The ECM Channel

Understanding end users: An opportunity for dealers

Dealers can position themselves above the competition by becoming more educated on solutions in scanning and document management in relation to enterprise content management (ECM).  Learn how.

~Janelle Julien, Associate Editor
AIIM E-DOC Magazine

RFP ( “really frustrating process” )

Well maybe a bit brash with the title, but this post is in response to the upcoming RFP season, share my experience in the response process, and get others thoughts about the same.  Please take the time to share your thoughts as it’s very useful for the channel community to clearly understand how to deal with these labor intensive events.

This year my organization participates in several RFP responses in the content management and analytics spaces.  From our experience RFPs are generated for the following reasons or combination there of.

1.)    Satisfy due diligence and price shopping

2.)    To gain market understanding and vendor landscape

3.)    To use competition for the “fittest solution”

What scares us most about the process is an un-educated RFP creating outlandish un-educated responses.  For example in the case of OCR technologies an RFP that asks for 100% accuracy and no verification with a vendor response confirming this possibility and guaranteeing it.  Anyone who is experienced with OCR will realize this is an incorrect response in any case and would not attempt to claim such.  We have seen such vendors win in such a case and in the end cause a very bad situation that is hard to get out of.

What does the channel think about RFPs?  There are so many situations, some organizations welcome open communication prior to responses, others shut off all communication.  Some organization understand what they are looking for and are educated to the solutions, others are not.  In bids where there are several companies responding you get interesting situations like competing with customers, vendor consolidations, and unfortunately a handful of politics.  Share your thoughts

- Chris Riley, Artsyl Technologies, Inc.

Sharepoint: what are you doing about it?

I recently posted about the interest in Sharepoint vs traditional ECM technologies expressed by end users all over the country.  Thanks to all of you who have contacted me directly with your opinions on the subject. 

The interest continues to grow, from users as well as suppliers!  AIIM has responded to this interest (and clear need for education) in the subject, by incorporating it in the educational programs of two of our most important upcoming events.

I mentioned that one of the keynote speakers at our 32nd annual Document Management Service Providers (DMSP) Executive Forum will present on "Sharepoint:  the 800 lb. Gorilla".  This lively discussion invites service companies, resellers, and integrators to weigh in on whether Sharepoint poses a threat to, or opportunity for, their businesses.

We have just made the decision to theme the Fall 2007 AIIM seminar series with the title “SharePoint Meets ECM”, and dedicate the educational sessions to this topic. This theming will both expand, and energize, an audience that wants to know where their needs fit with SharePoints capabilities.  For traditional ECM vendors, the event offers an effective way to differentiate core competencies.  For Microsoft partners, and providers with MOSS integration/application hooks, the speaking and demo opportunities are ideal for reaching AIIM's audience of buyers from Fortune 1000 companies as well as the growing mid-size market. 

Sharepoint's entrance in the ECM space is impacting our industry.  Let's work together to understand and leverage these implications for growth and success.