s operation.” This has been especially effective in branding Peelle Technologies as the go-to reseller for Bay Area municipalities. “Because we have a large city account base, we add a tremendous amount of credibility and value to the solutions we propose by presenting a wide range of options that our other clients have implemented.”

When Peelle Technologies was founded in 1996, focus at first was on service bureau opportunities. “But we quickly transitioned into a one-stop shop for both software and services, providing government clients with the ability to procure our scanning services through CMAS and MSA contracts,” Pefferle explains. “Government is our strongest vertical market, and we have seen the Laserfiche product suite dominate this marketplace. The majority of the Bay Area cities are either using Laserfiche or planning to use Laserfiche. This was actually a key factor in deciding to become a Laserfiche reseller.”

To listen to Pefferle explain it, Peelle Technologies is just the messenger; Laserfiche solutions are the real message: “Laserfiche does an excellent job of anticipating our client’s needs and enhancing the product to exceed their expectations.” At the same time, Peelle Technologies has proven adept at anticipating client expectations as they evolve. “In 2008 we saw a continuing trend towards the need for more complex, integrated document management solutions. We’ve installed more Workflow and electronic form-based systems and done far more integration work than in previous years,” Pefferle notes. “Laserfiche provided the products and development tools to build the systems our clients asked for—[the company’s] way ahead of the curve with respect to enhancing the product and adding the features that our clients want.”

It’s this kind of insight that has propelled Peelle Technologies to the Winners Circle, and this kind of confidence that will keep powering the reseller forward. “We’re very close to achieving the Winners Circle mark,” says Pefferle. But, he adds as humbly as he does proudly, “Our goal is not only to stay in the Winners Circle, but to improve our position every year.”

Author Info

Laserfiche
Staff

Hobey Echlin is a Writer/Researcher in the Laserfiche Marketing department and is active in the Laserfiche Luminaries program.

Posted on Monday, December 1st, 2008 at 9:36 am under VAR of the Month. You can comment on this post.