While digital documents are growing and paper use is declining, the use of scanners is still in demand, said Hunt.
"There are people in all stages of document imaging, so we find today that there are customers using scanners and digitizing images for the first time," said Hunt. "For example, in the Microsoft world we see users at conferences using SharePoint as a repository for PowerPoint, Excel and emails. They decided to add paper documents to integrate HR systems, and forms to capture that signature."
Currently, Kodak Alaris has between 1,900 and 2,000 active channel partners in the U.S. and Canada. Globally, the company operates in 32 countries and sells to more than 90 countries, which Kruchten said will enable Kodak Alaris to grow its channel presence.
"At a high level, we are a channel company, [and] we sell exclusively to the channel," said Kruchten. "The channel brings us expertise in several vertical markets."
Kruchten said Kodak Alaris will look to add more partners going forward, specifically solution providers that specialize in vertical markets, such as service bureaus, financial services with a concentration in banking, and federal, state and local government. The company will use its new software products to help attract prospective partners, she said.
"What drives partnerships is new products, so we hired an entire new sales team for our software solutions business, and we've added new partners that are in the process of onboarding," said Kruchten. "We've gotten wonderful partners over the last 10 years, and they are excited about working under the new organization."
In the future, Kodak Alaris will continue to invest in developing more products around vertical solutions, expand in software and hardware, and put more funds into channel market and other partner-focused programs, said Kruchten. "With our new strategy to grow the business, we will be doing a lot more marketing activity with our resellers than we did in the past," said Kruchten. "We will have an outreach program to help partners grow their business. As a company, we will be investing more in this business as we focus on driving growth for the long term."
PUBLISHED SEPT. 16, 2013