US software vendor LaserFiche Document Imaging has appointed DICOM Australia as a value-added distributor, signalling the launch of the vendor's new channel model.
DICOM Australia specialises in the delivery of electronic data and document capture (EDC) products and services. The service provider was a perfect fit for LaserFiche, which develops software that allows businesses to digitise records and convert reams of paper into digitally secured documents.
According to Seamus McGuiness, managing director of DICOM Australia, LaserFiche approached DICOM regarding the appointment. DICOM agreed to add LaserFiche's software portfolio in an effort to round out its EDC product offerings.
"The LaserFiche business will provide us with about 20 per cent in additional revenue over the next 12 months and it will represent about 10 per cent of our entire product offering," McGuiness said.
DICOM will join LaserFiche's existing distributor, Hi-Tron Systems, in delivering the EDC products.
According to Tim Dickinson, LaserFiche's Australasian regional manager, the appointment of DICOM marks the introduction of a new channel distribution model for the vendor. Under its previous supply chain, LaserFiche either sold directly to resellers or through Hi-Tron Systems. "We will no longer be selling direct to our resellers," Dickinson said.
Under the new channel model, reseller orders for LaserFiche software must be placed through appointed distributors. The appointed distributors are responsible for reseller education, training, professional services and first-level technical support. They will also be involved in conducting joint seminars and workshops with resellers to educate end users.
"We've decided to appoint channel partners to get our product to the Australian market because of the broader support they can offer customers," Dickinson said. "They have the people on the ground, the skill sets and the implementation experience we need in order to provide our customers with a value-added product and service."