As Digital copiers and printers have extended into network devices traditional copier and printer dealers have extended their services to include a complete suite of document solutions.  C-Level executives have become the primary contact for the purchase of these new network appliances as they more intimately integrate with a company's culture and business workflow. As the dealer's customers choose these systems, they are asking how these devices can be bundled with applications to increase productivity. This creates opportunities for our attendees, or Imaging VARs, to offer additional solutions.

This new relationship with CIOs and IT directors is allowing dealers to compete for their clients' total document and workflow solutions. The copier/printer and MFP dealer has evolved into a sophisticated Imaging VAR.

The Facts

►Nearly 80% of dealers request help with electronic document-related processes like filing, document scanning, storage, and retrieval.

► About 70% of dealers plan to extend resources into selling stand-alone software applications and services in the coming years.

► Another 83% of dealers agreed software is key, as a value-added component in differentiating the office equipment they currently sell.