The integrators are tending to provide custom implementations. Panelists also predicted, though, that software providers will incorporate applications co-developed with vertical market players as software modules in horizontal oriented content management frameworks. Many other AIIM exhibitors are already teaming up with vertical market partners. LaserFiche, for example, has carved a strong toehold in the government space. The document management software supplier is now starting to sign up VARs with experience in the financial market, said Jeffrey L. Green, LaserFiche's national sales manager for financial services.
Suppliers are on the lookout for other types of partners, as well.
GIS, for example, will recruit ten to twelve integrators, VARs and ISVs for North America. The partners will not need to be vertical players, and they will not to offer nationwide reach. GIS's main requirement is knowledge of document imaging hardware, according to Rasche. On Tuesday, Eastman Kodak officials on hand at AIIM said they hadn't yet heard about the new GIS consortium. Meanwhile, Kodak has been revamping its reseller program, to tie compensation directly to measured performance, noted Michael C. Bida, Kodak's director of channel marketing for document imaging.