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Meeting of minds

Editorial Type: Interview     Date: 03-2014    Views: 3353   









In one of the most significant acquisitions to affect the DM/ECM sector in recent years, Spigraph has taken over DICOM; DM Editor David Tyler spoke to Wayne Davey, CEO, Spigraph Group

David Tyler: What was the reasoning behind Spigraph wanting to acquire DICOM?
Wayne Davey: Spigraph and DICOM are complementary in many countries and this gives a broader reach for the combined group and even better access to the markets addressed by our resellers. In addition it allows a clear positioning of our value-added distribution (VAD) offering versus broad-line distribution.

The merger also gives us a critical mass in some new territories and allows us to focus our investments to develop these new markets. This in turn provides long term security for all stakeholders - our customers, their resellers, our suppliers and our employees. Finally, our increased size and international presence will provide our employees with enhanced career opportunities, allowing us to better retain our highly experienced staff.

DT: Looking at Europe, the market for VAD's in the DM/ECM & capture sectors is relatively small in the DACH-region. With Spigraph/DICOM now a "super VAD" in the territory this looks like a strong market consolidation.
WD: Consolidation provides economies of scale as it frees resources to invest in new business, both for our customers and for our suppliers. It helps us to serve the market better, faster and more efficiently. It also is a clear sign to the reseller community that they have a strong partner to rely on.

DT: How will the new Spigraph/DICOM brand appear in the market?
WD: We obviously want to leverage the brand recognition each brand has in the respective countries in which they operate. For that reason, we will continue to brand as Spigraph in France and North Africa and in all other countries the branding will be "DICOM, a Member of Spigraph Group".

DT: How would you describe the overall product and marketing positioning for the new business?
WD: We are a VAD that serves and supports resale partners in the document capture market with hardware, software and services. We are 100% partner-oriented and provide our partners with access to our extensive expertise in this market, covering all elements from marketing, pre-sales support, product availability, competitive pricing, post-sales support, plus access to qualified end-user sales opportunities.

Based on our extensive delivery experience and broad product portfolio we can support our partners in developing custom software solutions for their customers; provide Professional Services support for integrating their solutions into existing customer infrastructures; add specialist capture capabilities such as large format & book scanners, and help architect high volume solutions for their larger customers.

DT: Kofax has a long-standing history with DICOM, of course. Is Spigraph/DICOM going to compete directly with Kofax in the document capture and SPA Market?
WD: We have a very good and profitable partnership with Kofax. In addition, last year Spigraph signed a strategic pan-European partner agreement with Kofax. This mutual historic alliance with Kofax offers both companies the advantage of a wide and stable document capture solution offering in EMEA.

Within this context Kofax is a strategic partner for us in EMEA, but of course we have in our portfolio a number of other important and successful partnerships encompassing both established product offerings and cutting-edge solutions. However, for all of these offerings, our primary mission is to add value to all aspects of our business partners' activities, including training our partners on software, providing them with pre-sales support and helping them sell software and solutions based on the product offerings we provide.

DT: The new group has some 6,000 partners in over 20 countries. What has been the feedback from partners and customers concerning the acquisition?
WD: The feedback from our partners and their customers has been unanimously positive. They know that this merger gives us even more capability to add value to their business; will provide long term stability and reliability for all stakeholders in the document capture market, and enables us to deliver even more efficiently what their customers want. We are only just beginning to explore the potential of this merger and they can look forward to new and innovative products and services to help them grow their business around document capture.
More info: www.spigraph.com

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