Our panelists share the elevator pitch for their products, and discuss software development trends, what’s new for 2019, and suggestions for thinking beyond the box sale.
Show me a dealer who isn’t aligned with one of the many software providers servicing the dealer channel and I’ll show you a dealer who isn’t long for this world. Those are harsh words, but I’d be surprised if there was a dealer still doing business today who doesn’t have a relationship with at least one software company.
When the discussion turns to software, more likely than not, the conversation revolves around document management/ECM, document capture solutions, and print management. The past two years, our virtual panels focused on document management/ECM (2018) and print management (2017). Previous virtual panels featured a potpourri of software vendors with disparate programs. This year, we’re going back to that format, focusing on eight different software companies””four of which offer document management/ECM, two that offer capture solutions, and two with print management solutions. We’ve asked representatives from each of these companies to answer five questions. Our first question is tailored specifically to the type of software the company offers. The final four questions are relevant to all software providers.
Participants include Laryssa Alexander, president, field service division, ECi Software Solutions; Chris Brown, director of sales and marketing, PSIGEN Software; Dave Farrell, Papercut Americas regional director (ACDI); Taylor Grosso, director, channel sales, Laserfiche; Max Ertl, president, sales and marketing, DocuWare AG; Josh Lane, president, ACDI (Papercut); Stacy Leidwinger, vice president of product, imaging division, Kofax; and Stephen Young, president and CEO, Square 9 Softworks.
We’re hearing a lot about the importance of having an ECM solution in the dealer channel. For those dealers who are not in tune with what ECM can do for their customers, what’s your elevator pitch?
Ertl: Digitization of documents is the way forward for any modern business. A good ECM or content service solution will improve core processes and strengthen the foundation for employee productivity, providing measurable cost savings to that business. One of the customers about whom we created a case study, told us they have saved $22,000 on paper-based office supplies and 800 man-hours in just one year! The right document management solution allows for the redeployment of staff to other key or strategic processes that will drive business profitability ““ and what business doesn’t want that!
I like to give the example of accounts payable as one area where digital solutions such as ours, help to easily and securely capture, route, process, and archive incoming invoices. The ability to expedite payments with automated workflows ultimately speeds up the process by reducing the need for human intervention and making this a quick win for accounting teams.
Increased Cloud and Tablet access has changed the whole industry, including the dealer channel. In order to retain existing customers and attract new ones, dealers must offer new solutions and better services. DocuWare is a great way for them to expand into the lucrative arena of cloud-based solutions. This is also a more sustainable business model that allows them to sell more professional services while also building trust with their customers.
Grosso: An ECM offering allows dealers to extend their reach within their existing client base. Offering an ECM solution means dealers can go beyond the capture of paper documents and enable customers to manage those documents over their entire lifetime. Additionally, ECM opens up endless opportunities for modernizing the customer’s internal processes by taking them digital. This adds tremendous value to customers and aligns with the broader shift to a services-based economy we have seen within the dealer channel.
Young: A primary focus for most organizations I speak with is their commitment to a digital transformation strategy. This term encompasses far more than just scanning their paper into a PDF format and replacing their file cabinets. It’s about looking for ways to improve the management of information collectively””whether it’s on paper, in emails, through web forms, and even within video and audio files.
At the center of every digital transformation strategy sits the ECM solution, taking information in, regardless of its format. Dealers have long been the providers of tools for managing the storage and distribution of information””whether it was printing it, copying it, or faxing it.
As the print industry continues to evolve, it’s important that the dealer understands how to interact with the new direction of information management, and more importantly, how to use it to their advantage. From my perspective, for dealers to continue as the primary source of information distribution tools, they also need to be able to deliver the solution that will sit at the center of it all.
Document capture has been gaining in importance for more companies as they digitize more and more documents, and one would think the dealer channel would be well in tune with the importance of having a document capture solution among their solutions offerings. What’s your talk track to convince a dealer to consider offering their customers something different from what they might already be selling?
Brown: I think anytime you offer a true differentiator you can really change the game, especially one the competition doesn’t see coming. Advanced capture is that tool for the dealer channel. They can actually increase profits through increased overall deal value that provides payback to the customer and increase their account “stickiness” by offering a very addictive, powerful, crazy easy to use connection to anywhere their employees want to push information to. Their customers rarely see software that actually does pay for itself by reducing processing hours and increasing company efficiencies. Once those savings are realized, it is just like the old days of MPS, when the savings can then be reallocated to something else the customer needs, and the dealer sells. The great part is that not many dealers currently practice entering through the “side door” with advanced capture and closing a deal before anyone knows there is an opportunity to be had. If you lead with decreasing the very real pain of data entry and document processing, it opens many other opportunities within that company.
