Over the last year, One Source Document Solutions has had great success using Laserfiche’s “agile ECM” messaging to boost sales to county government clients. “When we talk about agile ECM, we talk about Laserfiche as integrative middleware, and that describes how we’ve been able to offer complete solutions with tight integrations,” explains Kevin Smith, president and CEO of One Source.

In fact, One Source has had such success with the agile ECM message that it has increased its Laserfiche revenue by 52%. The North Carolina reseller has also raised new customer revenue by 170%.

These numbers reflect three significant recent sales:

• Durham County, which is expanding its Rio deployment. The county’s DSS agency will use Rio to manage active records, and its Public Health Department has integrated Rio with a new EMR system. The Health Department estimates that it will save $4 million as a result of moving to a new paperless facility.
• Person County DSS, which has purchased a 41-user Avante system and is integrating it with the department’s Northwoods case management system (a PDP partner).
• Craven County Health Department, which is integrating its new 12-user Avante system with a state-run EMR that will use Workflow to automatically create and populate patient charts.

According to Smith, these sales have all resulted from focusing on agile ECM messaging, specifically the value of Workflow. “Each of these clients is implementing some type of BPM solution where Laserfiche’s proven ability to integrate easily with other primary applications has been a big selling point,” he observes.

Smith notes that One Source has leveraged strategic partnerships with a number of complementary solutions providers. “We have tight partnerships with both PDP partners and other companies so there are as many people as possible looking for new prospects on our behalf.”

Finally, Smith says, One Source credits its recent success to investing in a year-long advanced sales training program while expanding administrative and technical staff. “The training allowed our whole team to focus on properly qualified prospects and reduced the amount of ‘free’ consulting we provide,” he says.

“The entire One Source team deserves credit for our success, especially David Swan, my senior sales consultant, whose efforts afforded me the time to develop our Laserfiche agile ECM strategy, which is giving us strong results.”

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

Tags: Agile ECM, Avante, One Source Document Solutions, Rio, Workflow

Posted on Wednesday, September 8th, 2010 at 10:52 am under VAR of the Month. You can comment on this post.