Selling Document Management to the Mid Market
Upcoming SlideShare
Loading in...5
×
 

Selling Document Management to the Mid Market

on

  • 4,907 views

AIIM President John Mancini keynote at the Docuware Partner Conference -- Research cited in presentation available (free) at http://www.aiim.org/research.

AIIM President John Mancini keynote at the Docuware Partner Conference -- Research cited in presentation available (free) at http://www.aiim.org/research.

Statistics

Views

Total Views
4,907
Views on SlideShare
4,666
Embed Views
241

Actions

Likes
3
Downloads
120
Comments
0

5 Embeds 241

http://www.digitallandfill.org 185
http://aiim.typepad.com 34
http://www.aiim.typepad.com 20
http://paper.li 1
http://info.aiim.org 1

Accessibility

Categories

Upload Details

Uploaded via as Adobe PDF

Usage Rights

© All Rights Reserved

Report content

Flagged as inappropriate Flag as inappropriate
Flag as inappropriate

Select your reason for flagging this presentation as inappropriate.

Cancel
  • Full Name Full Name Comment goes here.
    Are you sure you want to
    Your message goes here
    Processing…
Post Comment
Edit your comment

Selling Document Management to the Mid Market Selling Document Management to the Mid Market Presentation Transcript

  • Selling  Document  Management  to  the   Mid  Market  
  • Or…Why  does  this  some9mes   feel  like  we’re  selling  ice  to   Eskimos?  
  • Typically,  we  lose  sales  not  to  compe9tors,  but  to  inac9on.   50%-­‐25%-­‐15%    Why?        What  can  we  do  about  it?  
  • A  technology   How  do  I  sell   How  can  I  be  inflec9on   into  this   more  point   change?   effec9ve?                                                  
  • A  technology  inflec9on  point                  
  • Systems  of  Record  
  • Era   Mainframe   Mini   PC   Internet   ???   Systems  of  Record   Years   1960-­‐1975   1975-­‐1992   1992-­‐2001   2001-­‐2009   2010-­‐2015   Typical   A  batch   A  dept   A   A  web   thing   ???   trans   process   document   page  managed   Best   Digital   known   IBM   MicrosoZ   Google   ???   Equipment  company  Content   Image   Document   Content   mgmt   Microfilm   ???   Mgmt   Mgmt   Mgmt   focus  
  • Systems  of  Engagement  
  • Systems  of  Engagement   Social  and   Era   Mainframe   Mini   PC   Internet   Cloud   Systems  of  Record   Years   1960-­‐1975   1975-­‐1992   1992-­‐2001   2001-­‐2009   2010-­‐2015   Typical   A  batch   A  dept   A   A  web   An   thing   trans   process   document   page   interac9on  managed   Best   Digital   known   IBM   MicrosoZ   Google   Facebook   Equipment  company  Content   Social   Image   Document   Content   mgmt   Microfilm   Business   Mgmt   Mgmt   Mgmt   focus   Systems  
  • A  technology   How  do  I  sell  inflec9on   into  this  point   change?                                  
  • Understanding  the  Mid  Market  
  • 10-­‐1000  emps   >1000  emps  employees   51,681,000   50,697,000  firms   1,253,979   8,643   Source  =  hbp://www.census.gov/epcd/www/smallbus.html#EmpSize  
  • The  Buyer  is  the  Business…  
  • …But  IT  Holds  Some  Trump  Cards  
  • …But  IT  Holds  Some  Trump  Cards   Say  NO  not  YES     Own  the  conversa9on     Bias  to  what  they  know     Key  concerns   Security   Privacy   Data  Management   Technical  Architecture    
  • 27%  of  large  companies  have     >5  systems;    only  7%  of  mid  market  companies  do.  
  • So  What  Is  Important  to  the  Business   Buyer?  
  • Chaos  the  norm,  not  the  excep9on  
  • %  “somewhat  unmanaged  or  chao9c”   Instant  messages  =  81%   E-­‐mail  abachments  =  75%   E-­‐mail  =  68%   Office  documents  =  57%  
  • Compounding  Threat  or  Opportunity?  
  • 17%   Amount  of  IT  budget  spent  on   storage     Annual  change  in  Storage  costs  30%   59.8  cents  per  gigabyte  (Dec  2005)   8.2  cents  per  gigabyte  (August  2010)  2009   2010   2011   2012   2013   2014   2015   2016   2017   2018   2019   2020   Informa3on  growth  per  IDC  
  • 100%   Big  oil   90%   customer  -­‐   80%   IBM   70%   60%   New   50%   Volume  Hit   40%   Legacy   30%   20%   10%   0%   Op9mal   2010   2011   2012  
  • An  Expanding  Digital  Divide  
  • What  is  the  MOST  significant  business  driver  for  your   interest  in  ECM?   Text  KEYWORD  to  22333   9%      Compliance  –  (vs.  20%  for  bigs)   2%    Compe99ve  advantage   27%    Improve  efficiency  –  (vs.  20%  for  bigs)   6%    Mi9gate  risk  –  (vs.  11%  for  bigs)   7%    Enable  collabora9on   7%    Improve  customer  service   8%    Reduce  costs   4%    Faster  turnaround/Improved  response     28%    Op3mize  bus  proc  –  (vs.  20%  for  bigs)  
  • What  are  the  TWO  most  significant  factors  in  evalua9ng   a  vendor?   Text  KEYWORD  to  22333   36%    Ease  of  use   14%    IT  infrastructure/support  loading   28%    Ease  of  integra3on   18%    Reliability  of  soZware   21%    Breadth  of  func9onality   16%    Match  to  our  type  of  business   13%    Ini9al  investment  cost   24%    Total  cost  of  ownership  over  3me  
  • What  are  the  TWO  most  significant  content  issues   facing  you?   Text  KEYWORD  to  22333  –  VOTE  TWICE!  9%    Collabora9on  and  E2.0  20%    Integra3on  of  mul3ple  repositories  15%    SharePoint  deployment  29%    Implemen3ng  ERM  21%    Agreeing  to  corporate  taxonomy  or  fileplan  13%    SharePoint  governance  13%    Enterprise  search  21%    GeUng  an  ECM  project  off  the  ground  7%    Moving  to  an  integrated  BPM  platorm  9%    Long  term  archive  23%    Managing  emails  as  records  
  • Status  Quo  vs.  Transforma9on  
  • A  technology   How  do  I  sell   How  can  I  be  inflec9on   into  this   more  point   change?   effec9ve?                                                  
  • Duh…Beber  Marke9ng.  
  • Succeed  or  fail,  but  do  it  quickly.  
  • It  Doesn’t  Have  to  Be  This   Difficult!  
  • Image  Credits  •  Slide  2   –  hbp://www.flickr.com/photos/chrissy575/3692307571   –  hbp://www.flickr.com/photos/42931449@N07/5342954678   –  hbp://www.flickr.com/photos/stevendepolo/3072821281  •  Slide  12   –  hbp://www.flickr.com/photos/no9onscapital/5225049493/  •  Slide  19   –  hbp://www.flickr.com/photos/manicomi/2389757333