PSIGEN President Glenn Johnson places the company’s latest initiatives for the dealer channel in perspective.
One needs to be careful when speaking with PSIGEN President Glenn Johnson, otherwise you may be swept away by his unbridled exuberance when talking about his company and its expanding menu of document management offerings and a new reseller program. But when you realize he’s only doing his job—a job he’s passionate about—you cut him a little slack and sit back and listen.
Of late, Johnson has much to be excited about. Earlier this year, PSIGEN acquired Cabinet Paperless, a small document management solutions company, which resulted in the introduction of PSIsafe 11.0, a document management and business process automation solution based on Cabinet Paperless’s legacy SAFE program. PSIGEN has also been making enhancements to some of its other products and ramping up its software integration capabilities to better meet the needs of its channel partners. And who can blame Johnson for being excited about the expansion of PSIGEN’s relationship with Microsoft and its Azure cloud computing platform for cloud storage.
As a company that’s committed to the dealer channel, Johnson is particularly enthusiastic about PSIGEN’s first ever comprehensive authorized reseller program. He says the program offers resellers increased margins, education about the Microsoft SharePoint market, market development funds, and professional services assistance, including technical and dedicated sales development.
PSIsafe 11.0 complements PSIGEN’s existing PSIcapture advanced document capture solution. Available in on-premise and secure cloud versions, it also offers out-of-the box integrations with Salesforce and Redtail CRM applications. The latest version of PSIcapture, 6.2, reportedly offers enhanced accuracy and performance of the data attraction engine.
Johnson notes that for many dealers, the businesses they are selling to are already using products like Microsoft SharePoint, Office 365, Salesforce, and Redtail, a financial integration solution used by financial planners and CPAs. PSIGEN’s products, specifically PSIcapture, integrate with all of those.
Johnson adds that the company remains dedicated and focused on its integration strategy with third-party providers.
PSIGEN was asked by Microsoft to write a migration its cloud storage platform, Azure because of their long history of writing connectors for Microsoft SharePoint. With its new Microsoft Azure server-less storage, in both BLOB (Binary Large Object) and File storage connector, Johnson maintains it’s now easier for PSIGEN users to move data to the cloud. Users can also deploy PSIcapture in a Micrsoft Azure server environment, enabling clients to leverage the capture platform in a private cloud without having to acquire a server. Johnson notes that this is different than the Azure storage, but is still very powerful.
“As dealers get in there, people are going to be fighting for storage,” emphasizes Johnson. “When you walk into a business that uses Office 365, which has OneDrive, and OneDrive is SharePoint and backed up into Azure, it’s all coming down to that high level playing field—is it Microsoft Azure, Google, or Amazon Web Services [for cloud storage]?”
Johnson maintains that every independent dealer who sells some type of solution, whether it’s MFPs, software and MFPs, or capture software, is faced with this issue.
“Now you have all these companies, PSIGEN included, with a cloud offering,” observes Johnson. “In that world, that’s where the big playing field is—storage and content.”
Johnson believes that cloud storage, if it isn’t already, will impact incremental revenues for the independent dealer.
“In my humble opinion, independent dealers struggle with Cloud Services because they don’t know how to compensate their sales team, or how to build a sales program around this offering,” states Johnson. “If they can find an opportunity to use PSIcapture and use their hardware as a scanning device, they can put it directly into the Microsoft Azure platform.”
Johnson also likes to tout the company’s innovation in OCR, including quadrupling the speed of its OCR engine.
“We continue to drive innovations into our capture tools that improve efficiency, effectiveness, and offer tangible horsepower to our customers.”
While PSIGEN continues to make huge strides with its products and its third-party relationships, none of that matters if the company can’t help its reseller channel market those products. That’s the basis of the new authorized reseller program, which Johnson maintains will result in increased margins for resellers. The program, he says, is based on a cost-plus model, not retail-minus.
“It is a sell and sell again model, which most software is not,” says Johnson.
Another first for PSIGEN resellers is market development funds. The concept for these funds originated from conversations with several dealers already selling PSIGEN. Johnson expects this initiative to gain some serious traction because there are some very large players that are going to take on his products because of the authorized reseller program.
“It’s not the program,” clarifies Johnson, “it’s the relationship, they like doing business with PSIGEN and believe in the honesty and integrity that we possess. That’s been the direct feedback all the way to my level.”
When it comes to software, the educational component is critically important, and Johnson reports that PSIGEN will assist dealers in better understanding the market for Microsoft SharePoint.
“It’s not meant for them to be certified, but it allows them to understand directly from Microsoft, how their independent dealer business model can complement the Microsoft strategy.”
Johnson understands all of this won’t resonate with every dealer and every sales rep, particularly those who fear the software conversation will slow down the sales process.
“What we’re trying to do is not make it easier, we’re trying to help them understand and not be afraid to have the conversation,” concludes Johnson. “We’re trying to provide dealers with certified stable technology that if you involve us in the conversation, you can make more margin, increase your hardware pull through, and more importantly, have a trusted advisor in the technology space with our reseller program.”
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