![\"David](\"http:\/\/www.enxmag.com\/twii\/wp-content\/uploads\/2015\/04\/David-Scibetta-229x300.jpg\")
David Scibetta<\/p><\/div>\n
The OEM Solutions<\/strong><\/p>\n Copier Fax Business Technologies in Buffalo, NY has been extremely successful with its Documentelligence solutions strategy, a strategy that shifts the conversation from the box to the solution. Although the dealership has numerous solutions to choose from, David Scibetta, executive VP and CIO, is an unabashed advocate of OEM-developed solutions.<\/p>\n \u201cI love stuff made by the manufacturer for the manufacturer\u2019s machines because it\u2019s always better. It\u2019s like what Apple does\u2014they make their own software to work with their own hardware and that\u2019s what makes them wonderful.\u201d<\/p>\n One of those OEM solutions that Copier Fax Business Technologies is doing well with is Konica Minolta\u2019s Dispatcher Phoenix, a product that\u2019s been out for a while and plugs into an organization\u2019s existing workflow. It\u2019s been extremely popular in the legal market.<\/p>\n \u201cThey can browse directly into a folder structure, name a file, place it exactly where it needs to go, even convert it to a searchable PDF or PDF\/A, and they\u2019re not uprooting anything they\u2019re currently doing,\u201d says Scibetta. \u201cThey\u2019re just enhancing their current process.\u201d<\/p>\n JD Sullivan<\/p><\/div>\n At Image Matters in Knoxville, TN the OEM solution of choice is Xerox CentreWare Web, a remote management tool.<\/p>\n \u201cThat\u2019s been a game changer for us,\u201d says JD Sullivan, co-owner. \u201cIt does all the traditional things, collects meter information and provides service alerts\u2014we\u2019ve all had that before\u2014but what this allows us to do is completely manage fleets.\u201d<\/p>\n The software can remotely initiate software updates and firmware upgrades for customers with machines in multiple locations.<\/p>\n \u201cWe use it as a differentiator for multi-location customers,\u201d states Sullivan. \u201cWe have a chain with 19 locations. Their biggest problem is implementing new document management workflows and would have to send a person to all 19 locations to manage their entire fleet. CentreWare allows us to proactively not only monitor, but proactively improve the features and functions across somebody\u2019s entire fleet.\u201d<\/p>\n For DPOE in Elk Grove Village, IL, Sharp\u2019s OSA and Follow Me Print has been a hit with customers.<\/p>\n Chip Miceli<\/p><\/div>\n \u201cThis gets a customer\u2019s attention because they can go online and access it from any printer or copier in the building,\u201d says Chip Miceli, President.<\/p>\n TGI Office Automation in New York, NY is bundling its Lanier devices with Lanier\u2019s GlobalScan primarily because it\u2019s easy to deploy and manage large fleets of several hundred machines with scanning, and in some cases, managing fleets with different scanning needs.<\/p>\n \u201cWe typically lead with our Lanier product in GEM accounts, and in those cases we package it with GlobalScan,\u201d reports Brian Sampietro, CIO. \u201cWith GlobalScan you can push out multiple profiles to individual units and still measure them centrally. This gives us good visibility and transparency into [the customer\u2019s] scanning process. And it\u2019s secure. For hospitals and government institutions looking for secure transmission of documents over the network, and because everything is encrypted, they love the product for its ease of deployment and can rest assured that everything is secure and manageable.\u201d<\/p>\n Repeat Business Systems in Albany, NY has done well with Ricoh\u2019s mobile printing apps; however, Repeat President Dawn Abbuhl often hears something odd when she asks customers and prospects about mobile printing.<\/p>\n Dawn Abbuhl<\/p><\/div>\n \u201cI visit accounts every week and I\u2019m sure other brands offer mobile printing, but nobody seems to be using it,\u201d she says. \u201cWhenever I visit a customer I ask, \u2018How does mobile printing work here?\u2019 And they go, \u2018You can do that?