{"id":3669,"date":"2013-02-13T14:33:36","date_gmt":"2013-02-13T14:33:36","guid":{"rendered":"http:\/\/www.theweekinimaging.com\/?p=3520"},"modified":"2013-04-10T12:01:00","modified_gmt":"2013-04-10T16:01:00","slug":"document-management-in-the-real-world-the-doculex-perspective","status":"publish","type":"post","link":"https:\/\/www.enxmag.com\/twii\/feature-articles\/2013\/02\/document-management-in-the-real-world-the-doculex-perspective\/","title":{"rendered":"Document Management in the Real World: The DocuLex Perspective"},"content":{"rendered":"
\"\"<\/a>

David Bailey<\/p><\/div>\n

This is the second installment on Document Management in the Real World, an ongoing series that looks at document management from the perspective of document management providers, dealers, and end users. The purpose is to erase some of the confusion that exists about document management as a solution, gauge dealer and end-user perceptions about document management, and get a handle on user expectations and misconceptions when it comes to document management solutions.<\/p>\n

Like any other business, the document management industry has been evolving and with that evolution, so has the way dealers and resellers view this category.<\/p>\n

\u201cBefore you\u2019d get dealers who\u2019d bring all bizarre things to the table and you\u2019d try to constantly get them to understand what document management software is and what type of document management classifications it belongs to,\u201d recalls David Bailey, president of DocuLex. \u201cDocument management doesn\u2019t just mean scanning a document and converting it into a Word document. To me that\u2019s not document management.\u201d<\/p>\n

Bailey\u2019s and DocuLex\u2019s vision of document management is focused on managing documents and document processes as well as managing e-mails. He believes that most DocuLex dealers now seem to understand that concept.<\/p>\n

Like most document management providers, the DocuLex model for selling document management relies on the office technology dealer to make the initial customer contact and identify the specific document management need. After that, DocuLex will often come in and demo the product and close the deal. Usually by the time DocuLex is brought in, which Bailey says is about 90 percent of the time, it\u2019s a valid prospect.<\/p>\n

Overall, Bailey feels that most DocuLex dealers have a good grasp of what they\u2019re selling, specifically DocuLex\u2019s Archive Studio, even if it is mostly an understanding of the bullet points of the solution.<\/p>\n

Bailey acknowledges that if the dealer were strictly selling document management solutions like they were in the olden days they would probably know the software inside and out, but these days most dealers have way too many things on their plates, which is why is there to pick up the slack.<\/p>\n

\u201cMost dealers appreciate that,\u201d says Bailey. \u201cThey get the commission or discount and the maintenance renewal every year. And we hand-hold the customer and make sure it\u2019s a good relationship.\u201d<\/p>\n

 <\/p>\n

Where dealers falter when selling document management, according to Bailey is underestimating the amount of power a document management system requires to run. \u201cEven though we publish specs, and they\u2019re OCRing every page, and indexing in Word, based on the business process, it can consume a lot of power,\u201d he emphasizes.<\/p>\n

That\u2019s another area where DocuLex can make a difference\u2014via cloud hosting solutions. \u201cWe basically manage the server for them and make sure they have enough horsepower and bandwidth,\u201d states Bailey. \u201cWe\u2019re getting a lot of traction with that.\u201d<\/p>\n

DocuLex\u2019s target market is small business, a business segment careful about where they spend their money.<\/p>\n

\u201cDocument management solutions aren\u2019t a must have in a business, as much as we would like it to be even though it might save them money in the long run,\u201d acknowledges Bailey. \u201cInstead of customers trying to get the price down what I\u2019ve seen is customers trying to squeeze more productivity out of [their system].\u201d<\/p>\n

As customer demands have increased, Bailey is seeing a customer-base that\u2019s actively automating their business processes much more than archiving documents for future access.<\/p>\n

\u201cI see this as a way to become more sticky with the customer,\u201d says Bailey. \u201cIf you\u2019re just an electronic storage product they can swap you out for someone else without a whole lot of effort.\u201d<\/p>\n

What\u2019s next for DocuLex?<\/p>\n

Version 5 for one, which Bailey says will be a leap up for a Web-based product and one that\u2019s in the wheelhouse of office technology dealers who are looking to move into managed services. DocuLex can help with that transition since they have an infrastructure in place, including its cloud hosting services and its ability to manage servers and offer data center capabilities.<\/p>\n

\u201cIf you start reading these articles about the copier industry, it sounds like [dealers] are thinking in that direction,\u201d says Bailey. \u201cThey\u2019ve got the managed print thing [down] and are now looking at managed IT services. This is a good segue for them to do that with a vendor who they have a relationship with.\u201d<\/p>\n","protected":false},"excerpt":{"rendered":"

