Articles
Integration Expertise Leads To Big ECM Sale
August 20, 2007
•Case Study: Computer Services Inc.
Many ECM (enterprise content management) hardware/software resellers complain about thinning profit margins. But, for VARs/systems integrators like KeyMark Inc. that offer professional services and ECM solutions, decreasing sales revenue is a nonissue. How does this systems integrator differentiate itself from its competitors? It takes a consultative approach to selling ECM. Plus, it leverages its integration expertise to provide its customers with integrated applications. One recent customer win that illustrates KeyMark's strategy was with Computer Services Inc. (CSI), a banking service bureau that works with more than 3,000 financial institutions in the United States.
Demonstrate The Benefits Of Invoice Processing Automation
KeyMark first came into contact with CSI's AP (accounts payable) manager at a Microsoft Convergence convention, which was geared toward Microsoft Great Plains accounting application users. KeyMark, which is a Microsoft business partner, had a booth at the show and was demonstrating an OCR (optical character recognition) for AnyDoc application. "At the time, CSI was manually processing about 30,000 paper invoices per year, and it was looking for a way to automate its invoice processing and improve its accuracy," says Jim Wanner, CEO of KeyMark. "Our demo also incorporated AnyDocINVOICE, a semistructured forms processing technology that recognizes multiple invoice formats [e.g. ‘Invoice Number' and ‘Inv. #'] and automatically locates and extracts the appropriate data from each field [e.g. customer number, invoice amount, invoice date]."
•Case Study: Computer Services Inc.
