John Stinchcombe, Sales Director - Ascent Software, UK, Ireland, Scandinavia & South Africa, Kofax Image Products, Motion Media Technology Centre tells us about the opportunities the company offers the document management channel.
Q: What is Kofaxs route to market?
A: Kofax global network of distribution partners provides our products to resellers and users around the world. Resellers, system integrators, value added resellers (VARs), dealers, and independent software vendors (ISVs) can contact a local distributor based on their location.
Regarding our broader business, one of our core values is to cooperate with and share success through corporate partnerships. Since our inception, we have committed ourselves to working closely with the worlds most experienced and professional business partners to address the specific vertical needs of users in information capture. To date, thousands of Kofax partners in 60 countries have chosen our products and are authorized to sell our capture applications throughout Kofaxs global service network.
Q: Why do you think partners and customers choose Kofax? And, why should new partners choose to work with Kofax?
A: Two reasons: technology and support. Information capture is a rapidly growing market due to more and more enterprises realizing the importance of utilizing and maximizing all of the content that passes through their doors in the form of paper documents, forms, emails, phone calls, PDFs, web copy, video, and so on. This growth presents a tremendous opportunity to our partners, as Kofax is the technology leader in information capture.
On the service side, Kofax provides our partners with extensive expertise, training and a comprehensive product offering in information capture. Our ready-made capture products (i.e. Ascent Capture Platform), is unmatched in terms of modularity and openness. As result, we are able to rapidly add and improve their client solutions.
Q: How do you support your channel?
A: Kofax has a long-standing reputation for providing our resellers with the best service and support on the market. Our objective is to arm our resellers with everything they need to close sales and improve their bottom line with Kofax products. Our pre and post-sales expertise, training and a comprehensive information capture product line are the primary ways that we support our channel partners.
In addition, Kofax conducts its annual Transform event, a worldwide conference for the companys channel and technology partners. The event includes a European tour that enables Kofax Certified Solutions Providers (CSPs) to learn new technologies, share best practices, provide feedback to Kofax executives and network with other successful Kofax partners.
The annual event is sponsored by many of the leading players in the content management and information capture markets. Many of Kofaxs partners demonstrate their latest technology offerings and provide critical market intelligence to help Kofax CSPs grow their bottom line.
This years event, Transform 04, travelled to eight different European countries, including the United Kingdom, France, Germany, Italy, Spain, Switzerland, Denmark, the Netherlands and the Czech Republic.
Q: What benefits and incentives do you offer to your existing partners/new partners?
A: We offer dedicated service and support representatives to our partners, along with demo unit pricing to enable them to trial run the products, no-cost marketing materials, special incentive pricing and promotions, and lead referrals.
Q: At what times of the year do you recruit new partners?
A: Kofax is continually recruiting new partners from around the globe, and has seen tremendous success in building its base of resellers, system integrators, VARs, dealers, and ISVs.
Q: Do you want new partners now?
A: Yes. Our partners are our lifeblood. Many resellers, VARs, systems integrators and ISVs recognize that information capture is becoming a vital part of any business process. With Kofax solutions they can collect large volumes of documents, transform them into useful electronic information, and then deliver it all into a variety of workflow and document management systems. Kofax solutions can help maximize our partners sales efforts when approaching any of these types of applications.