How to use Umango to differentiate and learn more about your clients.
Whether you are already comfortable with selling solutions or are unsure about the approach, there are some valuable advantages to discussing Umango with your clients. Leveraging off the multi-function printer (MFP) or dedicated scanner, Umango solutions provide a great way to differentiate your offering, understand your client’s needs and keep the primary focus on the hardware.
Umango helps businesses improve work-flow, collaboration, and efficiency by scanning, extracting information and converting the resultant ‘raw’ file into precise and format rich ‘target’ destination files. Umango makes your MFP smarter by pushing a custom designed job button to your device, instantly adding profiling options and automatic document conversion, saving your business thousands as you untap the potential of your current multifunction formats their destinations.
The Opportunity:
Organizations are often drowning in information, from paper and electronics files and images. The challenge is to transform it into accessible information. MFPs and dedicated scanners are also typically underutilized, many times are not connected to document workflows. When used for scanning these devices also scan piecemeal, that is one document at a time. With Umango you can bulk batch scan, separating individual documents based on their content. There is a huge business opportunity in helping customers gain more value from the hardware they purchase, or already own, with value-add software and services. By asking a few simple questions we can uncover an opportunity, find out more about our client, change the focus from just the hardware and differentiate from the competition.
The Goal:
To increase the client’s utilization of the hardware, improve the experience at the device and provide an on ramp for meta data into client’s backend systems. The experience of the Umango solution becomes the benchmark for future buying decisions increasing the likely hood of continued business with you and adding profitability.
Questions & Observations:
A well-choreographed discovery process is a key for resellers and dealers to
understanding which business solution will unlock the sale. As you meet with customers,
there are visual cues that you can be on the lookout for. Keep an eye on or ask if there is
excessive use of paper storage in the form of filing cabinets, banker’s boxes and paper
trays. Paper handling equipment such as local printers and shredding devices could also
streamlines workflows be cues to point to a heavy reliance on paper and more importantly,
an organization which can benefit from streamlined workflows.
Ask your prospects questions such as:
- What are their business critical documents and describe the document security issues the organization faces?
- What is the existing scanning process, what are the current steps?
- Spend time to understand these steps. Are these processes piecemeal and require many inefficient steps and prone to inaccuracies before they are stored?
- Are they going through a phase of growth / transition where space used for document storage could be better utilized?
- Are they currently using an electronic document repository? If yes, take a note of it as Umango has a range of connectors….
To read the rest of the questions & observations and continue learning more about how to add value with Umango by differentiating and learning more about your clients, please complete the form below to receive the complete article!