Leidwinger: Organizations are beginning to re-evaluate how they use capture and the role of capture within their organization due to increasing external pressures such as:
- Operations pressure: Companies are turning to technology and automation to alleviate growing demands on the physical workforce, especially as it relates to automating large volumes of work, which prevent focus on more strategic activities. For this reason, digital transformative solutions such as capture, machine learning, and Robotic Process Automation (RPA) are increasingly being positioned as providers of additional, “digital” capacity to organizations. With Kofax’s Intelligent Automation platform of transformative technologies, customers can automatically ingest information from wherever it originates, in any format (paper or electronic), as soon as it is available””from any source (scanners, mobile, web)””and immediately deliver it to the right people, systems, or complementary technologies for downstream work. The Kofax IA platform “˜hyper-connects’ the enterprise, bringing together people and a platform of interoperable technologies to improve the speed, accuracy, efficiency with which work can be done. The Kofax IA platform also integrates with third-party technologies, making it easy to use it among a broader set of digital transformation solutions.
- Security: The content sitting in an organization’s documents is an area of risk. If processes are not adhered to, this information can easily be exposed and leaked, representing an area of concern. When capturing from an MFP for example, it is critical that workers authenticate to use scan and are secured around locations they can capture content into. You do not want someone without proper permissions scanning sensitive information into their email or other insecure locations.
- Compliance. With increased compliance pressures of regulations like GDPR, the need to reduce manual data capture and automate how information flows through an organization is increasing. This is driving organizations to re-evaluate how they handle capture, specifically how and where information gets routed automatically to ensure only data that should be seen is viewable by those with the right permissions. Integrating capture with more intelligent output management is growing in need in regulated industries, like healthcare and federal, which are seeking capabilities that will automatically redact Personally Identifiable Information (PII) data or even stop the routing of information to locations like email if PII data exists.
In addition to these external drivers, we are seeing organizations look to buy integrated intelligent automation solutions that include a capture capability. Kofax software in the device provides extensibility, so the device operates as one channel among many. All channels of document capture (MFP, large-scale scanner, mobile devices, websites, email) can use Kofax software to ingest documents consistently into a business process. This delivers greater efficiencies, allows standardization of processing, and strengthens compliance and auditability. More organizations are looking to build an intelligent automation platform that includes not only capture, but also capabilities such as robotic process automation, BPM, and analytics.
Similarly, organizations that are handling a lot of their capture at the MFP are looking to secure and manage their processes for print and capture with the same platform, ensuring authentication and auditing is handled consistently. It is the combination of new, external pressures and the opportunity to buy into a platform that goes beyond traditional capture. Dealers are looking at new ways to sell and build out their capture portfolio.
It seems as if the dealer channel is awash in print management software options. As a provider of a variety of print management solutions, what’s your talk track to convince a dealer to consider something different from what they might already be selling?
Alexander: It is less about switching and more about ensuring they are using the best solution for them. We get to know our customers and encourage them to take advantage of any number of the solutions we have to offer””whether it is connecting their device data to e-automate, adding in user management capabilities, or providing additional tools such as Mobile Mapping or total cost of ownership. We can truly tailor their business management solution to meet their unique needs from device management and ERP to add-ons for service, inventory, and more.
Lane: Free stuff! Seriously, and far from that, I believe it’s about arriving together at the same conclusion that choosing PaperCut and ACDI is the best choice they can make for their business and their customers. Our approach is one of mutual benefit. “Let’s chat about who we are, what we offer, and learn more about your dealership to see if we’re a good fit.” We believe this approach allows the reseller to share what’s important in their evaluation, generally speaking, what’s currently lacking with their current vendor/product, and then, we can tailor our talk track accordingly. We shouldn’t be afraid to ask what they currently like about the product, pricing, programs, and people in their current situation. All four areas should act as a guide if ACDI and the reseller take the next steps together in a professional relationship. The key for our team is to focus on what is important to the potential new reseller and to accentuate the positive.
Many dealer sales reps are still beholden to the box sale. What can you as a software provider do to help a dealer’s sales reps embrace a solution such as yours that might have a longer sales cycle?
