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High-performance ECM Sales Training
Written and developed by:
Byron B. Aulick, CDIA+, ECMm, PDI+, Project+ [email protected] (508) 637-1508
V1.2 May 2015Copyri
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COPYRIGHT © 2015
No part of this document may be reproduced, electronic or printed, stored or transmitted electronically or mechanically without the expressed written permission of an executive or director of EWide Technology Solutions, Inc.For permission or if you suspect that this document or any portion thereof has been unlawfully copied, please contact EWide Technology Solutions, Inc. at 1-508-637-1508.
This publication is sold subject to the condition that it shall not be resold, traded, given away, lent or otherwise circulated without the publisher’s prior consent.
EWide Technology Solutions, Inc. accepts no liability for any claims, demands, losses, damages, costs or expenses suffered or incurred howsoever arising from or in connection with this courseware.
The information in this document is subject to change without notice. All trademarks are the property of their respective owners.
Copyright © 2015 by the ECM Institute
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WELCOME TO CLASS!
‣ First a thank you for attending! This shows dedication to your discipline.
‣ We believe NOW is the perfect time for digital imaging!
‣ We will provide you with the information you need to intelligently discuss the digital conversion of paper documents. And WHY!
‣ *Remember; An conversion sale has potential for “follow-on sales”!
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THE PRESENTER.. BYRON AULICK
‣OWN..
‣Ewide Tech, DataVault and ECM Institute
‣EXPERIENCE..
‣ 30 years ECM, 19 years Bureau, 15 years Teaching
‣3,000+ students trained..
‣CDIA, ECM Master, Needs Assessment, Sales, Bureau, PDI+, Project+
‣Bureau locations:
‣International -S. Africa, Philippines, Nigeria, Turks and Caicos, Ecuador, Haiti, Puerto Rico
‣US -Denver, Phoenix, Topeka, NYC, Brooklyn, Leesburg, E. Orange, Lancaster, Mystic, Eau Claire, more ..
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ABOUT TODAY..
‣Time: This is a 2 day class. Breaks and lunch are anticipated.
‣As such, your complete attention is needed. Cell phones should be off.
‣You will have time to comment and ask questions. Your input is the key to your understanding!
‣Student role-plays & assignments: Help you learn!
‣Lets get started...
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WHY ARE YOU HERE?New to “ECM” or scanning business.
Need to know what to say.. and what NOT to say
Want to be more knowledgable in conversation
Realize that without sales, you are an unemployed expert!
Now… your turn.. intro. 10 mins
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WHY YOU NEED TO BE HERE!
‣I firmly believe you can’t sell something you don’t believe in!
-Within the last 5 days; have you scanned paper, or uploaded into an ECM system?
‣What were YOUR reasons?? For, or against?
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Example:
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WE RESPECT WHO YOU ARE!This class does not teach you
traditional sales or ‘solution selling’.
Rather.. we teach how to strategically sell products and services that generate ridiculously high GP
Our focus is on high performance ECM sales:‣ document conversion‣ consulting‣ assessments‣ cloud and on-premise systems
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CLASS AGENDA‣CONCEPTS
‣THE PROBLEM
‣THE SOLUTION
‣MOTIVATION
‣VERTICALS
‣TECHNICAL
‣SALES
‣PRICING
‣CASE STUDIES
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CONCEPTS
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VOCABULARY ECM, CM, EDM, EDMS, DMS
SaaS, ASP, Cloud, Thin-client, Hosted
On-ramp device, Input device
Workflow/Collaboration, Process-centric Solutions
Kb (communications), KB (file sizes)
GB (groups of files), TB (total storage needed)
Thick-client, In-house (“on-premise”), Client/Server
Phases; Doc-prep, Capture, Index, Output, Archive, Retrieval
Data Extraction; Barcode, OCR/ICR, OMR, Match & Merge
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..all taught in CDIA+ training
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One benefit: Outsourcing allows clients to stay focused. True or False
Why not use high school kids to scan documents?
By the end of 2015 ECM should be a [?] Billion market
One benefit: Simultaneous, multi-person access. True or False
WHAT DID WE LEARN?
$4.2B
True
They’re not trained professionals
True12
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THE PROBLEM
v2.513
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PAPER…LOTS OF IT
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ANNEXURE D : STORAGE
ANNEXURE D : STORAGE
ANNEXURE D : STORAGE
..tell gold mine story15
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WHAT IS A PAPER FILE?‣ Paper is a form of media that has been used to write information on
since the beginning of recorded history.
‣ It contains “corporate knowledge”.
‣ Paper is the ‘expected’ media that corporate knowledge is written on.
‣ Paper is tangible and physical.
‣ Paper is crucial to business decisions!
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COST OF PAPER?
Total filing costs: 75% for salaries20% for space5% for equipment
Total maintenance costs:$25,000 to fill$2,000 to maintain each year
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WHY NOT PAPER?
‣Hard to index (your phone?)
‣ Time consuming
‣Hard to track workflow
‣ Requires large physical storage facilities
‣Costs.. paper clips, staples, folders, paper..
‣Can be destroyed by fire [or water]
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How much does it cost to fill a file cabinet?
What is on the paper?
What percentage of all paper documents can’t be located?
What happens if you can’t find a file?
WHAT DID WE LEARN?
5%
Recreate
Corporate Knowledge
$25,000.0019
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THE SOLUTION
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DIGITIZE!
