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Customisation key to channel

Software innovation and specialisation is vital if the channel wishes to retain margins and satisfy customers, claims enterprise content management vendor FileNet.

Software innovation and specialisation is vital if the channel wishes to retain margins and satisfy customers, claims enterprise content management (ECM) vendor FileNet. Systems integrators who take the leap in this direction will see profits soar, claims Graziella Rossi, FileNet’s marketing and channel programmes director for South Europe, Middle East and Africa.

“What we need are companies who are able to think about new solutions. The technology must not just be deployed but also adapted to suit the specific needs of each user. Corporates are looking for differentiation, whereas the channel is only competing on price. End-users benefit from the customised product, allowing them move closer to customers while partners can make more revenue by charging a premium for their service,” said Rossi.

Niche markets such as ECM can command premium rates, but vendors in the past have struggled with issues ranging from local support to Arabisation. FileNet has brought on board local players with wide customer bases and software experience to address these issues.

“There is a boom in demand for ECM solutions that are able to manage both hard and soft copy material. Companies nowadays are struggling to cope with the amounts of information they deal with, and legal requirements force many industries to retain that information. FileNet has a select band of partners across this region, such as Jeraisy and Gulf Computers, who customise our technology to meet the needs of customers,” added Rossi

Rossi revealed that FileNet is in negotiations with a major systems integrator in Dubai and expects a deal to be wrapped up soon. “The ECM business is very healthy and smart channels recognise that high margins can be made from working with us. For every US$30 spent on our software, US$70 will be spent on services. But it takes a lot of investment from partners in terms of getting trained up, and having the staff on hand.”

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