Ecm sales training sample day 1

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This snipett is from our two day sales course specifically focused on how to sell imaging and it's services. (508) 637-1416 -Byron

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Ecm sales training sample day 1

  1. 1. Byron  Aulick,  CDIA   Provided  by   April  Aulick,  CDIA   (508) 637-1416 www.datavault.com
  2. 2. No  part  of  this  document  may  be  reproduced,  electronic  or  printed,   stored  or  transmitted  electronically  or  mechanically  without  the   expressed  written  permission  of  an  executive  or  director  of   DataVault,  Inc.   For  permission  or  if  you  suspect  that  this  document  or  any  portion   thereof  has  been  unlawfully  copied,  please  contact  DataVault,  Inc.   at  1-­‐877-­‐798-­‐3282.   This  publication  is  sold  subject  to  the  condition  that  it  shall  not  be   resold,  traded,  given  away,  lent  or  otherwise  circulated  without   the  publisher’s  prior  consent.   DataVault,  Inc.  accepts  no  liability  for  any  claims,  demands,  losses,   damages,  costs  or  expenses  suffered  or  incurred  howsoever   arising  from  or  in  connection  with  this  courseware.   The  information  in  this  document  is  subject  to  change  without   notice.  All  trademarks  are  the  property  of  their  respective  owners.   Copyright  ©  2010  by  DataVault,  Inc.  
  3. 3.   First  a  thank  you  for  attending  our  Scanning   Business  Startup  Workshop     We  believe  NOW  is  the  time  for  digital   imaging!     We  will  provide  you  with  the  information  you   need  to  come  to  a  decision  on  starting  your   business,  or  if  you  have  an  existing  business,   how  to  take  it  to  the  next  level..  
  4. 4. April  Aulick   Byron  Aulick   •  CEO  &  Co-­‐founder   •  President  &  Co-­‐founder   •  CDIA+  Certified   •  CDIA+,  PDI+,  Project+   •  In  the  industry  for  more   Certified   than  16  yrs   •  In  the  industry  for  25  yrs   •  Running  a  scanning   •  Involved  in  all  aspects  of   dept  for  15  of  them   EDM  
  5. 5.   What  is  paper?     Scanning  Opportunity     Potential     Drivers     Elements     Details  of  all  phases     Case  Studies     Pricing     Profit  
  6. 6.   Research  phase     Looking  to  start  a  new  business,  getting  ideas     Want  to  know  more  about  this  type  of  business     Seriously  contemplating  this  type  of  business,   need  more  info     Already  know  you  want  to  start  the  business,  but   don’t  know  how  to  begin     Now…  your  turn..  
  7. 7.   Paper  is  a  form  of  media  that  has  been  used   to  write  information  on  since  the  beginning   of  recorded  history.     Paper  is  the  ‘expected’  media  that  corporate   knowledge  is  written  on.     Paper  is  tangible  and  physical.     Paper  is  crucial  to  business  decisions!  
  8. 8.   There  is  a  window  of  opportunity  for  helping   companies  convert  paper  files  into  digital   records.     Paperless;  NO,  but..  less  paper;  YES     All  benefits  of  electronic  filing  require   scanning  first  !     If  the  Supreme  Court  of  USA  scans,  the  stage   is  set..  
  9. 9. Industry   Sub   Record  Types   Medical   Hospitals   Patient  Records   Clinics   Progress  Notes   Private  Practices   Lab  Results   Dentists   Intake  Documents   Pain  Management   Mental  Health   Specialties   Finance   Banks   Credit  Applications   Credit  Unions   Credit  Reports   Mortgage  Lenders   Loan  Documents   Loan  Processors   Utilities   Gas  Co   Service  Cards   Electric  Co   Meter  Reading  Recordings  
  10. 10. Retail   Franchises   Financials   Store  HQ   Bills  of  Lading   Stores   Purchase  Orders   Product  Inventory  Sheets   Professional  Services   CPA’s   Contracts   Lawyers   Corporate  Records   Government  Contractor’s   All  Types   Contracts   Financials   Sub-­‐Contracts   Education   Public  Schools   Student  Records   College  and  Universities   HR  Records  