\u2019\u201d<\/p>\n Loffler in Bloomington, MN, sells Canon and Konica Minolta; however, they usually lead with Canon. Loffler\u2019s solutions focus, not surprisingly, is centered on Canon\u2019s Uniflow, particularly its Advanced Capture Module.<\/p>\n \u201cIt\u2019s kind of a third party solution, but kind of not,\u201d explains Jeff King, Chief Technology Officer, who notes that UniFlow was originally developed by NTware, a company 70 percent owned by Canon Europe. \u201cWe can overlay that product both into a Canon technology environment, but also an HP. It\u2019s an agnostic product in the sense that we can put it onto virtually any product in the world.\u201d<\/p>\n Uniflow is the leading manufacturer-developed solution for Loffler in terms of placements, with legal and education environments being the most prominent verticals benefitting from it.<\/p>\n \u201cUniflow is probably the single best piece of technology I\u2019ve run across in terms of everything it can do from a single platform,\u201d stresses King. \u201cIt\u2019s been phenomenal for us and our clients.\u201d<\/p>\n Dave Mueller<\/p><\/div>\n Dave Mueller, vice president of sales, Southern Region, for Modern Office Methods (MOM) in Cincinnati, OH, is another fan of Canon\u2019s UniFlow, as are MOM\u2019s customers.<\/p>\n \u201cIt was a slow start for them and difficult to understand, but like anything, once you understand it, you get some real traction with it,\u201d states Mueller. \u201cOnce the reps see all the different modules, such as the CRT module and print tracking module, and the different things they can accomplish in an organization, it\u2019s much easier for them to get their head around it.\u201d<\/p>\n Third Party Solutions<\/strong><\/p>\n The third party solution making an impact with Copier Fax Business Technologies\u2019 customers is LincWare\u2019s LincDoc, an application for intelligently filling out forms and collecting digital signatures on a mobile device such as an iPad.<\/p>\n \u201cWe can take a form, and we don\u2019t care what form it is, and create a completely smart and intelligent interface that asks questions one at a time on the iPad,\u201d explains Scibetta. \u201cAs you respond to each question it poses the next question only if it\u2019s relevant. For example, on blood donation trucks, they used to have a form on a clipboard where you\u2019d write in your driver\u2019s license number, name, and sex. One of the next questions was \u2018Are you pregnant?\u2019 With this solution after it asks if you\u2019re male or female it does not ask if you\u2019re pregnant if you\u2019re male. We offer this to organizations that have sales people on the road collecting contracts or service people who need to fill out service forms and get signatures. It\u2019s a great solution and a big part of our Documentelligence [strategy].\u201d<\/p>\n For Image Matters in Knoxville, TN, the third-party solution that\u2019s working well for them is PrintFleet.<\/p>\n \u201cWe real-time manage every unit in the field and part of our MPS program is completely designed around real-time meter reads and real-time toner support,\u201d says Sullivan. \u201cPrintFleet has strong evaluative tools that allow us to push fleet management and provide large MPS clients with [data] when we have our quarterly meetings.\u201d<\/p>\n Somewhat surprisingly, the one third-party solution that was mentioned most often by dealers was PaperCut.<\/p>\n \u201cLawyers like it because they can use it for billing,\u201d states DPOE\u2019s Miceli. \u201cWe\u2019re in the process of installing a big account with many users that need to track [and ensure] the security of their prints and scans. It has a lot of versatility.\u201d<\/p>\n Brian Sampietro<\/p><\/div>\n TGI\u2019s customers are also benefitting from PaperCut.<\/p>\n \u201cIt\u2019s a complete print management package for small and large organizations,\u201d adds Sampietro. \u201cIt\u2019s priced to sell, it has great features, it\u2019s easy to deploy, and customers love the fact that they get the reporting that proves they\u2019re actually saving money and securing their documents, and controlling the way their employees are able to use the equipment. It runs on Lexmark, Toshiba, Lanier, Ricoh, Konica Minolta, Xerox, HP, Sharp, you name it. From an independent dealer perspective, it\u2019s a win-win for everybody.