Version Ones 'paperless office' technology is seamlessly integrated into all major accounting and ERP systems. With a typical return-on-investment of less than six months, Version One's solutions are enabling thousands of organisations to save dramatic amounts of time and money. Tony Bray (pictured right), Director of Version One, discusses the opportunities for resellers in this fast-growing market.
Q: Tony, thanks for agreeing to taking part in this Q&A. Can we begin with a look at your route to market?
A: Version Ones solutions enable the automated electronic storage, retrieval, management, enhancement and delivery of business documents such as invoices, purchase orders and statements. Because these solutions have such a fast payback, there is increasing demand from end-user organisations of all sizes. Our route to market is through channel partners primarily resellers of accounting and ERP software systems as our solutions tightly integrate into these systems.
Q: How do you view the current state of the European/UK market for your technology?
A: Paperless office technology has grown dramatically over the last few years, and will continue to be one of the fastest-growing software applications in the UK and Europe. One of the main reasons has been the cost of the underlying hardware, which has fallen significantly. With every month that passes, fast, hopper-fed scanners become much more affordable and functional and the capacity of hard disks continues to grow. This means that integrated document management and imaging solutions are now within the reach of every organisation no matter how large or small.
Apart from the obvious benefits of significant saving of time, money and space, more and more organisations are implementing this technology for reasons of compliance and business continuity and so the opportunities for resellers in this market are huge. With the growing threat of a UK Sarbanes-Oxley Act, the demand for paperless office technology will increase even further.
Q: Do you need to expand your current channels? If so, what kinds of partners are you looking for?
A: Although we already have over 100 channel partners, over the next 12 months we are looking to recruit an additional 20 channel partners primarily accounting and ERP software resellers.
Q: How will you support them?
A: We have been working with channel partners for over 14 years and, as a software author, we have one of the best channel programs available. Not only do we offer free demonstration software, sales training, technical training, sales collateral, etc., but our team of dedicated account managers also assists re-sellers with everything from helping respond to an ITT, to on-site demonstrations.
Of most interest to resellers are our lead-generation campaigns. Not only do our large telemarketing and PR departments generate leads, we also generate thousands of leads for our resellers from Version One's own Paperless Office seminars.