Inside KOM Day 2 – Document Imaging 2011

 “You may have read about Kodak in the news lately. CEO Antonio Perez commented on the Document Imaging division in his recent address to Wall Street Investors highlighting this division’s market growth and solid cash flow generation.” Again Kodak executives focus on the Channel Partner message.  “We need your help to extend new solutions to our customers.”    – Tony Barbeau, General Manager

Mr. Barbeau made sure to be specific about the needs of customers in the document imaging solution space.  This was well received by the partners as enthusiasm spread throughout the room.  Bud Webster and Russell Hunt did a tongue in cheek ‘cheesy’ unveiling of some of the new scanner models being released. Mr. Webster introduced the i5000 will deliver superior productivity with advanced features. This scanner doesn’t slow down when you turn on the advanced features; dynamic flow technology allows the scanner to deliver enhanced image quality and performance. Mr. Hunt introduced the i2600 workgroup and department scanner, this unit delivers the sharpest and clearest document image clarity on the market. The ease of use has been increased with one button scan to SharePoint and an LCD operator panel for the user. When the scanner is not in use the unit swivels upright to provide a near zero footprint this makes the scanner ideal for tight workspaces. Some have said all it needs is a handle for easy portability. Kodak provides a three year worry free warranty term for the Kodak i2000 scanners. This gives customers the peace of mind to purchase a world class scanner that provides 3yr advanced replacement.

Kodak continues to deliver high end microfilm solutions with the i9600 ImageWriter. I know this is still an important function for long-term archival of historical or vital records but it sure seems old school. Nevertheless the Kodak ImageWriter leads the market in performance, durability and feature set.

Russell Hunt went on to comment that, “We remain committed to improve and enhance our process for deal registration to protect opportunities. We are committed to communication about our programs and products. We want you to understand our vision and corporate strategic direction. We will provide you with effective tools to drive business.” “Kodak wants you to be loyal to Kodak, to be a strong ambassador of our products and services. The Channel Partners can help foster open communication and increase sales to help Kodak document imaging group drive growth”.

According to Mr. Hunt no competitor offers what Kodak does in terms of Industry Commitment, End User Knowledge, Technology and the People to help drive customer satisfaction and growth. We are focused on helping you be profitable and successful; in turn this will enable us to drive our growth and goals for revenue targets.

Next up SharePoint took the spotlight with Mike Gannotti; Senior Collaboration and Technology Specialist http://www.seproductivity.com with Microsoft. You can find him on facebook http://facebook.com/samurai.mike and twitter http://twitter.com/gannotti

Opening SharePoint facts from PowerPoint 2010 Slide Deck:
• 100M+ seats of licensed SharePoint software and growing
• Windows for the Internet
• 1900 publicly reference able internet sites, Ferrari was used as sexy example

I thought it was cool that that Mr. Gannotti shared Microsoft’s internal nickname for SharePoint, ‘Pac man’. Just like the video game of the 1980’s SharePoint gobbles up other Microsoft technologies and is positioned to be the cornerstone of everything Microsoft does for Web2.0. After Mr. Gannotti’s presentation I asked Mike what he thought the single biggest revenue opportunity was for the Partners in the room. He stated that he thought Workflow consulting was a big area. This is important because Systems Integrators like to consolidate Software Sales, Maintenance Contracts, Professional Services and Hardware to give customers a single point of access.  Personally we have found that the revenue opportunities around SharePoint services are valued at a much lower rate than other project work our company does. There seems to be way more buzz around SharePoint than actual Partner revenue being generated. Eventually Partners have to see the dollars come in before a wholesale shift to focusing on SharePoint solutions occurs. As a Microsoft Gold Partner we are skeptical that the revenue opportunity is significant, we have invested time to generate revenue around SharePoint services and projects without much return.

In Conclusion I must first thank John O’Grady, Tony Barbeau, Russell Hunt, Sophia Marchi, Jeff Shuey and the entire Kodak team for the hospitality they showed me as one of a thousand attendees. I was surprised at the amount of focus on the Latin American Region (LAR) in terms of excitement for growth and revenue generation. I believe the America’s partner community and region has much to offer Kodak in terms of innovation, sales and growth. The event continues through the end of the week for Kodak Employees with the Circle of Excellence Awards.  Check out http://twitter.com/jshuey for more updates throughout the event.

 

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