\u201d<\/p>\n Another dealership enjoying success with PaperCut is The Pollock Company in Augusta, GA.<\/p>\n \u201cIt is a popular solution because it can address many business needs and can be used in any vertical market,\u201d says Michael Sommers, senior VP and general manager.\u00a0\u201cIt can meet a business\u2019s need for cost recovery and usage accountability. \u00a0It also addresses the need for device security with its \u2018follow-me\u2019 secure printing feature and centralized device and user management.\u201d<\/p>\n Michael Sommers<\/p><\/div>\n The Pollock Company\u2019s customers also like AutoStore, a solution now marketed by Nuance.<\/p>\n \u201cIt\u2019s a versatile middle-ware product that can easily integrate into any customer\u2019s environment,\u201d states Sommers. \u201cAutoStore allows customers to use our MFP products to streamline the way documents enter their workflow.\u00a0We can tie directly into a customer\u2019s existing back office systems and provide a customizable level of automation to their once manual paper processes.\u201d<\/p>\n Add Repeat Business Systems to the roster of Nuance AutoStore fans.<\/p>\n \u201cIt\u2019s brand agnostic and we can sell it to virtually everyone,\u201d adds Abbuhl. \u201cEvery vertical is different\u2014legal, insurance\u2014but they can all use this.\u201d<\/p>\n There\u2019s always an exception to the rule, and one successful dealership that places less emphasis on OEM-developed solutions and more on third-party solutions is Fraser-AIS in West Reading, PA, a Sharp and Canon dealer.<\/p>\n Melissa Confalone<\/p><\/div>\n \u201cMost of the solutions we provide are third-party solutions centered on cost accounting, secure printing, and follow-me printing,\u201d reports Melissa Confalone, general sales manager.<\/p>\n Fraser-AIS has a sister company that initially began creating its own scanning software 15 years ago, which is one of the reasons the dealership tends to favor vendor-agnostic third-party solutions. Fraser has plenty of home-grown solutions knowledge and early realized that what they could develop themselves was usually more creative and customizable than out of the box [OEM] solutions.<\/p>\n \u201cWe were ahead of the curve in providing workflow solutions before [the OEMs] got into the game,\u201d explains Confalone. \u201cWhen they started coming out with the solutions to package along with the hardware we felt we were past them with our knowledge. We were selling solutions a long time ago and ever since then, because we were always looking for the best solution, we didn\u2019t want to get pigeon holed into the manufacturer\u2019s solution.\u201d<\/p>\n Equitrac and PaperCut represent Fraser\u2019s most popular third-party solutions and are integrated on both the Canon and Sharp products Fraser sells. Another popular program with Fraser\u2019s customers is Nuance Autostore, which the dealership recently placed in a major healthcare organization. Scanning solutions are also doing well along with document management solutions such as Intact. \u201cWith Sharp OSA the ability to plug right into InfoDynamics\u2019 Intact has been big for us,\u201d says Confalone.<\/p>\n Steve Knutson<\/p><\/div>\n Marco in St. Cloud, MN is one of the country\u2019s larger dealers and has been successfully selling software on the copier and IT sides of its business for years. Looking at solutions from an IT perspective, Steve Knutson, CTO, reports that Microsoft Office 365 is changing how customers are looking at where they\u2019re putting their applications with an Exchange server.<\/p>\n \u201cWe\u2019re seeing a lot of movement for Microsoft Office 365 and are seeing a shift in people using cloud or hosted applications,\u201d states Knutson who isn\u2019t surprised by this shift.<\/p>\n It\u2019s impossible to discuss solutions without referencing document management. At Marco, the document management application of choice is M-Files. Marco also has a MS SharePoint practice and a content management practice, and M-Files is ideal for both applications.