  11. 11.   Instant  messages,  SMS/text  messages,  blogs,   RSS  feeds,  wikis  and  email  are  yet  to  be   managed  better.       These  collaborative  tools  create  content,  lots  of  it!     There  are  industries  that  still  are  paper   intensive:     Banking,  mortgage  lenders,  etc.  –  Loans  need   signatures  
  12. 12. IMPROVE  BUSINESS  PROCESSES          Become  more  efficient  through  quicker  access  to  records        Improve  customer  service  by  having  customer  data  instantly  available        Automate  workflow  to  increase  productivity        Gain  shared  access  to  critical  business  data        Make  working  on  projects  much  more  manageable  through  improved  collaboration        Eliminate  lost  or  destroyed  records        Free  up  much  needed  floor  space  and  replace  paper  storage  areas  with  revenue              generating  activities        Share  information  easier  with  other  locations        Secure  and  protect  data  assets        Backup  ALL  company  data    for  added  protection        Control  and  manage  information        
  13. 13. MEET  COMPLIANCE  REGULATIONS   Streamlining  business  processes  makes  it  easier  to  comply        Most  businesses  have  compliance  regulations  to  meet        There  are  regulations  at  both  the  federal  level  and  the                  state  level        Industry  specific  requirements        Medical  –  HIPAA  (Health  and  Information  Portability  Act        Federal  Government  –  EFOIA        Financial  industry  –  GLBA        Fast  and  efficient  response  times  to  eDiscovery  requests        Massachusetts  General  Law  93h    (or  similar)  for  all                                     businesses  that  sell  to  any  resident  
  14. 14.   (handout)  
  15. 15.   ..that  is  the  “million  dollar”  question!     Expected     Used  to     Comfortable  with  it     “always  done  that  way”  
  16. 16.   First  –educate     Second  –identify  existing  costs     Third  –assess  [or  not]?     Fourth  –demo     Fifth  –case-­‐studies  of  similar     Sixth  –handle  objections     Seventh  –ask  for  business     Lastly  –refer  to  above!   Now  they’re  on-­‐board..  
  17. 17. Create  / capture  / acquire   Retrieve  /   Determine  /   Use  /   apply  meta   Repurpose   data   Control  /   Archive   Manage  /   Secure   Output  /   Share  
  18. 18.   CAPTURE  PHASE   Pickup   Document  Prep   Scan  
  19. 19.   INPUT  PHASE   Extract  Data   Key  Data   Merge  
  20. 20.   STORAGE  /  RETRIEVAL  PHASE   Store   Access   Retrieve  
  21. 21. Enterprise  Edition   Basic  Edition  (Limited   (Feature  Rich)   Features)   Audit  Trail  Logging   Search  &  Retrieve   Check-­‐in  and  Check-­‐out   View,  Print  and  Email   Version  Control   Collaboration  Tool   BOTH  ARE  MORE   SECURE  THAN   Annotate  /  Redact   PAPER!   Workflow  
  22. 22. Users  have  assigned  access  rights   All  file  types  allow  for   Easy  to  set   better  file  management   policies   Search  text   Automatic  file   Search  by  index   within  a   purge  (rules)   criteria   document  
  23. 23.   Jewish  Vocational  Services  (NJ)     Non-­‐Profit  Agency   They  are  a  nonprofit,  nonsectarian,  community  based,  vocational,  education,   rehabilitation,  training,  health  and  human  service  agency.  The  mission  of  the   agency  is  to  help  members  of  the  community  maximize  their  abilities  and   potential  and  become  economically  self-­‐reliant,  productive  citizens.   ___________________   They  started  a  scanning  bureau  with  our  help  in  February  2010.   Immediately  began  scanning  internal  files.   Received  their  first  major  contract  from  the  State  of  NJ  in  October  2010.    
  24. 24.   Network  Imaging  (CT)     MFP  Dealer  (Sharp,  Lexmark)   They  are  a  23  year  old  dealer  servicing  southern  metro  CT  and  parts  of  NYC.   Todd  is  the  President  of  BTA  North  East.   ___________________   They  started  a  scanning  bureau  with  our  help  in  April  2010.   Immediately  began  scanning  internal  files.   Received  their  first  contract  from  their  accountant  in  September  2010.    
  25. 25. STANDARD   DOCUMENT  PREPARATION   Hourly  charge:  $25  to  $35  per  hr   SPECIAL  HANDLING  

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