Alexander: We work with our customers, and provide solutions and content to help them make the business adjustments necessary to succeed in today’s rapidly changing office technology landscape. We believe we can make the biggest difference by helping them to think beyond what they know and embrace new revenue opportunities through user management or using the remote monitoring tools to actively uncover new opportunities. Additionally, we suggest a remote monitoring solution and a data collection agent such as PrintFleet’s or FMAudit’s be included in the contract requirements with their customers.
Brown: It starts at the top: First, PSIGEN can help dealer owners and principals on how to position software products to enhance revenue and maximize profit potential. We have resources on staff that have excelled in creating highly profitable programs for leading dealers in the industry.
Second, dealer sales reps need training, but everyone does that. So, what makes PSIGEN different? We also mentor our channel partners in all aspects of their business. We are here to help our top tier partners in executive-level business planning; sales-level account acquisition; as well as post-sales implementation and support. We are accessible and relationship-driven, just like our dealer partners.
Third, we provide differentiation. Not every dealer sales rep understands how to position software or feels it will drive enough margin into a deal to be worth the extra hassle. Why slow down the deal, right? By starting from a place of strength, we can not only help sales reps differentiate themselves in the “dogpile” of equipment (and soon to be Managed IT) churn, we help them build trust with customers and become the “go to” source for all information solutions.
Ertl: The sales cycle for our preconfigured solutions ranges from 2 and 10 weeks. These solutions offer a faster implementation time resulting in higher sales volumes. Time spent on sales training is much less than for on-premises solutions Therefore resources such as staff size can remain the same and profit margins are wider. DocuWare’s new preconfigured, cloud-based applications for accounts payable and HR are scalable and include the functionality of all our modules. Shorter installation times complimented by seamless integrations into an organization’s current IT ecosystem are big advantage points. These features, along with low monthly subscription costs, make it more appealing to dealers.
Finally, the in-depth training we offer allows dealers to easily shift from focusing only on product selling to a more prescriptive and consultative sales model.
Grosso: First, I would like to say that software is not a substitute; it is a complement to all the hard work that was put in to get that device purchased in the first place. At Laserfiche, we work to empower the dealer reps to maximize the sale by providing a dedicated team for sales support. We help with all the heavy lifting so that our dealers can stay focused on augmenting and adding value to every opportunity. This hybrid sale will set up large residual income streams for the reps that embrace it and leverage the resources we provide. We also encourage our channel partners to focus on commonly used business processes””for example, new employee onboarding””automating and streamlining those workflows for a customer and then duplicating that success. With each deal, they add to their knowledge of the technology, the customer and the industry so they can shorten their sales cycle.
Lane: ACDI knows our role is helping our partners meet their various business objectives, winning more net new business, increasing customer retention, adding revenue to equipment offerings, and so on. A solution like PaperCut was designed for all these objectives. Additionally, our sales training, marketing resources, and reseller programs are designed to help our resellers and their sales teams embrace this as quickly and deeply as possible. In addition, it’s got to be a consistent message from the top at the reseller. If the reseller says they’re a technology-forward, solutions-minded reseller, then where does the PaperCut pipeline review fit into the weekly sales meeting? Is there a public scorecard for quotes, closed deals by rep, or machines sold, all tied to PaperCut or whichever solution helped win the deal? Persistence helps you get it; consistency helps you keep it.
Leidwinger: Box-selling approaches are indeed deeply ingrained. However, the addition of software and solution options expand the selling opportunity without delaying the box sale. The box sales become more distinctive versus competitors because of the upside potential for the buyer of a box that has powerful software inside and that is connected to a broader software portfolio leveraging AI, RPA, and other tech in an intelligent automation platform.
Capture can represent an off-cycle opportunity for dealers to go sell into an organization. Capture is not just limited to starting at the MFP but can be used to drive other business processes. By going in off-cycle and talking about improving business processes, dealers cannot only drive sales but become “stickier” into an account. Kofax is launching product that helps with this even further, ensuring that if you do buy print software during a lease cycle you can seed capture and then grow. Many dealers are looking to augment their software sales and become more ingrained to the business. Kofax solutions can help with this. Kofax also has introduced an integration with capture and PDF technology (specifically, Kofax Power PDF), which enables an organization to output direct to PDF and store in appropriate data repositories. Power PDF 3 serves as an alternative to Adobe Acrobat and is an easy sales play to help get a dealer into the door in an off-cycle motion and then start exploring additional business opportunities.