❖Findfilesfromyourdesktop!
✓Allbenefitsofelectronicfiling
requirescanningfirst!
✓IftheSupremeCourtofUSA
scans,thestageisset..
✓PresidentObamasetaside19billiondollarsforEHR Cop
yrigh
t © 20
15, E
CMINSTITUTE.C
OM
ROI FOR GOING DIGITAL
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MOTIVATION
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‣ Business Challenges- Staff losing or mis-filing paper
• “pharmacy” or “farmacia”• alpha, topical, transactional• 80% say easier to find on web than
on their internal systems ‣ Audits‣ Move towards ECM‣ Automate retention schedule
CHALLENGES
WHAT DRIVES THE NEED?
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WHAT IS ‘COMPLIANCE’Before we get into this.. WIKI says;
Compliance means conforming to a rule, such as a specification, policy, standard or law.
<however>
Regulatory compliance describes the goal that corporations or public agencies aspire to in their efforts to ensure that personnel are aware of and take steps to comply with relevant laws and regulations.
WHY DO YOU CARE? If your prospect needs to do something, and you can help them do that..you become attractive.
In this example, the government has told them they MUST comply with a law. Help them and they will love you!!
Prospect says “You can keep me out of jail? Really...I want to talk to you!”
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If you don’t know the law it doesn’t pertain to you.
Scanned piece of paper is roughly what size in KB?
Increased findability of documents is the number one driver.
What happens if you have multiple copies of a file?
WHAT DID WE LEARN?
True
You don't know which one is the best
25KB
False26
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VERTICALS
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VERTICAL MARKETS: HEALTHCARE
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“MEANINGFUL USE”The American Recovery and Reinvestment Act of 2009 specifies three main components of Meaningful Use:
1. The use of a certified EHR in a meaningful manner, such as e-prescribing.2. The use of certified EHR technology for electronic exchange of health information to improve quality
of health care. 3. The use of certified EHR technology to submit clinical quality and other measures.
Source: www.cms.gov/EHRincentiveprograms
There was Stage-1 (2011/12). There is Stage-2 (2013/14) and Stage-3 (2015).
If the physician can demonstrate that Meaningful Use criteria has been met, they qualify for $45,000 to pay for EHR, of the $19.2 billion set aside.
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VERTICAL MARKETS: LEGAL and BANKING
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Law offices have traditionally relied on paper filing systems for document storage and retrieval. Paper records however, are extremely difficult to manage.
A document imaging solution can solve many of the storage and retrieval problems inherent in paper filing systems while simultaneously reducing business costs.
Benefits: Increased production: The speed of many routine office procedures are increased.Decreased staff requirements - Increases in production can be handled by current staff.Increased access to current information - Quick and accurate updates of indexes throughout the organization decreases information retrieval time and increases accuracy of information. Decreases in human filing mistakes - Legal practices often spend 8 or more hours to locate misfiled documents.
GENERAL INFO..
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TECHNICAL
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‣Different solutions are available, with different ‘methodology’ at the core. You must understand these in order to explain to the client, and guide their decision to fit their specific requirements.
‣We suggest conducting a needs assessment first.
-Diagnoses before Prescription!
..tell arm falling off & marker story
SOLUTION OPTIONS...
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v2.5
SALES
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CAN WE CONVINCE THEM THEY CAN?
Now that will work!35
❖Talk-free.Consult-notfree❖Discusstheirworkflowandbusinessneeds❖Educate[seminar??]
❖Assess[ornot..]❖Getindexingdetails[inwriting]❖Sampleor‘Proof-of-concept’❖Agree.Propose.Sign❖Pickup❖Begin..
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PERCEPTION‣The client’s perception is REAL! To them, what they perceive is actually happening, even if it is not.
‣You must discover any perceived objections early in the game, prior to continuing.
‣You could [COULD] waste your time if the perception can not be overcome!!
Tell “can’t live without paper” story (CPA firm in Worcester)36
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TAKINGYOURPIECEWHATINCOMETOEXPECT
SCANNINGSERVICESALONE,WHENDONECORRECTLY,CANBRINGINAPROFITMARGINOFUPTO80%
LET’SSEEANEXAMPLE
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How would you do that?
WHAT DID WE LEARN?
Seminar or face-to-face
What is gained by using their machine for the demo?
When would you conduct an assessment?
What will educating the prospect do?Help them realize how much they
presently spend
When they don’t want to repeat the problems
Actual ‘hands-on’ shows it is simple to use
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Is 50 to 80% reasonable for GP?
WHAT DID WE LEARN?
Yes
Knowledge breeds confidence True or False
Why should you research your competition?
Name three ways to make money1. Document conversion 2. Consulting 3. Storage in an ECM system
To understand their strengths and weaknesses
True! And confidence sells more!
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IN CLOSING..
Where do you want to go from here?
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..next slide..
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NEXT STEPS..‣ Partner with us to;
‣ create and deliver webinars to showcase your offerings
‣ typically twice a month.. Why?
‣use us to represent you on phone calls or joint presentations
‣help you with proposals
‣ create and deliver Breakfast Seminars (one to many)
‣ conduct product roll-outs for existing clients
‣ further your education
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be your subject-matter expert, on call…
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CONTACT US
Byron [email protected]
(508)637-1508 office (508) 314-7097 cellbyronaulick SKYPE
We can help you be SUCCESSFUL!
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