This is the second installment on Document Management in the Real World, an ongoing series that looks at document management from the perspective of document management providers, dealers, and end users. The purpose is to erase some of the confusion that exists about document management as a solution, gauge dealer and end-user perceptions about document management, and get a handle on user expectations and misconceptions when it comes to document management solutions. Like any other business, the document management industry has been evolving and with that evolution, so has the way dealers and resellers view this category. \u201cBefore you\u2019d get dealers who\u2019d bring all bizarre things to the table and you\u2019d try to constantly get them to understand what document management software is and what type of document management classifications it belongs to,\u201d recalls David Bailey, president of DocuLex. \u201cDocument management doesn\u2019t just mean scanning a document and converting it into a Word document. To me that\u2019s not document management.\u201d Bailey\u2019s and DocuLex\u2019s vision of document management is focused on managing documents and document processes as well as managing e-mails. He believes that most DocuLex dealers now seem to understand that concept. Like most document management providers, the DocuLex model for selling document management relies on the office technology dealer to make the initial customer contact and identify the specific document management need. After that, DocuLex will often come in and demo the product and close the deal. Usually by the time DocuLex is brought in, which Bailey says is about 90 percent of the time, it\u2019s a valid prospect. Overall, Bailey feels that most DocuLex dealers have a good grasp of what they\u2019re selling, specifically DocuLex\u2019s Archive Studio, even if it is mostly an understanding of the bullet points of the solution. Bailey acknowledges that if the dealer were strictly selling document management solutions like they were in the olden days they would probably know the software inside and out, but these days most dealers have way too many things on their plates, which is why is there to pick up the slack. \u201cMost dealers appreciate that,\u201d says Bailey. \u201cThey get the commission or discount and the maintenance renewal every year. And we hand-hold the customer and make sure it\u2019s a good relationship.\u201d   Where dealers falter when selling document management, according to Bailey is underestimating the amount of power a document management system requires to run. \u201cEven though we publish specs, and they\u2019re OCRing every page, and indexing in Word, based on the business process, it can consume a lot of power,\u201d he emphasizes. That\u2019s another area where DocuLex can make a difference\u2014via cloud hosting solutions. \u201cWe basically manage the server for them and make sure they have enough horsepower and bandwidth,\u201d states Bailey. \u201cWe\u2019re getting a lot of traction with that.\u201d DocuLex\u2019s target market is small business, a business segment careful about where they spend their money. \u201cDocument management solutions aren\u2019t a must have in a business, as much as we would like it to be even though it might save them money in the long run,\u201d acknowledges Bailey. \u201cInstead of customers trying to get the price down what I\u2019ve seen is customers trying to squeeze more productivity out of [their system].\u201d As customer demands have increased, Bailey is seeing a customer-base that\u2019s actively automating their business processes much more than archiving documents for future access. \u201cI see this as a way to become more sticky with the customer,\u201d says Bailey. \u201cIf you\u2019re just an electronic storage product they can swap you out for someone else without a whole lot of effort.\u201d What\u2019s next for DocuLex? Version 5 for one, which Bailey says will be a leap up for a Web-based product and one that\u2019s in the wheelhouse of office technology dealers who are looking to move into managed services. DocuLex can help with that transition since they have an infrastructure in place, including its cloud hosting services and its ability to manage servers and offer data center capabilities. \u201cIf you start reading these articles about the copier industry, it sounds like [dealers] are thinking in that direction,\u201d says Bailey. \u201cThey\u2019ve got the managed print thing [down] and are now looking at managed IT services. This is a good segue for them to do that with a vendor who they have a relationship with.\u201d<\/p>\n","protected":false},"author":3,"featured_media":3721,"comment_status":"open","ping_status":"open","sticky":false,"template":"","format":"standard","meta":[],"categories":[82],"tags":[159,390,169,328],"_links":{"self":[{"href":"https:\/\/www.enxmag.com\/twii\/wp-json\/wp\/v2\/posts\/3669"}],"collection":[{"href":"https:\/\/www.enxmag.com\/twii\/wp-json\/wp\/v2\/posts"}],"about":[{"href":"https:\/\/www.enxmag.com\/twii\/wp-json\/wp\/v2\/types\/post"}],"author":[{"embeddable":true,"href":"https:\/\/www.enxmag.com\/twii\/wp-json\/wp\/v2\/users\/3"}],"replies":[{"embeddable":true,"href":"https:\/\/www.enxmag.com\/twii\/wp-json\/wp\/v2\/comments?post=3669"}],"version-history":[{"count":2,"href":"https:\/\/www.enxmag.com\/twii\/wp-json\/wp\/v2\/posts\/3669\/revisions"}],"predecessor-version":[{"id":4349,"href":"https:\/\/www.enxmag.com\/twii\/wp-json\/wp\/v2\/posts\/3669\/revisions\/4349"}],"wp:featuredmedia":[{"embeddable":true,"href":"https:\/\/www.enxmag.com\/twii\/wp-json\/wp\/v2\/media\/3721"}],"wp:attachment":[{"href":"https:\/\/www.enxmag.com\/twii\/wp-json\/wp\/v2\/media?parent=3669"}],"wp:term":[{"taxonomy":"category","embeddable":true,"href":"https:\/\/www.enxmag.com\/twii\/wp-json\/wp\/v2\/categories?post=3669"},{"taxonomy":"post_tag","embeddable":true,"href":"https:\/\/www.enxmag.com\/twii\/wp-json\/wp\/v2\/tags?post=3669"}],"curies":[{"name":"wp","href":"https:\/\/api.w.org\/{rel}","templated":true}]}}