Young: For years, ECM developers have tried to get the office equipment dealer to adapt to a more solutions-based approach when selling their products. This has led not only to longer sales cycles, but also to protracted payment periods, which disincentivize the rep from embracing an ECM strategy.
Square 9 has recently introduced a new cloud-based solutions approach called Business Essentials, which changes the way ECM solutions are sold. In this approach, we’ve created standardized solutions that address the most common issues the dealer’s customers face. This includes managing information in accounts payable, accounts receivable, contract management, and human resources applications.
The result is a solution that can be easily presented, sold, and delivered in far less time than competitive products on the market. It also means that dealers and their reps are paid quickly. As a result, we are seeing a dramatic change of attitude in the dealer who was historically more box-focused. They now see an opportunity to address their customers’ needs in a way that increases value and profits but doesn’t negatively impact their core focus of equipment sales.
What traits do the dealers who are successful selling your software have in common?
Alexander: Successful dealers are providing solutions to their customers that really address their needs. Similar to your question above, it is less about one feature and more about managing the customer environment holistically. They are providing a tailored solution that includes more than print such as proactive supplies and service fulfilment, in addition to providing an exceptional customer experience.
Brown: Executive focus, company understanding of complex software and the deployment process, technical resources, a few sales champions (You don’t need to win over everyone) within the organization that take it to the street, and a desire to offer the differentiator before their competition does.
Ertl: Successful dealers understand that this is the future for their business, hence the change is led by the owners and top management. For those interested in learning more and taking the path to a more profitable business, we can show them how. Our partners appreciate our help and expertise and utilize our tools to make the shift to a sustainable business model. Our most successful partners are the ones who not only know how to customize our solutions, but also proactively help their customers and understand their overall business needs.
Grosso: Our most successful channel partners are forward-thinking. They share Laserfiche’s visionary outlook and fully embrace our solution as one of their core product offerings, fully integrating Laserfiche into their compensation structures and human capital requirements. This typically requires an investment from the leadership to fully understand the market opportunity, as well as how the product generally works to meet those needs.
Laserfiche approaches relationships with customers and dealers as partnerships, and we want the dealers who carry our software to view their relationships with their customers the same way. It’s not about a one-time sale. We are constantly developing new features and evolving the product; our customers are growing and their needs and expectations are changing. Dealers who understand that are the ones who are the most successful.
Lane: You’ve got to have a great sense of humor to be successful in our industry! My favorite resellers are the ones who wag more and bark less. While they take their business seriously, they don’t take themselves too seriously. Also, it may sound cliché, but I find if a reseller has a realistic and balanced approach to selling solutions, this helps their team ride the highs and weather the lows. Sales teams that share success stories, learn from their losses, and stand back up in the constant face of adversity are the ones who set a target and then get their fangs out.
I’ll give you an example on the other end of that comment. If a reseller won’t even participate in a conversation about setting and chasing a solutions revenue target (annual or quarterly), then we’ve lost before we started. Resellers who take the view #betterthanyesterday are more likely to collaborate with their vendors, participate in pipeline reviews, and thirst to understand sales tactics that other successful resellers are winning with. Recently, I was sitting with a dealer principal who smiled at my questions regarding 2019 objectives and merely stated, “You can’t predict this stuff. If it happens, it happens.” OK, great. I now know where we stand and can build a territory game plan around that passive mindset. The dealer across town who says, “I have an aggressive plan this year and I could use some help,” will get as much attention as they can handle.
Leidwinger: Dealers who are looking to have a long-term customer engagement and ensure they are helping organizations work like tomorrow today turn to Kofax. They are looking for solutions that have a robust set of capabilities but are easy to talk through with the end customer and based on the value delivered.
Young: In years past, I would have said the key for dealers finding success in ECM sales was focus and commitment. It was important for us to have the full support of the dealer principal and their buy-in on a program that required them to invest in resources, while maintaining a long-term vision of what a solutions practice could become. Without these two traits, the dealer would be unwilling in making the long-term investment in personnel required to build a solutions practice.
To some extent, that is still true today, but the landscape has evolved greatly in recent years and that is not always the case. We naturally need the support and buy-in of leadership to ensure the focus of their sales teams, but the commitment of resources has changed. There are still very solutions-focused organizations that have built strong teams of sales and technical professionals. As a result, they bring a higher level of value to customers with their expertise and understanding of process improvement. These organizations, however, are becoming rarer as dealers increasingly rely on their vendors to deliver those resources.
