Partnering On Content
One of the booths at EMC World actually brought together four of the vendor's content management software partners: Business Imaging Systems (BIS), Oklahoma City; Portford Solutions Group, Ontario, Calif.; Ikon Office Solutions, Malvern, Pa.; and Image Access, Hackensack, N.J.
Mark Lewis, president of EMC's Content Management & Archiving division, said that his organization handles between 600 and 700 different software SKUs, including a handful of what he considers to be channel products.
These include the ApplicationXtender suite of document capture, imaging and delivery software, which Lewis said is a channel-only line; the Captiva line of document capture software, and the new SourceOne line of e-discovery and e-mail management software, which are heavily focused on the channel; and the Document Sciences software for developing and handling insurance company forms, which is just starting to be available to the channel.
EMC is also looking to increase its business through the channel with such products as its e-mail archiving and eDiscovery products, and is currently certifying channel partners through its Velocity program, Lewis said.
The insurance and financial software markets are actually very strong, and there are plenty of deals out there for partners who can talk about the ROI, or return on investment, Lewis said.
However, he said, customers are not as likely to be looking at big infrastructure projects. "It's now on a project-by-project, a solution-by-solution, basis," he said.