<\/p>\n \u201cIt handles the documents with an easy-to-use interface, plus for us we\u2019ve taken more of a business analyst approach to it versus here\u2019s something that can store documents based on metadata and going through the technical terms,\u201d explains Knutson. \u201cIt\u2019s more about how can I get an ROI by using this software, what can I eliminate, what steps can I take out of my business processes, and what can I streamline and make more efficient?\u201d<\/p>\n He adds that ever since Marco has been selling document management, it\u2019s less about the software and more about the business process and the implementation.<\/p>\n Knutson also identified PaperCut as a solution that\u2019s making a difference for Marco\u2019s customers, particularly those in higher education.<\/p>\n While Uniflow represents Loffler\u2019s strategic solution, it\u2019s starting to make some inroads with PaperCut now that it has recently been approved for the Canon and Konica Minolta platforms.<\/p>\n Jeff King<\/p><\/div>\n \u201cPaperCut is coming up quickly, although we still do quite a bit of work with eCopy,\u201d reports King. \u201cPaperCut had done a good job of being agnostic, servicing a wide variety of manufacturers. We use eCopy mostly in conjunction with Canon products, primarily with legacy clients.\u201d<\/p>\n Nuance Autostore is another solution that Loffler likes. \u201cWe were early adopters of that product,\u201d observes King.<\/p>\n While MOM carries three different OEM lines, Mueller says the dealership leans more toward third party software because it lets them better leverage their resources. \u201cWe can put one product across all three lines,\u201d says Mueller.<\/p>\n Content Central, a document management program from Ademero sits squarely at the head of MOM\u2019s third-party solution class. \u201cThey do a nice job of support and have enhanced the product quite a bit over the years and clients are happy with it,\u201d reports Mueller. \u201cWe\u2019re trying to do better at getting it into verticals, but it\u2019s customizable for any type of client. It\u2019s also been a good addition if they already have something. One of the big objections is they already have an accounting tool that has some type of scanning feature, but this can enhance what they\u2019re doing easily. We\u2019ve done well with the service industry, HVAC and people who have service and sales reps in the field.\u201d<\/p>\n Mueller likes Content Central\u2019s capture point software, which is useful for clients who need to scan invoices or other types of documents.<\/p>\n \u201cIt will OCR search it and send it to the right area in your document management system, and it can kick it into a workflow from there. It does the content management and workflow and does it easily. It\u2019s nice to see that out of one product. Usually we have to go to another product to get the capture but we can get it all from Content Central.\u201d<\/p>\n MOM also does well with Nuance\u2019s eCopy and Equitrac, and lately has seen PaperCut coming on strong.<\/p>\n \u201cYou can scale into PaperCut a little better,\u201d says Mueller. \u201cThey have a print-only module that\u2019s inexpensive. Equitrac is a little prohibitive when using multiple print servers because they charge you per server. The PaperCut model is not priced the same way. It depends on how the client\u2019s network is set up, which one is a better value for the client. Equitrac does a lot more than Papercut, but most people don\u2019t use all its reports.\u201d<\/p>\n","protected":false},"excerpt":{"rendered":" The box is dead, the solution lives. That\u2019s sort of become the mantra of today\u2019s document imaging reseller and we do mean sort of because box selling hasn\u2019t completely disappeared from the document imaging dealer\u2019s playbook. It\u2019s still a necessary evil. What isn\u2019t evil, but completely necessary, is the software that complements the box. You can\u2019t turn around at an industry conference or a dealer meeting product showcase these days without bumping into an OEM-developed solution or one of the many third-party solutions on the market. Whether it\u2019s document management, ECM, security, workflow, or something else altogether