CASE STUDY FACTS:

DIGITECH SYSTEMS RESELLER: Ultimate One DMS, Inc.

PROBLEM: Needed a flexible product offering that would jump-start sales for a new company and support a customer-focused business philosophy.

SOLUTION: PaperFlow™ and PaperVision^® Enterprise

RECOGNIZED BENEFIT:
Built a customer-focused business almost entirely on Digitech Systems’ scalable ECM products and attained profitability in just a matter of months.

After selling Digitech Systems’ Enterprise Content Management (ECM) systems for other companies, Randall Smith was impressed with the PaperVision^® Enterprise product suite and confident that he too could start his own successful Digitech Systems Value-Added Reseller business.

Further investigation into the Digitech Systems reseller opportunity demonstrated the strong business potential for Smith. In early 2008, he partnered with two other businessmen and started Ultimate One DMS. Within the first three months, Ultimate One established profitability, and after just 10 months in operation they outpaced original sales forecasts by 15% by focusing on world-class products and customer service.

Business Goal

Throughout his previous experience selling Digitech Systems’ products, Smith felt that the Digitech Systems offerings never got the marketing and sales focus they deserved. After nearly 10 years in the ECM industry, Smith decided it was time to start looking seriously into building his own start-up company. Familiar with many ECM products and companies, Smith began researching reseller programs and seeking business partners.

He liked PaperVision Enterprise because of its scalability, which had previously allowed him to sell into any business size or industry and grow with customer needs. He knew a start-up business would have a higher chance for success if it based its sales on the same unlimited potential and focused on unparalleled customer service. “PaperVision Enterprise is an incredibly saleable product. It offers scalability, ease-of-use and outstanding technical support—all at an affordable price. I was ready to start my own company and make it our flagship product,” said Smith.

But, Smith knew that products were only half of the success equation. The reseller relationship was also a significant factor in establishing profitability. When he compared Digitech Systems’ reseller benefits with other reseller opportunities, again he was impressed. “Digitech Systems enables businesses to have very compelling profit margins,” said Smith. “Plus, they have a strong channel focus and a very supportive reseller community with extraordinary technical support.”

The Digitech Systems Solution

Smith immediately hit the streets to do some market testing and received early customer buy-in for PaperVision Enterprise. Next, he teamed with Todd Gallichio, a former salesman and business operations director with 15 years of experience in the document management industry, and Jeff Ricketts, a businessman versed in creating start-ups. Even before Ultimate One had a website and a logo, Smith founded the business with three customers. “One of the best things about signing on with Digitech Systems was that our initial investment was actually a credit towards future product purchases. We didn’t lose that money. We invested it in the future of our company,” Smith said.

“Digitech Systems enables businesses to have very attractive profit margins. Plus, they have a strong channel focus and a very supportive reseller community with extraordinary technical support.”
- Randall Smith, Vice President of Technology

Business Value to Ultimate One

Ultimate One got their business up and running quickly by tapping into the library of reseller resources. MyDSI, the online portal for Digitech Systems resellers, provided a wealth of marketing materials such as brochures, white papers and tradeshow materials as well as web-ready content that enabled Smith to submit product information and electronic brochures to their website developer with just a few clicks of the mouse.  With a logo and a website, Smith was ready to market his offerings to the masses.

Within three months, Ultimate One established profitability. “When you set sales goals for a start-up company you make them attainable but challenging,” said Smith. Ultimate One has remained “in the black” and is now surpassing sales forecasts by about 15%. “We are ecstatic,” said Smith. “It’s all because we have profit margins that allow us to operate our company successfully.”

Ultimate One also attributes their immediate success to the flexibility of PaperVision Enterprise. The scalable ECM system works for small business and easily expands for large enterprise corporations with distributed systems and locations. “With PaperVision Enterprise, we can keep selling to our existing customers. After a customer implements a system, they instantly recognize the value and usually want to expand the technology into other departments. We are constantly up-selling,” said Smith. As a result, about 70% of their revenue comes directly from Digitech Systems’ products.

Bundling products and selling services are other keys to their success. Ultimate One bundles products and services for a complete package deal that improves value, because it includes PaperVision Enterprise, a scanner, a server, installation, user training and first-level technical support. Optionally, customers can add on other ECM products like information capture, workflow and email management. “Small businesses love our bundled packages,” said Smith.

When Ultimate One needs help, Digitech Systems is just a phone call away. Smith and his team call on their personal sales consultant frequently for both sales and technical advice. “Our Client Development Manager (CDM) is a real product expert who understands both the technical and selling aspects of the products. Our CDM has been a true value to our company,” said Smith.

Customer service is another key to success for Ultimate One. “Whether our customers call us or call Digitech Systems for help, we are assured that their call will be addressed in seconds, not minutes or hours,” said Smith. “This is a pledge from Digitech Systems that helps us build our reputation as a customer-focused business.”

As part of its customer promise, Ultimate One listens to customer problems and learns their business process, so it can find a solution that truly fits their needs. Digitech Systems is helping Smith uphold this commitment, because the PaperVision Enterprise software development team maintains the same philosophy. Digitech Systems encourages feedback regarding new products and makes every attempt to implement product enhancements to meet customer needs. “Digitech Systems listens to our product requests and implements the changes we need,” said Smith.

“Most importantly,” Smith said, “we are selling something that we believe in. PaperVision Enterprise really helps businesses improve efficiency and enhance productivity. We like helping companies succeed; therefore, we love what we do. Starting Ultimate One is something we’ve wanted to do for a long time, and we’re so glad we finally did it.”

See how Digitech Systems products can help meet your business needs.