There’s a popular adage, variously attributed (Buddha and Abraham Maslow, among others) and modified, that observes, “If your only tool is a hammer, then every problem looks like a nail.” But as Yogi Berra might say, “Your answer for everything isn’t an answer for everything.”
It stands to reason that any good office tech dealership wouldn’t be able to serve the needs of multiple vertical markets if it employed the same cookie-cutter approach. Yes, many vertical sectors have common business denominators, but the best dealers can dive deep into the unique business challenges each face and devise a catered solution.
As we open July’s State of the Industry report on vertical selling, our dealer panel drills down to illustrate the tribulations and tools that can help solve the needs of particular business sectors.
Sharp Business Innovations counts health care and education among its top client verticals. According to Joshua Wickstrom, co-owner, clinics and hospitals struggle with keeping patients engaged while adhering to strict data privacy regulations, most notably HIPAA. In response, he helped implement AI-driven chatbots to provide appointment reminders, pre-visit instructions, and post-care follow-ups, thus improving patient communication.
“Simultaneously, we ensured encryption and secure authentication protocols were in place to meet compliance requirements,” he said.
One of the more common challenges on the education side is the ability to furnish flexible learning environment while making sure content is accessible to all students. “I helped implement virtual classroom platforms with integrated accessibility tools like real-time captioning and screen readers,” Wickstrom added. “We also set up analytics dashboards for educators to monitor student engagement and intervene proactively.”
Speaking of health care, EDGE Business Systems notes clients require the ability to scan into their electronic medical records, with Epic being a popular software title. Among the legal community, notes Rich Simons, a partner with the suburban Atlanta firm, integrating with iManage and NetDocuments is in high demand.
“Every client seemingly adopted some form of cloud DM during COVID and now wants to scan straight from the MFP to that repository,” Simons noted.
With each vertical necessitating a customized approach, KDI Office Technology of Aston, Pennsylvania, seeks to help each of its client’s business spaces tackle the challenges head-on. President and CEO Rick Salcedo breaks down how his dealership speaks to the needs of health care, education, legal and manufacturing:
Health care. KDI helps clients implement secure print release systems that meet HIPAA standards, reduce waste, and improve workflows. This not only ensures compliance but also improves efficiency across departments, helping organizations save time and reduce costs.
Education. The dealer huddles with its learning institution clients to help them minimize printing costs by implementing print rules that regulate usage and automate workflows, freeing up resources that can be allocated to student-focused initiatives. Streamlining administrative tasks allows educational institutions to operate more efficiently and focus on their core mission of delivering quality education.
Legal. KDI furnishes secure document management solutions that handle high volumes of sensitive documents while ensuring compliance with industry regulations. The dealer also integrates email/SMS communication with voice services, enhancing client engagement and improving workflow efficiency. Additionally, archiving solutions for chat, SMS, and call activity support retention policies and ensures that law firms maintain compliance and organization.
Manufacturing. Salcedo’s team helps streamline operations through automated workflows and cloud-based storage, enabling businesses to improve operational efficiency, reduce costs and maintain secure, accessible records. This is critical for industries with high-volume, fast-paced environments where efficiency and data security are paramount.
“Each solution we deliver is designed to meet the specific regulatory, operational, and security challenges unique to each vertical, ensuring that our clients receive not only the technology they need but a comprehensive solution that drives long-term success,” he added.
For York, Pennsylvania-based Doceo, a trio of market spaces–education, faith-based and nonprofits–have a demand for tailored solutions that address their pain points. According to Chief Marketing Officer Jim Haney, the dealer is adept at addressing distinct, vertical-specific priorities.
“Education emphasizes security, measurable ROI, uniformity and simplicity in technology solutions,” he noted. “Nonprofits focus on optimizing donor engagement, resource efficiency, and cost-effective technology solutions to maximize impact. With faith-based clients, there’s a need for highlighting cost-effectiveness, responsible stewardship of resources, simplicity, and reliable technology solutions that effectively communicate their core messages.”
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