These days strong vendor relationships are defined by two things: the resources the vendor brings to the table to ensure success, and their commitment to protecting the relationship the dealer has with customers. As a result, the key traits required from successful dealers are now focus, confidence, and trust. Top-down focus is important to ensure the proper activity levels are there to support vendor efforts. But equally important is having confidence and trust in the process, and the belief that the vendor will protect their relationship with the customer at all cost.
What trends are currently having the biggest impact on your software development?
Alexander: Cloud and mobile. We are working very diligently to ensure all of our core products are available in the cloud and building out an ecosystem of native mobile applications to help with device assessments, total cost of ownership, device mapping, CRM, and field service needs.
Brown: The benefits of cloud and ubiquity of access anywhere are really playing a major role in our development efforts today. We not only have an ever-increasing number of customers moving in this direction, but we have seen tremendous benefits on our own. Compliance and privacy are really heating up, and if you think that GDPR is just a European thing, just wait””it’s coming to the US. Of course, other macro-trends in technology (think artificial intelligence, mobile, etc.) are playing their part in driving our roadmap, but what’s been surprising is how much our partners and customers are craving simplicity. People just have so many decisions in front of them that they really want help in simplifying their decision matrix.
Ertl: We see continuing strong demand for the cloud. Currently our cloud sales account for 70% of our total sales and this trend drives us to continue to improve our cloud-based solutions. We will also continue to enhance the mobile functionalities of our applications. The adaptability, flexibility and accessibility of the cloud has made it the required norm for data to be securely accessed from anywhere at any time. We respond to this trend by making sure our solutions are mobile friendly.
We put all our efforts into making our solutions as user friendly as possible so that everyone can use the software and receive support as needed, whether they are users or administrators. We understand that the world is changing fast and in order that our solutions bring value to a business, they must be easy to adopt and install, quick to improve core processes and to address user demands.
Grosso: There are many market forces driving the direction of our solution. The rise of SaaS [software-as-a-service] and the acceptance of hosted data have not only influenced our development but have also impacted the way our product is licensed. We now offer an array of subscription on-premises and cloud licensing models. On the development side, we have been developing for cloud and hybrid environments, but we have also seen AI becoming more influential in our capture, reporting/analytics, and robotic process automation capabilities.
Lane: An insatiable appetite for more data, a more mobile workforce, and increased security requirements.
Leidwinger: We addressed this in the first question, but the largest trends are around artificial intelligence, security, and compliance. And a lot of these trends are emerging as organizations are looking to change the way they manage, secure, and govern content in order to work like tomorrow.
Young: There are a number of trends impacting our development focus at this time but three are leading the way.
- Extending the cloud: We continue to see an enormous growth path for cloud ECM as organizations embrace it more and more. Year-to-date we are seeing 188% growth in SaaS sales, which was on top of the 292% two-year growth we saw in 2017″“18. It’s clear that this is the desired path for the majority of organizations we work with, so extending interaction and integration capabilities between cloud services has been a strong focus of ours.
- Artificial intelligence and robotics process automation: We continue to invest research and development into both these areas, as how they relate to ECM applications is still a moving target. Like when the cloud first emerged more than ten years ago, there was great enthusiasm for the opportunity it represented. It wasn’t until the last few years that we really saw its adoption. At this point, we are exploring the possibilities these two areas provide and are even deploying them internally to see where we can best leverage this technology as an industry.
- Simplifying the User Experience: At Square 9 we believe that we need to eliminate the complexity of using software. Historically, ECM has been designed as a suite of tools that can be applied to any information process. When you create something this powerful, you will frequently see complexity as a byproduct. We feel it’s inherent on us to simplify this through pre-designed, simplified practice areas that can be easily adopted through a solutions delivery network. We introduced this concept in late 2018 and feel it will continue to be a development focus for us through the coming year.
Updates are a given in the software world. What updates are on your agenda for 2019?
Alexander: We have a number of solutions that will be going to market that will make our suite more robust for dealers such as some of the native mobile apps mentioned earlier. We will be announcing several of these in the upcoming weeks. So stay tuned!
Brown: I can’t tell you that because then I would have to kill you. I will say that we are not standing still, and that ground control has cleared us for launch, so both capture and our DMS this year get serious boosts. Stand by for the PR.
