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Vertical market opportunities for DocuWare software abound in a variety of industries.
A sense of direction is essential for continued success when selling ECM/document management software. Recently, I interviewed DocuWare President Jim Roberts about the company’s vertical market focus. Although DocuWare software is suitable for any type of organization, the ability to identify the vertical markets where the software excels can provide dealer sales reps with a roadmap to more sales opportunities.
DocuWare’s Vertical Market Excellence
“DocuWare solutions are a great fit across many industry verticals, and it’s not just the features that make it work so well for so many—it’s also the strategic investments we have made in our digital infrastructure,” observed Roberts. DocuWare Cloud delivers a secure, fast time-to-value solution with an uptime of 99% that exceeds industry standards. This is what makes it a great fit for so many.”
Health care is one vertical where DocuWare document management software is strong, for example, with customers that are medical device manufacturers. Government regulations mandate that these types of companies retain documentation about the parts they supply for the lifetime of the products and instruments. These companies must also produce supporting documentation in a timely manner when requested for audits. “Meeting these compliance requirements with paper files was not possible, and digitally storing and archiving these documents have enabled the business to stay compliant while focusing on its growth and expansion,” reported Roberts.
Another document management software customer, a medical lab, uses DocuWare to manage its centralized storage system. “Our document management software eliminated the manual handling of documents, which decreased errors and improved HIPAA compliance,” said Roberts.
Besides the health care vertical, plenty of other vertical markets have benefitted from the software. “DocuWare is such a great fit for finance and HR departments, and as every business, no matter the size or industry vertical, has these departments, we see our solutions applied across a wide range of industries,” noted Roberts.
A few of those other verticals include wholesale/trade; manufacturing; professional, scientific, and technical services; construction; real estate, rental, and leasing; and finance and insurance. (See graph for a breakdown of DocuWare’s vertical market penetration through 2022.)
Unique Document Management Workflows and Processes
Many vertical markets have unique workflows and processes. As a result, DocuWare must address the need for customization to adapt to diverse business environments while providing a scalable solution that meets the needs of both small and large organizations within those vertical markets. “Our product is scalable and configurable to the needs of any size business,” emphasized Roberts. “For example, we have a large retail customer that owns and operates 700 retail stores. The high sales volume means many invoices to process at the end of business each day. That is not a problem with DocuWare.”
Roberts added that DocuWare’s cloud offering was a key factor in this customer’s decision-making process because of its scalability requirements. “Right now, we help them process thousands of invoices a night, but that processing power can be upped in minutes if they need it. That’s the power of our scalability,” he said.
Feature Rich
Like most software solutions, DocuWare document management software is feature rich. These are just a few features that resonate with customers across various verticals:
- Collaboration tools that allow remote and hybrid workers to work together in real-time.
- Automated workflows and anything to improve productivity and efficiency.
- Security and compliance with security standards are key when selecting a solution.
Sales Strategies
For resellers targeting different vertical markets, DocuWare offers strategies and resources to help them effectively communicate the software’s value proposition.
“Investing in the resources to provide a comprehensive support system to our partners means that we can give them a solution that is good enough to quickly close a deal and get implemented in as little as three days with very low-down time for their new customer,” said Roberts. “Time matters in every industry vertical, and the speed with which our scalable cloud-based solutions can be implemented often compels the customer to choose DocuWare over other solutions.”
Because of DocuWare’s commitment to timely service with powerful cloud-based solutions, dealers can sell more and faster, which Roberts emphasized is an important part of DocuWare’s value proposition. “DocuWare partners can take on more customers, earn additional recurring revenues, and get it all done because they have the backing of our Professional Services 24/5 in multiple time zones and multiple languages,” he added.
Roberts also described the company’s partner program as “truly a partnership.” During the first 90 days, DocuWare crafts a customized marketing and growth plan for the partner and its customer base and helps them work through that plan. This includes sales and implementation training and certifications. “We do what the dealer needs us to, whether getting out in the field and selling with them to providing behind-the-scenes technical expertise so our dealers can deliver on their promises and earn the trust of their customers,” said Roberts.
A dealer training program includes various topics from lead generation to coaching on solution selling and helping customers realize the benefits of document management software. In addition, there is detailed training at the backend on how to implement and support the software. “Our sales and Professional Services teams work alongside our partners through every part of the sales life cycle,” said Roberts.
Succeeding Together
Success doesn’t just depend on the strategies and resources that DocuWare provides dealers who sell its document management software. Dealers must take some responsibility to drive success. “In order to sell well, you have to understand the business you are selling to,” said Roberts. “Once you learn and understand customers’ unique pain points, you feel empathy, and helping them becomes easier and more satisfying. We have achieved success across many departments and industries because we understand that their pain points are ours too, and we are in it together to solve them.”
