GlobalWise Investments and its subsidiary, Intellinetics, are transitioning from a demand creation sales orientation to one of demand fulfillment. The company provides world class ECM (Enterprise Content Management) solutions that allow organizations to easily capture and index documents of all types, making them accessible from anywhere on a 24/7 basis.
Through the use of various channel partners, versus direct sales representatives, the company has rapidly grown its customer base by over 20%. The program has been so successful that the company now focuses its sales and distribution efforts on targeted partner recruitment, essentially going after resellers who are already in the marketplace and who are primed to identify existing customer needs. It's an opportunity for the reseller to offer added value, while greatly leveraging the GlobalWise/Intellinetics marketing capabilities.
The company's resellers fall into three major categories:
Hardware Vendor Direct
Independent Software Vendor / Value Added Reseller
• B2B Computers
• Unified Grocers
• Primary Solutions
• Universal Software
The approach also invites integration opportunities, which the company has done with Lexmark and Dell eSF, Samsung XOA, and HP OXP - 2012. In addition, GlobalWise is in a strong ECM market position because of its significantly lower cost delivery model, its on-demand solution store, rapid installation, and the fact that it addresses all 4 levels of ECM: Transactional Content Management, Social Content Management, On-Line Channel Optimization, and Content Management as Infrastructure.
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