Ertl: This year’s product updates will be largely focused on the user experience and overall cost-effective benefits for all customers. Some of the product updates we will launch later this year include:
- Fine-tuning our Intelligent indexing so that it can perform tasks as specific as automatic line item recognition.
- Split posting & distribution of invoices, which is the ability to assign an invoice to multiple general ledger account numbers and cost centers so that each dept head approves only what their dept is responsible for.
- Workflow management will have many enhancements and a snapshot of what is to come includes
- Users will be able to send invoices by email to multiple recipients.
- A new “Workflow User.” license specifically created for users who do not work with DocuWare but have tasks to perform within a workflow. They can be integrated into the workflow and access the documents they need. This cost- effective license option allows the digital process to proceed without interruptions or delays.
Farrell: PaperCut has some exciting releases planned for 2019. We’re focusing our PaperCut MF (Output Management) solutions on four key customer-first design elements:
- Easiest to sell, deploy, and manage. PaperCut users should expect to see continuous improvements in the user experience at the device across a wide range of brands. Keep an eye out for additional enhancements to our mobility print solutions as BYOD’s continues to grow in importance.
- Easiest to use. This has been a cornerstone of PaperCut’s success over the years. In the short term, expect to see updates to reporting features and additional print option selections at the MFP.
- Relevant in the market. In the 17.0 release, we solved mobility challenges. In 18.0, we delivered simplified job ticketing options for fab labs and print rooms. In 19.0, we’ll be doubling down on the digital transformation. This has been an area we’ve paid a lot of attention to with scan and scan-to-cloud offerings. Look for us to bring OCR [optical character recognition] to the cloud, enabling users to realize workflow benefits associated with text-based document searches. Our expanding development teams are working on a couple of category-leading innovations that are likely to be the biggest leap for PaperCut since the introduction of Mobility Print. Stay tuned!
- Adapting to the cloud. As print infrastructures continue to evaporate into the cloud, it’s critical PaperCut and our channel partners remain a step ahead as users make this transition. PaperCut already has a number of solutions in the private cloud and hybrid cloud environments. We’ll be extending our connections to even more cloud services in 2019. We have a few strong category-leading innovations in the cloud arena coming in 2019 as well.
Grosso: We are constantly updating our software to meet the evolving needs of our customers and prospects. As a direct result of conversations with our customers, channel partners, and analysts we will have very exciting updates coming in 2019. One of our most anticipated updates that was announced at the Laserfiche Empower Conference in February is the addition of robotic process automation features, which will automate manual data entry tasks across the screens of applications. Also coming in 2019 are expanded reporting/analytics functionalities to provide our customers with deeper, actionable insight for organizations to further optimize their processes; and a new, centralized user experience to streamline working in Laserfiche. We are also currently exploring machine learning to provide more intelligent document capture capabilities. All of these updates are focused on helping organizations be more productive and empowering employees to better focus on the work that matters.
Leidwinger: 2019 is a big year for Kofax as it relates to strengthening capabilities on its Intelligent Automation platform, including capture. Kofax finalized the acquisition of Nuance’s Document Imaging (NDI) Division in February 2019 and together are working toward an integrated product portfolio. Kofax is heavily invested in extending its platform with new technologies and improving interoperability between platform capabilities (i.e., tighter coupling of cognitive capture and robotic process automation). Kofax is getting ready for its own exciting integrations that will combine more of the powers of capture with print and output management, leading to even more interesting workflows. Stay tuned for more on these exciting product launches coming from Kofax.
Young: Square 9 will kick off 2019 with the April launch of GlobalSearch 5.0. This is a major release which will include changes to the user interface, most noticeably in the document viewer area. As browser technology evolves, the possibilities of what we can do with it expand. The GlobalSearch 5.0 release will focus heavily on new tools for working more efficiently and more collaboratively with business content in the browser.
We will also continue to release new practice areas within our solutions delivery networks (SDN) with verticalized applications for content management, digital transformation, and business process automation. One of the key advantages to the SDN is our ability to push out updated applications as testing is completed to both our on-premise and cloud-based users. With changes we introduced in 2018 across our entire product suite, we can now deliver end-to-end solutions that require less time, effort, and investment to deliver””while maintaining their flexibility for customization.
Our reseller community can look forward to a regular stream of new practice areas and process automation tools in 2019 that will dramatically increase the value of what they offer, while simplifying their delivery process and getting them paid quicker.
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