there\u2019s plenty of solutions dotting the document imaging landscape. Recognizing it\u2019s impossible to name drop every solution on the market in a 2,500-word article, we contacted 10 dealerships across the country to discuss the OEM and third-party solutions that are making a difference for their customers. Understand this isn\u2019t a scientific survey, just a look at the solutions resonating with customers of these 10 different dealerships. The OEM Solutions Copier Fax Business Technologies in Buffalo, NY has been extremely successful with its Documentelligence solutions strategy, a strategy that shifts the conversation from the box to the solution. Although the dealership has numerous solutions to choose from, David Scibetta, executive VP and CIO, is an unabashed advocate of OEM-developed solutions. \u201cI love stuff made by the manufacturer for the manufacturer\u2019s machines because it\u2019s always better. It\u2019s like what Apple does\u2014they make their own software to work with their own hardware and that\u2019s what makes them wonderful.\u201d One of those OEM solutions that Copier Fax Business Technologies is doing well with is Konica Minolta\u2019s Dispatcher Phoenix, a product that\u2019s been out for a while and plugs into an organization\u2019s existing workflow. It\u2019s been extremely popular in the legal market. \u201cThey can browse directly into a folder structure, name a file, place it exactly where it needs to go, even convert it to a searchable PDF or PDF\/A, and they\u2019re not uprooting anything they\u2019re currently doing,\u201d says Scibetta. \u201cThey\u2019re just enhancing their current process.\u201d At Image Matters in Knoxville, TN the OEM solution of choice is Xerox CentreWare Web, a remote management tool. \u201cThat\u2019s been a game changer for us,\u201d says JD Sullivan, co-owner. \u201cIt does all the traditional things, collects meter information and provides service alerts\u2014we\u2019ve all had that before\u2014but what this allows us to do is completely manage fleets.\u201d The software can remotely initiate software updates and firmware upgrades for customers with machines in multiple locations. \u201cWe use it as a differentiator for multi-location customers,\u201d states Sullivan. \u201cWe have a chain with 19 locations. Their biggest problem is implementing new document management workflows and would have to send a person to all 19 locations to manage their entire fleet. CentreWare allows us to proactively not only monitor, but proactively improve the features and functions across somebody\u2019s entire fleet.\u201d For DPOE in Elk Grove Village, IL, Sharp\u2019s OSA and Follow Me Print has been a hit with customers. \u201cThis gets a customer\u2019s attention because they can go online and access it from any printer or copier in the building,\u201d says Chip Miceli, President. TGI Office Automation in New York, NY is bundling its Lanier devices with Lanier\u2019s GlobalScan primarily because it\u2019s easy to deploy and manage large fleets of several hundred machines with scanning, and in some cases, managing fleets with different scanning needs. \u201cWe typically lead with our Lanier product in GEM accounts, and in those cases we package it with GlobalScan,\u201d reports Brian Sampietro, CIO. \u201cWith GlobalScan you can push out multiple profiles to individual units and still measure them centrally. This gives us good visibility and transparency into [the customer\u2019s] scanning process. And it\u2019s secure. For hospitals and government institutions looking for secure transmission of documents over the network, and because everything is encrypted, they love the product for its ease of deployment and can rest assured that everything is secure and manageable.\u201d Repeat Business Systems in Albany, NY has done well with Ricoh\u2019s mobile printing apps; however, Repeat President Dawn Abbuhl often hears something odd when she asks customers and prospects about mobile printing. \u201cI visit accounts every week and I\u2019m sure other brands offer mobile printing, but nobody seems to be using it,\u201d she says. \u201cWhenever I visit a customer I ask, \u2018How does mobile printing work here?