The Power of Partnerships
Working with other companies and their staff to deliver a product and service to a customer can be an enlightening experience. I have recently been working with 4 of the top leading scanner manufacturer partners to assist a healthcare customer with their distributed capture initiative-with the evaluation and the purchase of 160 desktop scanners for capturing patient intake information.
The customer evaluated the 4 manufacturers’ desktop scanners. A number of factors influenced the healthcare customer on their decision to work with ImageSource and to purchase the following scanner evaluated:
- The ease of use of the scanner equipment and software
- Availability of the manufacturer’s sales person and sales engineer to be on-site to install the scanner, the numerous conference calls to answer questions that unfolded due to the testing of the scanner and every question was treated with utmost importance.
- The attention to detail by both ImageSource and manufacturer to modify the demonstration of the scanner and that the scanner software solved a number of their various documentation challenges (for example – the patient intake documentation varies is size, thickness and also includes plastic cards)
- The high level of thorough communication between ImageSource and manufacturer (In the customer’s eyes it seemed they were working with one company, not two!)
The greatest learning experience and also the most important factor that made this a stress-free process was the level of trust that was initiated, grown and experienced by all parties involved;
- From the customer perspective: Working with two teams from different companies- it did not matter who they called (whether it be ImageSource or the manufacturer), they received the same high level of service from both companies. Both companies kept each other informed of the conversations etc. they had with the healthcare customer, therefore alleviating any miscommunications or misunderstandings.
- From the Reseller vendor (ImageSource) perspective: The high level of communication and interaction with the manufacturer’s sales team created a streamlined cohesive focus to ensure the customer received what they REALLY required from a scanner.
- From the Manufacturer perspective: Being able to rely on a vendor partner that has the knowledge, expertise in Enterprise Content Management (ECM) and initiative to go the extra step – to focus on how to solve the customer’s challenges, not just sell a scanner. It gave us the manufacturer room to really excel in presenting how the scanner and software was the solution to the customer’s challenges.
It is refreshing to experience this unique partnership among the customer, vendor and manufacturer. And I know from all involved, that it set the stage for a high level of expectation in the future opportunities to do business together. This experience reminds me of this quote I saw recently:
“If we are together nothing is impossible. If we are divided all will fail.” Winston Churchill
Entry filed under: AIIM, Bell & Howell, Canon, Distributed Capture, Document Capture, Document Imaging Solution, ECM, Front End Capture, Fujitsu, High Production Scanner, ImageSource, Kodak, Kofax, Nexus, Panasonic, Scanners, Wide Format Scanners. Tags: Distributed Capture, ECM, healthcare, ImageSource, reseller, scanner, scanner manufacturer, Winston Churchill.