Speaking strictly from the standpoint of workflow and document management, there are factors that support a purchase and issues that can lead to a “Don’t Need it” response. Ifyou can’t determine need, then cost, as a factor, is irrelevant. If there is need, it is clear that cost impacts the decision and the expected return must outweigh the cost. It is a fairly simple concept but establishing need is not so simple.
How can you uncover the factors that determine need and create opportunities in the buyer’s mind? This is where the technology really must shine. There has to be enough Wow factor to override the fear of change, the expected implementation effort or simple doubt. But is it really Wow that makes someone think they need a solution or is it something subtle that sparks a vision of need?
The factors that might spark the vision could be minor features like auto alerts so that a sales order doesn’t fall through the cracks. Maybe there was a situation like that recently so it resonates. Workflow reports that show process times and identify bottlenecks could be important to someone who is struggling with managing a changing workforce.
There are document management features that can demonstrate how quickly a customer service rep can respond with good information and solutions. Happy customers are always a good thing. Maybe it is as simple as having all of the relevant documents in one central repository. Not having to hunt down information can relieve a lot of aggravation for employees.
No business runs all processes perfectly. All businesses have a process that can use some improvement and most employees know exactly which process it is. Seeing some examples of workflow and document management solutions can help someone envision the solution to their own problems.
Solutions that you didn’t think were possible or affordable might be out there. Take a look. Envision a different way. You may find some very good solutions that will make your day run a lot smoother and the company a lot more money. And these solutions might take some effort to get off the ground, but the effort will be short lived and the benefits will last a long time.
Millennia Group provides imaging, workflow and document management solutions. www.mgdocs.com, firstname.lastname@example.org, (630) 279-0577