\u2019 And they go, \u2018You can do that?\u2019\u201d Loffler in Bloomington, MN, sells Canon and Konica Minolta; however, they usually lead with Canon. Loffler\u2019s solutions focus, not surprisingly, is centered on Canon\u2019s Uniflow, particularly its Advanced Capture Module. \u201cIt\u2019s kind of a third party solution, but kind of not,\u201d explains Jeff King, Chief Technology Officer, who notes that UniFlow was originally developed by NTware, a company 70 percent owned by Canon Europe. \u201cWe can overlay that product both into a Canon technology environment, but also an HP. It\u2019s an agnostic product in the sense that we can put it onto virtually any product in the world.\u201d Uniflow is the leading manufacturer-developed solution for Loffler in terms of placements, with legal and education environments being the most prominent verticals benefitting from it. \u201cUniflow is probably the single best piece of technology I\u2019ve run across in terms of everything it can do from a single platform,\u201d stresses King. \u201cIt\u2019s been phenomenal for us and our clients.\u201d Dave Mueller, vice president of sales, Southern Region, for Modern Office Methods (MOM) in Cincinnati, OH, is another fan of Canon\u2019s UniFlow, as are MOM\u2019s customers. \u201cIt was a slow start for them and difficult to understand, but like anything, once you understand it, you get some real traction with it,\u201d states Mueller. \u201cOnce the reps see all the different modules, such as the CRT module and print tracking module, and the different things they can accomplish in an organization, it\u2019s much easier for them to get their head around it.\u201d Third Party Solutions The third party solution making an impact with Copier Fax Business Technologies\u2019 customers is LincWare\u2019s LincDoc, an application for intelligently filling out forms and collecting […]<\/p>\n","protected":false},"author":3,"featured_media":0,"comment_status":"open","ping_status":"open","sticky":false,"template":"","format":"standard","meta":[],"categories":[1641],"tags":[2438,140,749,2440,750,2257,174,191,919,920,2442,1058,545,2439,2441,926,2258,2443,1059],"_links":{"self":[{"href":"http:\/\/www.enxmag.com\/twii\/wp-json\/wp\/v2\/posts\/14415"}],"collection":[{"href":"http:\/\/www.enxmag.com\/twii\/wp-json\/wp\/v2\/posts"}],"about":[{"href":"http:\/\/www.enxmag.com\/twii\/wp-json\/wp\/v2\/types\/post"}],"author":[{"embeddable":true,"href":"http:\/\/www.enxmag.com\/twii\/wp-json\/wp\/v2\/users\/3"}],"replies":[{"embeddable":true,"href":"http:\/\/www.enxmag.com\/twii\/wp-json\/wp\/v2\/comments?post=14415"}],"version-history":[{"count":2,"href":"http:\/\/www.enxmag.com\/twii\/wp-json\/wp\/v2\/posts\/14415\/revisions"}],"predecessor-version":[{"id":14425,"href":"http:\/\/www.enxmag.com\/twii\/wp-json\/wp\/v2\/posts\/14415\/revisions\/14425"}],"wp:attachment":[{"href":"http:\/\/www.enxmag.com\/twii\/wp-json\/wp\/v2\/media?parent=14415"}],"wp:term":[{"taxonomy":"category","embeddable":true,"href":"http:\/\/www.enxmag.com\/twii\/wp-json\/wp\/v2\/categories?post=14415"},{"taxonomy":"post_tag","embeddable":true,"href":"http:\/\/www.enxmag.com\/twii\/wp-json\/wp\/v2\/tags?post=14415"}],"curies":[{"name":"wp","href":"https:\/\/api.w.org\/{rel}","templated":true}]}}![\"JD](\"http:\/\/www.enxmag.com\/twii\/wp-content\/uploads\/2013\/10\/JD-Sullivan.png\")
![\"Chip](\"http:\/\/www.enxmag.com\/twii\/wp-content\/uploads\/2014\/11\/Chip-Miceli-new-e1422555866129-257x300.jpg\")
![\"Dawn](\"http:\/\/www.enxmag.com\/twii\/wp-content\/uploads\/2015\/06\/Dawn-Abbuhl-300x287.jpg\")
![\"Dave](\"http:\/\/www.enxmag.com\/twii\/wp-content\/uploads\/2015\/09\/dave-mueller-300x300.jpg\")
![\"Brian](\"http:\/\/www.enxmag.com\/twii\/wp-content\/uploads\/2015\/09\/Brian-Sampietro.jpg\")
![\"Michael](\"http:\/\/www.enxmag.com\/twii\/wp-content\/uploads\/2015\/09\/Michael-Sommers-300x300.jpg\")
![\"Melissa](\"http:\/\/www.enxmag.com\/twii\/wp-content\/uploads\/2015\/09\/Melissa-Confalone-225x300.jpg\")
![\"Steve](\"http:\/\/www.enxmag.com\/twii\/wp-content\/uploads\/2015\/09\/Steve-Knutson-2.jpg\")
![\"Jeff](\"http:\/\/www.enxmag.com\/twii\/wp-content\/uploads\/2015\/09\/Jeff-King-300x300.jpg\")